CUNA Consumer Lending School: Advanced
Topics & Objectives

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

Successful Loan Pricing, Policies, & Processes

• Organize your credit union’s loan
department
• Understand member-friendly loan
policies and underwriting guidelines
• Tailor your lending processes to each
individual member

Underwriting Higher-Risk Member Loans

• Explore bankruptcy avoidance
strategies
• Understand the loan-to-value approach
• Discuss real risk factors vs. not-so-real
risk factors

Lending Incentive Programs That Work

• Examine group vs. individual
incentive programs
• Find out the effects incentives have
on base pay
• Explore incentive structures for senior
management, middle management, and front-line staff

Creating a "Lending Machine"

• Learn the strategies and tactics of
successful lenders
• Look at lending from a borrower's
perspective
• Understand how to improve processes
and remove obstacles

Verify Borrowers for Income Using Tax Returns

• Learn how to quickly obtain monthly
net or gross income from a borrower’s personal income tax return
• Identify the information that borrowers
hide and reveal in their own interest when applying for a loan, and how this may affect their borrowing ability
• Understand the forms involved in these
non-traditional income situations and how to obtain the relevant information

Indirect Lending

• Find out why indirect borrowers are a
major source of credit union growth
• Learn strategies to turn indirect
borrowers into multi-relationship, profitable members

My Best Boss Ever

• Look at how the best bosses get the
best from their employees
• Earn the respect and admiration of
employees
• Hear stories that give you the hidden
secrets of the best bosses

Serving & Lending to Young Adults

• Explore today’s trends and marketplace
• Understand the financial counseling
model for young adults
• Discuss lending to generation X and Y

Survive in the Compliance Jungle of Credit & Collections

• Understand how the FTC views the
activities of debt to collectors
• Review the most recent FTC Report to
Congress which highlights complaint statistics against collectors for the 2008 calendar year
• Discuss landmark cases and complaints
that have shed a negative light on the credit and collection industry
• Develop a strategy to keep your credit
union safe and compliant through all levels of the lending and collection process