July 24th, 2013 9:00 AM – July 25th, 2013 4:00 PM




Consumer Lending Seminars

July 24 & 25, 2013
9 a.m. to 4 p.m.

Attend one or both days


Consumer lending requires employees to evaluate, negotiate, and monitor loans and lines of credit. These sessions will equip your lenders with the skills they need to make sound consumer loan decisions. 

The first day is designed for loan officers, member service representatives and all lending professionals looking to refresh their lending expertise.   Day One will cover lending’s critical essentials and best practices for lending success.    Attending both days will create lending professionals who know how to effectively and successfully improve and increase the credit union’s consumer lending business.     

The second day is an opportunity for all senior executives, including CEOs, lending vice presidents, lending managers, and aspiring lending managers, to learn how to improve the credit union's overall lending results. 

Day One is packed with information.  
A sample of what attendees will learn on July 24: 

  • That lending is an attitude!
  • That every member is unique
  • Why your credit union should take on more risk when lending
  • How to successfully lend to higher-risk members
  • Four things that must get done in the loan interview
  • How to tailor your approach in the loan interview
  • Questions that don’t show up on software
  • What a good notes page looks like
  • Proven sales techniques
  • How to sell ancillary insurance products
  • How to give a firm close
  • How to communicate loan denials 
  • A review of FICO scores
  • Recent changes made to FICO scores
  • Six approaches to take when underwriting
  • Bankruptcy predictors
  • Debt ratio analysis
  • Loan-to-value analysis
  • Secured & unsecured guidelines
  • Real risk factors vs. not-so-real risk factors

The following topics - with specific advice and best practices - will be covered on Day 2:

  • Loan department productivity and efficiency.  How productive are your front-line lenders?  Strategies will be discussed that will allow you to significantly improve loan and sales productivity per employee.

  • Loan product & rate design.  Keep it simple and effective.  Loan product features and rate design suggestions will keep you competitive in this difficult lending environment.

  • Loan delivery channels – branch, phone or internet?  Learn the advantages and disadvantages of each delivery channel and which channel will lead you to better results.

  • Loan department organization.  There are three ways to organize your lenders.  You need to learn about the option you haven’t considered, because it is the best way to achieve long-term success.

  • Loan policy provisions.  Are your policies written for your examiners or your members?  Do they bind you or do they empower you to make as many good loans as possible.

  • Should you utilize a centralized or decentralized lending operation?  Find out which structure positions you for loan growth and success.

  • Indirect Lending.  Discuss the pros and cons of this popular auto loan generation program.

  • Successful collections.  Successful collections is not rocket science.  Do these three things well and you will maximize your collections results.

  • Sales culture development.  Your credit union has built a terrific service culture.  Are you now ready to take the steps necessary to build a sales culture?

Brett Christensen

Brett Christensen is the owner of CU Lending Advice, LLC. He works directly with credit unions in the U.S and Canada, teaching and consulting on
various lending topics. His personable and entertaining speaking style has made him a popular and sought-out speaker in the credit union industry.

Prior to forming his own company, Christensen worked for four years as a lending consultant and trainer for Lending Solutions Consulting, Inc. He also served as the Vice President of Lending & Sales at the $640 million Clark County Credit Union (CCCU) in Las Vegas, and worked for five years as a civil engineering officer in the United States Air Force.


8:30 a.m. - Signing in, light breakfast, networking.
9:00 a.m. to 4:00 p.m. - Training
Lunch will be provided.

Tuition Reimbursement - New Asset Ceiling Eligibility
Maryland and D.C.-based credit unions with up to $150 million in assets may be eligible for up to 75% educational reimbursement from the Credit Union Foundation of MD & DC. For details and an application, visit http://www.cufound.org/training.htm or contact Training Director Diane Pinter, dpinter@mddccua.org or 443-325-0779.


Note:  You must be logged in to the MDDCCUA homepage before you can register.




MD & DC Credit Union Association
8975 Guilford Road
Suite 190
Columbia, MD 21046

Event Info


July 24th, 2013 9:00 AM – July 25th, 2013 4:00 PM


MD & DC Credit Union Association
8975 Guilford Road
Suite 190
Columbia, MD 21046


Phone: 443-325-0768

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