RMA CHAPTER COSPONSORED EDUCATION PLANNER

Transcription

1 RMAU JOIN. ENGAGE. LEAD. RMA CHAPTER COSPONSORED EDUCATION PLANNER Plan now to cosponsor RMA University open enrollment courses for your chapter, when and where they work for your members. Enterprise Risk Credit Risk Market Risk Operational Risk Regulatory Compliance Securities Lending

2 Explore cosponsorship and enrich your members. We re excited to offer you the opportunity to cosponsor an RMA University open enrollment course to be included in the upcoming course calendar, September 2017 through August We would like to offer tips for selecting courses that will be the smartest fit for your institution: Be sure to survey your members to assess the needs in your market. This can be done formally with an online or print survey, or through informal conversations with members at chapter events or meetings. Work with your regional manager before you finalize your selections. Your regional manager can help you with the historical performance of courses you may be unsure about. Then take a look at the courses and select the course(s) you would like to cosponsor. Choose dates that work best with your chapter s schedule. You may request specific dates or, if you prefer, choose a month and we will supply the date. Please remember, if you are selecting only the month, let us know if there are any dates during that month that won t work. 1 Enterprise Risk Credit Risk Market Risk Operational Risk Regulatory Compliance Securities Lending

3 SCHEDULING TIPS RMA s educational calendar begins September 2017 and ends August 2018 September and January have historically been low attendance/high cancellation months for open enrollments. Any requests for courses during these months will require approval from your Regional Manager. Course selection deadline: April 28, 2017 Some tips when selecting courses: Take a curricular approach, as laid out in this brochure, to your educational calendar. Offer one or two courses from various levels and also from Specialized Credit Risk and Lending. Offer a diverse selection of courses. Address skills needed to succeed as a banker in your local market. Survey your members by sending out a chapter education survey. Remember that Mondays/Fridays can be good for out-oftowners to attend courses. Fridays are preferred for Analyzing Construction Contractors (minimum enrollment: 12) Select your courses based on the local market and CEU opportunities and with an eye toward providing course work at each of the levels. Work with your Regional Manager prior to submission to construct a comprehensive and successful calendar of events. Consider scheduling these one-day courses back-to-back: Analyzing Business Tax Returns and Analyzing Personal Financial Statements and Tax Returns Detecting Problems Loans and Problem Loan Workouts Global Cash Flow I: Foundations in GCF Concepts and Global Cash Flow II: A Real Estate Portfolio Perspective Some tips on how to ensure open enrollment success: Mention preferred pricing for associate members. Schedule the most requested classes and avoid scheduling courses that were not specifically requested. Ask each board member to commit to obtaining a certain number of attendees. Create a committee to assist the education chair, not only to plan courses, but to increase attendance. Market open enrollment courses early and often through chapter newsletters and marketing brochures. Use your ambassador program to promote open enrollment. Announce upcoming open enrollment courses at all of your chapter functions. Include all of your open enrollments in every flyer or with course name, location, date, and links (in s). JOIN. ENGAGE. LEAD. 2

4 COSPONSORING AN RMA UNIVERSITY COURSE COSPONSORING OBLIGATIONS CHAPTER RESPONSIBILITIES: Provides a site for the course. Handles catering needs (required). - Continental breakfast. - Afternoon soft drinks and snacks. Markets the event locally using RMA provided materials. Chapter marketing at the local level is key. Assumes no financial risk. Makes available a chapter board member at the beginning of class to introduce the instructor, offer lunch suggestions, and provide a chapter update. Receives a royalty for each paid participant. A portion of the royalty is given to chapters to help cover the cost of catering. Chapter sponsors are urged to use bank or other free training sites. Any meeting room costs are the chapter s responsibility. Chapter sponsors are expected to provide an LCD monitor, flip chart, continental breakfast, and afternoon refreshments, but attendees are responsible for their own lunch. Any institution donating space receives a free registration to the course. RMA RESPONSIBILITIES: Brings the event of your choice to your location. Provides you with a high-quality instructor. Supplies you with high-quality course materials. Markets the course via monthly s to regions of the U.S. larger than the chapter footprint, and bi-monthly catalogs mailed nationally. Provides you with a royalty on each paid participant who attends, even if he or she comes from outside your chapter. Handles registration. COURSE CANCELLATION POLICY RMA Headquarters reserves the right to cancel a chapter cosponsored course (or hold it) if the minimum number of participants (see page 12) has not registered 21 days prior to the event date. We will notify chapter leaders when the deadline approaches and your Regional Manager will contact you to form strategies in order to bring up enrollment. 3 Enterprise Risk Credit Risk Market Risk Operational Risk Regulatory Compliance Securities Lending

