FEBRUARY 20 & 21, 2020TBA BARRETT TRAINING CENTERNASHVILLE

ESSENTIALS OFCOMMERCIALLENDING

ObjectivesThis two-day course will equip participants with tools to:• Source better commercial lending opportunities • Better match bank products and services to meet customer needs• More efficiently underwrite commercial loans• Identify opportunities to broaden and deepen the customer relationship• Add value to the customer relationshipCase studies will be used to illustrate the application of concepts.

Who should attendCommercial loan officers, loan review personnel, branch managers, prospective lenders,and individuals interested in attending The Southeastern School of Commercial LendingSM I & IIwill benefit from this program.• Learn the basic concepts and techniques of commercial lending• Recognize techniques that help identify the underlying business reasons for borrowing• Develop the ability to use financial information to make credit decisions and to structure loans properly

Learn from an expertJohn R. Barrickman, president, New Horizons Financial Group, LLC, Amelia Island, Fla., has extensive experience teaching and lecturing on economics, credit analysis, commercial lending, and more than 45 years of banking experience. He is the author of the ABA commercial loan curriculum and teaches in TBA’s The South-eastern School of Commercial LendingSM I & II. Barrickman is an instructor for many banks and professional organizations and has served on the faculty of all six of the graduate schools of banking around the country.

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Many community banks are focusing on commercial (C&I) loans to grow loan volume and core deposits. Community banks are capitalizing on their traditional strengths in knowledge of the customer, local loan decisions and greater flexibility in underwriting, structure and pricing to create a compelling value proposition for the commercial borrower.

To be successful, commercial lending requires different analytical tools and more in-depth knowledge of accounting. To make commercial lending profitable, the lender must broaden and deepen the customer relationship and add value.

Workshop TopicsIntroduction to Basic Lending Concepts

• Purpose and focus of financial analysis

• Five Cs of credit • Basic lending questions • Loan Evaluation Equation • Analytical tools• Prescreening the application

Introduction to Basic Accounting Concepts

• Business organizational structures

• Assumptions of accounting• Basic accounting principles• Limitations of financial

statements• Statement preparer/

accountants opinion• Types of financial statements

Introduction to Basic Financial Analysis Tools

• Mental picture• Component analysis• Comparative/common-size

analysis• Ratio analysis including

“30 Second” analysis and Loan Screening Worksheet

• Cash-flow analysis

AgendaDay 1 – February 20 Day 2 – February 218:30 a.m. Registration 7:30 a.m. Continental breakfast Continental breakfast 9:00 a.m. Program begins 8:00 a.m. Program beginsNoon Lunch Noon Lunch1:00 p.m. Program continues 1:00 p.m. Program continues5:00 p.m. Program adjourns for the day 3:00 p.m. Program adjourns

Registration Information

The cost includes instruction; instructional materials; continental breakfast, lunch, and refreshment breaks on both days. Please register early. Day-of-registrations include a $50 late registration fee. No written confirmation of registration will be sent from the TBA.Participation in TBA programs is limited to members, associate members, and nonmembers from an eligible membership category at applicable member or nonmember rates.

Continuing Education CreditPrerequisites: Familiarity with basic lending principlesAdvance Preparation: No advance preparation is required for this programProgram Level: BasicDelivery Method: Group-live

Attendees will qualify for 14 hours Continuing Professional Education (CPE) credit in the area of Specialized Knowledge. In accordance with the standards of the National Registry of CPE Sponsors, CPE credits have been granted based on a 50-minute hour. For more information regarding administrative policies or complaints, please contact our offices at 615-244-4871.

This program has not been pre-approved for continuing education (CE) credit by ABA Professional Certifications. Attendees who require CE credits should go to https://www.aba.com/Training/Certifications/Pages/CEProviders.aspx for further instructions.

TBA Members / Associate Members Nonmembers

Early Registration $530 $1,060

Early registration deadline is February 6, 2020.

Registration $580 $1,110

Day-of-Program $630 $1,160

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Hotel InformationTBA has not blocked hotel accommodations for this program. The hotels listed below are close to the program site for those who need overnight accommodations. Please call the hotel for room rates and to make reservations. PLEASE MAKE RESERVATIONS EARLY.

SpringHill Suites Marriott Nashville MetroCenter 250 Athens Way, 615-244-5474 (Offers TBA rate of $170 based on availability)

Fairfield Inn & Suites 100 French Landing Dr, 615-432-4677 (Offers TBA rate of $139 based on availability)

Candlewood Suites Nashville MetroCenter 270 Venture Circle, 615-787-8787 (Offers TBA rate of $129 based on availability)

General InformationAttire: Business casual attire is appropriate for all TBA programs. Because of temperature variations in meeting rooms, please bring a sweater or jacket for your comfort.

Special Needs: If you have a special need that may affect your participation in this program, or spe-cial dietary requests, please send TBA a written statement detailing your needs at least 10 days before the program. We will contact you to discuss accommodations.

Cancellation Policy: Cancellations received in the TBA office five days prior to the scheduled pro-gram will be refunded in full. Due to commitments with hotels, cancellations received less than five days prior to the scheduled program are not refundable. Substitutions are welcome. Registrants who do not attend the program or send a substitute will be responsible for the entire registration fee.

Inclement Weather Policy: Cancellations due to inclement weather are refundable, minus a late cancellation fee of $50 for a one-day program and $75 for a two-day program. If you have questions concerning the status of a TBA program due to inclement weather, please call the TBA office at 615-244-4871 or 800-964-5525, x150. The TBA number will provide information concerning program status, cancellation fee, and refund requests. You may call the site where the program is held to check the status of the program in your area. The site phone number is listed in this brochure.

Additional InformationPlease visit TNBankers.org/education/events for information on photo policy and antitrust policy.

Monique WhiteDirector of Educationmwhite@TNBankers.org615-244-4871 or 800-964-5525www.TNBankers.org

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ESSE

NTIA

LS O

F COM

MER

CIAL

LEND

ING

FEBR

UARY

20 &

21, 2

020

| TBA

BAR

RETT

TRAI

NING

CENT

ER |

NAS

HVIL

LE