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Lending Best Practices

October 11th, 2012 9:00 AM – 4:00 PM

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Proactive Lending Techniques to Capitalize on Today!

This lending-focused workshop will provide great practical initiatives to help you, the credit union professional, develop ideal lending programs for your credit union.

The days of order taking are long gone!  If you want more loan business, you have to go out and get it! Build a proactive sales team to go and get the business by setting up programs that allow them to optimize their opportunities.  Give them the right tools to do a good job in serving your members.

In this session you will learn:

  • New lending programs to enhance your current programs.
     
  • On-boarding programs that help you dig deeper into your relationships with new members.
     
  • Underwriting techniques that allow you to help more of your members.


Part 1 - Trends in the Banking Industry

This session will help credit union professionals understand the subtle changes taking place in the financial banking industry that is revolutionizing the way consumers do banking.  Technology is having an impact on all areas of banking not just mobile banking. Learn about trends to be aware of and prepare for as you move into the future.

Part 2 - Gold Mine - 557 Program with Gen Y in Mind

Every new account is an opportunity for a loan and cross-selling. Credit unions have historically never done a very good job in this area. Banks dominate in the area of on-boarding and they are getting better at it. Learn how you can develop a simple but powerfully effective new account process that will allow you to cross-sell more services to your members from Day One.

Part 3 - Relationship Lending - Serving Your Members Well

Credit unions who say they serve their members well change their tune when it comes to lending. It is amazing to see good long-time members - who have paid the credit union well in the past - being denied for a loan. Learn to focus on the relationship as it speaks volumes when it comes to mitigating risk. Discover the principles of managing the relationship to help underwrite loans.


Speaker

Pierre Cardenas has 28 years in the financial industry at both credit unions and banks. He has held executive level positions in organizations as large as a billion dollars in assets. Consulting, training and presenting for credit unions since 2006, he started his own business, “Innovators of Change,” in 2008 while serving as the Senior VP of Retail at a $540M credit union. Pierre’s experience in consulting and implementation of technology in all areas of banking has given him great insight into the trends of the industry- which allows for a futurist perspective to his sessions. He is sought after and speaks on various financial industry topics relating to innovation, lending and the changing financial environment. Pierre is currently a Senior Consultant with CU Lending Advice, LLC. 


Comments from attendees at one of Pierre's breakout sessions at
MDDCCUA's 2012 Annual Meeting:


     "Awesome session.  Knowledgeable, informative, solutions-driven."
    
      "Great real-world insights.  Engaging delivery."


Agenda

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


Tuition reimbursement

Maryland and D.C.-based credit unions $75 million and under in assets may be eligible for a 75% educational reimbursement from the Credit Union Foundation of MD & DC. For details and an application, visit http://www.cufound.org/training.htm

 

Lakewood Country Club
13901 Glen Mill Road
Rockville, MD 20850

Event Info

When

October 11th, 2012 9:00 AM – 4:00 PM

Where

Lakewood Country Club
13901 Glen Mill Road
Rockville, MD 20850

Contact

Phone: 443-325-0766
Email:

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