5 CURRICULUM TRACKS: CREDIT RISK AND LENDING FOUNDATIONAL ESSENTIALS Analyzing Business Tax Returns Analyzing Personal Financial Statements and Tax Returns Analyzing the Commercial Borrowers Industry, Market, and Competitive Risk Building Small Business Loan Relationships Business Writing for Bankers Cash Flow Analysis I: UCA Fundamentals Commercial Loan Documentation Financial Statement Analysis Global Cash Flow I: Foundations in GCF Concepts Global Cash Flow II: A Real Estate Portfolio Perspective Real Estate Fundamentals in Commercial Lending Real Estate Lending Academy RMA Lending Academy I Structuring Commercial Loans I INTERMEDIATE ESSENTIALS 360 º Negotiation Skills for Bankers Cash Flow Analysis II: Applied Concepts Detecting Problem Loans RMA Lending Academy II Structuring Commercial Loans II Understanding and Interpreting Real Estate Appraisals ADVANCED ESSENTIALS Advanced Real Estate Cash Flow and Valuation Problem Loan Workouts Problem Real Estate Loans Relationship Management Skills: Using Credit as a Sales Tool SPECIALIZED CREDIT RISK AND LENDING Analyzing Construction Contractors Asset-Based Lending for Non-Asset-Based Lenders Cash Flow Refresher for Experienced Bankers Construction Loan Management: Administering the Construction Loan Process Credit Analysis Management Seminar NEW Lending to Medical and Dental Practices Lending to Municipalities Lending to Nonprofit Organizations Lending to the Long-term Care Industry Lending to Wealthy Individuals JOIN. ENGAGE. LEAD. 4

