9 Class Hours

Instructor: Chris Carlson

This class is unique because it combines elements of both business development and credit training and is tailored for bankers who are focused on the small business owner.  It discusses how to call on, and effectively help small business owners in order to build and sustain a relationship banking model.

The course is both practical and hands-on, as it uses actual case studies and role-plays to reveal the problems and challenges of business owners.  The course gives bankers the tools to understand and communicate with non-financially oriented businesses owners with sales under $15 million.  This course provides insights into small business owners’ expectations and attitudes that will help the banker have engaging conversations.  These more robust conversations will add tremendous value to customer relationships.

Key learning objectives include:

  • How To Develop Credibility With A Prospect Before The First Meeting
  • The Most Important Question A Banker Can Ask a Business Owner
  • Uncovering Initial Financial Indicators
  • Analysis of Financial Statements
  • Understanding The Impact of Ratio Analysis
  • Helping Business Owners Understand The Financial Cause & Effect of Their Actions


Annual School Session

Second Year Elective Course

Competency: Lending