ABA Online Review for the CRCM Examination 7335 AUDIENCE: This course is designed for Compliance Managers, and specifically for those compliance professionals preparing for the Certified Regulatory Compliance Manager (CRCM) Exam. The Certified Regulatory Compliance Manager (CRCM) is applicable to financial services professionals whose primary function and expertise focus on the application, implementation and maintenance of relevant federal and state regulatory requirements as they relate to a financial services organization s business. After successfully completing this course, you should be familiar with all of the federal laws and regulations in the following areas: Credits and Deposits Safety and Soundness Information Reporting Corporate Responsibility Securities, Insurance and other Financial Services Banker Operations TEXT: Reference Guide to Regulatory Compliance, 2011, ABA Recommended Instructional Hours: 8 Weeks Recommended AIB Credits: 1 Delivery Methods Available: Online ABA Online Review for the CTFA Examination AUDIENCE: This course is designed for those preparing for the Certified Trust and Financial Advisor (CTFA) Exam. At the end of the course, participants should be familiar with the following areas: Fiduciary and Trust Activities Financial Planning Investments Management Tax Law and Tax Planning TEXT: Wealth and Advisory Personal Trust Services, 2011, ABA Recommended Instructional Hours: 12 Weeks Delivery Methods Available: Online Americans with Disabilities Act (ADA) 0582 AUDIENCE: Bank employees who interact with customers, vendors, or other bank personnel. This AIB course focuses on Title I and Title III of the Act. It explains the changes made by the enactment of the Americans with Disabilities Act Amendment Act (ADAAA). This course defines the term disability by using examples and exercises throughout the learning. It also defines essential functions and reasonable accommodations, and provides general disability etiquette guidelines. Recent updates include new content related to Title III Public Accommodations, the six obligations on banks that ADA imposes, and recently enacted rules concerning ATM accessibility. Explain the background and structure of the ADA Define disability as stated in the ADA Describe the purpose of the ADA Describe reasonable accommodation Explain how to identify the appropriate reasonable accommodation Describe general disability guidelines Use appropriate terminology as defined by the ADA Recommended Instructional Hours: 1 4
Analyzing Bank Performance 7522 AUDIENCE: Junior level bank officers up through CEOs who need the analytical tools to analyze bank performance. As part of the class, participants analyze the performance of their own bank. Analyzing Bank Performance provides participants with all of the tools needed to analyze their bank s financial performance. During this class, participants will analyze their own bank s performance. After successfully completing this program, you will be able to: Identify the key balance sheet and income items for a bank Use the Uniform Bank Performance Report to analyze their bank s performance over time and compare that to other banks Identify the major factors affecting bank performance Analyze the profitability of various lines of business within the bank using a variety of measures Utilize the concepts of economic value-added and the balanced scorecard in assessing your bank s performance Identify the key drivers on non-interest income and non-interest expense and various strategies for managing them Evaluate customer profitability within the bank TEXT: Bank Management, 7th Edition 2008, by Timothy W. Koch and S. Scott MacDonald Recommended Instructional Hours: 7 Weeks Recommended AIB Credits: 2 Delivery Methods Available: Online Analyzing Financial Statements 6920 AUDIENCE: Commercial loan officers, credit analysts and trainees who have a basic knowledge of accounting principles and practices, and a familiarity with the commercial lending process. This AIB course provides the skills needed to effectively assess a borrower s ability to repay loans. It builds core competencies through instruction and application based on actual small business lending cases. Relate how a company s type of business, legal structure, size, and management strategies affect the way a lender conducts financial analysis Analyze income statements, balance sheets, and pro forma statements Calculate key financial ratios and use them to compare a company s performance to the company s industry standards Determine when a funds flow statement is required TEXT: Analyzing Financial Statements, 2007, ABA Recommended Instructional Hours: 30-45 Live, 16 Weeks Online Recommended AIB Credits: 2-3 Live, 3 Correspondence & Online Delivery Methods Available: Live, Correspondence, Online 5
Appraisal Procedures AIB COURSE DESCRIPTIONS AUDIENCE: Lending operations staff, including: Loan Originators, Underwriters, Processors The appraisal is an important part of the mortgage process. Understanding the appraiser's role, responsibilities and processes will help you better serve your customers and help identify and prevent mortgage fraud. You will first learn what lenders need to know about appraisers. You will learn about the qualifications one must meet to become an appraiser, review best practices of an appraiser in the field and review types of mortgage fraud and current fraud trends. Next, you will take a look at the valuation process, from defining important terms, understanding appraiser responsibilities during the process, explaining the Scope of Work Rule of USPAP and more. Understand the history of appraising and appraiser licensing List the particular agencies that have oversight and who are responsible for appraiser licensing and certification Define what an appraiser is and what an appraiser does List the qualifications that need to be met to become an appraiser Identify what an appraiser can and cannot do Explain which categories of appraisers are eligible to appraise various property types Define fraud Distinguish various kinds of fraud, including appraisal fraud, bank fraud, and mortgage fraud Explain the current trends in mortgage fraud Understand the valuation process Define terms "client" and "intended user" Identify how these terms affect the relationship between the lender and appraiser Explain the responsibilities appraisers have when appraising a property for a new client Explain the responsibilities appraisers have when asked to transfer a report to a new client Know the difference between extraordinary