CUNA Business Lending Certification Institute: Fundamentals
Topics & Objectives

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

Introduction to Business Lending

• 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 businesses 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

Review Business Lending Regulations

• Discuss the pre-conference webinar, Making Sense of Business Lending Regulations: An Overview

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

The Fundamentals of Financial Analysis

• Learn how to accurately identify the repayment risks suggested by financial ratio deviation from common bench marks.
• Review debt service coverage by analyzing cash flow
• Understand what income statements and balance sheets measure
• Compute key financial ratios

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

Financial Analysis & Commercial Real Estate

• Review types of loans
• Learn the three main steps in underwriting income properties
• Identify common loan documents used in commercial property loans

Protecting Member Loans

• Discover methods of tracking and monitoring relationships
• Explore documentation exceptions, missing information, scheduled follow-ups, and loan covenants

When Good Loans Go Bad: Warning Signs

• Examine how to manage your loan file review
• Look at key issues
• Determine how to prevent default

The Art of Business Development

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