6 FOUNDATIONAL ESSENTIALS Analyzing Business Tax Returns This one-day course teaches you how to estimate and analyze cash flow from business tax returns. In addition, you ll acquire a better understanding of tax fundamentals, including how taxes influence cash flow and how taxes influence the customer s operations. The course addresses all types of entities: C-corp., S-corp., LLP, and LLC. It is for commercial loan officers who lend to individuals and small businesses. Available on its own or back-to-back with Analyzing Personal Financial Statements and Tax Returns. Analyzing Personal Financial Statements and Tax Returns This one-day course helps you sift through the information reported on personal financial statements as opposed to individual, corporate, and partnership tax forms. What the IRS looks for on a tax return is not what a banker needs. The government is looking for income. The banker is looking for cash flow to repay the loan. Learn the difference by following RMA through several case studies and using RMA-designed cash flow worksheets. Learn what s really important to repaying a loan by digging deeper into the numbers. Available on its own or back-to-back with Analyzing Business Tax Returns. Analyzing the Commercial Borrower s Industry, Market, and Competitive Risk** This one-day course provides a foundation on which to base sound credit decisions derived from financial statement analysis of sufficient complexity and size. Also included are economic and industry factors that influence a company s financial requirements; an overview of the company, its business strategy, and the adequacy of its management; and an assessment of the quality of financial statements. Benefits credit analysts, loan review personnel, and new lending and risk management staff. commercial loan/credit staff. The course benefits branch managers, assistant managers, retail personal bankers, customer service representatives, and business development officers who function as contact persons for small business customers outside of the commercial loan division, have received little or no previous (or recent) training in commercial credit, have limited commercial credit authority, if any, and need increased knowledge of business, industry, and basic commercial credit concepts and processes. CRC: 16 CEUs NASBA: 16 CPE Hours Business Writing for Bankers This one-day course focuses on skills needed to write an effective credit memorandum. It covers techniques for creating, analyzing, improving, and reviewing your own credit write-ups. These techniques are applied in class individually and in small group exercises. The instructor demonstrates and explains, and the participants will then practice critiquing, writing, and revising credit memorandum excerpts. This course benefits credit analysts and loan review staff. Cash Flow Analysis I: UCA Fundamentals This two-day course provides the fundamentals of direct cash flow analysis to increase understanding of how a company can repay a loan from its cash flow. Subject matter covered includes: constructing a UCA cash flow statement, identifying and analyzing trends in cash flow, projecting and sensitizing future cash flow, and determining the appropriate lending decision based on such projections. This course is for credit analysts, loan review personnel, and lenders new to cash flow analysis, as well as other commercial banking professionals who need to understand cash flow and how it helps determine a borrower s ability to repay loans. It is structured for individuals who are acquainted with financial accounting principles and the basic disciplines of financial analysis. NASBA: 15 CPE Hours Commercial Loan Documentation This two-day course introduces the following aspects of Building Small Business Loan Relationships documentation: authority, the forms themselves, third parties, legal This two-day course teaches the skills needed to work effectively and evidence of the loan, commitments, secured lending including all profitably with small business customers and prospects by giving them UCC aspects, and loan agreements. This course also encompasses a better understanding of the role that small business customers play in lender liability and general business law. This course will benefit credit the business strategy of the bank, an understanding of basic business, trainees and junior risk management staff. financial, and credit concepts, and their importance to the approval process, an increased ability to identify the needs of the prospect and NASBA: 18 CPE Hours qualify them for a bank loan product, and increased confidence and credibility in communicating with customers, prospects, and bank ** Also available in Canadian and French Canadian versions. 5 Enterprise Risk Credit Risk Market Risk Operational Risk Regulatory Compliance Securities Lending

7 FOUNDATIONAL ESSENTIALS Financial Statement Analysis* The two-day course teaches the analytical process and decision-making techniques you need in order to make sound credit decisions through the application of financial statement analysis. Learn and use the fundamental process and decision-making techniques for making sound credit decisions through the application of business and industry risk analysis, management analysis, financial statement analysis, cash flow analysis, and some basic loan structuring. NASBA: 15 CPE Hours Global Cash Flow I: Foundations in GCF Concepts This one-day course provides a commercial lending risk assessment tool to 1) estimate the probability of loan repayment from a business and its owners as borrowers or guarantors, and 2) make an informed credit decision by combining the information in the business and personal cash flow statements to determine whether the combined global cash flow is sufficient to service the debt of the business, its owners, and its guarantors. Global Cash Flow II: A Real Estate Portfolio Perspective This one-day course teaches you how to determine the probability of loan repayment on real estate transactions where the owner/investor has multiple investment real estate holdings, with varying degrees of ownership interest. Find out how to gather relevant sources of cash flow information, and how to assemble that information in a clear and organized fashion in an effort to effectively analyze global cash flow implications on CRE loan repayment. Evaluate the cash flows from all investment properties in the owner/investor s portfolio, so that you can analyze the global impact on the overall cash flows of the borrower. Understand the inherent risks in the stability of the real estate portfolio s cash flow as it relates to the borrower s ability to support repayment of current and future obligations. Benefits small business and real estate lenders who lend to customers with small- to mediumsize investment portfolios. Also benefits lenders and analysts who need to evaluate the risks of borrowers with investments. Real Estate Fundamentals in Commercial Lending This one-day course provides nonspecialists with a comprehensive overview of introductory commercial real estate concepts and techniques. Gain a working knowledge of the risks inherent in real estate lending, the quantitative aspects of underwriting real estate, and due diligence requirements. You should understand the fundamentals of credit and lending. Benefits commercial and private bankers, loan administrators, and credit personnel who are new to real-estate-secured transactions. Real Estate Lending Academy This three-day course will broaden your knowledge of various commercial real estate (CRE) lending concepts, techniques, and structures. The course covers types of commercial real estate loans, risks that are inherent in real estate lending, and the essential due diligence procedures for real estate loans. The course is for CRE professionals with at least two to three years of real estate or middle market lending experience. NASBA: 23 CPE Hours The RMA Lending Academy I The five-day RMA Lending Academy I provides training in basic core skills for commercial lending and credit. It should be used as a springboard to RMA s basic skills courses. This introduction to commercial lending and credit will help participants better understand what their customers need to run a strong business and what the bank needs to make sound lending decisions. Benefits new hires, branch managers, those new to commercial lending, business development officers, and relationship officers who are required to read financial statements or tax returns. NASBA: 30 CPE Hours Structuring Commercial Loans I* This one-day course improves the probability that the financial institution will be repaid by providing participants with an understanding of the fundamental principles behind structuring seasonal, working capital, term debt, and a review of loan covenants in a loan agreement. This course is for lenders or those that supervise others in the commercial lending function. This course, or its equivalent, is a prerequisite for Structuring Commercial Loans II. * Also available in a Canadian version. JOIN. ENGAGE. LEAD. 6