assumptions and hypothetical assumptions Understand the scope of work Define the Scope of Work Rule of USPAP Summarize the concept of "scope of work" List items, such as property type, that affect scope of work Recommended Instructional Hours: 1 Asset Allocation An Introduction AUDIENCE: Private Bankers and other relationship officers with responsibility for serving the high-net-worth clients who want to develop a deeper understanding of the nature and characteristics of private banking, opportunities to differentiate service levels, solutions that attract private banking clients and the product mix required to sustain this profitable client segment. Asset allocation is the process of deciding how an investment portfolio should be distributed among different asset classes. With the onset of computer technology, asset allocation has moved beyond the traditional view of diversification. Sophisticated investors are able to process huge amounts of historical performance data that enables them to construct optimal portfolios. This course looks at the importance of asset allocation and the role of diversification in creating market efficient portfolios. The course also overviews the different types of assets in investment strategies that support modern portfolio management. explain the importance of the asset allocation decision understand the portfolio theory behind the process of asset allocation outline the main approaches to asset allocation 6
Asset Classes Part 1 AIB COURSE DESCRIPTIONS AUDIENCE: Private Bankers and other relationship officers with responsibility for serving the high-net-worth clients who want to develop a deeper understanding of the nature and characteristics of private banking, opportunities to differentiate service levels, solutions that attract private banking clients and the product mix required to sustain this profitable client segment. outline how investors evaluate assets and how these assets can be classified describe the key features and characteristics of equities as an asset class Asset Classes Part 2 AUDIENCE: Private Bankers and other relationship officers with responsibility for serving the high-net-worth clients who want to develop a deeper understanding of the nature and characteristics of private banking, opportunities to differentiate service levels, solutions that attract private banking clients and the product mix required to sustain this profitable client segment. describe the key features and risk and return characteristics of the main non-equity asset classes, namely bonds, cash and cash equivalents, real estate, and alternative assets Bank Secrecy Act 7209 AUDIENCE: All bank employees who need an understanding of core Bank Secrecy Act requirements. This AIB course introduces employees of financial institutions to the primary components of the bank s Bank Secrecy Act responsibilities. Recognize the historical milestones that contributed to the expansion of the BSA Describe the impact of financial crime and key compliance program elements banks must implement to combat financial crime. Identify the minimum required elements of a Customer Identification Program (CIP) Identify the most common record keeping requirements under the BSA Identify circumstances when Currency Transaction Reports (CTRs) should be filed Describe the scope of activities appropriate for Suspicious Activity Report (SAR) filing Recommended Instructional Hours: 1 7
Bank Secrecy Act for Lenders AIB COURSE DESCRIPTIONS AUDIENCE: All bank employees who need an understanding of core Bank Secrecy Act requirements. Bank Secrecy Act (BSA) for Lenders provides information on the BSA efforts to guard against illegal financial activity as it relates to lending positions. This course describes what is needed to implement an effective compliance program. This course focuses on what is required as part of Suspicious Activity Reporting and the Customer Identification Program (CIP). This course also explains what the BSA requires in preparing bank employees to know their customers, be familiar with their banking habits, and recognize when they are deviating from their normal routines. It describes the higher-risk money laundering schemes to be aware of. Discuss the fundamental components of the bank's BSA responsibilities Explain why terrorism financing is often difficult to detect Describe four elements banks are required to implement as part of a compliance program Identify the minimum required elements of a Customer Identification Program (CIP) Describe the scope of activities appropriate for SAR filing Answer some basic customer questions about the procedures related to the BSA Describe some of the newer higher-risk money laundering concerns Recommended Instructional Hours: 2 Bank Service Provider Certificate The AIB Bank Service Provider Certificate is designed for individuals employed by companies that provide products and services to the banking industry. Bank service providers need a broad understanding of the banking business, including banking terminology, and can benefit from the same content used by the institutions they will be selling to and servicing. This curriculum provides participants with an understanding of the major types of customers banks serve, the principal product lines that banks provide to those customers, the organization of a typical bank, key functions and processes within a bank, how a bank makes money, and the regulatory environment in which banks operate. All individual courses listed below must be successfully completed in order to earn the AIB Bank Service Provider Certificate Banking Today OR it can also be taken entirely online as a self-paced (elearning) certificate curriculum: Banking Today Ethical Issues for Bankers Fundamentals of Consumer Lending Fundamentals of Small Business Banking Regulatory Compliance for Personal Bankers Understanding Bank Products Recommended AIB Credits: 2.5 elearning Curriculum Course 8
