Southeast Regional Center for Financial Training, Inc.

AIB Commercial Lending (AIB-6350)

Course Information (Textbook Information Below)

This AIB course provides the knowledge and skills required to identify the credit needs of various types of business customers and to sell a “total banking” relationship. It also prepares participants to assess the customer’s credit worthiness by examining income statements and balance sheets. The course covers both the technical side of commercial lending and the interpersonal skills required to be a successful loan officer. It covers the total lending process from loan interviewing and credit investigation to problem loan resolution and loan monitoring.

Delivery Options

In-Person, Instructor-Led Online, Assisted Self-Study

Audience

New commercial lending officers and bank employees supporting commercial loan operations. Customer Service Representatives and other branch personnel who have direct contact with business owners and managers.

Learning Objectives

At the conclusion of the program participants will be able to:

Explain the key elements of a loan interview and credit investigation
Describe the “cash-flow cycle” of various types of businesses
Explain the relationship between loan and structuring and business type
Complete a basic income statement and balance sheet analysis
Describe the documentation and procedures required for collateral perfection
Identify the common warning signs of problem loans

Commercial Lending presents the fundamentals of commercial loan origination and is an ideal course for new hires and internal candidates for a lending position. It is designed to teach students the skills they need to evaluate business loan applications and to document loans correctly when they have been approved. The course is intended to give students a foundation in important concepts and processes of the commercial lending relationship. The textbook includes case studies, examples and illustrations, including over 90 exhibits, and covers the following:

Business clients, their industry areas and organizational structures
Building and maintaining client relationships
Business banking organizational structures, administrative processes, documentation and risk management
Economic factors important to commercial lending markets
Regulators and regulations
Important communication skills in loan interviewing and negotiation
Elements and basic analytical steps of income and balance sheet statements
Understanding and applying ratios and cash flow analysis
Loan structuring, documentation, closing and support
Identifying and handling problem loans

Commercial Lending supports the AIB Online course in Commercial Lending and may be used to teach Commercial Lending in the classroom. This textbook also supports the Commercial Lending self-study course.

Softbound, 370 pages, 6th Edition, 2007
Catalog #3003846

For further information, call Southeast Regional CFT (904) 354-4830 or send an e-mail to lisaphillipscft@bellsouth.net.

Enrollment Form

(Download and print from SER-CFT website, complete and fax to 904-354-1834). www.cft-flsc.org