Agenda

7:30 am-1:30 pm

GOLF TOURNAMENT
Sponsored by PSCU Financial Services, Inc., United Guaranty, Mortgagebot
Transportation from the Golf Tournament will return from the course in time for
participants to attend the pre-conference workshops

2:30-5:30 pm

Preconference Workshops
Sponsored by Prime Alliance Solutions, Inc.

(1) “Bankruptcy Workshop”
William R. (Bill) Mapother, Founder, Creditors Law Center
- Bankruptcy pitfalls in indirect lending
- Latest bankruptcy developments
- Can you use a bankruptcy checkup?
- Manequitilizing is Magnificent
- The Batman Beats Bankruptcy
Sponsored by Prime Alliance Solutions Inc.

(2) Are You Ready to Move From Risk-Based Pricing to Risk-Based Lending???????
Brett Christensen, EVP, Lending Solutions Consulting, Inc.
- The market for risk based products
- Risk based lending 101- The Auto Loan
- Designing risk based home equity, RV/Boat and credit card products
- Managing credit mix and maximizing yield
- Credit rebuilder programs
- Loans and credit cards fo rthe post bankrupt member

7:00-8:00 am

HEARTY BREAKFAST
Sponsored by Charlie Mac

8:00-9:30 am

OPENING GENERAL SESSION
Sponsored by EQUIFAX

Deborah Matz, NCUA Board Member
Reaching New Markets: The Key to Future Lending Success

BREAKOUT SESSIONS

• Consumer Lending Trends – there are many options
  Sponsored by PSCU
  Moderator, Chris Oldag, SVP, Patelco CU
  Panelists: Bob Finnegan, VP Lending, Pacific Service CU; John Ruby, SVP Lending, Bellco CU; Jerry Liudahl, VP Lending, Oregon Community CU
  • Expanding lender effectiveness and member experiences
  • Digital signatures- reasonable business risk versus wet ink advances
  • Other fulfillment mechanisms for open end loans
    
    
• Fannie Mae Breakout (non-repeat)
  “The Who, What, Why and How of Purchase Mortgage Lending”
  Rob Spellman, Customer Management Director, Fannie Mae
  • How to understand your areas of weakness
  • Traditional products may not be appropriate for today’s borrowers – so what is?
    
    
• So you want to play with the big boys?” – strategies and challenges to implementing a successful business services program.
  Sponsored by The College Network
  C. Dennis Beaver, Principal, Hill Creek Consulting
  
  • Define potential market and organizational expectations
  • Identify complimentary resources and organizational core competencies
  • Prioritize your products and services
  • Where do you find the necessary expertise?
    
    
• Building a Lending Marketing Plan
  Sponsored by Ser Technology Corporation
  Debrah Dippen-Waterson, AVP/Credit Union Marketing, CUNA Mutual Group
  Learn how to build a lending marketing plan focused on expanding your market, acquiring new members and increasing member share of wallet by utilizing proven methodologies to help credit unions realize stronger ROIs. To drive higher ROIs, lending marketing plans need to evolve from direct marketing to relationship optimization through event-based trigger events, multi-channel marketing and lead generation activities. Hear about industry best practices utilizing these practices to achieve measurable success in areas such as auto loan acquisition and recapture, home equity recapture and increased loan products per household.
  

BREAKOUT SESSIONS (REPEAT)

• (REPEAT PLUS)
  
  Freddie Mac Breakout Session:
  "Purchase Money Strategies"
  Chris Halsey, Sales Director, Freddie Mac

BREAKOUT SESSIONS

• “Home Equity Loans – Please, please just take one!”
  Sponsored by TCI
  Daniel Milbrandt, Vice President, Blackhawk CU
  • Should we just give them away?
  • What’s in it for the member?
  • When you say “yes”, how seamless and easy it is?
  • What if you say “no”
    
    
• Mortgage loan product delivery options – “From Loan Agents to LowerMyBills.com…..so many choices”
  Sponsored by CU National Mortgage
  Shannon Forsyth, Assistant Vice President Mortgage Banking, Air Academy CU
  • What are they?
  • Cost, workflow, speed, productivity, metrics
    
    
• Learn from the experts - Successful Small Business Programs
  Moderator: Allan Stevens, Vice President, Senior Loan Officer, Franklin Mint FCU
  Panel: ( Tom Murray, Senior Director Business Services, Desert Schools FCU; Steve von Rajcs, President-CEO of Member Business Services; Scott Adkins, Director of Business Services and Lending, Spokane Teachers CU)
  
  • Business Models – there are many and one size does not fit all
  • What products and services should you offer?
  • Pitfalls – how to avoid common mistakes
  • How do you measure success?
    
