Course Descriptions

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Online Review Course for the CRCM Exam

At the end of the course, participants should be familiar with all of the federal laws and regulations in the following areas:

Credit and Deposits, safety and soundness, information reporting, corporate responsibility, securities, insurance and other financial services, bank operations, setting up a compliance program.

Audience: This course is designed for Compliance Professionals and specifically for those preparing for the Certified Regulatory Compliance Manager (CRCM) Exam. It is also useful for line managers with compliance responsibilities.

Accounting Basics (General)

Accounting Basics provides a complete foundation in basic accounting procedures for you if you have minimal or no college accounting or business background, or if you need a refresher course or to prepare for further accounting study.

Agricultural Lending

This course will focus on how the major agricultural trends are impacting marketing and credit decisions, and how the competitive structure is changing. The differential credit analysis techniques will be introduced through short case studies; included will be the worksheets used for small and large commercial agricultural loans, ratio benchmarks for agricultural loans, common denominators of problem loans, and risk- rating systems for both small and large agricultural loans.

Audience: Lenders who will be beginning or are in their first few years of agricultural lending, credit analysts and loan review personnel, loan documentation personnel, and any age-bank personnel who need an understanding of the agricultural lending function.

Alternative Delivery Systems

This workshop explores why banks are increasingly offering alternative delivery systems to their customers, and what features and benefits have the most appeal. In addition, they will learn about the advantages and disadvantages of each delivery system, as well as profitability and marketing issues. At the conclusion of the program participants will be able to: Explain why banks offer alternative delivery systems, including: Supermarket banking, ATM’s and kiosks, Debit cards, Telephone banking, and PC and internet banking; State the advantages and challenges to the bank of offering alternative delivery systems; Describe the advantages of alternative delivery systems to customers; Demonstrate how to effectively overcome customer objections to alternative delivery systems; Explain marketing issues related to alternative delivery systems; and Identify alternative delivery systems offered by the participant’s own bank.

Audience: Any banking professional who needs to understand how technology and other factors are changing the way banks service their customers, such as customer service personnel and entry-level marketing staff

Analyzing Bank Performance

Analyzing Bank Performance provides participants with all of the tools needed to analyze their bank’s financial performance. During this class, participants will analyze their own bank’s performance.

Audience: Junior-level bank officers up through CEOs who need the analytical tools to analyze bank performance. As part of the class, participants analyze the performance of their own bank.

Analyzing Financial Statements (Prerequisite: Accounting I)

Analyzing Financial Statements is a practical introduction to financial analysis from the viewpoint of the commercial loan officer. This program gives you the skills you need to effectively assess the borrower’s ability to repay loans.  It  focuses on understanding business industries and types, plus why they borrow money. It also introduces basic concepts of business financial accounting and entity structures and explains the analysis of business financial statements and tax returns, including cash flow statements. Finally, the course discusses personal financial statements and tax returns, as well as combining business and personal cash flows into a global analysis.​

Audience: Commercial and/or business bankers and credit analysts.

Applied Financial Statements

This course will emphasize the fundamental techniques of financial statement analysis via the use of case studies to illustrate its use and implementation. Building upon a review of accounting concepts, the course will cover the analysis (including ratio analysis), and interpretation of financial accounting information including the balance sheet, income statement and statement cash flows.

Asset Allocation – An Introduction

Asset allocation is the process of deciding how an investment portfolio should be distributed among different asset classes. With the onset of computer technology, asset allocation has moved beyond the traditional view of diversification. Sophisticated investors are able to process huge amounts of historical performance data that enables them to construct optimal portfolios. This course looks at the importance of asset allocation and the role of diversification in creating market efficient portfolios. The course also overviews the different types of assets in investment strategies that support modern portfolio management.

Asset Classes – Part I

An asset class is defined as a group of securities or instruments that demonstrate similar characteristics, behave simi­larly in the market, and are essentially subject to the same laws and regulations. In simple terms, asset classes are the basic ‘building blocks’ of an investment portfolio. This course looks at how assets are classified and evaluated by inves­tors and portfolio managers. It focuses on the equity asset class in particular, examining the features and characteristics of the class as a whole as well as its various subclasses.

