Curriculum | Commercial Lending School - Foundational

7:00 AM – 8:00 AM

Breakfast

8:00 AM – 9:30 AM

The Importance of Cash Flow

Commercial lenders must evaluate how borrowers will generate the cash needed to repay loans. This session helps participants identify and document the causes and key sources of repayment funds. Using the 5 Cs of lending, they will analyze and mitigate risks to cash flow. Students will also explore common cash flow analysis methods like global debt service coverage and discuss their benefits and drawbacks.

• Christie Drexler, President and Founder, Drexler Consulting, LLC

9:30 AM – 9:45 AM

Break

9:45 AM – 12:15 PM

The Importance of Cash Flow (Cont’d)

Commercial lenders must evaluate how borrowers will generate the cash needed to repay loans. This session helps participants identify and document the causes and key sources of repayment funds. Using the 5 Cs of lending, they will analyze and mitigate risks to cash flow. Students will also explore common cash flow analysis methods like global debt service coverage and discuss their benefits and drawbacks.

• Christie Drexler, President and Founder, Drexler Consulting, LLC

12:15 PM – 1:15 PM

Lunch

1:15 PM – 2:15 PM

Fundamentals of Commercial Construction Lending

This course covers the basic elements of construction lending and the factors that impact the credit decision. Is this construction project economically viable? Will the project of the proposed income producing or owner-occupied business building meets the owner’s requirements? Will the general contractor (G/C) complete the project on time and budget to the specifications of the architectural plan and owner?

• Dan Harrington, Vice President, Senior Lender, Itasca Bank & Trust

2:15 PM – 2:30 PM

Break

2:30 PM – 3:15 PM

ABA Commercial Loan Simulation™ Orientation

The ABA Commercial Loan Simulation™ at the Foundational Commercial Lending School offers students a real-world, decision-making tool focused on educating, collaborating and negotiating between a wide range of commercial loans. The team-based exercises use practical scenarios allowing students to practice blending the art of deal selection with the rigors of loan pricing and credit underwriting — while aiming to maximize shareholder value.

3:15 PM – 3:30 PM

Break

3:30 PM – 4:45 PM

Simulation Breakout 1

4:45 PM – 5:30 PM

Simulation Bid Session 1

7:00 AM – 8:00 AM

Breakfast

8:00 AM – 9:30 AM

Monitoring Your Commercial Loan Portfolio

This session covers key portfolio risk management activities, focusing on balancing business development and portfolio management. Regulators expect banks to maintain a strong risk management process while ensuring profitability. Learn how risks are identified, communicated and addressed. Students will also learn about benchmark measurements for assessing loan portfolio quality.

• Christie Drexler, President and Founder, Drexler Consulting, LLC

9:30 AM – 9:45 AM

Break

9:45 AM – 12:00 PM

Fundamentals of Commercial Real Estate Lending

Commercial Real Estate (CRE) loans comprise a large percentage of bank portfolios, and many borrowers hold significant income-producing real estate. That’s why it’s crucial to understand key concepts in evaluating real estate cash flow, whether directly financing these assets or including income streams in credit analysis. Because of the long-term nature of these loans, updated cash flow analysis is essential for ongoing CRE loan monitoring.

• Richard Hamm, Owner, Advantage Consulting & Training

12:00 PM – 1:00 PM

Lunch and Class Photo

1:00 PM – 2:30 PM

Fundamentals of C&I Lending

Commercial & Industrial (C&I) lending is integral for banks to be successful, yet it’s often underappreciated. This session defines C&I lending and highlights opportunities for profitable portfolio growth, as well as the risks involved. It will cover C&I financial statement analysis, business SWOT analysis, collateral evaluation, loan structuring, underwriting and portfolio management. Students will gain a comprehensive grasp of C&I lending fundamentals./p>

• Christie Drexler, President and Founder, Drexler Consulting, LLC

2:30 PM – 2:45 PM

Break

2:45 PM – 4:00 PM

ABA Commercial Loan Simulation™

The ABA Commercial Loan Simulation™ at the Foundational Commercial Lending School offers students a real-world, decision-making tool focused on educating, collaborating and negotiating between a wide range of commercial loans. The team-based exercises use practical scenarios allowing students to practice blending the art of deal selection with the rigors of loan pricing and credit underwriting — while aiming to maximize shareholder value.

4:00 PM – 4:15 PM

Break

4:15 PM – 5:15 PM

Simulation Breakout 2

5:30 PM – 6:00 PM

Simulation Bid Session 2

7:00 AM – 8:00 AM

Breakfast

8:00 AM – 9:30 AM

An Introduction to Credit Risk Management: Credit Policy and  Credit Culture

In this session, learn tested best practices for topics such as approval of specific credits, loan committee structures, risk-rating systems, Board of Director input and involvement, MIS systems and more. Learn how they all interact with a bank’s strategic plan, loan reviews and bank examinations.