8 INTERMEDIATE ESSENTIALS 360 Negotiation Skills for Bankers In this one-day course you ll learn through hands-on exercises what it takes at each stage of the negotiation process to be truly effective: from understanding the customers businesses and their needs, to helping them explore not just what they want, but what will help their businesses move forward; then creatively structuring and getting approval for the proposed financing. The emphasis is on negotiating in a 360 environment, balancing multiple needs and multiple perspectives. Learn ways of reaching common ground, discovering where they have flexibility, and how to find creative, workable solutions. This course benefits bankers with various backgrounds, experience, and areas of expertise, including community bankers, corporate bankers, credit officers, branch bankers, trust officers, and cash managers. Cash Flow Analysis II: Applied Concepts This two-day course is for those who are thoroughly familiar with traditional financial analysis and who already understand cash flow projections and sensitivity analysis. Its primary focus is to build on these traditional skills and determine how a borrower can repay today s loan with tomorrow s cash. You ll analyze several companies, focusing on both financial aspects and leadership/management styles. Benefits experienced credit and risk management staff who are already proficient in credit analysis and lending. Cash Flow Analysis I: UCA Fundamentals (or its equivalent) is a prerequisite for this course. This course should not run back-to-back with CFAI as CFAII is meant for those that have experience in working with cash flow projections and sensitivity analysis. NASBA: 15 CPE Hours Detecting Problem Loans This one-day course presents a nine-step process to analyze and remediate problem loans using early warning signs. Options include: out placement, workout, and liquidation. The course is for credit and risk management professionals who are responsible for managing or monitoring commercial account relationships. This course (or its equivalent) is a prerequisite for Problem Loan Workouts. It can be taken on its own or back-to-back with Problem Loan Workouts. The RMA Lending Academy II This three-day course teaches the analytical process and decisionmaking techniques you need to make sound credit decisions through the application of financial accounting, financial statement analysis, cash flow analysis, and transaction structuring. It is designed to be the cornerstone of a strong core credit curriculum. You should have a basic knowledge of financial accounting and some familiarity with financial statements. RMA Lending Academy II is intended to enhance the analytical process and decision-making techniques of participants who have mastered the skills taught in RMA Lending Academy I. These skills include an understanding of basic accounting principles, including GAAP, the accounting cycle, and the basics of business cash flow. NASBA: 18 CPE Hours Structuring Commercial Loans II This one-day program focuses on a complex financing transaction in which a management group purchases a company. Issues related to capital structure, positioning of senior and subordinated debt, and bridge loans will be discussed. This course is for lenders with experience in loan structuring and those who supervise others in the commercial lending function. Structuring Commercial Loans I, or its equivalent, as well as some commercial lending experience is a prerequisite for this course. It is not recommended that this course run back-to-back with Structuring Commercial Loans I because Structuring Commercial Loans II is designed for experienced commercial lenders. Understanding and Interpreting Real Estate Appraisals This one-day course explains when to ask for an appraisal, how to order one, what information an appraisal should provide, and how to review an appraisal for compliance, common errors, and critical information. Appraisal reports are not the sole determinant of whether to make a loan, but they do help bankers evaluate the collateral that might be taken. Therefore, it is important for bankers to discern the content of appraisal reports and the way reports are created. With this knowledge, you ll be able to make better decisions about the worth of potential or existing collateral. Benefits credit analysts and lenders who are not real estate experts, but need to understand appraisals as one of the many tools to help them make intelligent lending and credit decisions. 7 Enterprise Risk Credit Risk Market Risk Operational Risk Regulatory Compliance Securities Lending

