CUNA Business Lending Certification Institute: Fundamentals
Topics & Objectives

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

Review Business Lending Regulations

• Find how the NCUA defines a business loan
• Determine the role membership plays in making a loan
• Discover who at your credit union is qualified to do business lending
• Learn how to create a business lending loan policy
• Examine how exceptions work

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

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.

For more program content information or to request a brochure call 800-356-9655, ext. 4249, or email elearning@cuna.coop. For registration questions, call 800-356-9655, ext.4400 or e-mail reginfo@cuna.coop.