• Derrick Jackson, Executive Vice President and Chief Credit Officer, First Savings Bank

9:30 AM – 9:45 AM

Break

9:45 AM – 10:15 AM

An Introduction to Credit Risk Management: Credit Policy and Credit Culture

In this session, learn tested best practices for topics such as approval of specific credits, loan committee structures, risk-rating systems, Board of Director input and involvement, MIS systems and more. Learn how they all interact with a bank’s strategic plan, loan reviews and bank examinations.

• Derrick Jackson, Executive Vice President and Chief Credit Officer, First Savings Bank

10:30 AM – 12:00 PM

Evaluating the Commercial Borrower's Business Strategy

A successful business requires borrowers to have a sound business strategy. This course will focus on understanding the key business strategies a borrower should consider in order to be successful. It will cover some critical areas where businesses can go wrong. The content will include such areas of industry considerations, understanding the business cycle and determining if your borrower has devoted sufficient time to understanding critical challenges that can impact their business strategy.

• Kevin Nickodem, Retired Commercial Banker and Credit Facilitator

12:00 PM – 1:00 PM

Lunch

1:00 PM – 2:00 PM

A Conversation with Federal Regulators – Emerging Issues for Lending Portfolios

The session is a panel discussion with representatives of the Federal Reserve, the FDIC, and OCC. Each panelist has a strong credit background, knowledge in regulatory lending emerging issues, and current or recent bank examination experience.

• Moderator: David Rodarte, AVP, Credit Analyst Assistant Manager, Austin Bank
• Lorenzo Garza, Vice President of Banking Supervision, Federal Reserve Bank of Dallas
• Joseph Hoge, Commercial Credit Lead Expert for the South and Southeast regions of Community Bank Supervision, Office of the Comptroller of the Currency
• Kevin Cole, Senior Examination Specialist, FDIC – Atlanta Regional Office

2:00 PM – 2:15 PM

Break

2:15 PM – 3:45 PM

Electives

Profitability: Bank Financial Analysis and Asset/Liability Management

Understanding the components of a balance sheet, and how they drive the income statement, is critical to understanding how commercial lending affects bank performance. Management reporting, including Asset-Liability Management (ALCO) and profitability reporting, are used internally to manage risks, measure progress and drive decision-making. In this course, you’ll learn to identify profit drivers that result in positive financial performance and how to develop a strategy that focuses on strategic objectives that drive long-term success.

• Jeff Marsico, Founding Shareholder, The Kafafian Group

Deep Dive into C&I Lending 

This elective applies key Commercial & Industrial (C&I) Lending concepts through real-world business cases in small group settings. Students focus on identifying cash flow and liquidity challenges to enhance their credit analysis and deliver greater value to clients. The course also covers working capital analysis to assess funding needs, the application of UCA cash flow methods for loan evaluations, and the principles of source and use of funds. Participants will gain access to resources, including a cash flow early warning checklist, a 5-minute cash flow statement analysis, and an Excel template for evaluating the monetary implications of inefficiencies in the cash conversion cycle.

• Michael Wear, President, 39 Acres Corporation

Navigating Commercial Real Estate Lending

This elective course is designed for professionals in the commercial lending industry who want to deepen their understanding of current trends and best practices in commercial real estate (CRE) lending. The course will cover hot topics in the market, key appraisal considerations, and the intricacies of perfecting liens. Through an interactive Q&A format, participants will have the opportunity to engage with industry experts and network with peers, fostering a collaborative learning environment.

• Joseph Javitz, Executive Vice President/Chief Credit Officer, ConnectOne Bank

Small Business Administration Lender Training: Marketing, Loan Origination and Post-Closing

The session is designed for financial institutions that have an interest in becoming a Small Business Administration (SBA) lender or increasing SBA lending activity. Participants will gain in-depth knowledge of effective marketing strategies, loan origination best practices and essential post-closing procedures to ensure compliance and maximize loan performance.

• Rosemarie Drake, Deputy District Director, SBA
• Jeffrey Patterson, Deputy Director of Rural Affairs, SBA

3:45 PM – 4:00 PM

Break

4:00 PM – 5:30 PM

Electives

Profitability: Bank Financial Analysis and Asset/Liability Management

Understanding the components of a balance sheet, and how they drive the income statement, is critical to understanding how commercial lending affects bank performance. Management reporting, including Asset-Liability Management (ALCO) and profitability reporting, are used internally to manage risks, measure progress and drive decision-making. In this course, learn to identify profit drivers that result in positive financial performance and how to develop a strategy that focuses on strategic objectives that drive long-term success.

• Jeff Marsico, Founding Shareholder, The Kafafian Group

An Intermediate Guide to Hotel Underwriting and Financing

This session features a robust primer on hotel underwriting, providing the tools and techniques to identify and understand hotel loans’ credit risks. Students will learn best practices for documenting loans, including key information from the franchisor, franchisee and borrower. The session will equip attendees to engage in high-level discussions, structure loan requests, and bridge the gap between initial conversations and detailed underwriting.