9 ADVANCED ESSENTIALS Advanced Real Estate Cash Flow and Valuation This one-day course explains the more complex issues encountered in commercial real estate lending, specifically for income-producing or investment properties. Learn about the lease review process, complex documentation issues, and valuation using discounted cash flow models that are applied to multifaceted CRE projects. Benefits practicing commercial lenders and credit professional who need to understand the more complex concepts of real estate lending. Problem Loan Workouts This one-day course teaches you how to systematically analyze the financial institution s options with problem borrowers. The course discusses workout tactics, judicial remedies, bankruptcy, and problems involving real estate. Benefits credit and risk management professionals who have responsibility for managing or monitoring commercial account relationships. Problem Loan Workouts can be offered as the second day of Detecting Problem Loans or as a stand-alone course. Detecting Problem Loans (or its equivalent) is a prerequisite. Problem Real Estate Loans This one-day course specifically benefits commercial real estate lenders who may encounter problem real estate loans in their portfolios. Learn the key indicators of troubled real estate loans; approaches to handling the loan, such as workouts, foreclosure considerations, or deed-inlieu; plans for dealing with the problem loan and the developer; and special real estate issues such as tax consequences and outside partner influences, rights, and obligations. Benefits real estate lenders, including commercial lenders, private bankers, loan administrators, and credit personnel who want a deeper understanding of real estate loans and options for dealing with them. Relationship Management: Using Credit as a Sales Tool This one-day course provides tools to effectively monitor existing clients through external calling efforts and internal reviews while staying alert for cross-sell opportunities. Designed for loan officers, credit analysts, and anyone with commercial lending authority. Requires approval from Regional Manager. JOIN. ENGAGE. LEAD. 8

