Agenda

7:30 am-1:30 pm

Golf Tournament
Sponsored by: PSCU and United Guaranty

2:30-5:30 pm

Preconference Workshops

Economics of mortgage lending
Douglas D. Foster, President, Doug Foster & Associates
Sponsored by: Prime Alliance Solutions, Inc.

Sure, you’re writing more home loans than ever before — but are they the right kinds of loans on the right kinds of homes? Of course your mortgage loan portfolio is growing — but how’s your bottom line? Doug Foster will walk you through the all-important economics of mortgage investment, mortgage banking and mortgage servicing in an entertaining workshop that will enlighten everyone from newcomers to old pros. He will take an in-depth look at pricing economics and provide detailed pricing examples that will help give you a new perspective on handling business profitably.

Doug is president of Doug Foster & Associates, Inc., a secondary marketing training and consulting firm that works with small- to mid-size depository and mortgage banking institutions to increase mortgage profitability and effectively manage risk. He is an accomplished trainer,
author of numerous published articles and educational materials on mortgage industry issues and a frequent speaker at industry conferences and other mortgage-related forums.

Foster currently serves as instructor of the secondary marketing track for Fannie Mae’s Housing Finance Institute. His published articles include Secondary Marketing Executive (where he authored a regular column), and Mortgage Banking Magazine. He has also written chapters in The Handbook of Mortgage Banking and The Handbook of Secondary Marketing.

Small business lending — creating, packaging and managing small business relationships
Craig Uffman, President, The Uffman Group, LLC

Continued evolution in the financial services industry has caused intense competition for deposit and loan relationships with business owners, and credit unions are under great pressure to extend more credit products to members who are using the loans for their businesses. Because of strict regulatory guidelines and the complexity of member business lending, no credit union should venture into this new area without first learning how to establish strategies, define credit profiles and evaluate workflow and automation issues. The
rewards are great — but so are the risks for the uninformed.

That’s why you’ll get so much out of the Small Business Lending workshop being given by Craig Uffman. Uffman is a well-known
industry expert, researcher, speaker and author. In his role as president of The Uffman Group, LLC, Craig has mastered all the techniques for creating, packaging and managing small business relationships that can become a growth engine for your credit union. Craig’s educational and thought-provoking workshop will show you how to leverage the credit union movement’s inherent advantages to develop a business lending program that is highly competitive with banks. Once you learn these secrets, you’ll never again think of small business
lending as being “small” in terms of the bottom-line impact it can have on your credit union.

7:00-8:00 am

Continental Breakfast
Sponsored by: NLAC

8:00-9:30 am

Opening General Session
Sponsored by: Equifax
Opening Speaker: Kevin Carroll, Katalyst, Nike

Can you think of a company that views the world from a different perspective more dramatically than Nike? Then you’ll want to meet
the man in charge of nurturing and caring for the company’s inner spirit. Kevin Carroll’s title is as unique as the company he works for.
As “katalyst + director of leadership and communication,” Kevin travels around the world to promote the culture and the spirit of Nike. His job responsibilities include provoking new ways of thinking, motivating and inspiring the whole organization.

His job is never to be in his office, but to be out and about interacting with people inside and outside the company in order to come up with creative, innovative ideas. Prior to Nike, Carroll’s career included ten years as an Air Force translator, a stint as a high school health educator and eventually head athletic trainer for the Philadelphia 76ers. While advising professional basketball players, Carroll made good use of his undergraduate degree in speech communication and master’s studies in sports medicine. Carroll’s varied career background on the whole, allowed him to develop a deep understanding about team dynamics and interpersonal communication — two areas that are just as important to your credit union as they are to any sports team.

You’ll enjoy Carroll’s unbridled enthusiasm for developing human potential — starting with your own! We guarantee this will be an experience you will still be thinking of years after the conference.

Breakout Sessions

Reinventing the consumer lending experience from the member’s perspective
Sponsored by: FiData
Moderator: Chris Oldag, Senior Vice President, Patelco CU

How do members view credit union mortgage activities, and where are the opportunities?
(This session does not repeat)
Moderator: Edith M. Bullard, Principal, eBusiness Marketing, Fannie Mae

Avoid the charge off — retain the member…creative loan servicing techniques
Moderator: Bob Klufas, Account Mitigation Manager, BECU

Breakout Sessions

Reinventing the consumer lending experience from the member’s perspective
Sponsored by: FiData
Moderator: Chris Oldag, Senior Vice President, Patelco CU

How can credit unions benefit from the secondary market?
(This session does not repeat)
Mike McCabe, Sales Director – Corporate Accounts, Freddie Mac

Avoid the charge off — retain the member…creative loan servicing techniques
Moderator: Bob Klufas, Account Mitigation Manager, BECU

Breakout Sessions

Excellence in Lending Award Winners’ Panels
Sponsored by: GE Mortgage Insurance

Consumer Lending Award Winners’ Panel
Moderator: Fawn Terwilliger, Chair, CUNA Lending Council

Mortgage Lending Award Winners’ Panel
Moderator: Joe Brancucci, Vice Chair, CUNA Lending Council

Breakout Sessions

Technology vendors, out source companies…a panel discussion on the selection process, RFPs, due diligence, and best practices
Moderator: Allan Stevens, Vice President – Senior Loan Officer, Franklin Mint FCU; Isaac J. Losch, Software Support Manager, PSECU; Renee Gauthier, IT Program Manager for the Lending Division of Boeing ECU

New tools, new models, new member expectations — so how do we change the member experience? Let’s walk the member path
Facilitator: Mark Wilburn, Senior Vice President and Chief Lending Officer, 66 FCU

7:00-8:00 am

Continental Breakfast

8:00-9:15 am

General Session
Speaker: Patrick Adams, Executive VP, St. Louis Community CU

Breakout Sessions

Credit cards — what’s new? — a lot. Innovative payment solutions to address members’ payment needs.
Moderator: David Russell, Director Product Delivery, MasterCard International

It’s about the member — successful consumer and home equity loan marketing strategies
Moderator: Chris Oldag, Senior Vice President, Patelco CU; Lloyd Gill, COO, City County CU; Kim Yarnelli, VP Mortgage Lending, GTE FCU;
Sue Canjurski, VP Lending, Arrowhead CU

There is life after the refinance boom — strategies to build a purchase money mortgage program
Tracy Ashfield, President, Strategic Mortgage Solutions

Are you committing financial "malpractice” with your members? Create a successful sales culture
Mark Andrews, Vice President of Sales, Clark County CU

Breakout Sessions
Repeat of all 9:30 am sessions

Breakout Sessions

Creating a relationship pricing program — it is a lot more than loans!
Moderator: Phil Greer, Senior Vice President, State Employees’ CU; Michael T. Quamma, Director Finance, BECU; Gary Skraba, Vice President Marketing, First Financial CU

How to package and market your business lending program
Deborah Watterson, AVP/MEMBERS Marketing Source, CUNA Mutual Group

The member relationship starts at loan disbursement — how to develop a loan servicing function that is member-centric
Moderator: Troy Hall, SVP of Sales and Marketing, Telhio CU

Networking Reception
Sponsored by: Fannie Mae

7:00-11:30 am

Internet Café Open
Internet Café Sponsored by: InterContinental Warranty Services, Inc., APPRO Systems, Inc., and Mortgagebot, LLC

7:00-8:30 am

Continental Breakfast

Networking Break
Sponsored by: Securian