2026 WBA Commercial Lending Development Program

Virtual: August 20, 21 | September 14, 16 | October 15, 16 | November 5, 6

10:00 a.m. - 5:00 p.m. CDT

WHO SHOULD ATTEND

This comprehensive program emphasizes the entire commercial loan life cycle and provides participants with current lending approaches, an updated focus on key analytics and regulatory issues. Designed for bankers already in the commercial lending field who would like to strengthen their credit skills, as well for those credit analysts moving into commercial lending, students will learn what it takes to successfully compete in the highly-competitive lending market. Best practices, case studies and exposure to industry experts will be included in the curriculum.

PRICE

State Banking Association Members: $2,275 per registrant

SCHEDULE

MARKETING/ BUSINESS DEVELOPMENT/ NEGOTIATION SKILL BUILDING/ THE CLDP

The first session of the Commercial Lending Development Program (CLDP) will provide students with a thorough application of the marketing concept, business development strategies, and negotiation skills in the context of commercial lending.

SESSION HIGHLIGHTS

• Identify the marketing concept, business development strategies, and negotiation skill building
• Review the target market, the four 4 Ps of marketing, the industry life cycle, and the market structure
• Emphasize effective communications, telephone techniques, and the negotiation process
• Apply the “marketing/ business development/ negotiation skills” concepts through case studies
• Preview upcoming CLDP sessions

ADVANCED FINANCIAL STATEMENT ANALYSIS

During this session, we will explore the “four financial statements”- income statement, statement of retained earnings, balance sheet, and statement of cash flows. This will include revenue and expense recognition, as well as FIFO, LIFO, and average inventory costing models. Additionally, it will cover operating expenses (such as repairs) versus improvements, depreciation, amortization, and depletion.

SESSION HIGHLIGHTS

• Analyze the four financial statements
• Explore income statement
• Cover balance sheet accounts
• Review the levels of financial statement reporting
• Utilize a financial statement analysis model, including a spreadsheet

ADVANCED CASH FLOW ANALYSIS

This session explores multiple models of both business and personal (business owner) cash flow analyses. The session will begin with an in-depth analysis of the “traditional” business EBITDA cash flow and the personal cash flow of the “business owner” (using the 1040 tax return, K-1 forms, and the personal financial statement). Additionally, the Global Cash Flow (business & personal combined) will be displayed.

SESSION HIGHLIGHTS

• Cover business (EBITDA) and personal cash flow analyses
• Discuss global cash flow
• Analyze statement of cash flows, UCA cash flow, cash basis cash flow, fixed-charge coverage, and free cash flow
• Explore cash flow projections and sensitivity analysis
• Review CRE cash flow analysis including investment models

ADVANCED TAX RETURN ANALYSIS

This session will provide the student with several advanced tax return concepts and related analyses to help them more effectively work with their business customers. The session will begin with an advanced review of a business owner’s personal “1040” tax return, including the Schedules, and the tax return of an LLC, S corporation, and C corporation, including Schedules M-1, M-2, and K-1.

SESSION HIGHLIGHTS

• Review personal and business tax returns
• Explore corporate tax issues and investment concepts
• Identify real estate issues
• Determine employer-provided benefits
• Cover retirement planning strategies and estate planning issues
• Determine year-end tax strategies
• Analyze changes to the tax code

CREDIT MEMORANDUM PREPARATION/ LOAN COMMITTEE PRESENTATIONS

The first part of this session will cover preparing effective “commercial loan” credit memorandums or loan write-ups. This section will begin with a review of loan write-up types, styles, and necessary component parts (relationship information, terms and conditions, financial analysis, management review, including strategic plan, and risk assessment/mitigation). Three write-ups will be presented to illustrate the concepts. 

SESSION HIGHLIGHTS

• Review effective commercial loan write-ups
• Discuss types, styles, and component parts
• Cover the financial analysis section
• Assess the company’s strategic plan
• Explore the risk/mitigation of the commercial loan
• Summarize loan write-up techniques by reviewing three examples

Loan Committee Presentations

• Gain an understanding of practical presentation skills
• Analyze loan committee dynamics
• Make motivating presentations
• Review negotiations, communications, and personal marketing
• Recap loan presentation issues through case studies

LOAN REVIEW/DOCUMENTATION/ COMPLIANCE AND REGULATIONS

This session will begin with preparing for an internal and external loan review examination, techniques in updating the credit files, and evaluating the current “loan risk ratings.” Additionally, reviewing other loan officers’ files and the importance of consistency in communicating with the examiners will be explored.

SESSION HIGHLIGHTS

• Ensure credit files are updated
• Continuous evaluation of loan risk ratings
• Review other loan officers’ files to ensure compliance
• Managing communications with examiners

• Business structure, loan structure, and loan support
• C&I loan documentation issues and advanced BBC
• CRE loan documentation and case study

• The current regulatory environment
• Key compliance requirements

PROBLEM LOAN MONITORING/ BUSINESS LAW/LENDER LIABILITY

This session will help students learn how to manage “problem loans” more effectively and protect the bank’s rights. The session will begin with loan underwriting techniques to avoid a problem loan, followed by managing the loan when it goes “bad.”

SESSION HIGHLIGHTS

Problem Loan Workout

• Discuss the management of problem loans
• Avoiding a problem loan
• Explore what to do when a loan goes bad
• Determine the bank’s strategy in protecting itself
• Review the influence of the banking regulators

Business Law

• Explore law and ethics
• Emphasize negotiations and the law
• Review the judicial process

Lender Liability

• Discuss lender liability and the lender
• Review technical aspects of lender liability

COMPREHENSIVE OVERVIEW: SENIOR CREDIT OFFICER PANEL; CREDIT PRESENTATIONS & FINAL EXAM

This session will feature a panel discussion with senior credit officers. The Senior Credit Officers will represent community, regional, and/or large banks. The discussion will consist of effective loan underwriting, loan portfolio management, marketing in a highly competitive environment, and the future of banking technology and non-bank competitors.

SESSION HIGHLIGHTS

Senior Credit Officer Panel Discussion

• Market assessment by senior credit officers
• Effective loan underwriting
• Managing the loan portfolio
• Marketing the bank
• The future of banking

• Comprehensive loan case study analysis and loan presentations
• Summarize the CLDP through a Final Exam

SPEAKER PROFILE

David L. Osburn is the founder of Osburn & Associates, a business training and contract CFO firm that provides seminars, webinars, and keynote speeches for bankers. His extensive professional background of over 30 years encompasses 21 years as a trainer and contract CFO and 16 years as a bank commercial lender. His banking credentials include loan underwriting, loan “work-out”, management, and business development. David has been an adjunct college professor for over 30 years including the College of Southern Nevada.

ATTENDANCE

Students may miss one class during the program. However, missing more than one class will result in ineligibility for the graduation certificate. Students must inform the WBA course administrator of any planned absences to explore options for earning attendance credit for the missed class.

RECOMMENDED PREREQUISITES

Before joining the WBA’s CLDP, we strongly recommend several courses to help you prepare and be successful. These courses are offered through the ABA and are available online at your convenience. Contact WBA for more information about registration.

• Analyzing Business Financial Statements and Tax Returns
• Analyzing Financial Statements
• General Accounting

We also strongly recommend attending our Understanding Bank Performance to help prepare. Student who register for both CLDP and UBP will receive a $500 discount on their UBP registration. Learn more about the program at www.wabankers.com/ubp.