10 SPECIALIZED CREDIT RISK AND LENDING Analyzing Construction Contractors This one-day course provides a clearer understanding of how to analyze the creditworthiness of construction contractor customers. It includes degrees of profitability, liquidity, leverage, and solvency that can exist among various types of contractors. Learn how to effectively determine a customer s ability to repay the loan and to structure a loan that minimizes risk. Benefits bankers or credit analysts responsible for examining the financial statements and borrowing requests of contractors. Minimum of 12 participants required. Asset-based Lending for Non-asset-based Lenders This one-day course is for small business and middle-market lenders who are not asset-based lenders but who are responsible for identifying ABL customers. The program also provides an excellent overview of asset-based lending for others who need a basic understanding of the process of making an asset-based loan. It will be especially useful for loan review personnel and credit analysts. Cash Flow Refresher for Experienced Bankers** This one-day course provides you with an opportunity to review the fundamentals of UCA direct cash flow and enhance their overall analytical skills. You will focus primarily on the numbers and what they reveal about the customer s business. You will actively work through a case that includes financial statements, footnotes, and general background information on the company. Benefits bankers and managers who have experience in cash flow creation, application, and analysis and need a refresher course. CRC: 8 CEUs Construction Loan Management: Administering the Construction Loan Process This one-day course covers the key components of managing risk in construction lending from individual loans for building commercial and residential buildings, to lines of credit for residential home builders. This course focuses on the procedures to administer and monitor construction loans, including feasibility studies, appraisals and environmental assessments; inspections, draw requests and advances; title insurance and lien issues; certificates of completion, retainages, and warranty issues. Briefly reviews credit decision. Benefits bankers, including intermediate-level to experienced commercial lenders, real estate lenders, credit officers, and credit analysts. Credit Analysis Management Seminar NEW As commercial banking business gets more competitive and margins are more compressed, credit and underwriting teams enter the spotlight for significant opportunities to add value to their organizations through efficiencies, improved capacity, and consistency in delivering credit services. You may have the best banking products at lowest pricing and the best sales teams, but if your credit group does not work, you will not be able to win and close deals and will not be able to manage your portfolio to ensure credit quality and minimize credit losses. The one-day course is designed to provide you with the resources to be successful in strategically managing the day-to-day realities while developing a plan to move your team in the right direction. In addition to providing good foundational practices for managing successful credit teams, the course will equip you with techniques and strategies to build a high performing and committed team. Benefit team leaders who oversee credit analysis, portfolio management, and underwriting teams as well as assistant team leaders or soon to become managers. CRC: 8 CEUs NASBA: 8CPE Hours Lending to Medical and Dental Practices After completing this one-day course, you will be able to understand health care trends that affect medical and dental practices, identify different forms of medical practice organizations, analyze group practices, and structure loans for group practices. Benefits commercial and private bankers, credit officers, or loan review officers with little or no experience in lending to medical and dental practices. Lending to Municipalities This one-day introductory course provides an overview of lending issues specific to local municipalities. Learn fund accounting and general finance concepts that apply to a broad spectrum of municipalities. Learn the types of funding sources local governments use and the types of credits generally encountered, and what to look for in assessing the health of a local government. Requires approval from Regional Manager. ** Also available in Canadian and French Canadian versions. 9 Enterprise Risk Credit Risk Market Risk Operational Risk Regulatory Compliance Securities Lending

11 SPECIALIZED CREDIT RISK AND LENDING Lending to Nonprofit Organizations This one-day course covers the appropriate methods for analyzing and lending to entities such as churches, charities, colleges and universities, and hospitals. It includes an overview and history of nonprofits, changes in financial statement analysis and presentation, a review of tax returns (990), underwriting policies and standards, a list of resources, a nonprofits glossary, and case studies to help reinforce concepts learned. Benefits commercial and business bankers, credit officers, or loan review officers with little or no experience in lending to nonprofit organizations. Lending to the Long-Term Care Industry This one-day course discusses the various types of long-term care facilities and services available to the elderly. This program teaches methods for analyzing and lending to independent living, assisted living, skilled nursing facilities, continuing care retirement communities, and home health agencies and hospices. Lending to Wealthy Individuals Financial institutions that identify and meet the needs of wealthy individuals, and that can analyze the risks involved, have the opportunity to build profitable long-term relationships with these clients and their referrals. Lending to the wealthy is somewhere in the middle of the commercial side and the retail side of banking. Wealthy clients aren t looking for the restrictions of consumer lending or for commercial lending based on corporate loan policy; they often look for a banker who can provide sizable, flexible credit facilities on a timely basis and who can understand and execute their requests for credit and noncredit services. JOIN. ENGAGE. LEAD. 10

