15th Annual
CUNA Lending Council Conference Hilton Bayfront Hotel San Diego, California | November 1-4, 2009
Continuing Professional Education (CPE) Credits CUNA is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State Boards of Accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Nashville, TN, 37219-241. Web site: www.nasba.org.
CPE Credits: You can earn 3 group-live CPE credit hours for one of the pre-conference workshops and 16 group-live CPE credit hours for the CFO Conference. No advance preparation is required. For more information regarding administrative policies, such as complaint and refund, please contact CUNA at 800-356-9655, ext. 4123.
Reborn to unearth its classic past, San Diego 's newly designed 27-hole championship course, will once again become a major player in the illustrious world of golf. Golfers will once again be treated to an outstanding game due to the father/son team of Ted Robinson Sr. and Ted Robinson Jr. What once was flat now features undulating fairways, waterfalls and well-protected bentgrass greens. Water comes into play on 13 of the 27 holes with four new lakes and the San Diego River.
7:30 a.m.– 1:30 p.m.
VOLUNTEER OPPORTUNITY – Monarch School
Founded in 1988, Monarch School and its committed team of teachers, administrators and volunteers is dedicated to providing homeless and at-risk children with an accredited education while caring for their basic needs. Today, more than 100 kids between the ages of 7 and 18 are enrolled at Monarch School.
Activities may include: helping to paint a classroom, cleaning up the courtyard, or assembling hygiene kits to go out to the students. If you would like to learn more about Monarch School, please click here.
1:00 – 6:00 p.m.
WELCOME CENTER
Conference registration
Sponsor Displays
Internet Café'
How to Monitor, Maintain and Modify Your Risk Based Lending System
Bill Vogeney, SVP, Chief Lending Officer, Ent FCU, Colorado Springs, CO
In this hands-on approach to risk based lending, you will learn how to use the FICO odds chart to measure the effectiveness of your risk-based pricing. Bill will delve into the pitfalls of over-reliance on credit scoring and will make it easy for participants to understand. And lastly, he will help you develop ideas for improving credit performance across all credit tiers.
Commercial Real Estate Appraisal Analysis
Chuck Anderson, EVP Commercial Lending, Arizona State CU, Phoenix, AZ and Gary Smart, AVP Business Services, Crane FCU, Odon, IN
Join us at this interactive workshop where you will gain an understanding of the key elements within a commercial appraisal along with learning a quick way to get the feel for the property value. You will gain an insight into the USPAP and regulatory expectations of an appraisal and will take home a checklist to ensure your compliance and thorough review of each appraisal you handle.
Finally, you will work on an actual case study of an appraisal where you will determine everything from appraisal engagement, methodology and reconciliation of the appraisal. If you are doing or thinking about going into commercial real estate, this is a must session for you to attend.
5:15– 6:00 p.m.
ORIENTATION FOR FIRST TIME ATTENDEES
6:00 – 8:00 p.m.
WELCOME RECEPTION - Meet Your Sponsors ~ Sponsored by CUNA Mutual Group
BREAKFAST - Visits with Sponsors ~ Sponsored by Radian Guaranty
7:00 – 4:45 p.m.
WELCOME CENTER
Conference registration
Sponsor Displays
Internet Café'
8:00 – 8:15 a.m.
CONFERENCE WELCOME
8:15 – 9:15 a.m.
KEYNOTE ADDRESS
Full Speed Ahead
Vince Poscente, Business Strategist and Author, Dallas, TX ~ Sponsored by TransUnion
Now is the time to thrive in a world of rapid and unnerving change.
Using concepts from his bestselling books, The Age of Speed and The Ant & the Elephant, Vince shares his Olympic experience and the ‘speed' model that took him from recreational skier to vying for the Gold in speed skiing in 4 short years. Give your audience an invigorating perspective that reveals:
Hands-on-tools to accelerate results in a slowing economy
Leadership strategies for aligning employees with a common mission
Competitive agility by “doing what the competition is not willing to do”
Eliminating drag on the micro (individual) and macro (team) scales
Practical motivation with an against the odds story of “recreational skier to Olympics in four years”
Energized fun with Vince's infectious energy, warmth and humor, Vince delivers an experience that translates into an empowered audience.
Renowned business strategist on accelerating change and New York Times bestselling author, Vince Poscente is a master communicator. He knows how to get an audience's attention with practical information made sustainable with his unforgettable story.
