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This October 22nd-25th, join credit union decision makers from all over the country for a networking and education opportunity unmatched in the Northeast United States. For four days, credit union professionals will gather to learn valuable industry knowledge about collections, mortgages, and consumer lending from respected industry leaders. Attend workshops every day, then enjoy live entertainment and refreshments in the evenings. Mingle and network in the Vendor Hall between sessions to discover products and services to build your business.
Each training workshop is two days long and repeats once during the week. Attendees may attend one workshop for two days or stay for the entire expo and attend two workshops.
- Learn innovative strategies and products to improve collection, consumer lending, and mortgage efforts
- A training that balances high-level strategic philosophy with detailed integration into daily operations
- Training that drives improved credit union results and performance
- Networking with peers at other credit unions
- Introduction and awareness of valuable partners to assist with Credit Union performance
Who Should Attend?
- Credit Union employees responsible for lending and collections
- Credit Union lending management
- Credit Union executive management
Time Frame – Monday October 22nd, 2018 through Thursday October 25th, 2018
- Monday Vendor Hall from 4:00pm to 9:00pm
- Tuesday Vendor Hall from 10:00am to 8:00pm
- On Tuesday October 23rd the vendor hall is open to anyone who is not attending the expo for a $50 entry fee from 10:00am-8:00pm. Lunch is included in the entry fee from 11:00am-2:00pm.
- Lunch will be provided to attendees each day of the conference (Monday through Thursday)
- Snack breaks will be provided to attendees each day of the conference (Monday through Thursday)
- Early registration is June 15th for $550
- Registration ends August 31st for $700
- Space is limited so sign up early
Travel & Accommodations
- Radisson Hotel Harrisburg & Convention Center
- 1150 Camp Hill Bypass Camp Hill, PA 17011
- Free Parking
- Free Shuttle to airport (Harrisburg International Airport) and AMTRAK Train Station
- Free Hot Breakfast every day for guests of the Radisson for the Expand Expo
- Room rate block is $106 plus taxes and fees
- Room Rate is good until – August 31st, 2018
Training Speakers & Agendas
Hali Plachecki is a Regional Trainer who works for MGIC as a customer trainer, training customers on technical mortgage banking skills as well as soft skills, such as customer service, conflict management, and communication styles.
Hali knows first-hand from her thirty years in the mortgage industry, the value of training and its importance in the ever changing world of mortgage banking. Hali strives to make the training fun, informative and hopes you leave one of her sessions feeling satisfied about your time spent together.
Hali has over fourteen years experience as an underwriter and a strong background in mortgage operations, spending over half of her career managing processing and underwriting, training and mentoring. She has worked in retail, wholesale, and correspondent lending giving her a well rounded knowledge of the various styles of mortgage operations.
Hali is an FHA delegated underwriter, as well as VA LAPP/SAR certified underwriter.
- 9:00 to 12:00 – Fundamentals of the Mortgage Process & Understanding the Mortgage Cycle
- 12:00 to 1:00 – Lunch
- 1:00 to 2:30 – "Give 'em the Pickle" – Member Service Training
- 2:30 to 2:45 – Break
- 2:45 to 5:00 – The Art of Networking
- 9:00 to 11:30 – Evaluating Self-Employed Borrowers
- 11:30 to 12:00 – Finding Refis in a Purchase Market
- 12:00 to 1:00 – Lunch
- 1:00 to 2:00 – Social Media Strategies
- 2:00 to 2:30 – Break
- 2:30 to 3:30 – How to Review an Appraisal
- 3:30 to 4:00 – Trends that will Drive the 2018 Mortgage Market
Consumer Lending Training
Brett Christensen is the owner of CU Lending Advice, LLC. As such, he consults and conducts training sessions on various lending topics to professionals that work in the credit union industry. His personal and entertaining speaking style have also made him a popular and sought out speaker in the credit union industry.
Prior to forming his own company, Brett worked as a lending consultant and trainer for Lending Solutions Consulting, Inc. and he was the President of the Loan Link Learning Center in Grand Prairie, TX.
Prior to his work at Loan Link, Brett was the Vice President of Lending & Sales at Clark County Credit Union in Las Vegas, Nevada. He also worked for five years as a civil engineering officer in the United States Air Force.
He has earned a Bachelor's of Science degree in Civil Engineering from the United States Air Force Academy in 1987, and a Master's of Business Administration degree from the University of Phoenix in 1991.
Morning Session - Lending is an Attitude!
- Every member is unique
- Reasons to take on more risk when lending
- Mandatory steps to successfully lend to higher-risk members
Afternoon Session - Improving Loan Interviewing and Sales Skills
- Four things that must get done in the loan interview
- Learning to tailor your approach in the loan interview
- Interview questions to ask that don't show up on software
- What a good notes page looks like
- Improving individual sales skills
- Selling ancillary insurance products
- Building performing high-risk loans in the interview
- The firm close
- Communicating denials
Morning Session - FICO Scores
- A full understanding FICO Credit Scores
- Recent changes made to the FICO score
Afternoon Session - Principles of Successful Consumer Loan Underwriting
- Six approaches you should use when underwriting
- Bankruptcy predictors
- Lending to young borrowers
- Debt ratio analysis
- Loan-to-value analysis
- Secured & Unsecured guidelines
- Total & Unsecured Debt ratio analysis
- Debt consolidation loans
- Lending money on old collateral
- Lending to self-employed members
- Lending on boats & RVs
- Real risk factors vs Not-so-real risk factors
- Underwriting higher-risk members
With bankruptcy filings continuing to increase, credit unions must recognize the changing trends in the law. Debtors and their attorneys are increasingly finding ways to attack some of the creditor-friendly amendments to the Bankruptcy Code, using new theories. What debtor arguments are prevailing, and what debtor arguments are failing? How can a credit union adjust its practices to reduce the gains caused by new debtor arguments and theories? Using the concepts and flow charts provided, the participant will be able to mitigate losses.