Bank Teller Certificate Curriculum AIB COURSE DESCRIPTIONS The curriculum for the AIB Bank Teller Certificate is centered on AIB Today s Teller, which is designed to onboard newly hired tellers and addresses the critical technical skills of the position. In addition to handling money well, effective tellers must be service-oriented and work effectively with the public as well as with coworkers. The remaining courses in the Certificate address practical knowledge and applied skills in banking, regulatory compliance for tellers, and customer service and sales. The AIB Bank Teller Certificate can be the foundation for a new teller training program, on-board a new hire, and supplement your bank's on-the-line training. It can also provide recognition and a career path for experienced tellers as it meets the pre-certification education requirements for the Certified Bank Teller (CBT) designation through the Institute of Certified Bankers (ICB). All individual courses listed below must be successfully completed in order to earn the AIB Bank Teller Certificate OR it can also be taken entirely online as a self-paced (elearning) certificate curriculum: Banking Today Business Etiquette Dealing Effectively with Co-Workers Effective Referrals Ethical Issues for Bankers Introduction to Relationship Selling Regulatory Compliance for Bank Tellers Revitalizing Customer Service Today s Teller Recommended AIB Credits: 3.75 elearning Curriculum Course Banking Today 1325 AUDIENCE: Bank personnel new to the banking industry at all levels, specialists in non-banking functions such as marketing, information systems and human resources. This AIB course introduces new employees to the essential principles, concepts and operations of banking. This course explores the impact of banking on the economy, trends on how banks operate as a business, as well as developing trends in banking today. It provides a "big picture" perspective of the financial services industry and banking. Define the administrative and functional lines for most banks Describe the Federal Reserve's organization and function Explain how banks operate as a business to make a profit Summarize important federal laws and regulations affecting bank operations and practices Examine the categories of bank products and services Describe bank challenges in the financial marketplace and trends likely to affect the future of banking. Recommended Instructional Hours: 2.5 Recommended AIB Credits: 0.25 9
Basic Administrative Duties of a Trustee 8263 AUDIENCE: Those employees who have recently joined the trust department in support positions, non-trust personnel within the bank who work with trust officers and trust clients, as well as employees of service providers to trust companies who want to develop a better understanding of their clients' business needs. A fiduciary has a duty to hold the assets of an estate or trust, to administer the assets solely in the interest of the beneficiaries, and to carry out the terms of the trust. Many of the specific categories of duties that fall under these broad classifications will be discussed in this course including basic trust administration, agency relationships, guardianships, and wills and the probate process. Discuss a trustee's standard of performance Explain the basic principles of administration Analyze administrative duties directed internally by a trust Describe external factors associated with the administration of a trust Define the purpose of state trust statutes Describe an agency relationship Explain the forms of agencies and their features Explain the attributes of using a trust department as an investment manager Define incapacitation Distinguish the types of guardians and guardianships List the duties of an estate guardian Describe the newer forms of guardianships Compare healthcare and property directives Explain what a will is and contrast the differences between dying testate and dying intestate Describe who can establish a will, what testamentary capacity is, and how a will can be contested Determine how a will can be changed Define probate List the steps and timetable involved in the administration and settlement of an estate Define and use the terms that appear in bold in the text TEXT: All reading materials are delivered online Recommended Instructional Hours: 5 Weeks Recommended AIB Credits: 1 Delivery Methods Available: Online 10
Building & Retaining Customer Relationships 6494 AUDIENCE: Banking professionals who currently sell bank products to customers. Students attending this class should have a working knowledge of their institution's products and services, basic sales techniques, daily planner scheduling, and tele-consulting. Part 1 - Process and Strategy Building and Retaining Customer Relationships - Process and Strategy provides tools on how to start, manage, and execute a sales portfolio. This course explains the process and strategies behind the sales portfolio process, from prioritizing clients to making sales calls. It presents sales portfolio techniques and strategies that have been proven effective. Throughout the course, students will review how to recognize, classify, and prioritize clients according to sales potential profiles. Part 2 - Calling on Clients Building and Retaining Customer Relationships Calling on Clients explains how to use forms in the sales portfolio and apply other organizational principles. This course also teaches how to plan sales calls or contacts with portfolio clients. The strategic sales initiative in this course allows institutions to increase client satisfaction, promote client retention, and boost sales. After successfully completing Part 1: Process and Strategy, you will be able to: Describe the benefits of building and retaining client relationships through a well-managed portfolio Identify the steps of the portfolio process Set criteria that support sales and client retention Assess sales potential of clients Group clients in a portfolio After successfully completing Part 2: Calling on Clients, you will be able to: Organize a portfolio to support and track activity Plan for starting a portfolio at work Prepare for the initial contact with clients Recommended Instructional Hours: 1.50 11