12 OPEN ENROLLMENT REFERENCE CHART PREFERRED PRICING FOR ASSOCIATE MEMBERS COURSE LENGTH OF COURSE ASSOCIATE MEMBER PRICE NONASSOCIATE FROM MEMBER INSTITUTION/ PROFESSIONAL MEMBER PRICE NONMEMBER PRICE MINIMUM ENROLLMENT CHAPTER REBATE* FOUNDATIONAL ESSENTIALS Analyzing Business Tax Returns 1 day $355 $495 $745 8 $15 per participant Analyzing Personal Financial 1 day $355 $495 $745 8 $15 per participant Statements and Tax Returns Analyzing the Commercial 1 day $355 $495 $745 8 $15 per participant Borrower s Industry, Market, and Competitive Risk Building Small Business Loan 2 day $695 $875 $1,265 8 $30 per participant Relationships Business Writing for Bankers 1 day $355 $495 $745 8 $15 per participant Cash Flow Analysis I: UCA 2 days $695 $875 $1,265 8 $30 per participant Fundamentals Commercial Loan Documentation 2 days $695 $875 $1,265 8 $30 per participant Financial Statement Analysis 2 days $695 $875 $1,265 8 $30 per participant Global Cash Flow I: Foundations 1 day $355 $495 $745 8 $15 per participant in GCF Concepts Global Cash Flow II: A Real Estate 1 day $355 $495 $745 8 $15 per participant Portfolio Perspective Real Estate Fundamentals in 1 day $355 $495 $745 8 $15 per participant Commercial Lending Real Estate Lending Academy 3 days $1,095 $1,295 $1,895 8 $45 per participant RMA Lending Academy I 5 days $1,710 $2,060 $2,845 8 $90 per participant Structuring Commercial Loans I 1 day $355 $495 $745 8 $15 per participant INTERMEDIATE ESSENTIALS 360 Negotiation Skills for 1 day $355 $495 $745 8 $15 per participant Bankers Cash Flow Analysis II: Applied 2 days $695 $875 $1,265 8 $30 per participant Concepts Detecting Problem Loans 1 day $355 $495 $745 8 $15 per participant RMA Lending Academy II 3 days $1,095 $1,295 $1,895 8 $45 per participant Structuring Commercial Loans II 1 day $355 $495 $745 8 $15 per participant Understanding and Interpreting Real Estate Appraisals 1 day $355 $495 $745 8 $15 per participant * All chapters qualify for a rebate. Rebates, as stated, apply when minimums are met. If there are more than 15 participants, rebates are increased to $25 per participant per day. Rebates are based on paid participants only. Prices are subject to change without notice. 11 Enterprise Risk Credit Risk Market Risk Operational Risk Regulatory Compliance Securities Lending

13 OPEN ENROLLMENT REFERENCE CHART PREFERRED PRICING FOR ASSOCIATE MEMBERS COURSE LENGTH OF COURSE ASSOCIATE MEMBER PRICE NONASSOCIATE FROM MEMBER INSTITUTION/ PROFESSIONAL MEMBER PRICE NONMEMBER PRICE MINIMUM ENROLLMENT CHAPTER REBATE* ADVANCED ESSENTIALS Advanced Real Estate Cash Flow 1 day $355 $495 $745 8 $15 per participant and Valuation Problem Loan Workouts 1 day $355 $495 $745 8 $15 per participant Problem Real Estate Loans 1 day $355 $495 $745 8 $15 per participant Relationship Management Skills: Using Credit as a Sales Tool 1 day $355 $495 $745 8 $15 per participant Structuring Commercial Loans III: Lending to Holding Companies SPECIALIZED CREDIT RISK AND LENDING Analyzing Construction 1 day $355 $495 $ $15 per participant Contractors Asset-Based Lending for Non- 1 day $355 $495 $745 8 $15 per participant Asset-Based Lenders Cash Flow Refresher for 1 day $355 $495 $745 8 $15 per participant Experienced Bankers Construction Loan Management: 1 day $355 $495 $745 8 $15 per participant Administering the Construction Loan Process Credit Analysis Management Seminar 1 day $695 $795 $ $15 per participant NEW Lending to Medical and Dental 1 day $355 $495 $745 8 $15 per participant Practices Lending to Municipalities 1 day $355 $495 $745 8 $15 per participant Lending to Nonprofit 1 day $355 $495 $745 8 $15 per participant Organizations Lending to the Long-Term Care 1 day $355 $495 $745 8 $15 per participant Industry Lending to Wealthy Individuals 1 day $355 $495 $745 8 $15 per participant * All chapters qualify for a rebate. Rebates, as stated, apply when minimums are met. If there are more than 15 participants, rebates are increased to $25 per participant per day. Rebates are based on paid participants only. Prices are subject to change without notice. JOIN. ENGAGE. LEAD. 12

