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Consumer Lending Workshop

April 25th, 2018 9:00 AM – April 26th, 2018 3:00 PM


Consumer Lending Workshop
April 25-26, 2018
9:00 am – 3:00 pm

Session Overview
Credit Unions were not “Born Digital”, new competitors are entering the market daily. Lending has never been more competitive. Learn how credit unions from across the U.S. are meeting the challenge head on.
We will cover a wide variety of topics and give you actionable steps and information to increase your loan to share ratio, decrease expenses and deliver loans to your members in a modern engaging process.

This full day course is educational, entertaining and will accelerate your lending results to higher levels.

Day 1: Designed for Loan Officers and MSRs

• What must happen in every loan interview
• Gain more of your member’s business
• Reasons to take more risk when lending
• Follow the guidelines for secured and unsecured lending
• Teach FICO scores to members, including how to improve them
• Spot three bankruptcy predictors and how to deal with them
• Responsibly underwrite high-risk loans
• Break out of the lending boxes that bind you
• Appropriate collateral
• Underwriting traps
• Real risk factors
• Selling value in a competitive landscape
• Sell more ancillary products

Day 2: Designed for Lending Managers, VP of Lending, CLOs and CEOs

• Overview of the competitive landscape and disruptive lenders
• Loan product rate & design
• Loan delivery channels
• Productivity and efficiency
• Correct approaches to underwriting
• Loan policy revisions
• Variable pay plans that maximize loan production
• Centralized or decentralized lending operation
• Indirect lending
• Successful collections
• Sales culture development
• Improve the Credit Union’s ROA
• Typical internal lending issues and how to overcome them
• How to grow your direct auto portfolio
• Mistakes that cause unnecessary loan losses

You don't want to miss this training! This all day engaging and entertaining session will empower you to make great loan decisions and earn more of your member's business.

Session Agenda
8:30 am to 9:00 am - Signing in, networking, light breakfast
9:00 am to 3:00 pm - Training (Lunch is Provided)

Who Should Attend
Lending Managers, VP of Lending, CLOs, CEOs, Loan Officers and MSRs

About Your Speaker
Don Arkell
Senior Consultant
CU Lending Advice, LLC

Don started his career working in all areas of Sales and Lending. He eventually founded a CUSO owned by CCCU—members Auto Brokerage Service, Inc. Taking a break from the industry, Don established himself in the Pharmaceutical and Bio Tech Sales arena where he was recognized for his sales abilities, winning several national awards.

After years in the world of Biotech, Don couldn’t resist the call of the Credit Union movement and in 2007 he joined Red Rocks Credit Union in Colorado. He helped them transform their lending and member service from full retail delivery to remote delivery.

Don Arkell joined the team at CU Lending Advice, LLC in September 2015. His extensive Sales and Lending experience married well with the established consultant practice at CULA.

Session Fees
One Day Only
$290 for credit unions with >$50M in assets
$145 for credit unions with <$50M in assets
$72.50 for credit unions with <$10M in assets

Two Day Only
$495 for credit unions with >$50M in assets
$290 for credit unions with <$50M in assets
$145 for credit unions with <$10M in assets

Tuition Reimbursement
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.

8975 Guilford Road
Suite 190
Columbia, 21046

Event Info


April 25th, 2018 9:00 AM – April 26th, 2018 3:00 PM


8975 Guilford Road
Suite 190
Columbia, 21046


Phone: 4433250772

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