BUILDING TRUST EXPERTISE ABA s personal trust elearning courses, Building Trust Expertise, taken with Ethical Issues for Bankers, lead to the AIB Personal Trust Diploma. Completion of all 20 courses, plus Ethical Issues for Bankers also provides the industry s only online precertification education necessary to sit for Certified Trust and Financial Advisor (CTFA) certification through ABA s Institute of Certified Bankers (ICB). Students can take courses individually, to address specific job skills and knowledge. They also can work their way through Building Trust Expertise Level 1, Level 2, and Level 3 to qualify to sit for the CTFA examination. Banks can license the program for inhouse delivery to a group of trust employees. Contact the NBA Education Center at 402-474-1555 or educ@nebankers.org for information about licensing. Building Trust Expertise Level 1 Audience: Trust department and other bank staff who assist or refer trust clients. No prior knowledge of the subject is required. Introduction to Estate Planning 8328 This program provides an overview of the taxation and estate planning issues that affect personal trusts. It covers basic fiduciary income tax and the role of transfer taxes in basic estate planning. After completing this course, students will be able to: Define basic terms Explain how trusts are taxed Calculate distributable net income Minimize transfer taxes Calculate gift, estate, and generation-skipping transfer taxes Describe why estate planning is important Identify considerations when developing an estate plan Recommended Instructional Hours: 6 Recommended AIB Credit: 0.50 Introduction to Investment Management 8327 This course provides an overview of the investment management issues that affect personal trusts. It covers investment types; stock and bond selection/analysis; investment portfolio management; and economic and legal influences on investments. After successfully completing this course, students will be able to: Define the types of investments used in trusts that fall within these categories: cash and liquid, fixed income, equity, mutual fund, and other investments Describe the methods used to select and analyze stock and bond investments Explain the mechanics of portfolio management Identify key client information to help clients determine investment portfolio considerations Describe economic influences regarding trust investments, including the Federal Reserve, business cycles, and economic indicators Explain the legal considerations that affect actions regarding trust investments Recommended Instructional Hours: 3.5 Recommended AIB Credit: 0.25 12
(BUILDING TRUST EXPERTISE Level 1 Continued) Introduction to Trust Administration 8329 This course provides an overview of trust administration for personal trusts and is designed to help new trust professionals identify key issues and use common trust terminology appropriately. It covers trust basics, including requirements to create a trust and common types of personal trusts; account acceptance and termination considerations; and factors to consider before making discretionary distributions. After successfully completing this course, students will be able to: Explain how property ownership impacts trusts Explain basic trust concepts and terminology Discuss personal trusts Describe account acceptance and termination procedures Explain the considerations for discretionary distributions Recommended Instructional Hours: 2 Recommended AIB Credit: 0.25 Building Trust Expertise Level 2 Audience: Trust Officers who have completed Building Trust Expertise Level 1, and have one to two years expertise in the trust field. Discretionary Distributions 8400 This course introduces you to the basic principles of discretionary distributions. It covers the reasons for making discretionary distributions and the trustee's authority to make them, as well as distribution standards, tax consequences, and other potential liabilities involved in making discretionary distributions. After successfully completing this course, students will be able to: Identify the relevant factors to consider in making discretionary distributions Identify and interpret the standards applied in exercising discretionary powers Describe the potential tax consequences of making discretionary distributions Explain the effects of special considerations such as attachment by creditors, spendthrift clauses, and disabled or incapacitated beneficiaries Recommended Instructional Hours: 3 Recommended AIB Credit: 0.25 Estate Planning Overview 8401 This course presents the basic knowledge to enable Trust Officers to recognize the needs of clients in order to determine an estate plan with tax or non-tax considerations. The course also reinforces the consequences of the unauthorized practice of law. After completing this course, students will be able to: Examine the goals of estate planning as part of a client's overall financial strategy Identify non-tax considerations as relevant to estate planning Recognize the consequences of engaging in the unauthorized practice of law Recommended Instructional Hours: 2 13
(BUILDING TRUST EXPERTISE Level 2 Continued) Federal Estate and Gift Taxes 8403 This course will give you the knowledge necessary to discuss the implications of federal estate and gift taxes, and to answer common tax-related client questions. After successfully completing this course, students will be able to: Identify the types of property included in the gross estate Explain the principles of valuing property in the gross estate Identify property that may be subject to a discount in valuation List deductions, exclusions, and credits that apply to either the estate or gift tax Describe transfers that are subject to the gift tax Calculate estate or gift tax due Recommended Instructional Hours: 5 Recommended AIB Credit: 0.25 Fiduciary Income Taxes 8404 This course provides you with an understanding of tax terminology and concepts applicable to estates and trusts. It describes how to calculate the various measures of income and deductions related to income taxes After successfully completing this course, students will be able to: Distinguish between simple and complex trusts Explain the concept of the fiduciary account as a conduit Explain the basic concept and purpose of distributable net income (DNI) Calculate trust accounting income Calculate distributable net income (DNI) Calculate the distribution deduction Determine the amount of income taxable to each beneficiary Recommended Instructional Hours: 4 Recommended AIB Credit: 0.25 Fiduciary Law 8405 This course presents key regulations and rules that govern trusts and estates, including federal laws and model acts being adopted by different states. It covers the duties and powers of a trustee, as well as investment standards and duties. The prudent man/person rule, prudent investor rule, and Uniform Principal and Income Act are also discussed. After successfully completing this course, students will be able to: Explain the sources of governance for institutional trustees Identify federal laws that affect trusts and explain their impact Describe key duties, powers, and liabilities of trustees Explain the prudent investor standard of conduct under the prudent man/person and prudent investor rules, and describe the general investment duties of fiduciaries Explain key provisions of the Principal and Income Act Recommended Instructional Hours: 4 Recommended AIB Credit: 0.25 14