Asset Classes – Part II

This course looks at the risk/return characteristics and diversification benefits of other (other than equity) asset classes such as bonds (fixed income), cash and cash equivalents, real estate, and alternative assets such as commodities, private equity and hedge funds.

Asset Liability Management I

Increased profitability correlates directly to a financial institution’s management of its assets and liabilities. Users will learn how to establish financial goals, determine fundamental trade-offs between risks and returns, understand the link between GAP and net interest margin, determine conditions that affect market value of stockholders’ equity, factors that make assets and liabilities price sensitive, and managing capital and liquidity risk. A great employee development for current and future bank management. The following topics will be covered in this online course: Overview of Asset Liability Management; GAP and Sensitivity Analysis; Duration Analysis; Managing Capital Risk; and Managing Liquidity Risk.

Audience: All personnel involved in the funds management process. Any bank personnel involved in lending or deposit gathering, whether or not they are involved in the asset liability management decision process. Many of these types of participants have walked away with a greater understanding of how other areas of the bank impact product pricing and structure.

Asset Liability Management II

Think you have a good handle on the basics of asset liability management or you’re ready to take the next step? Learn the income-based and wealth-based approach to asset/liability management, GAP management of interest rate risk, how to conduct a static GAP analysis, calculating asset/liability valuation and market risk, regulation of interest rate risk using the Federal Reserve System’s IRR model, and explore hedging with derivative securities. Below is a list of topics that will be covered in this online course: Asset Liability Management; GAP Management of Interest Rate Risk; Asset/Liability Valuation and Market Risk; Regulation and Interest Rate Risk Management; and Hedging with Derivative Securities.

Audience: Those individuals identified in the Asset Liability Management I course that are ready for the next step and more technical information. Experienced funds management professionals.

Bank Financial Analysis

This course builds your knowledge of proper analytical techniques for evaluating the financial condition of a financial institution. Subjects include an in-depth look into the Uniform Bank Financial Report, operating ratio analysis, capital components, return on assets, establishing net interest margin, rate sensitivity, asset and liability liquidity sources, and many more financial components utilized in conducting a bank financial analysis. The course even includes a case study to test your knowledge of proper analytical techniques.

Bank Protection Act

Bank Protection Act teaches bankers how the Bank Protection Act influences the procedures used to preserve evidence of criminal behavior or suspected criminal behavior. This course explains the devices/equipment that must be in place to assist law enforcement officials in the apprehension of individuals who perpetrate crimes against the financial institution. REVISED: 2009

Audience: Employees at all levels.

Banking Today

This course gives you an orientation to the essential principles, concepts, and operations of banking.

Audience: Newly promoted or recently hired managers/officers, management trainees at any level, and specialists in non-banking specific functions such as marketing, data processing and personnel.

Building and Retaining Customer Relationships

This seminar is designed for financial service representatives whose current responsibility is to offer bank products and services to customers. After completing this course, participants will be able to: describe the benefits of building and retaining customer relationships; establish portfolio criteria that support their institution’s business goals; select customers for a sales portfolio; organize customer portfolios to support and track portfolio activity; prepare for an initial contact with portfolio customers; and prepare an action plan for establishing a customer portfolio.

Audience: This course is most appropriate for banking professionals who currently sell bank products to customers. Participants attending this class should have a working knowledge of their institution’s products and services, basic sales techniques, daily planner scheduling and tele-consulting skills or have attended Tele-consulting.

Building Trust Expertise – Investment Management

This program provides an overview of the investment management issues that affect personal trusts. It covers investment types; stock and bond selection/analysis; investment portfolio management; and economical and legal influences on investments.

Building Trust Expertise – Taxation and Estate Planning

Provides an introduction to basic fiduciary income tax, transfer taxes, and estate planning concepts. Covers tax basics including terminology, calculation of distributable net income, income tax calculation, tax implications of grantor and charitable trusts, transfer taxes including gift, estate, and generations-skipping taxes, and how to minimize these taxes through estate planning including use of marital deduction and lifetime gifts.

