Consumer Lending Training

Brett ChristensenBrett 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.

Agenda

Day 1

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

Day 2

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

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