(BUILDING TRUST EXPERTISE Level 2 Continued) Investments I 8406 Investments I focuses on an overall discussion of investment risk, organization of the investment decision process, regulatory influences for investments and the similarities and differences of commingled funds and mutual funds investments. After successfully completing this course, students will be able to: Explain the various tools used in organizing the investment decision Identify the regulatory influence for investments Describe the similarities and differences of commingled funds and mutual funds Discuss various forms of investment risk Recommended Instructional Hours: 4 Managing Trust Accounts 8408 The Managing Trust Accounts course introduces the student to the basic principles of establishing trust accounts and managing receipts and payments for these trusts It covers the procedures for accepting new accounts, as well as dealing with changes in accounts impacted by disclaimers, and explains the rules needed to apply the Uniform Principal and Income Act when allocating receipts and payments. After successfully completing this course, students will be able to: Read and interpret documents before establishing new accounts or accepting successor trusteeships Identify issues that arise from disclaimers and the effects on trusts and beneficiaries Correctly apply the rules contained in the 1962 and 1997 Uniform Principal and Income Acts to protect the interests of present and future beneficiaries Explain the interaction between the Uniform Prudent Investors Act and the Uniform Principal and Income Act Recommended Instructional Hours: 4 Retirement Planning 8407 Retirement Planning focuses on the types of retirement plans available, factors that impact various plans, and the importance of integrating retirement benefits with financial and estate planning. Activities offer an opportunity to apply guidelines that address the unique implications of retirement assets. After successfully completing this course, students will be able to: Identify the differences between defined benefit plans and defined contribution plans Describe the characteristics of common qualified, nonqualified, and individual retirement plans Describe the use of trusts to fund nonqualified plan benefit obligations Identify the different forms of distribution required for different types of qualified retirement plans Explain the tax implications of retirement plans Recommended Instructional Hours: 4 Recommended AIB Credit: 0.25 15
Building Trust Expertise Level 3 Audience: Trust Officers who have completed Building Trust Expertise Levels 1 and 2, and have two or more years of expertise in the trust field. Estate Planning for the Business Owner 8412 This course examines the issues associated with the transfer of various types of business entities, including valuation and tax considerations Participants undertaking this course should have a firm understanding of the transfer tax system and basic estate planning, including planning for lifetime gifts and estate planning for the marital deduction. After successfully completing this course, students will be able to: Identify the challenges in estate planning for owners of closely held businesses Distinguish the various forms of business entity Identify methods used in valuing closely held businesses, determining discounts, and structuring restrictive agreements Describe the planning techniques available for the effective transfer of privately owned businesses from one generation to another Recommended Instructional Hours: 9 Recommended AIB Credit: 0.50 Estate Planning for Charitable Giving 8411 This course provides participants with the knowledge needed to advise clients in the area of charitable giving and how it is used to provide additional liquidity for the estate and savings on potential estate taxes. After successfully completing this course, students will be able to: Identify the advantages, features, and benefits of charitable trusts. Distinguish between public charities and private foundations Explain the tax rules affecting charitable contributions Advise clients when charitable gifts are appropriate and how such gifts should be made, in light of tax and non-tax considerations Counsel clients regarding charitable planning opportunities Recommended Instructional Hours: 9 Recommended AIB Credit: 0.25 Estate Planning Final Case Study 8413 Prerequisite: Estate Planning Final Case Study provides an opportunity to apply concepts learned in earlier estate planning courses to real-world client situations and is appropriate for Trust Officers who have completed the five Estate Planning courses in Levels 2 and 3. Audience: Trust Officers who have completed Building Trust Expertise Levels 1 and 2 and have 2 or more years experience working with trust clients managing more complex trusts including tax law and investments. This course provides an opportunity to apply concepts learned in earlier estate planning courses to real-world client situations. After successfully completing this course, students will gain experience in: Identifying planning opportunities that meet clients' needs Determining the tax effect of a client's estate plan and possible transactions Designing strategies to minimize a client's estate taxes Crafting solutions to client needs that will bring new business opportunities Recommended Instructional Hours: 2 16
(BUILDING TRUST EXPERTISE Level 3 Continued) Estate Planning for Lifetime Gifts 8410 Audience: Trust Officers who have completed Building Trust Expertise Levels 1 and 2 and have 2 or more years experience working with trust clients managing more complex trusts including tax law and investments. This course introduces participants to the concepts of lifetime gifts. It discusses the appropriateness of lifetime gifts, use of the annual exclusion, and various techniques for transferring assets. After successfully completing this course, students will be able to: Assist clients with determining whether they should incorporate a plan of lifetime gifts within their estate plan Advise clients on how to make effective use of the annual exclusion and techniques for transferring assets to minors List the requirements for a Crummey trust and when they may be appropriate for client situations List the features and limitations of GRITS, GRATS, and GRUTS, and suggest strategies for using them when appropriate Apply the principles learned in Gifts, Generation Skipping Transfer Tax in Lifetime Gifts, Gifts of Insurance, and GRITS, GRATS, and GRUTS to determine when and when not to make a lifetime gift Recommended Instructional Hours: 3 Recommended AIB Credit: 0.25 