Audience: New trust administrators, trust associates, private bankers, trust tax professionals, trust compliance officers, business development officers, and trust operations officers who either refer business or who work in the trust department.

Building Trust Expertise – Trust Administration

Provides an overview of the administration of personal trusts. Covers common trust terminology and concepts, the different types of personal trusts, how clients benefit from trust, account acceptance, termination, and discretionary distributions.

Audience: New trust administrators, trust associates, private bankers, trust tax professionals, trust compliance officers, business development officers, and trust operations officer who either refer business or who work in the trust department.

Business Communications

This course takes you through a well-developed, consistently applied process approach to communication that is combined with integrated, hands-on application of current and emerging business technologies. Students learn a process for solving future communication problems, and how to use Internet and electronic media to deliver their message, resulting in a tangible communication strategy they can use throughout their careers.

Business Etiquette

This seminar is designed to promote professional behavior in the workplace. Professional behavior decisions can be confusing and the consequences for making an inappropriate decision can have lasting professional and personal consequences. Business Etiquette covers the most current etiquette guidelines for day to day situations to help participants avoid making inappropriate etiquette decisions. Participants are given guidelines for making the appropriate choices in areas such as personal appearance, making introductions and shaking hands. A variety of everyday etiquette issues are addressed such as: what to do if you forget someone’s name; food in the work area; impact of certain behaviors in a close environment such as cubicle workspace; and general guidelines for interpreting dress codes.

Audience: Bank personnel in the branch and administrative office environments.

Business Math Review

Participants will learn shortcuts for standard calculating processes as well as use percents, decimals, fractions, whole numbers and solve equations. They will complete deposit slips, checks, check registers and bank reconciliation, as well as calculate interest and maturity value, determine and investment’s present and future value and identify tax withholdings and other paycheck deductions.

Audience: Anyone who wants to improve the speed and accuracy of financial calculations, including lending & branch personnel and accounting & financial employees.

Business Tax Return Analysis – Seminar

This one day seminar will educate course attendees in the ways in which business tax returns are both similar to and differ from conventional financial statements. Participants in this program will work with tax returns for a variety of business organizations, including partnerships, Limited Liability Companies, S-Corporations, and C- Corporations.  Participants will learn how to analyze the creditworthiness of businesses and how to evaluate loan repayment ability from the information contained in tax returns.

Calling on Small Business Customers

This course focuses on preparing for and executing the perfect sales call. Participants discuss different call purposes, including Introductory, Profiling, Presentation, and Follow-up. Using an understanding of business types, life stages, and their local market, participants plan a sale and relationship-building strategy for conducting face-to-face calls.

Audience: Bank personnel responsible for face-to-face small business customer calls.

Check Fraud

Participants will learn major types of checks and their characteristics, check acceptability and authenticity, as well as learn typical check fraud schemes and warning signs, check security features and prevention methods for check fraud.

Audience: Customer service representatives, personal bankers, account personnel, supervisors, managers and tellers.

Coaching for Success

This program teaches skills for recognizing a coaching opportunity and how to provide ongoing performance feedback. Participants are encouraged to become involved with the performance growth of other employees to further develop and enhance coaching skills.

Audience: Employees who are responsible for coaching others, which could include managers, supervisors, team leaders, and mentors.

Collecting Defaulted Loans

Collecting Defaulted Loans is a course designed to assist banking professionals in understanding the civil litigation process as it relates to mortgage foreclosures, deficiency judgments, suits against borrowers and guarantors and other actions related to loan collection.  Special assets officers, lenders, credit officers and other bankers involved in the collection process will benefit from this course by gaining an understanding of our civil court system and how a case proceeds from start to finish, how to minimize delays in the process, addressing common defenses brought by borrowers and guarantors, how deficiency judgments are obtained and, more importantly, collected, the impact of bankruptcy on loan collection litigation and more!