• John Blanton, Senior Vice President, Peoples Bank

Current Industry Updates

This comprehensive panel discussion brings together leading subject matter experts in commercial lending compliance to address the latest regulatory changes and their implications for financial institutions. Participants will gain valuable insights into the latest advancements in Artificial Intelligence (AI), understand the nuances of AI applications in commercial lending and the panel will delve into best practices for underwriting and managing participation loans.

• Moderator: Suzanne Cumming, AVP/Branch Manager/Consumer and Commercial Lender, United Bank
• Derrick Jackson, Executive Vice President and Chief Credit Officer, First Savings Bank
• Rob Newberry, Senior Advisor, Abrigo
• Charles LeFevre, Principal Consultant, Big Easy Advisors

Deep Dive into C&I Lending

This elective applies key Commercial & Industrial (C&I) Lending concepts through real-world business cases in small group settings. Students focus on identifying cash flow and liquidity challenges to enhance their credit analysis and deliver greater value to clients. The course also covers working capital analysis to assess funding needs, the application of UCA cash flow methods for loan evaluations, and the principles of source and use of funds. Participants will gain access to resources, including a cash flow early warning checklist, a 5-minute cash flow statement analysis, and an Excel template for evaluating the monetary implications of inefficiencies in the cash conversion cycle.

• Michael Wear, President, 39 Acres Corporation

Navigating Commercial Real Estate Lending 

This elective course is designed for professionals in the commercial lending industry who want to deepen their understanding of current trends and best practices in commercial real estate (CRE) lending. The course will cover hot topics in the market, key appraisal considerations, and the intricacies of perfecting liens. Through an interactive Q&A format, participants will have the opportunity to engage with industry experts and network with peers, fostering a collaborative learning environment.

• Joseph Javitz, Executive Vice President/Chief Credit Officer, ConnectOne Bank

7:00 AM – 8:00 AM

Breakfast

8:00 AM – 9:30 AM

Underwriting the Loan Request

This session focuses on the factors to consider when underwriting a credit loan request to a business client: Analyze the cash flow, confirm or set the amount, term, pricing, collateral, guarantees, covenants and conditions to repay the loan based on the identified risks. Case studies are utilized to assist participants in identifying these risks. 

• Kevin Nickodem, Retired Commercial Banker and Credit Facilitator

9:30 AM – 9:45 AM

Break

9:45 AM – 11:45 AM

Developing the Credit Memo

The session covers the critical elements of constructing a credit memorandum typically associated with commercial lending, including details that should be included in a formal loan presentation. You’ll even be provided with a framework to construct and make improvements to your own credit memo.

• Wayne Trotman, Managing Principal, Trotman Capital Advisors

11:45 AM – 12:30 PM

Lunch

12:30 PM – 2:15 PM

Underwriting Case Study

In this session, review an actual credit presentation and underwriting analysis that a bank has previously completed. Participants will divide into groups in order to work more efficiently in completing the analysis, and allow time for group discussion.

• Wayne Trotman, Managing Principal, Trotman Capital Advisors

2:15 PM – 2:30 PM

Break

2:30 PM – 3:30 PM

Influential Client Conversations

At times, you’ll need share news with clients that may be hard for them to hear. It’s critical that you communicate this information properly, as to not damage your lender-client relationship. During this session, we’ll discuss best practices for difficult conversations that will help you make meaningful connections with clients, and maintain their trust.

• Vernon Roberts, Executive Coach, Instructor, Speaker, Author

3:45 PM – 4:45 PM

Simulation Breakout 3

4:45 PM – 5:45 PM

Simulation Bid Session 3

6:30 PM – 8:30 PM

Tacos and Karaoke

Get ready for an exciting evening filled with delicious tacos and epic karaoke performances. Whether you're a taco enthusiast or a karaoke superstar, this event is the perfect opportunity to mingle with students from both schools, have fun, and showcase your hidden talents.

7:00 AM – 8:00 AM

Breakfast

8:00 AM – 9:00 AM

Presentation Skills for Leaders

Lenders make formal and informal presentations to clients and peers. The challenge is cutting through all the noise to be heard and understood. Failing to do this could hurt client satisfaction and how you are viewed internally. This session will cover the basics of thinking clearly to create a strong message — and articulating your message in a way that gets the intended results.

• Vernon Roberts, Executive Coach, Instructor, Speaker, Author

9:00 AM – 9:15 AM

Break

9:15 AM – 10:15 AM

Think Like a Leader

Leadership today is about adapting to change and empowering teams to thrive in uncertain environments. Effective leaders have a deep understanding of self, prioritize purpose over process and focus on creating value. In this session, we will introduce you to several components of the leader's mind. We want you to focus your leadership journey by understanding how today's leaders cultivate a mindset that drives success and resilience in their teams and organizations.

• Vernon Roberts, Executive Coach, Instructor, Speaker, Author

10:15 AM – 10:30 AM

Break

10:30 AM – 12:00 PM

ABA Commercial Loan Sim™ Review and Debrief

12:00 PM

School Concludes

Please do not make travel plans to depart before the session ends at 12:00 PM. If you elect to depart early, we cannot grant a program certificate.