Financial Planning Skills 8414 Audience: Trust Officers who have completed Building Trust Expertise Levels 1 and 2 and have 2 or more years experience working with trust clients managing more complex trusts including tax law and investments. This course describes the financial planning process as it is used to enhance relationships with trust clients. It provides a big picture overview of financial planning, things to consider in any financial planning discussion, common forms used for financial planning, and how various measurements of value are used in financial planning. After successfully completing this course, students will be able to: Understand the scope of financial planning Explain how Client Profiles, Assets and Liabilities Statements, and Cash Flow Statements are used to identify client needs Identify how different measurements of value are used in financial planning Recommended Instructional Hours: 6.5 Recommended AIB Credit: 0.25 Generation Skipping Transfer Tax 8415 Audience: Trust Officers who have completed Building Trust Expertise Levels 1 and 2 and have 2 or more years experience working with trust clients managing more complex trusts including tax law and investments. This course provides participants with information needed to develop a thorough understanding of the GST tax and to better respond to common tax-related questions from clients. After successfully completing this course, students will be able to: Define key terminology, including transferor, skip person, and non-skip person Identify the three types of Generation-Skipping Transfers Describe the available GST tax exclusions and the GST tax exemption Calculate GST tax due Recommended Instructional Hours: 8.5 Recommended AIB Credit: 0.25 17
(BUILDING TRUST EXPERTISE Level 3 Continued) Investments II 8416 Audience: Trust Officers who have completed Building Trust Expertise Levels 1 and 2 and have 2 or more years experience working with trust clients managing more complex trusts including tax law and investments. This course builds on two previous Investment courses in the BTE curriculum and focuses on the concepts used in valuing investments, the characteristics of different types of securities markets, and factors to consider in mutual fund selection. After successfully completing this course, students will be able to: Describe the different mutual fund expenses Discuss retail and institutional funds Discuss characteristics of different money market funds Describe an efficient market Describe how the primary market works Describe the function of the bond markets Explain how rate of return is calculated Describe the difference between simple and compound growth Discuss common stock valuation Discuss discount rate Recommended Instructional Hours: 9 Recommended AIB Credit: 0.25 Life Insurance and Annuities 8417 Audience: Trust Officers who have completed Building Trust Expertise Levels 1 and 2 and have 2 or more years experience working with trust clients managing more complex trusts including tax law and investments. Successfully completing this course enhances the Trust Officer's value to clients as a credible source of insurance information. Participants will learn about life insurance and annuity products, review related policy issues and fiduciary responsibilities, and explore the uses of these products in serving clients' financial- and estate-planning needs. After completing this course, students will be able to: Describe the features and characteristics of hybrid life insurance policies that serve common trust client needs Describe special investment features of annuity types Manage life insurance and annuity contracts within a trust according to bank policy and fiduciary responsibility Identify policy and contract issues that affect clients' estate- and financial-planning objectives Identify additional uses for life insurance and annuity contracts Recommended Instructional Hours: 9 Recommended AIB Credit: 0.25 18
Business Etiquette 2506 AUDIENCE: Personnel in the branch and administrative offices. This AIB course introduces the four guiding principles of business etiquette This course explores how to make introductions and others appropriately. This course describes the importance of following professional dress codes It explains how workplace behavior can affect others and how the rules of business etiquette apply to work situations out of the office. Define the four guiding principles of business etiquette Introduce yourself or others appropriately to reflect professional hierarchy Describe professional dress code and the effect of not following the code Explain how workplace behavior can affect others Explain how the rules of business etiquette apply to work situations out of the office TEXT: Live: Business Etiquette, 2006/Rev. 2011, ABA; elearning: All reading materials provided online Recommended Instructional Hours: 4 Live, 2 elearning Recommended AIB Credits: 0.25 Delivery Methods Available: Live, elearning Call Center Representative Certificate Curriculum The curriculum for the AIB Call Center Representative Certificate addresses the knowledge and skills necessary to become a superior Call Center Representative. To be successful, Call Center Representatives must have the appropriate level of understanding of retail products, in addition to understanding bank policies and procedures. Call Center Representatives must communicate well and apply sales skills effectively to cross-sell deposit and credit products and services, as well as open accounts for retail customers. Telephone skills, including telephone etiquette, are critical to the position. In addition to a fundamental understanding of banking and banking regulations affecting the position, the required courses emphasize telephone skills, product knowledge, sales and customer service. All individual courses listed below must be successfully completed in order to earn the AIB Call Center Representative Certificate OR it can also be taken entirely online as a self-paced (elearning) certificate curriculum: Banking Today Cross-Selling Deposit Products Dealing Effectively with Co-Workers Effective Referrals Ethical Issues for Bankers Introduction to Relationship Selling Regulatory Compliance for Call Center Representatives Revitalizing Customer Service Teleconsulting: Parts 1 and 2 Telephone Etiquette Understanding Bank Products Recommended AIB Credits: 4.25 elearning Curriculum Course 19