Commercial Lending

This course provides the knowledge and skills required to identify the credit needs of various types of business customers and to sell a “total Banking” relationship. It covers both the technical side of commercial lending and the interpersonal skills required to be a successful loan officer. Course topics include the process that business bankers use and the information they should acquire during a business development call; industry, market, and management risks that can affect a borrower; the importance and process of a credit investigation, and the key elements of a credit risk rating; the loan review process as an independent validation of risk ratings and other commercial lending issues; borrowing structures and their advantages; Sources of repayment that are appropriate for various commercial loan borrowing arrangements and the factors that affect collateral value; the loan documentation process and requirements, and the loan negotiation process; the costs and causes of problem loans, and steps to resolve a problem loan.

Audience: Commercial and/or business bankers and credit analysts.

Commercial Lending Accelerated

The art of commercial lending is an ever-evolving process. As the economy goes through different cycles, the underwriting of commercial lending also revolves. However, the core concepts of assessing commercial lending credit risk remain the same. This course will focus on assessing portfolio risk, analysis of financial statements, key ratios and cash flow. The emphasis will be on practical tools to properly assess commercial lending credit risk.

Audience: Lenders who will be beginning or are in their first few years of commercial lending, credit analysis and loan review personnel, loan documentation personnel, and any bank personnel who need an understanding of the commercial lending function.

Commercial Loan Documentation 1

Commercial Loan Documentation is a single day seminar that explores in detail the various documents used in a variety of commercial loan transactions. Lenders, credit officers, paralenders, document preparation specialists, loan booking specialists and other bankers involved in the lending process will benefit from the thorough discussion of what each document does and why it is used in a loan transaction. While the emphasis is on commercial loans, those involved in residential lending will also benefit as many of the documents and concepts discussed are applicable to both types of loan transactions.

Commercial Loan Documentation 2

This workshop explores in greater depth types of credit commitments and how the loan documentation can be tailored to properly address the understanding with the borrower and the principles risks of the credit.

Communication Skills for Business

This course explores the perception process that underlies and colors all communication.  It also focuses on two communication skills that are sometimes neglected: effective listening and nonverbal communication.  These skills are key elements in building good relationships with customers and co-workers.  After successfully completing this course, you will be able to:   define the five elements of the communication process and describe the key characteristics of communication;  describe and identify examples of nonverbal communication and the messages they send when used;  list the barriers to effective listening; and explain how understanding goals, norms and roles can help build better group communication; and list examples of norms that can affect team communication in financial institutions.

Audience: Anyone wishing to sharpen their communication skills.

Concepts of Interest Rate Risk

This course was developed and taught by Olson Research Associates specifically for CSBS. Olson Research is the leading provider of asset/liability management reports for commercial banks. They provide the service called A/L BENCHMARKS®, which gives bankers the detailed analysis they need to effectively manage their bank for greater profitability. The course includes the evolution, valuation, and accounting for financial instruments. In addition, the subject matter includes recent developments in financial measurement, financial strategies, and regulatory requirements for financial risk management.

Audience: Designed for entry-level commercial lending officers, officer trainees, or personnel supporting commercial lending officers.

Construction Loan Doc.

Florida bankers are again making construction loans as the commercial market improves.  This all day seminar explores in detail documents that are unique to construction lending. The program includes a discussion of the construction loan agreement, payment and performance bonds, the notice of commencement and statutory construction liens, assignment of contract rights and more.

Consumer Credit Products

This workshop will provide participants with the skills to identify the features of consumer credit products. The course will also provide a link between these features and how they meet the needs of different customers. At the conclusion of the workshop, participants will have completed a Product Matrix Job Aid. At the conclusion of the program participants will be able to: define basic terminology used when discussing consumer credit products; identify features and related benefits of consumer credit products; for secured credit, determine the maximum dollar amount available based on collateral value; match consumer credit products to customer needs; identify bank regulations that impact consumer credit; and identify appropriate products to cross-sell.

Audience: Designed for bank personnel who will be discussing or selling consumer credit products.

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