Two Part Webinar Series

March 19 & 21, 2012

2:00 - 3:40 Central Time

The most cost effective hedge against interest rate risk in rising rate environments is an effective core funding strategy aimed at supplying the core funding you need while effectively managing funding costs.  In addition two of the most important assumptions you will ever input into your asset-liability model are the pricing betas for all deposits and decay rates on non-maturity deposits.  With the disappearance of OTS, the primary source of industry pricing betas and decay rate assumptions will go away early in 2012.  After that point you are likely to see increased pressure from regulators to develop and use institution specific assumptions.   While you are likely to contract with an outside firm to do the analysis, it is important that you understand the theory behind derivation of these assumptions so you can use them comfortably and explain them to your regulator.

• How to apply marginal cost as a decision making tool in choosing between deposit strategies.
• What kind of information to track allowing you to better understand the relationship between pricing and demand in your customer base.
• What is a pricing beta and what role does it play in modeling cost of funds as rates change.
• Methods for calculating decay rates on non-maturity deposits.
• How segmentation strategies can have a positive effect on pricing betas and decay rates.

• Discuss the theory and application of marginal cost analysis in making effective deposit pricing decisions.
• Discuss the role tracking systems play in gaining a better understanding of how and why your customers respond to your pricing actions.
• Demonstrate the value of segmentation strategies in cost of funds management.
• Lay out the theory and practice of deriving, using, and modifying pricing beta assumptions on both CDs and non-maturity deposits.
• Lay out the theory and practice of deriving decay rates on non-maturity deposits based on historical data.

• Significance of core deposit analytics in managing funding costs, assessing values, and feeding key assumptions to you’re a/L model.
• Best practices approach to deriving pricing betas on CDs and non-maturity deposits
• Best practices approach to deriving decay rates on non-maturity deposits.
• Using tracking systems to provide feedback in improving assumptions.
• Use of marginal cost as a tool in deciding between strategies.
• Role of segmentation strategies in reducing marginal cost and pricing betas.

Cost:  $299 regardless of number of attendees

Credit Union focused but open to all institutions

Rex will use strategic examples from credit unions all over the United States to help jumpstart your lending in 2012.  This knowledge is for the benefit of all credit unions.  The industry needs to work together to achieve their goals.

Thousands of lenders have experienced Rex Johnson's teachings and have all been delighted with what they have learned.  This is an excellent and affordable opportunity to educate your entire staff on how other credit unions lend and market to members and non-members. 

Industry Leading Insight on:
     - Lending 
     - Marketing
     - Rewarding Staff
     - Increasing Other Income
     - Collections 

We will share the best ideas to build your loan portfolio in 2012!  This webinar will have testimonials of what is working at client credit unions to help generate loans.  This includes the types of loans they are making, how they are marketing their loans, and the results they are getting.  Don't miss out on the chance to learn from your peer group!

Learning Objectives

• Define Income at Risk
• Differentiate between the various measurement systems to assess income at risk
• List 4 key variables involved in accurate measurement of income volatility
• Define 5 key risks Regulators look for in income at risk measurement systems
• Outline basic policy limit framework for income at risk policy

CPE Credit:

Overview

Learning Objectives:

Program Agenda:

• Developing an effective capital plan that balances the relationship between key financial goals like earnings, growth, capital, and dividends while settling on the optimal balance sheet structure (including investments/assets and non-core funding to assets).
• Capital planning will cover developing annual goals that move the institution along the way to meeting financial goals.
• How the capital planning process provides inputs to budgeting, core funding, non-core funding, asset-based liquidity, and loan growth will also be discussed.  

Two Part Webinar Series

April 16 & 18, 2012

2:00 - 3:40 Central Time

Learning Objectives

• Define Value at Risk
• Differentiate between the various measurement systems used to assess value at risk
• List 3 key variables involved in accurate measurement of equity volatility
• Explain the different between static and dynamic value at risk measurements
• Describe how dynamic value at risk is used in ALCO decision making
• Outline basic policy limit framework for value at risk policy 

Cost:  $299 per site regardless of the number of attendees 

Your customers are more than just a FICO score. Every one of your employees who deal with customers need to understand the details of a credit report...from underwriters who approve loans, customer service representatives who originate accounts, on to call center employees who assist customers with their questions. Even your collectors need to know how to interpret a credit profile. The reality is that there are only 5 factors that go into what makes up a credit score---and 2 of the factors make up 65% of that score.

• Determining the direction of the score
• Is it on the way up or down?
• Understanding the codes
• The importance of the last 24 months of history
• Calculating interest rates based upon the information on the credit report
• Analyzing when a member has 'inflated income'
• Using the credit report as an 'opportunity sheet' to bring in additional business
• Identifying escalating debt patterns
• Utilizing score enhancement techniques to help members increase their credit score

"This webinar will teach all of your employees...not just lenders, the importance of effectively reading and interpreting a credit report. Join us as we illustrate the requisite skills to maintain the confidence to analyze a credit report and effectively explain to your customers the date on the report." Ed Swanson, LSCI Vice President/Consultant

This webinar is credit union focused but is open to any institution

Cost:  $299 per site regardless of number of attendees 

Decision makers must learn to look beyond the obvious and avoid overreacting to credit scores and ratios.  This webinar will train decision makers to concentrate on what is really important and why it makes sense.

Employees will learn to make loans that others will automatically turn down.  The benefits include dramatic increases in income, 90% approval rate for all loan applications, and lifetime relationships!

This Webinar Will Focus On How To:

• Remove the barriers preventing loan approval
• Ensure policies are flexible
• Track results

Credit Unions will be the focus, however the information is relevant for all institution types.

Cost:  $299 per site regardless of number of attendees

Credit unions have not spent enough time or money educating employees on the art of interviewing members. It all starts with asking the right questions, especially the questions that aren’t on the application. Ten minute applications may have worked in the past, but not anymore. We must sit down and talk to our members! It’s easy to make the right decision if we have all of the right information!

This Webinar Will Educate Employees:

• To understand what it means to have a meaningful conversation
• How to approach when the member is not being forthright
•  To focus more on quality than speed
• On the importance of connecting with the member
• To read and interpret body language
• To review the credit bureau report & ensure it is consistent with the application

How This Webinar Will Benefit Your Credit Union:

• Employees will be more motivated & will connect with members on a whole new level
• This presentation can give you thousands of dollars in loan opportunities
• Very little cost & essentially no interruption from work flow
• Learn from Rex Johnson’s experiences connecting with credit union members

Credit Union focused but open to all institutions

Cost:  $299 per site regardless of number of attendees

The NCUA recently sent a supervisory letter to all credit unions stating, "Credit union officials and management have a fiduciary responsibility to identity, measure, monitor, and control concentration risk." Concentration Risk must be managed in conjunction with other lending risks such as credit, interest rate, and liquidity risks. A negative event in these categories, as well as concentration risk may have significant consequences on other areas.

What This Webinar Will Cover:

• The different types of risk and how to indentify them
• Measuring the exposure you may currently have
• The need for a risk rating system
• Reporting that is going to be required
• A Concentration Risk policy to include in your own policy manual

"This webinar will help get you prepared for the Concentration Risk Supervision. The NCUA will not back down on this; We must be prepared when the examiners come in and we must take it seriously!" -Rex Johnson, LSCI Founder

Credit Union focused but open to all institutions