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CFT
Webinars are purely educational. Instructors are not permitted to sell any
products or services during the presentation.
Program
Content:
With
intense competition to capture loans, now more than ever it is important to
have a strategic approach to loan pricing. This includes adequately
covering your bank’s costs and meeting profit objectives. It also includes
differentiating loan interest rates to reflect relative risk, plus knowing
that you CAN win the borrower’s business on a basis other than the lowest
price.
This
session will cover seven strategic concepts. Along the way, we will
demonstrate how to measure loan profitability and calculate the required
rate of return on a loan. We’ll discuss how to use the components of most
loan pricing models to understand where you have a competitive advantage –
and also where your bank does not have an advantage. Another important
concept is getting premiums for taking risk and for adding value to the
customer relationship, and ways to compete with a lower rate for volume or
when you are able to mitigate risk better than your competitor can.
Covered
Topics:
- Using odd-decimal pricing
- Using the drivers of loan profitability to “scout”
your competition
- Differentiating the rate on all risk metrics
- Recognizing economies of scale on larger loans
- Comparing relative loan pricing within your
portfolio
- Watching out for loans that are typically
under-priced
- Giving the customer pricing options, even if not
requested
- Using “grid” or performance pricing
Who
Should Attend?:
Small
business lenders, commercial lenders, community bankers, private bankers
and others involved in the lending process. Please forward email to appropriate person(s).
Instructor:
Richard
Hamm has been training
bankers for 25 years, designing and delivering courses specializing in
commercial lending and credit, including portfolio and risk management,
commercial real estate (CRE) and appraisals, plus selling and negotiating
skills, and director training. Richard is based in Huntsville, AL and has
owned/operated Advantage Consulting & Training for 13 years, after a
22-year banking career including senior positions in lending and credit, plus
president through formation and acquisition of a community bank. He has BS
and MBA degrees from the University of Alabama.
What
Is A Webinar?:
A
webinar combines the clarity of an audio teleconference with the
interactivity and visual presentation of the internet. All you need to
participate is a telephone and an internet connection. Even if you don't
have an internet connection, you can still participate in the audio
session. Listening to the program over the telephone and following the
written materials is an effective alternative!
Unable
To Attend?:
No
problem. You can purchase a recording of the webinar for future use. You
can choose from either an On-Demand Web Link (Good for 6 months from the
webinar date, unlimited use) or a CD-ROM (includes a paper copy of the
PowerPoint slides).
Viewing
Options (all options include applicable handouts):
All
options include applicable handouts. You can choose to pay by credit card
or be billed. Additional Live Webinar connections are $75 each.
Option 1: Live
Webinar and 7 Days OnDemand Video Playback - $265
Option 2:
OnDemand Video (six months access) - $295
Option 3: Live
and 6 Months of OnDemand Video - $365
Option 4: CD-ROM
Video (Includes OnDemand Video) - $345
Option 5: Entire
Package (all of the above) - $395
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