14 FOR YOUR CONVENIENCE, THE HOLIDAY LISTING FOLLOWS: 2017 Rosh Hashanah Sundown Wednesday, September 20, 2017 through Friday, September 22, 2017 Yom Kippur Sundown Friday, September 29, 2017 through Saturday, September 30, 2017 Columbus Day Monday, October 9, 2017 Thanksgiving Day Thursday, November 23, 2017 (Week of 11/20/17 not recommended) Hanukkah Sundown Tuesday, December 12, 2017 through Wednesday, December 20, 2017 Christmas Monday, December 25, 2017 (Week of 12/25/17 not recommended) 2018 New Year s Day Monday, January 1, 2018 (Week of 12/25/17 not recommended) Martin Luther King Day Monday, January 15, 2018 Presidents Day Monday, February 19, 2018 Passover Sundown Friday, March 30, 2018 through Saturday, April 7, 2018 Good Friday, March 30, 2018 Memorial Day Monday, May 28, 2018 Independence Day Wednesday, July 4, 2018 (Tuesday, July 3, 2018 not recommended) 13 Enterprise Risk Credit Risk Market Risk Operational Risk Regulatory Compliance Securities Lending

15 RMA COSPONSORING REQUEST FORM (RMA Use Only) SELECT YOUR COURSE(S) DATE(S) CITY, STATE INSTRUCTOR EVENT # FOUNDATIONAL ESSENTIALS Analyzing Business Tax Returns Analyzing Personal Financial Statements and Tax Returns Analyzing the Commercial Borrower s Industry, Market, and Competitive Risk Building Small Business Loan Relationships Business Writing for Bankers Cash Flow Analysis I: UCA Fundamentals Commercial Loan Documentation Financial Statement Analysis Global Cash Flow I: Foundations in GCF Concepts Global Cash Flow II: A Real Estate Portfolio Perspective Real Estate Fundamentals in Commercial Lending Real Estate Lending Academy RMA Lending Academy I Structuring Commercial Loans I INTERMEDIATE ESSENTIALS 360 Negotiation Skills for Bankers Cash Flow Analysis II: Applied Concepts Detecting Problem Loans RMA Lending Academy II Structuring Commercial Loans II Understanding and Interpreting Real Estate Appraisals ADVANCED ESSENTIALS Advanced Real Estate Cash Flow and Valuation Problem Loan Workouts Problem Real Estate Loans Relationship Management: Using Credit as a Sales Tool SPECIALIZED CREDIT RISK AND LENDING Analyzing Construction Contractors Asset-based Lending for Non-asset-based Lenders Cash Flow Refresher for Experienced Bankers Construction Loan Management: Administering the Construction Loan Process Credit Analysis Management Seminar NEW Lending to Medical and Dental Practices Lending to Municipalities Lending to Nonprofit Organizations Lending to the Long-Term Care Industry Lending to Wealthy Individuals Please this form to RMA, Attention: Terri Garner, tgarner@rmahq.org. Name of Sponsoring Chapter Name of Chapter Educational Chair Name of Chapter President To fill out this form online, please visit Phone Phone Phone JOIN. ENGAGE. LEAD. 14

16 1/25/ Market Street, Suite 300 Philadelphia, PA JOIN. ENGAGE. LEAD. E n t e r p r i s e R i s k C re d i t R i s k M a r k e t R i s k O p e r a t i o n a l R i s k R e g u l a t o r y C o m p l i a n c e S e c u r i t i e s L e n d i n g