Calling on Small Business Customers 4288 AUDIENCE: Personnel responsible for face-to-face small business customer calls. This course provides instructions on how to plan effective calls with small business clients. This course teaches the steps in the Call Planning Model and for practice, apply them to calls involving fictitious and actual clients. This course also offers the opportunity to practice planning calls with a high degree of skill and confidence. Explain the importance of planning calls and setting call priorities Identify call situations and associate them with the four call types Summarize and apply the steps in the Call Planning Model Recommended Instructional Hours: 1.50 Coaching for Success 6876 AUDIENCE: Bank personnel responsible for coaching others with or without a reporting relationship. This could include managers, supervisors, team leaders and mentors. This AIB course provides managers, supervisors, team leads and mentors with the knowledge and skills necessary to assess, plan, and carry out a performance coaching dialogue with an employee or person being mentored. Additionally, this course provides techniques for ongoing performance feedback and skills for recognizing a coaching opportunity. It will encourage students to become involved, on an ongoing basis, with the performance growth of other employees to develop and enhance their skills. At the end of the course, students will participate in a simulated coaching dialogue to practice applying these skills in a typical coaching situation. Differentiate coaching, by goals and methodology, from corrective feedback Recognize a coaching opportunity Describe resources and processes that your employer provides in support of coaching Prepare a plan for a coaching session Demonstrate listening skills appropriate to a coaching dialogue Perform a coaching dialogue TEXT: Live: Coaching for Success, 2006/Rev. 2011, ABA; elearning: All reading materials provided online Recommended Instructional Hours: 3-4 Live, 2 elearning Recommended AIB Credits: 0.25 Delivery Methods Available: Live, elearning Completing the Currency Transaction Report 9100 AUDIENCE: Anyone who is responsible for completing a Currency Transaction Report. This course provides a way to know when a Currency Transaction Report should be filed when transactions meet certain thresholds. The course also describes how to aggregate multiple transactions for reporting purposes. This course explains how to complete a Currency Transaction Report, and provides various opportunities to practice completing the report with real-life customer scenarios. Identify the circumstances when a Currency Transaction Report (CTR) should be filed Learn how to aggregate multiple transactions for reporting purposes Complete a Currency Transaction Report Recommended Instructional Hours: 0.75 20
Completing the HUD-1 AIB COURSE DESCRIPTIONS AUDIENCE: Mortgage loan closers, Settlement agents, Post closers, Loan processors. According to www.hud.gov, HUD is requiring that loan originators provide borrowers with a standard Good Faith Estimate that clearly discloses key loan terms and closing costs and that closing agents provide borrowers with a new HUD-1 settlement statement, in accordance with the Real Estate Settlement Procedures Act. The RESPA rules that went into effect on January 1, 2010, changed how the HUD-1 form is completed, and the form itself underwent change. This course will review each field on the HUD-1 and HUD-1A and identify requirements for completion of each field to comply with RESPA. Focusing on the new form and its completion, this course provides a detailed explanation of each field and several examples that are designed to clarify specific loan situations. Recognize each field on the HUD-1 and HUD-1A Identify requirements for completion of each field Complete the HUD-1 or HUD-1A in compliance with RESPA Recommended Instructional Hours: 1 Consumer Credit Products 7016 AUDIENCE: Branch personnel who are responsible for discussing or selling consumer credit products. This AIB course provides students with the confidence they need to discuss consumer credit terms and products with their clients. The course begins with defining the basic terminology associated with consumer credit products. Then, it explores the different types of credit products - non-real estate-related and real estate-related - and explains how to calculate the maximum loan amount available for the real estate-related products. Define basic consumer credit terminology to clients Identify features of consumer credit products Explain the two loan categories - non-real estate-related and real estate-related - along with the products associated with the categories Determine the maximum loan amount available based on collateral value, for real estate-related products. Recommended Instructional Hours: 1.50 Consumer Lending 7008 AUDIENCE: Entry-level consumer lenders, consumer credit personnel, and bank employees who need to understand the consumer credit function. This AIB course introduces students to consumer lending, including its process and the environment in which it operates. The course provides the essentials about closed-end loans, indirect loans, open-end credit, and credit-related products. It traces the consumer lending process from developing and taking loan applications to collection and recovery. Describe key laws and regulations that affect consumer lending Explain how effective marketing can increase loans outstanding and application volume Describe consumer loan information sources and the credit verification process supports knowledge and skill building for each job function Explain how the five C s of credit are used in credit evaluation and decision-making Discuss consumer loan delinquencies -- causes, collection stages, and remedies TEXT: Consumer Lending, 2009, ABA Recommended Instructional Hours: 15-30-45 Live, 16 Weeks Online Recommended AIB credits: 1-2-3 Live, 3 Correspondence & Online Delivery Methods Available: Live, Correspondence, Online 21
