Tuesday May 12 – 9:00am to Thursday May 14 – 4:00pm
Hosted By: Hosted by Ed Swanson
Maximize Your Indirect Lending Success!
In today’s evolving auto lending environment, indirect lending can be one of your credit union’s greatest growth opportunities—or one of its biggest risks. The difference comes down to structure, strategy, and decision-making.
At the Indirect Lending Institute, we go beyond theory. You’ll gain practical, real-world insights to help you build stronger dealer relationships, improve underwriting consistency, and protect your portfolio from unnecessary losses. This is about making smarter loans, not just more loans.
Control, Strategy & Smarter Decision-Making
Control: Who’s Really Making the Decision?
How much control should a dealer—or a third party—have in your lending decisions? If you’re not careful, you can quickly lose control of your portfolio. Learn how to establish clear standards that protect your credit union from loans with low probabilities of performing, while still maintaining strong dealer relationships.
D & E Paper Loans: Are You Paying for the Wrong Deals?
Should you compensate dealers for D & E paper? This session challenges common practices and helps you evaluate whether these deals truly align with your risk tolerance—or if they’re quietly hurting your portfolio.
Automated Decisioning: Helpful Tool or Hidden Risk?
Automation can speed up decisions—but at what cost? We’ll break down why automated decisioning models can lead to missed red flags, inconsistent outcomes, and increased losses if not properly managed.
Driving Growth the Right Way
Turning Indirect Lending into New Business Opportunities
Indirect lending shouldn’t stop at the loan. Learn how to turn every indirect deal into a relationship-building opportunity. We’ll share strategies for creating outbound teams and aggressive follow-up practices that deepen member relationships, increase product penetration, and drive long-term growth.
Protecting the Portfolio
Charge-Offs: Why Credit Unions Are Losing Millions
Charge-offs don’t just happen—they’re the result of decisions made early in the process. Discover the common mistakes that lead to major losses and how to identify and correct them before they impact your bottom line.
Collections: The Backbone of Indirect Lending
Without a strong collections strategy, even the best indirect program will fail. Learn why collections must be tightly aligned with your lending strategy—and how to build a department that ensures your credit union gets paid.
REGISTER HERE!
LOCATION:
DoubleTree by Hilton New Orleans
300 Canal Street | New Orleans, LA 70130
Corporate Room Rate: $135 through April 11, 2026
Please make your reservation by visiting: DoubleTree Hilton Hotel Link
We strongly encourage that reservations be made by using this link above.
Please contact Tracy Bruce at LSCI – 224-286-6067, tbruce@rexcuadvice.com with any additional questions.
TUITION:
$1495 per person
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
Day 1: Setting the Stage for Indirect Success
9:00 a.m. – 12:00 p.m. CST
Understanding the Indirect Landscape
Take a deeper look at what’s happening in today’s auto industry and how it directly impacts your indirect portfolio. We’ll break down the pros and cons of indirect lending and share lessons learned from real programs; what works, what doesn’t, and why.
1:00 p.m. – 4:00 p.m. CST
Building a Strong Indirect Program
A successful indirect program doesn’t happen by accident. Learn how to structure your program with clear policies, strong dealer networks, and compensation models that align with your credit union’s goals while maintaining control and accountability.
Day 2: Managing Dealers, Risk, and Decisions
9:00 a.m. – 12:00 p.m. CST
Dealer Oversight & Risk Awareness
Your dealers can be your greatest partners or your biggest exposure. Learn how to structure dealer agreements, monitor performance, and identify warning signs early. We’ll also uncover common dealer scams and discuss when using third-party partners makes sense.
1:00 p.m. – 4:00 p.m. CST
Underwriting with Confidence
Strong indirect programs rely on consistent, disciplined decision-making. This session focuses on contract verification, establishing clear approval authority, and identifying the key underwriting factors that lead to better loan performance and fewer surprises.
Day 3: Protecting the Portfolio & Minimizing Losses
9:00 a.m. – 12:00 p.m. CST
Policies, Procedures & Performance Tools
Fine-tune the details that matter loan-to-value, terms, employment verification, and vehicle considerations. You’ll also learn how to effectively use the HYLS Indirect Tool to guide better decisions and create consistency across your team.
1:00 p.m. – 4:00 p.m. CST
Loss Control & Recovery Strategies
Losses don’t just happen they’re often the result of earlier decisions. Learn when to repossess, how to dispose of collateral effectively, and how to measure deficiency balances. We’ll also evaluate CPI and whether it supports—or hurts your overall strategy.
©Lending Solutions Consulting Inc.