9:15– 9:45 a.m.
NETWORKING BREAK - Visits with Sponsors ~ Sponsored by MEMBERS Trust Co.
9:45 – 11:00 a.m.
BREAKOUT SESSIONS (These sessions repeat)
“Earning Your Way Out…..”
Joseph Brancucci, CEO and Chair, Prime Alliance Solutions, Inc., Tukwila, WA ~ Sponsored by Akcelerant Software
This session will focus on turning the challenges of today into the future success of the credit union. You will hear why it's important to focus on collections and loan servicing – it is more than a reaction but a good systemic overhaul necessary for the long term success in lending programs. And finally, Real Estate Loans – why credit unions cannot sit on the sidelines and what are the opportunities being offered to the industry.
Grade A Loans: How Credit Unions are Finding Opportunity and Redefining Value in Student Lending
Jon Jeffreys, President, Credit Union Student Choice, Washington, DC, Mike Long, EVP/Chief Credit Officer, UW CU, Madison, WI and Rick Thornburg, SVP Lending, Eli Lilly FCU, Indianapolis, IN
Learn from industry experts and your credit union lending peers about the current state of student lending—and the opportunities that exist for credit unions. Attend this session and you'll learn about:
The potential changes to the Federal Family Education Loan Program (FFELP) and ramifications for credit unions involved in FFELP
Credit unions stepping up across the country to offer solutions in both federal and private student lending
The opportunity for balance-sheet lenders in the $23 Billion private student loan market
How credit unions are growing and diversifying their loan portfolio, connecting with young adults, and serving members at a time of critical need
Modifications to Consumer Lending Underwriting Standards and Practices in Changing Economic Times
Judy Hodges, VP Consumer Lending, Bayport FCU, Newport News, VA, Allan Stevens, VP/Senior Loan Officer, Franklin Mint FCU, Broomall, PA, and Art Kics, Analytical Support Sr. Manager, Trans Union LLC, Chicago, IL
Moderator: Fred Ryerse, SVP Lending, Members 1st FCU, Mechanicsburg, PA ~ Sponsored by Accel Members Financial Counseling
An open panel discussion with 3 lenders from different areas of the country to discuss appropriate changes in consumer lending underwriting standards while still fulfilling the credit union mission. This panel will be focused on consumer and home equity underwriting and will discuss changes in underwriting policy and procedures.
Practical Steps for Regulatory Compliance for 2010
William Klewin, Director and Product Leader, Intellectual Property, CUNA Mutual Group, Madison, WI ~ Sponsored by Title Resource Group
The economic climate of the past couple of years has precipitated an unprecedented number of regulatory changes that will soon go into effect. This session offers practical guidance for you to develop and implement strategies to ensure your credit union is compliant. Regulatory changes covered include RESPA, multi-featured open end lending and Reg Z including new credit card guidelines.
Experienced MBL Lenders Roundtable: “A Three Hour Tour”
Chuck Anderson, SVP Business Banking, Arizona State CU, Phoenix, AZ and Gary Smart, VP Business Services and Lending, Crane FCU, Odon, IN ~ Sponsored by Kroll Factual Data
2:00– 3:15 p.m.
BREAKOUT SESSIONS (most sessions repeat)
Finance 101 for Lenders
Erin Mendez,
EVP/COO Finance and IT
and
Fred Ferrell, VP Real Estate Lending, SchoolsFirst FCU, Tustin, CA ~ Sponsored by Federal Home Loan Bank System
Many good lenders don't have a firm foundation in financial analysis. Learn from this Chief Lending Officer/Chief Financial Officer team as they share ideas on how to properly price loans, analyze cost to originate loans, and give participants the basics of Asset Liability Management.
Loan Growth Panel of Best Practices
Jon Paukovich, VP Mortgage Lending, Ent FCU, Colorado Springs, CO; Penny Pratt, VP Lending, SAFE FCU, Sumter, SC and Cyndi Koan, EVP, Public Service CU, Denver, CO ~ Sponsored by Securian Financial Group
In this hands-on best practice session, learn strategies and tactics from a panel of your peers as they describe their growth and success in first mortgages, home equities and auto lending. You will also hear best practice tips that you can apply to loan programs immediately upon returning to your credit union.
