2019 Fundamentals of Commercial Lending School

School Details: March 20-22, 2019

Holiday Inn at The American Center
5109 W. Terrace Dr.
Madison, WI 53718

:       8:30am (March 20 only)
Times:         See below
Cost:            $950.00 per participant (Includes instruction, materials, breakfast, lunch and refreshments)

Program Overview:

A well trained lender is a commodity in today’s market that cannot be overlooked.  Whether you are a seasoned lender or new to lending, learning or refreshing your lending skills is a NECESSITY in today’s competitive banking environment!  Join us for the 2019 CFT Commercial Lending School in Madison, WI.

The School’s up-to-date curriculum is comprehensive, touching on all aspects of commercial lending with a  special emphasis on financial analysis, loan structuring, and negotiations.  The curriculum and instruction focus on small business and community lending case studies, and is supplemented with real-life examples.

Students who attend the February and March sessions will receive a certificate of completion for the CFT Commercial Lending School.  Students may also attend only the March sessions and will receive a certificate of completion for the CFT Fundamentals of Commercial Lending School.  Click here to register for the February & March sessions.

The 2019 Fundamentals of Commercial Lending School was developed to provide mid-level bank officers and commercial loan officers a thorough understanding of commercial lending administration by:

  • Focusing on the operating cycle of a business and key variables for long-term success
  • Helping students develop their analytical skills and management evaluation techniques
  • Acquiring an awareness of the economic environment and how it affects the lending decision
  • Understanding the borrower and loan management alternatives available to a lender in the event of loan default
  • Becoming more proficient in growing loan and deposit portfolios, improving productivity and increasing profit techniques

Who Should Attend:

Anyone in commercial lending or a support role: Commercial Lenders, Real Estate Loan Officers, Credit Analysts, Branch Managers, Loan Reviewers, Loan Operators, Junior Bank Staff, Residential and Consumer Lenders who want to expand their skills, and anyone else with the responsibility to help their bank improve the quality of lending decisions.

Daily Program:

Day 1 (9am – 5pm): Intro to Economics and Banking & Understanding the Qualitative Analysis and The Basics of Commercial Lending Learn economic issues and government policy as they relate to commercial lending, and discuss their influences. Students will also gain an understanding of current business lending and regulatory issues, analyze basic business models, and review competitive strategies, asset use and management analysis.  In the afternoon, students will analyze the basic small business loan request (non-real estate), learn to structure the small business loan, structure business loans for repayment and identify types of collateral and valuation; and explain and examine term loans and line of credit loans.

Day 2 8am – 4pm: Commercial Real Estate Lending Techniques and Structure and The Art of the Appraisal: Theory & Practice A significant number of commercial loans include real estate as primary or secondary collateral and examiners have identifies this as a problem area for community banks.  Therefore commercial bankers must receive training in commercial real estate (CRE) lending.  This session provides students with the training to handle these more complex requests by examining the risks inherent in CRE lending, types of CRE loans, how to underwrite the borrower and project, as well as current issues in CRE lending.  Afternoon: Commercial loans secured by real estate constitute the largest and potentially riskiest category of specialized loans in a loan portfolio.  Many lenders know what is being asked of them through all of the regulations.  But what they don’t know is how to do what is being asked of them.  This session clarifies the HOW and provides lenders the knowledge to confidently prepare, appraise, and review loans.  Students will learn the current CRE lending environment, a brief overview of the regs and why we have to do what we do, the three parts of the real estate appraisal process, the evaluation process of that appraisal and best practices of the appraisal review.

Day 3 8am – 3pm: Problem Loan Techniques & Remediation and Sales Techniques & Effective Relationship Management The morning session will enhance the student’s ability to recognize the potential problem loans, emphasizing the importance of good underwriting standards, good credit discipline, effective loan review and well-trained lenders.  Students will recognize that problem loans are a part of commercial lending; formulate an action plan to reduce and minimize bank losses; identify early warning signs; create a format and procedure to work out problem credits; and discuss liquidation and proper restructuring.  The afternoon session will enable the student to become more proficient in developing relationships that grow loan and deposit portfolios, improve productivity and increase profit techniques.  The student will develop a “system” to prepare, present and close profit opportunities; solidify relationships through follow-up techniques to lock in life long clients; develop a plan to establish new business contacts; build a referral base through current client network; create follow-up procedures to expand relationships and implement relationship development programs to increase productivity and profitability.

Registration Deadline: March 5, 2019

Lodging is NOT included in tuition rate above. Room block has been reserved at the Holiday Inn for $109/night plus tax.  To reserve a room, please call 608-249-4220 and mention that you are with the Center for Financial Training, Group Code FCL.

Rooms are only held at this rate through March 5, 2019.  After this date, rooms are available subject to space availability and at prevailing room rates.


Mark Tyrpin is President of Mercantile Bank in Quincy, IL. His style of “Banker Teaching Banker” emphasizes current banking examples and scenarios to supplement the classroom approach to learning. Reality and textbook application are presented. Tyrpin has over 20 years of banking experience including commercial lending, commercial real estate lending, loan rehabilitation and work out, as well as management. Prior to that, he was an investment banker specializing in municipal finance and trading. Tyrpin teaches economics classes at community colleges and conducts seminars on lending at various colleges, and for CFT and the IBA.

Register Now

Course / Seminar Type: In-Person Course / Seminar
Course / Seminar Category: Lending & Credit Training
Course / Seminar Code:
Course / Seminar Start Date: 03/20/2019
Course / Seminar Price: $950
Course / Seminar Location: Madison