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.

   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

Enrollment Form

(Download and print from SER-CFT website, complete and fax to 904-354-1834)