CUNA Business Lending Certification Institute: Fundamentals
Topics & Objectives

Please note that the Topics/Objectives listed below are subject to change.

Review Business Lending Regulations

• Discuss information from the preconference webinar, Making Sense of Business Lending Regulations: An Overview

Business Basics

• Understand business legal structures, including sole proprietor, corporation, and partnership
• Discover how business types impact a loan or share account
• Identify the strengths and weaknesses of different types of business including retail, service, manufacturing, and property ownership/management
• Explore financial reporting options including company-prepared, compilations, reviews, audits, and tax returns
• Discuss business service needs: collateral, guarantees, and proper documentation

Analyzing a Member's Request

• Explore the application and interview process
• Learn what types of questions to ask to ensure the member and request fit your credit union's mission

Reviewing an Applicant's Information

• Understand the five C’s of credit: capital, character, collateral, conditions, and capacity
• Work on a case study

The Fundamentals of Financial Analysis

• Learn the basics of financial analysis including trend, ratio, and industry comparisons
• Use balance sheets, income statements, and cash flow statements for financial analysis

Knowledge Assessment

• This will be the first assessment of the information presented. It will be a true/false, multiple choice and work problem tool with a one and a half hour time limit. Students should be able to demonstrate knowledge of information learned throughout the day.

Loan Structuring – Matching Terms, Conditions & Documentation

• Discover how to match the borrower's needs with proper terms and conditions
• Learn about the differences between lines of credit, long- and short-term notes, bulleted notes, mortgage and land development financing, and agricultural loans
• Explore new underwriting standards
• Work on a case study

When Good Loans Go Bad: Spot the Warning Signs

• Discover how to manage your loan file review
• Look at the key issues
• Learn how to prevent default

Protecting Member Loans

• Identify methods of tracking and monitoring relationships
• Explore documentation exceptions, missing information, scheduled follow-ups, and loan covenants
• Work on a case study

Member Business Services – More Than Just Loans and Deposits

• Explore possible services businesses may be looking for such as credit cards, cash management, ACH, and other treasury services
• Learn to look for opportunities to become a member’s true advisor and resource
• Analyzing Member Business Plans
• Understand the critical components of a business plan
• Work in groups to evaluate real business plans
• Use the plan to forecast results

The Art of Business Development

• Develop a portfolio expansion plan
• Learn three easy ways to expand your referral list

Final Knowledge Assessment

This two-hour final assessment will include questions covering the entire course. Students passing the exam should be positioned to meet all the objectives stated at the beginning of this course outline.