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Course/Product Description
Title:

Strategic Loan Pricing

SKU:WT-1006078
Format: Webinar
Description:

Strategic Loan Pricing

With intense competition to capture loans, now more than ever it is important to have a strategic approach to loan pricing. This includes adequately covering your bank's costs and meeting profit objectives.

It also includes differentiating loan interest rates to reflect relative risk, plus knowing that you CAN win the borrower's business on a basis other than the lowest price.

This webinar covers two big issues and three smaller issues that influence pricing, including how to measure loan profitability and calculate the required rate of return on a loan.

We'll also discuss getting premiums for taking risk and for adding value to the customer relationship, and ways to compete with a lower rate for volume or when you are able to mitigate risk better than your competitor can.

Covered Topics:

  • Issues with risk-based pricing:

    • Using odd-decimal pricing
    • Differentiating on all risk metrics
    • Recognizing economies of scale on larger loans
    • Comparing relative loan pricing within your portfolio
    • Watching out for loans that are typically under-priced

  • Steps for linking asset/liability tools to structure and price, including:

    • Setting fixed rates on average life, not full maturity
    • Creative ways to use funding sources to support loans
    • Avoiding prime spreads for rates fixed over one year
    • Recognizing proper indexes and spreads for setting fixed rates

  • Consistently giving your customer pricing options
  • Considering proportional pricing for floating rates
  • Using performance pricing tied to the customer's financial performance and/or loan covenants.
About Your Presenter

Richard Hamm has been training bankers for 25 years, designing and delivering courses specializing in commercial lending and credit, including portfolio and risk management, commercial real estate (CRE) and appraisals, plus selling and negotiating skills, and director training.

Richard is based in Huntsville, AL and has owned/operated Advantage Consulting & Training for 11 years, after a 22-year banking career including senior positions in lending and credit, plus president through formation and acquisition of a community bank. He has BS and MBA degrees from the University of Alabama.


Licenses / Designations / Educational Credits:CEU
All US States: 2.5
All Canadian Provinces: 2.5
About The Provider: Since 1983 Total Training Solutions has produced dozens of videotapes, CD-Roms, DVD's and web-based training modules. In addition to off-the-shelf products, Total Training Solutions also develops custom training products and consults with financial institutions to develop their own training curriculum.

For timely delivery of training topics, webinars or web conferencing is an unbeatable option. We now offer over 100 live programs per year and you can even purchase the recorded or ondemand session if you are unable to attend the live program.

We have worked exclusively with the financial industry since our founding. Because of this, we understand the needs of training departments in financial institutions and are alert to changes which affect the industry.

Webinar Descriptions:

Live Session:
Attend the live session with the opportunity to ask questions to the presenter. You also receive a link to the handouts. All registrations for a live event will be given access to the OnDemand recording, at no additional cost, for seven days following the event. This will allow a flexible alternative when last minute conflicts intrude on scheduled events.

Recorded CD:
CD-Rom includes audio and video of recorded webinar plus hard copy handouts. You will also receive 6 months access to the OnDemand weblink as an added free bonus.

OnDemand:
Includes a weblink for unlimited viewing for 6 months after the date of the webinar as well as a link to handouts.

Live + Recorded:
Includes all three options above. Live session, OnDemand Weblink, and CD-Rom plus Hardcopy Handouts.

Live + OnDemand:
Includes two of the options above. Live session and 6 months access to OnDemand Weblink plus link to handouts.
Price: $265.00
More Info: Contact Us For More Information
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Currently Scheduled Dates For This Webcast
Course TitleDatePrice
Strategic Loan PricingCD/On-Demand$295.00

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