Webinars

• The business lending process and shared responsibilities
• Services available for advanced business programs
• CUBG Membership vs. Affiliate status
• Our pricing to credit unions

Course dates and times

CU Business Group’s Member Business Advisor system bridges the knowledge gap for consistent communication and product selection between your staff and your business members.  The Member Business Advisor, or MBA system, is an easy to use, web-based tool that allows credit union staff to ask the right questions in an interview with their business members.  MBA will facilitate the discussion and ultimately identify the best package of loan, deposit and other products for business members.  The MBA can also be used by business members as a self service option for originating business services via the credit union’s website.  For credit unions interested in learning more about this exciting new product we will cover the following in the webcast:

• What MBA is and how it will work in your credit union
• Dilemmas credit union staff are facing and solutions the MBA system provides
• Setup and use of the MBA in your branches, call center and business services area
• Pricing of the MBA system to credit unions

Course dates and times

Participation loans are an effective tool to manage risk and increase return for your credit union.  Participations are also effective tools for managing liquidity and regulatory caps.  CU Business Group's The Basics of Buying and Selling is designed to provide credit unions with a clear picture of the entire process when using CUBG’s participation network.  Some of the topics covered in this course include:

• Overview of CUBG’s participation program
• Network parameters
• The mechanics of a participation (buyer and seller perspectives)
• Accounting for participations
• Typical timing and other transaction requirements

Course dates and times

CU Business Group's Business Deposits 101 addresses the critical knowledge needed to open new accounts for all kinds of businesses.  This is the starting point for controlling depository risk and ensuring compliance.  Some of the topics covered in this course include:

• Definitions of the many types of business entities
• Requirements when opening new accounts for businesses
• A definition of TINs, EINs, DBAs, and what you need for each situation
• Deposit risk management
• The right questions to ask

Course dates and times

In CU Business Group's Business Deposits 101 you heard that managing deposit risk is just as important as managing credit risk.  This session will review important questions to ask when opening a business deposit account as well as provide resources for verifying your business members’ information.  Some of the topics covered in this course include:

• Sources for research before the interview
• Interview points designed to detect fraud
• Red flags that point out potential fraud
• Sample fraudulent documents

Course dates and times

CU Business Group's Business Lending 101 focuses on the information needed to pull together a complete loan package. Participants will learn how to take a loan application, gather appropriate documents from the borrower, and review key financial data to better understand the borrower's financial situation. Specific areas covered include:

• The application checklist
• The loan application
• Personal financial statements
• Tax returns and business financial statements
• The right questions to ask

Course dates and times

CU Business Group's Closing Loan Documents will familiarize your staff with the documents needed to close a member business loan.  Participants will learn the specific uses of each form, the general closing process and the information included in the closing package.   The webinar will cover various loan documents normally used in a member business loan package.

Course dates and times

SBA lending fills an excellent niche and is a logical fit for credit unions.  But there are both myths and realities when it comes to this specialized program.  CU Business Group's Basics of SBA Lending is designed to provide credit unions with a clear picture of what it takes to run a successful SBA program.  Some of the topics covered in this course include:

• The basics of SBA lending
• Types of SBA loans and how they differ from conventional loans
• SBA pricing and compliance requirements
• How to get started and maintain your program
• The benefits as well as the costs of an SBA guaranty

Course dates and times

In CU Business Group's Understanding NCUA Member Business Loan (MBL) Regulations,  CUBG’s experienced underwriters will discuss the application of all the pertinent regulations to your MBL program.  This course is excellent for staff that are new to business lending, or as a refresher for more experienced staff.  The webinar will center on NCUA Part 723 Member Business Loans.  Specific regulations covered include:

• Part 722 Appraisals
• Part 723 Member Business Loans
• Part 742 Regulatory Flexibility Program
• §701.21 Loans to Members and Lines of Credit to Members
• §701.22 Loan Participation

Course dates and times

Appraising commercial real estate requires a higher standard of certification and additional analysis in the appraisal report.  This session will provide an in-depth discussion of the key areas and differences you’ll find in appraisals for business purpose loans.  You’ll also gain some important tips for managing the appraisal review process and controls within your program.  Specific topics for this session include:

• When is it appropriate to order a commercial real estate appraisal
• NCUA Regulation Part 722 Appraisals
• Uniform Standards of Professional Appraisal Practice (USPAP)
• Appraiser certification and your credit unions due diligence
• Different types of appraisals and valuation approaches

Course dates and times

Managing the risks associated with your business lending program is essential to loan quality as well as satisfying exam and audit requirements. This course will outline key aspects of business lending operations that help manage the major risks: credit, liquidity, interest rate, compliance, and reputation risk. In addition, we will include an overview of what we know are areas of focus of regulators. This sessions is sure to provide practical information to help your business program.

Course dates and times

Environmental concerns are a significant area of review in commercial real estate transactions.  In this session CU Business Group’s senior underwriters will cover the appropriate due diligence to reduce environmental risk on real estate secured member business loans.  The discussion will include a review of common environmental reports ranging from Environmental Data Resources, Inc (“EDR”) reports to Phase II Environmental Site Assessments (“ESA”).  Specific topics covered will include:

• Why you need to discover environmental issues before you make the loan
• What’s included in the various environmental reports
• The All Appropriate Inquiries (“AAI”) rule
• The Innocent Landowner Defense
• Specific examples of contamination via photos and stories

Course dates and times

Managing your portfolio is a key component to risk management of your member business loans. This course will focus on the why and how of managing your portfolio, and the desired outcomes of a successful portfolio management process. The following areas will be covered as they relate to portfolio management:

• Board of Director Oversight
• Portfolio Management Strategies
• Information Systems
• Market Analysis
• Credit Standards
• Stress Testing and Sensitivity Analysis
• Risk Review

Course dates and times

Conducting an effective interview with a business member is a key component of a successful business services program. Our training centers around the following interviewing tools and techniques:

• Key questions and techniques to help staff learn about the member and their business
• Open/closed and other types of questions – how to best choose your question and why
• Specific questions to identify lending opportunities and clarify financing possibilities
• Detailed questions that will lead to the best deposit product package
• The sales process and what to do with the information from the interview

Course dates and times

Jump-start your business program by going through CU Business Group's sales campaign techniques and methodologies.  This course is focused on how to get more out of your program once you have the basics in place.  Goals for the session include giving your branch staff and business development representatives more tools and confidence in selling business products, as well as how to better target specific businesses and industries.  And, as a Member of CU Business Group, you'll receive a variety of resources after the course including sales letters, scripts, objections and how to overcome them, and templates of proposals to businesses.

Course dates and times

Why are some credit unions highly successful in business services while others struggle?  How do I pump up my marketing efforts and achieve the desired growth goals?  What package of services is really needed to compete for new business members?  How do I best offer merchant bankcards, ACH, and other core business services? 

In working with credit unions throughout the United States, CU Business Group has developed this training session to bring you the insight and techniques used by the highest performers in the industry.

Course dates and times