Education

Virtual Lending School

Virtual Lending School

Sept. 14th & Sept. 15th
9:00 a.m. - 1:00 p.m. EST
Day 1 Registration - $195
Day 2 Registration - $195
Both Day Registration - $380

REGISTER NOW

Speakers

Don Arkell

Don Arkell
Owner, CU Lending Advice

Don first worked with Brett Christensen at Clark County Credit Union as one of his original hires and a member of his first sales team. While at CCCU, Don quickly moved through the ranks at the credit union, working in all areas of Sales and Lending. He eventually founded a CUSO owned by CCCU– Members Auto Brokerage Service, Inc.

Don joined up with Red Rocks Credit Union in Highlands Ranch, CO in 2007 and helped RRCU to establish a vibrant sales culture while transforming the Credit Union from full retail delivery to offering 100% of consumer loans and member service through remote delivery channels. This effort drove down operational expenses, reduced the FTE count, increased loans, total assets and net income.

During the difficult economic times of the last decade, Don navigated the organization through the muddy waters of the mortgage business by overhauling the entire Real Estate Lending program. Focusing on the core values of the organization, Don completely rebuilt this vital area of the organization by implementing a successful Consultative Lending strategy. Don’s efforts are credited with turning this failing area around and growing into the most profitable area of the credit union.

Don’s unique leadership style and passion for Sales and Leadership have made him a sought-after speaker, trainer and strategist. He works with credit unions around the country helping them grow their loan programs, organizational design, lending technology and strategic planning.

Jessica Vartanian

Jessica Vartanian
Senior Consultant, CU Lending Advice

Jessica first began working with Credit Union’s almost a decade ago after spending the first part of her career managing retail branches in the ‘big bank’ space and working in public education.

In 2012, Jessica joined Don at Red Rocks Credit Union in Highlands Ranch, CO. During her time at RRCU, Jessica progressively moved through various roles leading the Sales Teams, Contact Center, Business Development, and Information Technology.

During her tenure, Jessica led the credit union Sales Team to organization-high loan growth, successfully established in-depth referral programs within the contact center and branches, and spearheaded numerous enterprise systems conversions-driving organizational efficiency while reducing operational expenses.

Her ability to marry technology and process automation, combined with her background in education enabled her to develop strategies that both equip credit unions with the technology and process automation needed to thrive; while simultaneously training and empowering teams for exceptional member experience and sales/lending acumen.

Over the years, Jessica’s work has received multiple awards and accolades throughout the credit union industry making her a sought-after speaker, trainer, and mentor.

Jessica earned her bachelor’s degree in Education. In addition, she is a certified adult trainer and facilitator, receiving certification in both in-person and virtual adult learning. In 2019, she completed a graduate program from the Said School of Business at Oxford University focusing in the area of Fintech.

Agenda

Session 1 - Sept. 14th

Specialized Consumer Loan Sales Training 4 Hours

This 3.5-hour remote course is designed to cover the interview/sales portion of the loan interview. The course is delivered through Zoom® The course is high impact, interactive and informative. The training is designed for remote feedback from lenders and as much interaction that can be managed through a webinar environment.

This course is uniquely crafted to maximize the time spent in an e-learning environment. The material is managed in 45-50-minute educational sprints with 10-minute breaks in between the sessions.

Topics
Based on conversations with top lenders in the country, the sales training request is primarily focused on building a performing loan and maximizing cross-sales and ancillary sales. This is a list of proposed topics and can be customized for your credit union.

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
Building a Performing Loan
Session 2 - Sept. 15th

Selling in a credit union environment requires a specialized skill set and approach. Loans are the ‘life blood’ of the organization and the organization needs to be setup to deliver them in the most effective manner.

There are 3 stages to every loan application, the sales effort, underwriting and processing. This training proposal focuses on evaluating risk (underwriting).

This 3.5-hour remote course is designed to cover the underwriting portion of the loan interview. The course is delivered through Zoom®. The course is high impact, interactive and informative. The training is designed for remote feedback from lenders and as much interaction that can be managed through a webinar environment.

This course is uniquely crafted to maximize the time spent in an e-learning environment. The material is managed in 45-50-minute educational sprints with 10-minute breaks in between the sessions.

Topics
Based on conversations with CLOs and VPs of Lending, the underwriting training is primarily focused on dealing with hot topics in Consumer Lending.

Principles of Successful Loan Decision Making
Bankruptcy Predictors
Lending on Old Collateral
FICO - What We Know From the Score
Loan Amount Guidelines
Total and Unsecured Debit 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
Debt Consolidation Loans
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