Fannie Mae Update
Yang Hu, Director Economics, Fannie Mae, Washington, DC ~ Sponsored by Fannie Mae
What We Can Learn from the Ground Zero Housing Markets (session does not repeat)
Mathy Hogan, EVP Lending, Fairwinds CU, Orlando, FL and
Cindy Campano,
VP Retail Lending,
Arizona State Credit Union, Phoenix, AZ ~ Sponsored by Fitch Solutions
Learn from credit union lenders dealing with the most extreme housing problems in the country. Understand what caused problems in their markets and develop new ideas for account management and problem resolution.
Effective Consumer Loan Portfolio Management (session does not repeat)
Bill Vogeney, SVP, Chief Lending Officer, Ent FCU, Colorado Springs, CO ~ Sponsored by Fitch Solutions
In this session you will gain an understanding of consumer risk management metrics used to evaluate your portfolio. Bill will also provide new ideas for managing risk in the portfolio, from pricing to loan structure that you will be able to take back to your credit union for implementation.
Conference registration
Sponsor Displays
Internet Café'
7:45– 9:00 a.m.
GENERAL SESSION and ANNOUNCEMENTS
The Future of Credit Unions
Ed Baranowski, President, Topics Unlimited and CURE Advisor, Orlando, FL ~ Sponsored by Fannie Mae
With the turmoil in the economy, from the financial markets to the housing market, it's natural for credit unions to be concerned about their future. In this general session, you'll hear the good news about the future of credit unions who understand the importance of "keeping purpose constant."
Credit Union Automotive Marketplace 2010
Jerry Neemann, Chief Sales Officer/EVP, CUDL, Ontario, CA ~ Sponsored by Teledata Communications, Inc.
In a fast paced and quickly changing automotive marketplace, come to hear and discuss Credit Union opportunities for 2010 and beyond. Credit Unions are a valuable lending solution for today's automotive marketplace. With Opportunities available to our industry, will Credit Unions take advantage of them?
Secondary Marketing Strategies for Credit Unions
Bill Walker, VP/National Sales Manager, CMG Mortgage Insurance, San Francisco, CA and Nizar Hashlamon, EVP Loan Servicing, Prime Alliance Solutions, Fairfax, VA ~ Sponsored by Mortgage Partnership Finance Program
As credit unions become more active in first mortgage lending, what are the implications to managing the risk on the balance sheet? What options do credit unions have in the secondary market and how do they get started? These are some of the questions that will be answered at this key breakout session.
Lending to the Newly Credit Impaired (panel)
Dale Frankhouse, Director Business Services and Mortgage Lending, Sun FCU, Maumee, OH; Jeff Stone, EVP and Chief Credit Officer, North Island CU, San Diego, CA and Michele Bodda, VP Prospecting and Acquisitions, Experian, Costa Mesa, CA
Is this a familiar conversation with your members? I am out of work, my savings are tapped and I have to prioritize which bills to pay. The recent economic recession has thrown many members into situations they never imagined. This session explores the challenges, potential opportunities and needed risk assessment measures for lending to borrowers in this new category.
Loan Fraud in the New Economy
Joanne Robinson, VP Lending, Smart Financial CU, Houston, TX and Mark McDuffie, Risk Manager, CUNA Mutual Group, Longwood, FL ~ Sponsored by Teres Solutions
The conditions today's economy are still ripe for fraud and credit union's need to continue focusing their efforts in this area. Learn some of the current trends in the industry and ways you can prevent your credit union from losing big dollars in fraudulent schemes.
10:45 – 11:00 a.m.
NETWORKING BREAK- Visits with Sponsors
11:00 – 12:15 p.m.
BREAKOUT SESSIONS REPEAT
12:15 – 1:15 p.m.
MEMBERSHIP LUNCHEON (open to all attendees) ~ Sponsored by Allied Solutions
We are all experiencing additional modified loans and TDR's due to the current adverse economic conditions and its impact on our members. This participatory class is designed to help clear up some of the confusion about modified loans and TDR's. All TDR's are modified loans, but not all modified loans are TDR's. What's the difference? What causes a loan to be classified as a TDR? What are the reporting requirements for both (from the NCUA 5300 Call Report to the affect on your delinquency figures). At what point does a “concession” rise to the level of making you reclassify a loan as a TDR instead of just a “modification” and thus causing you to report it as delinquent, even if it isn't? How long do you have to report it as delinquent? What are the exceptions?
