Tuesday October 1, 2024 – 9:00am to Thursday October 3, 2024 – 4:00pm

Hosted By: Lorrie Wohlfeil

REGISTER HERE!

Lending is more than just X’s and O’s. It’s an art form! Loan Officers and Lenders can hone their craft by learning and practicing new skills. Lorrie Wohlfeil is one of the best at mastering the interview and teaching credit unions the art of lending and saying “YES” in a “NO” world. The University of Lending is still the most comprehensive training program for credit unions today. We encourage credit unions to serve the underserved with an unmistakable passion for seeing opportunity.

Course Objectives:
Designed for loan managers, member service representatives, loan officers, and management, it is our mission for credit unions to achieve dramatic improvements in their loan yields, ROAs, and member service practices.

• Expand your credit palette by lending to C, D, and E members
• Improve decision making processes
• Teach your loan officers how to capture business
• Learn effective interviewing skills and create a “WOW” experience
• Increase your loan yield & ROA

Join us in Wichita and receive all new training materials, and watch never before seen videos of Rex Johnson to help inspire your staff. In a time where delinquency is on the rise… there is no greater time to get your team the expert training that the University of Lending can provide.

Location: 
Hyatt Regency Wichita
400 West Waterman
Wichita, KS 67202
316-293-1234
Corporate Room Rate: Single/Double rooms are available at $142 through September 9, 2024
Please make your reservation by visiting:  University of Lending Room Block

Please contact Tracy Bruce at LSCI – 224-286-6067, tbruce@rexcuadvice.com with any additional questions.

Tuition: Includes breakfast and lunch each day
$1495 per person
$1295 return attendees
$1000 CEOs

Cancelation Policy:
All cancellations must be received in writing and submitted via email to tbruce@rexcuadvice.com. Cancellations received more than 45-30 days prior to the event are subject to a 25% administrative fee of the conference total. No refunds will be granted for cancellations received on or after 30 days prior to the event. Substitutions are accepted prior to the start of the program and may be submitted via email.  Please provide the event name, current participant name, and the new participant and email to tbruce@rexcuadvice.com.  

CLASSROOM AGENDA: 
All class times are in Central Time. 

DAY 1
8:30am – 9:00am: Registration/Continental Breakfast
9:00am – 9:30am: Welcome and Overview
9:30am – 10:30am: Understanding the Credit Report
10:30am – 12:00pm: Scoring Models – Both FICO and VantageScore

• What you really need to know. Low scores can mean BIG profits. We’ll dramatically raise the confidence level of your employees and show you how to increase your approval ratio up to 75%.

12:00pm – 1:00pm: Lunch

1:00pm – 4:00pm:  Score Enhancement

• Go from “E” paper to “A” paper in a few short months. We’ll show you how and this will give you a big competitive edge over all other financial institutions. Members will love you and give you all their business.

DAY 2
8:30am – 9:00am: Continental Breakfast
9:00am – 12:00pm:  Decision Making / The Fundamentals of Underwriting

• Poor decisions are costing CU’s millions of dollars, both in loans granted and denied. Your employees will learn how to identify inflated income that will allow them to make good decisions. Students will be asked to make loan decisions based on what they have learned to put these practices to work while in class.

12:00pm – 1:00pm: Lunch

1:00pm – 4:00pm:  Decision Making – Subprime and Debt Restructure Loans

DAY 3
8:30am – 9:00am: Continental Breakfast
9:00am – 12:00pm:   Loan Interviewing & Proper Loan Notes

• Learn from the master interviewing the Rex Johnson way! Understanding what questions to ask in certain situations will help underwriters make sound decisions while stopping the ‘ping-pong’ effect. We’ll show you examples of loan notes and how to effectively use these as a proper decision making tool.

12:00pm – 1:00pm: Lunch

1:00pm – 4:00pm : Sales Skills/Cross Selling

• Millions of dollars in cross-selling opportunities cross your desk every year. We’ll show you how to capitalize on these opportunities and save the members money.

CLASSROOM AGENDA TOPICS:

 Score Enhancement – Learn…

• The overview of the components that make up a scoring model.
• How to explain to a member why their score is what it is.
• How to show a member how to dramatically improve their score to earn a lower rate.
• How to use Score Enhancement as the best cross selling tool to dramatically drive up loans.
• The importance of holding seminars and providing free credit reports to members

Decision Making – Learn how to…

• Analyze the application and the credit bureau report.
• Spot hidden opportunities.
• Make the marginal loan.
• Interview a member and direct the conversation with members while they are on the telephone.
• Avoid bankruptcies.
• Create the right environment to approve loans.
• Reject a loan without upsetting a member.
• Take a common-sense approach in making loan decisions.

Sales Skills – Learn how to…

• Sell 90% credit life and disability.
• Approach your members in person and by telephone. The credit report is your biggest cross selling tool, are you using it?
• Explain a product and its features.
• Create a desire for a product.
• How to implement a meaningful Incentive program
• Discover your members’ requirements, then meet and exceed them.
• You will not only approve loans while the member is on the phone, you will also learn how to close the loan.
• The importance of closing loans, not just processing loans.
• New members are a great lending opportunities.

©Lending Solutions Consulting Inc.