Retail Lending Certificate (Custom Program)

Certificate includes the following four modules in a self paced format for assistant branch managers.

Consumer Credit Products
Description: Provides definitions of consumer credit terms to assist in discussions with clients and explains the growth and demand of non-real estate related products. Explores real estate-related terms for home equity loans, home equity lines of credit, loan to value ratios, and how to calculate the maximum loan amounts.

Audience: Branch personnel who are responsible for discussing or selling consumer credit products.

Learning Objectives
After completing this course, students will be able to:

• Define basic consumer credit terminology to clients
• Identify features of consumer credit products
• Explain the two loan categories—non-real estate-related and real estate-related—along with the products associated with the categories
• For real estate-related products, determine the maximum loan amount available based on collateral value

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Fundamentals of Consumer Lending
Course Description:
This suite of two courses explores the application process and the actions required to ensure bank compliance with regulations, and the basics of consumer credit including terminology, categories of credit, and credit worthiness.

Audience: Any bank personnel with little or no experience in consumer lending.

Course Titles:

• Consumer Credit Basics
• Consumer Loan Process

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Personal Tax Return Analysis
Description: Explains how to analyze tax returns to determine a projected income and explores income trends, recurring versus non-recurring income, and how tax returns can be used as a sales tool.

Audience: Bank personnel who are in a position to use personal tax returns from clients for lending analysis.

Learning Objectives
After completing this course, students will be able to:

• Describe what constitutes a complete tax return and how to identify signs of fraud
• Identify income trends and nonrecurring situations used in analysis
• Describe the areas on tax returns that can be used to identify cross-sell opportunities
• Analyze wage and tip income including the noncash and pre-tax benefits associated with the source of income
• Analyze taxable and nontaxable interest and dividend income
• Describe and calculate the source of income information on Schedule C
• Explain and calculate capital gains and losses
• Differentiate the areas on Schedule E and calculate rental income
• Understanding Sub Chapter S and LLC cash flows and K-1 forms
• Calculate limited partnership income

Small Business Borrowing Suite
This suite of two courses, two exercises, and two toolkits describes the characteristics of the small business market that make it an attractive source of potential business and explores the overall relationship between the borrowing cause, loan purpose, and repayment source to better understand the small business client credit needs. This suite also explains the key steps to effectively communicate credit decisions to clients. *Only available as a suite.

Audience: Bank personnel who are responsible for selling credit products to the small business customers and/or responsible for identifying sales opportunities and referring small business lending prospects to the appropriate bank contacts.

Course titles:

• Knowing Your Small Business Clients
• Knowing Your Small Business Clients – Apply What You’ve Learned
• Communicating Credit Decisions
• Closing the Sale – Apply What You’ve Learned
• Small Business Borrowing – Learner Toolkit
• Small Business Borrowing – Coaches Toolkit