We will investigate and answer these questions and many more (including the questions you bring) during this session!
Freddie Mac Update
Amy Crews Cutts, Deputy Chief Economist, Freddie Mac, McLean, VA ~ Sponsored by Freddie Mac
Helping your Self-Employed Members in Rough Waters: How to Say “Yes”
Linda Keith, CPA, Loan Quality Consultant/Trainer, Linda Keith, CPA, Inc. ~ Sponsored by Student CU Connect
In the best of times, consumer and mortgage lenders can find it difficult to qualify self-employed members. Now it is tougher. You'll take back three tools to help your lenders say ‘yes' to self-employed members:
Adjustments to get from Taxable Income to Recurring Cashflow
Where and how to dig deeper when the first result is a ‘no'
Advanced Collections Roundtable (does not repeat)
Gregory Bruns, VP, CLO, Verity CU, Seattle, WA and Sharon Hall, CFO, Washington CU League, Federal Way, WA
Facilitator: Margy Jones, SVP Receivables Management Services, Equifax, Atlanta, GA ~ Sponsored by Clarity Member Services
In this lively roundtable format session, you and other senior credit union lenders will discuss creative approaches to collecting in the current economic environment. Margy Jones will open the conversation by highlighting how delinquency and charge-off patterns are different today and how new approaches are needed. Greg Bruns will initiate a discussion of how CUs can holistically innovate in their collections operations. Sharon Hall will tee up our closing dialogue around how to effectively manage the value of your non-performing assets, even post charge-off.
2:45– 3:00 p.m.
NETWORKING BREAK - Visits with Sponsors
3:00– 4:15 p.m.
BREAKOUT SESSIONS REPEAT (except where noted above)
Risk Based Lending Adjustments Roundtable
Facilitator: Fred Ryerse, SVP Lending, Members 1 st FCU, Mechanicsburg, PA ~ Sponsored by Clarity Member Services
This will be an open round table of consume/home equity lenders to discuss adjustments in risk based pricing. Are you getting an appropriate yield on your loans to cover your risk? Hear how other lenders are answering this question.
Conference registration
Sponsor Displays
Internet Café'
7:30 – 8:30 a.m.
BREAKFAST
8:30 – 9 :30 a.m.
GENERAL SESSION
What Your Members and Potential Members Really Want!
Bob Hoel, PhD., Filene Fellow in Residence, Filene Research Institute, Madison, WI ~ Sponsored by Prime Alliance Solutions
This session gets inside the heads of financial services consumers. It's based on in-depth interviews with members in their homes and on other cutting edge research efforts. The conclusion is clear: consumers look at financial products and services very differently than most bank and credit union CEOs and board members do.
New research shows ways your credit union can better meet the true needs and wants of members. It goes far beyond what's learned in most surveys. It is loaded with fresh insights into gaining larger share of members' wallets and increasing member loyalty. Understanding your members better will enhance their lives and pay big dividends to your credit union.
9:30– 9:45 a.m.
NETWORKING BREAK
9:45 – 10:45 a.m.
CLOSING GENERAL SESSION
Think Big…It Pays Better
Rick Olson, Speaker/Author, Rick Olson Seminars, Dallas, WI
Don't rob the world and yourself! Turn loose your potential. Rick Olson is ready to help you think big about your business, your employees, your members, and your future.
Rick Olson is one of the foremost business speakers in the country. His sessions are very lively, filled with great insights and humor. He has been the highest rated speaker at many state, regional, and national conferences. He has worked with large and small credit unions creating dynamic work cultures that effectively blend sales and service.
Rick has been thinking big for a long time. He raised $125,000 for the D.A.R.E. program by coordinating a project in which a house was built in seven days. He has coordinated several golf marathons for charity.
In this special presentation you will learn the following things:
The importance of being distinctive
How to find and keep great employees
How to give out of this world service
How to navigate effectively through change and create a great future
Rick Olson has inspired over one million people nationwide through his speaking.
This is the premier credit union lending conference. There is no excuse for a lender serious about their career, and serious about helping their credit union, to pass this conference.
I have been to many conferences in the past and this was, by far, the best investment of my time and the credit union's money.
This was my first CUNA Lending Conference and I can't wait to attend another one!
