Pub. 2 2013 Issue 3

Prudent and profitable lending requires sound skills and solid judgment in bankers involved in the commercial lending process. This seminar provides participants with a command of the critical steps in the process of making a loan from the initial contact with the borrower to the necessary risk/reward balance established by a properly structured loan. Seminar Highlights Customer Acquisition - Who is the potential commercial customer, new or existing? Opportunity Analysis - Discovery questioning & listening The Loan Request - Identifying borrowing causes - Analyzing the ability to repay debt Risk Assessment - Credit “Cs” - Financial risks - Non-financial risks Determining Debt Structure - The matching principle - Overview of various credit facilities and structuring considerations Presented by Linda A. Larger, Banker Education Solutions & Training, LLC (BEST) 2013 Fundamentals of the Commercial Lending Process June 5 - Hays June 6 - Manhattan Educational Resources 785-232-3444 www.ksbankers.com Prudent and profitable lending requires sound skills and solid judgment in bankers involved in the commercial lending process. This seminar provides participants with a command of the critical steps in the process of making a loan from the initial contact with the borrower to the necessary risk/reward balance established by a properly structured loan. Seminar Highlights Customer Acquisition - Who is the potential commercial customer, new or existing? Opportunity Analysis - Discovery questioning & listening The Loan Request - Identifying borrowing causes - Analyzing the ability to repay debt Risk Assessment - Credit “Cs” - Financial risks - Non-financial risks Determining Debt Structure - The matching principle - Ov rview of various credit facilities and structuring considerations Presented by Linda A. Larger, Banker Education Solutions & Training, LLC (BEST) 2013 Fundamentals of the Commercial Lending Process June 5 - Hays June 6 - Manhattan Educational Resources 785-232-3444 www.ksbankers.com