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11/5/2014
CUNA Mutual: Recapture Loans and Target New Opportunities

MnCUN Lending Conference

2013 Lending Conference

Credit unions were strong and reliable lenders throughout the Great Recession. Even when other financial institutions reduced their lending activities, credit unions stood ready and able to lend money to consumers and community businesses. Minnesota credit unions now have a tremendous opportunity to increase their loan growth by refreshing and revitalizing their lending programs.

The Minnesota Credit Union Network's Lending Conference on April 25-26 provides the tools to bring lending practices to a new level! Day one of this two-day training program is geared toward loan officers and frontline staff. Day two offers CEOs, lending managers and aspiring lending managers advice that will improve their department's overall lending and sales results.

 

Conference details

Date:

April 25-26, 2013

Place:

Park Plaza Hotel
4460 West 78th Circle
Bloomington, MN 55435

Time:

9 a.m.-4 p.m.

Cost:

One-day registration, early bird cost: $279, if payment received by Thursday, April 4
Two-day registration, early bird cost: $409, if payment received by Thursday, April 4

One-day regular registration: $309 until Thursday, April 18
Two-day regular registration: $439 until Thursday, April 18

 

 

Session information

The first day of conference sessions kicks off with "Lending is an Attitude,” and attendees will get an explanation of how "Every Member is Unique.” Other session topics include:

  • Reasons to take on more lending risk
  • Steps to successfully lend to higher-risk members
  • Four things that must get done in the loan interview
  • Interview questions to ask that don't show up on software
  • Improving individual sales skills
  • Selling ancillary insurance products
  • The "firm close”
  • Communicating denials
  • Recent changes made to the FICO score
  • Five approaches to take when underwriting
  • Bankruptcy predictors
  • Debt ratio and loan-to-value analysis
  • Secured and Unsecured Guidelines
  • Real Risk Factors vs. Not-so-Real Risk Factors

The second day of sessions will offer specific advice on improving overall lending and sales, as well as some best practices for your credit union. Topics include:

  • Strategies for loan department productivity and efficiency
  • Competitive loan product and rate design
  • Pros and cons of loan delivery channels
  • Loan department organization
  • Analyzing your loan policy provisions
  • Using a centralized or decentralized lending operation
  • Pros and cons of indirect lending
  • Successful collections strategies
  • Necessary steps to building a sales culture

 

Speaker bio

Brett Christensen is the owner of CU Lending Advice, LLC. He works directly with credit unions in the U.S and Canada, teaching and consulting on various lending topics. His personable and entertaining speaking style has made him a popular and sought-out speaker in the credit union industry.

Prior to forming his own company, Christensen worked for four years as a lending consultant and trainer for Lending Solutions Consulting, Inc. He also served as the Vice President of Lending & Sales at the $640 million Clark County Credit Union (CCCU) in Las Vegas, Nev., and worked for five years as a civil engineering officer in the United States Air Force.

 

Schedule at a glance

8:30 a.m.

Registration & continental breakfast

9 a.m.-noon

Sessions (breaks included)

Noon

Lunch

1 p.m.-4 p.m.

Sessions (breaks included)

 

 

Lodging information

Conference attendees may reserve rooms at the Park Plaza Hotel, 4460 West 78th Circle, in Bloomington. Call (952) 831-3131 or (800) 814-7000 to make a reservation and mention "MnCUN Lending Conference” when reserving your room. Rooms are available at a special rate of $82 per night, which expires on Wednesday, April 10.

 

Conference registration deadlines

  • Early bird registration: Thursday, April 4
  • Regular registration: Thursday, April 18

 

Thank you to our conference sponsors!