It's no secret that bankruptcy filings are up in this historic economy. You can make sure that your credit union is doing everything in its power to reduce the negative effect of member bankruptcies. Part of this process is ensuring a thorough understanding of the law, constant changes in the law, and how it affects your recovery activities. Liability awaits the credit union that is unaware of its obligations in bankruptcy, and unnecessary losses await the credit union that fails to exercise its rights due to a misunderstanding of permissible collection activities.
Christy Curtis Jones is a shareholder with the law firm of Sherpy & Jones, P.A. She graduated with honors from the College of Charleston and received her J.D. from USC School of Law. Christy was an Associate Articles Editor for the South Carolina Law Review and a member of the Order of the Wig & Robe. Ms. Jones has served as an adjunct professor at USC School of Law, teaching legal writing to first year students. She currently concentrates her practice in the areas of creditor/debtor rights, bankruptcy, collections, and foreclosure. Ms. Jones is a member of the South Carolina Bar Association, South Carolina Bankruptcy Law Association, and is admitted to practice before the South Carolina Federal Court, District of South Carolina. She is a regular speaker at multiple credit union leagues and conducts training for CUNA's National Collections and Bankruptcy Conference.
Day One: Bankruptcy Learning Objectives
- Differences between Chapter 13 and Chapter 7
- Identifying members heading to Chapter 13 vs. Chapter 7 (worksheet)
- Automatic Stay
- What can and can't be done without violating the automatic stay?
- What is a co-debtor stay, and what can be done about it?
- Dealing with surrendered property and turnover demands
- Insurance proceeds, right of set off and the automatic stay
- Polls for the Audience re: whether Motion for Relief from Stay is worthwhile
- Reaffirmation Agreements
- Statement of Intention
- No more Ride-Through
- Cross-Collateral Issues; obtaining best possible outcome
- Request for Confirmation of Stay Termination
- Flow Charts, timelines and follow-ups
- Fill out sample Reaffirmation Agreement
- Cram Down Rule on Autos: Caselaw Interpretation on 910-day rule
- What is the cram down?
- Spotting cram down in a Chapter 13 plan
- Does CU risk cram down when financing GAP insurance?
- Does CU risk cram down when rolling in negative equity from trade-in?
- Does CU risk cram down if vehicle being used for person other than debtor?
- Review sample plan with cram down proposed
- Proof of Claims
- Proof of Claim Form
- Attachment A – Itemized Pre-Petition Arrearage
- Notice of Mortgage Payment Change
- Notice of Post-petition Fees, Expenses, and Charges
- Fill out sample POC form
- POC & cross collateralization exercises
- Stripping / Cram Down of Mortgage Liens
- Concept of a mortgage as a consensual lien
- Priority of mortgage liens over other liens affecting real property
- How does Debtor attempt to strip mortgage lien in Chapter 13 v. in a Chapter 7case?
- Cramming down first mortgage v. cramming down second mortgage
- History of proposed bills to allow for cram down of first mortgage lien (maybe, if time permits)
- Loss Mitigation Efforts – Putting it All Together
- Better to have mortgage lien than judgment lien
- Reconsider obtaining judgment on second mortgage loans or HELOCs
- Workouts to obtain security for delinquent loans
- Training lending department to make better second mortgage loans
Day Two: Collections Learning Objectives
- Collections Procedures
- Identify Common Activities that Collections undertakes, with purpose of determining needed procedures
- Hallmarks of successful Collections Procedures
- Quick, early action/intervention
- Escalated demands, in urgency, frequency
- Noting the file
- Following up on Promises to Pay
- Review Sample Collections Procedures
- Collections Calls
- Planning the call
- Privacy considerations & special cases
- Eliciting the Promise to Pay
- Collections Letters
- Hallmarks of successful letters
- Reviewing your letters (correct sample letter)
- Repossession Form Letters
- Uniform Commercial Code
- Right to Cure? (State by State)
- Notice of Sale (and common mistakes)
- Notice of Right to Redeem Collateral
- Notice of Deficiency/Surplus (avoid common mistakes)
- Servicemembers' Civil Relief Act
- Who is a servicemember?
- Verifying servicemember status & what is active duty?
- Issues arising out of reducing an interest rate
- Repossession/ foreclosure against servicemember
- Credit Reporting and the servicemember
- What are identifiable events?
- Procedures to ensure non-testing period does not expire
- Using the 1099 as a collections tool
- Interplay between third-party collectors & 1099s
- Short Sales
- Short Sale defined & Evaluating the member's request for a short sale
- Due diligence – make the member provide proper documents
- Factors to consider and crucial information to be included in report to management
- Negotiation tactics to get member or other parties to sale to pay more to credit union
This is your chance to connect with nearly 200 credit union executives and employees who are looking for your products and services to build their business. Introduce yourself to all of the conference attendees at the Monday evening welcome reception where food and entertainment will keep people mingling with you for hours in the Vendor Hall. Continue networking all day Tuesday during the open Vendor Hall, as attendees float in and out of sessions and credit union professionals who are not attending can stop by to look around.
Top Takeaways for your business
- Dedicated exhibit hours with events to drive traffic
- 1-on-1 conversations with credit union decision makers
- Valuable face-time with current and potential clients