Corrective Action 4227 AUDIENCE: Any supervisor or manager who has responsibility for evaluating and documenting employee performance In Corrective Action, students will learn how to facilitate their employees' improvement, instead of merely disciplining them. The course covers when and how to apply corrective action, and provides strategies for motivating employees to improve. Students will learn to use a range of corrective modes in a balanced and objective manner, including applying the progressive disciplinary model, documenting corrective action through a standard documentation template, and counseling employees towards improvement in a professional manner. Define corrective action and its significance Describe an employee's performance or behavior gap specifically and objectively Identify the steps of the progressive disciplinary model Apply the progressive disciplinary process to disciplinary situations Document corrective action completely by including the standard elements Prepare for a corrective counseling session with an employee Conduct a corrective counseling discussion with an employee Take appropriate corrective action based on an employee performance or behavior issue TEXT: Live: Corrective Action, 2011, ABA; elearning: All reading materials are provided online Recommended Instructional Hours: 3-4 Live, 2 elearning Recommended AIB Credits: 0.25 Delivery Methods Available: Live elearning Credit Products for Small Businesses 6652 AUDIENCE: Bank personnel who are responsible for selling credit products to the small business customer and/or responsible for identifying sales opportunities and referring small business lending prospects to the appropriate bank contacts. This AIB course teaches how to match credit products to small business clients needs. This course also explains market and product knowledge necessary to be a resource for small business clients. Describe features and benefits of small business credit products Match small business credit products to client needs Recommended Instructional Hours: 1 22
Cross-Selling Deposit Products 6268 AUDIENCE: Any bank personnel in a position to discuss deposit products and services with customers. This AIB course offers logical steps for selling deposit products effectively. This course teaches how to conduct sales interactions with clients, and how to prepare for effective cross-selling to maximize sales of deposit products and ensure client satisfaction. Course exercises provide opportunities to practice cross-selling concepts through realistic client scenarios. Explain the importance of cross-selling Describe typical bank products and their features and benefits Interpret clues and identify client needs Cross-sell deposit product solutions that match client needs Respond to questions and objections from clients Close the sale or refer the client TEXT: Live: Cross-Selling Deposit Products, 2006/Rev. 2011, ABA; elearning: All reading materials are provided online Recommended Instructional Hours: 7 Live, 2 elearning Recommended AIB Credits: 0.25 Delivery Methods Available: Live, elearning Customer Identification Program AUDIENCE: Any Frontline staff responsible for establishing account relationships including deposit, loan, safe deposit, investment, trust accounts or any other ongoing account relationship. This AIB course offers a more in-depth look at Customer Identification Programs to help employees understand the specific requirements in the CIP rule, such as the four basic types of information to be obtained from each customer and to ensure that bank employees have a reasonable belief that they know each customer s identity. Taking this course, even if it results in an adequate implementation of a CIP, will not be sufficient to meet a bank s other obligations under the BSA, so this is a stand-alone course intended for individuals who are already familiar with the Bank Secrecy Act. o Identify the minimum required elements of a Customer Identification Program (CIP) o Describe ways to verify a customer's identity o Understand the rules applicable to private banking accounts and accounts established for Politically Exposed Persons ( PEPs) o Describe beneficial ownership Delivery Methods Available: Live, elearning 23
Customer Service Representative Certificate Curriculum The AIB Customer Service Representative Certificate addresses the knowledge and skills necessary to achieve superior performance in this important position within the bank. Customer Service Representatives (CSRs) conduct basic banking transactions and cross-sell bank products and services. Successful CSRs respond to customer needs with a thorough understanding of retail products and services and resolve customer problems with knowledge of pertinent bank policies and procedures. In addition to courses that address sales and customer service, the curriculum also emphasizes regulatory compliance, business ethics and banking fundamentals. Basic selling and cross-selling skills are covered as well. All individual courses listed below must be successfully completed in order to earn the AIB Customer Service Representative Certificate OR it can also be taken entirely online as a self-paced (elearning) certificate curriculum: Banking Today Building and Retaining Customer Relationships: Parts 1 & 2 Cross-Selling Deposit Products Dealing Effectively with Co-Workers Effective Referrals Ethical Issues for Bankers Introduction to Relationship Selling Regulatory Compliance for Customer Service Representatives Revitalizing Customer Service: Parts 1 & 2 Telephone Etiquette Understanding Bank Products Recommended AIB Credits: 4.25 elearning Curriculum Course The AIB Customer Service Representative Certificate meets the pre-certification education requirements for the Certified Customer Service Representative (CCSR) designation through the Institute of Certified Bankers (ICB). Dealing Effectively With Co-Workers 2534 AUDIENCE: Bank personnel at all levels. This AIB course focuses primarily on behavior among co-workers. It introduces information about social behavioral styles and how the different styles affect communication among co-workers. Students will identify their own base preference group and learn what creates the challenges with his/her behavioral opposite. Students will also learn strategies and guidelines for dealing with difficult co-workers and the resulting conflict. Identify elements that contribute to individual perspective Describe how perspective drives actions and behaviors Describe how behavior choices impact the work environment Describe the characteristics and behaviors of the four base preference groups Explain the differences found in the same base preference group Describe how to look at things from a different perspective Describe the benefits and challenges of working with behavioral opposites Use the five steps to enhance the working relationship with a difficult co-worker Describe the benefits of focusing on what someone else finds important TEXT: Live: Dealing Effectively With Co-Workers, 2007/Rev. 2011, ABA; elearning: All reading materials are provided online Recommended Instructional Hours: 8-9 Live, 3 elearning Recommended AIB Credits: 0.50 Delivery Methods Available: Live, elearning 24