The New York Credit Union Association’s virtual 2022 Lending School, set for April 7-8, will deliver the expert insights and hands-on training credit unions need to take their lending programs to a new level.
Participants can join for one or both days of this high-impact, interactive and informative session. Day one will focus on specialized consumer loan sales training, while specialized consumer underwriting training will be the focus of day two.
Day one: Specialized consumer loan sales training
This remote course covers the interview/sales portion of the loan interview. This training is primarily focused on building a performing loan and maximizing cross-sales and ancillary sales, and topics will include.
- what must happen on every call;
- what a good notes page looks like;
- closing with the relationship in mind;
- appropriate cross-sell methods;
- building confidence over the phone and online;
- how to take a risk based loan application;
- reducing risk through the loan interview;
- selling ancillary products;
- asking for cash down; and
- building a performing loan.
Green lending opportunities
Attendees will also hear from representatives from Inclusiv, an Association strategic partner, and NYSERDA on green lending opportunities. Credit unions are increasingly offering green and clean energy loan products to help grow and diversify their membership and loan portfolios, lower the energy costs for their members and create more resilient energy systems in their communities.
Day two: Specialized consumer underwriting training
This remote training focuses on evaluating risk (underwriting) and covers the underwriting portion of the loan interview, including:
- principles of successful loan decision making;
- bankruptcy predictors;
- lending on old collateral;
- loan amount guidelines;
- total and unsecured debt ratio analysis;
- lending to young borrowers;
- lending to self-employed members;
- the proper use of co-signers;
- real risk factors vs. not-so-real risk factors;
- underwriting higher-risk loans;
- the underwriting approaches needed for higher-risk loans;
- principles of successful loan decision making; and
- debt consolidation loans.
Interested participants can learn more on the Association’s website. Foundation grants are available for this event, and registration is open until April 1.