    
• Roundtable discussion – Everything you wanted to know about bankruptcy but were afraid to ask. Do you know what “manequitizing” means? Have you picked up the comic book, “Batman beats bankruptcy”?
  Spend some time in an informal roundtable with Bill Mapother.
  

REPEAT OF BREAKOUT SESSIONS

7:00-8:00 am

HEARTY BREAKFAST
Sponsored by Systems & Services Technologies, Inc.

8:00-9:15 am

GENERAL SESSION: "Reality Show"
Sponsored by Genworth Financial (formerly GE Mortgage Insurance)

Randy Harrington, President & CEO, Extreme Arts and Sciences
“Reality Show” is Randy Harrington’s answer to “The Apprentice”—customized for credit union lending professionals. Participants get a chance to look at real, hot-shot, up-and-coming lending professionals--and to offer "no holds barred" professional coaching. How do you find, vet, groom, and delegate to the next generation of lenders? How can you go to the next level, by “packaging the magic” of your lending leadership? By watching and hearing the challenges of these real professionals, we can all learn something about our own lending operations--and our own leadership skills. Harrington will guide us through a series of situations that will challenge us to make fine-tuned decisions and judgment calls. The result is a new sense for what is possible for your own career and the well being of your credit union."

BREAKOUT SESSIONS

• Debt Cancellation – Everything you need to know and then some
  Terry Davis, Account VP, Debt Cancellation, CUNA Mutual Group
  • What is debt cancellation?
  • Benefits of debt cancellation
  • Things to watch for – pitfalls and problems
  • Building your packages and offerings
  • Impact to members
  • Impact to credit union
    
    
• “Making Home Loans to Non-Traditional Borrowers”
  Sponsored by Federal Home Loan Bank of San Francisco
  Moderator, Tracy Ashfield, President SMS, LLC;
  (Panelists: Tonya Coon, Midwest Financial CU; Robin O’Rorke, VP Lending, Desert Schools FCU; Brad Crandall, President, CU Companies; Phil Greer, SVP Loan Administration State ECU)
  
  
• The Economics of Small Business Services
  Keith Reynolds, Business Services Manager, CEFCU
  Sponsored by Newtek Small Business Finance and CUNA & Affiliates
  • Product and service pricing versus relationship pricing
  • What’s different from other types of loans
  • Can you build a successful
    
    
• Participation Loans - $0 to $400 million in minutes!
  Chris Oldag, Senior Vice President Lending, Patelco CU

BREAKOUT SESSIONS

REPEAT OF ALL 9:30 a.m. SESSIONS

BREAKOUT SESSIONS

• Automated Decisioning –The Next Generation
  Moderator: Gary Fee, Director Consumer Lending, BECU
  (Panel comprised of Amy Roth, Senior Credit Risk Consultant, Expererian-ScoreX, Experian-Scorex; Michael Street, Product Specialist, Appro; Bill Vogeney, Chief Lending Officer, ENT FCU)
  • Learn about the latest scoring trends
  • What is the best model for you? Cost, custom, fast start
  • How to leverage model(s) and internal business rules to maximize automated decisions
    
    
• Mortgage Lending – Alternatives or “What am I really good at and what do I really need to control?”
  Sponsored by Cenlar FSB
  Brad Crandall, President, CU Companies
  • Do we need to design and operate our entire business strategy
  • What resources can I reach out to an realistically use? Are they biased or unbiased?
  • How can credit unions really help each other and add value to each other?
  • How far can incidental powers allow us to go?
    
    
• Non-Traditional Lending Products – Best Practices Stories
  Sponsored by National Liquidators
  (Panel Discussion on non-traditional products such as student loans, airplane loans, mobile home loans, sub-prime credit cards, used car dealerships)
  Moderator: Herb Behrens, Vice President, Baxter Credit Union
  (Panelists: Lloyd Gill, COO, City County CU, Larry Biernacki, San Antonio CU; Kenny Hargrove, President, LTO (Locate to Order Solutions - For Members)
  

REPEAT OF BREAKOUT SESSIONS

7:00-11:30 am

CYBER CAFÉ OPEN
Co-sponsored by APPRO Systems, Intercontinental Warranty Services, and Digital Insight

Registration refreshments sponsored by Business Partners LLC
Cyber Café refreshments sponsored by CenterOne Financial Services

8:00–9:45 a.m.

GENERAL SESSION
Enhancing the value of member relationships for new members, indirect borrowers and members with real estate loans
Bob Lawhead, President, Raddon Financial Group

CLOSING GENERAL SESSION - Wake Up to the Economic & Political Realities of Decision 2004
Speaker: Larry Sabato, Founder & Director, University of Virginia Center of Politics