Course Description

The regulatory agencies are critical of banks with high levels of concentration in Real Estate Loans as a percent of their capital and are strongly encouraging banks to diversity their loan portfolios away from Real Estate Loans to Commercial & Industrial Loans. If this applies to your bank, you may be responsible to insure this diversification process is accomplished. The only problem is that you have been a Real Estate or Mortgage Lender for most of your banking career.

Transitioning from a Real Estate / Mortgage Lender to a Commercial Lender is not that easy and requires a different mindset, analytical and lending skills in order to identify and measure risk properly. For example, Real Estate Lending is truly Asset-Based Lending and more transactional oriented where the focus is upon the value of the underlying property being financed to determine if the project can produce the necessary cash flow to service debt. That would include analyzing the feasibility of a proposed real estate project to determine if the project can be sold, leased or rented. Guarantors and sponsors represent the secondary source of repayment for Real Estate Loans where the possibility of full repayment (from these sources) is unlikely in many transactions.

The purpose of this course is to provide bankers, who are Real Estate and Mortgage Lenders and those who want to enhance their credit underwriting skills for Commercial and Industrial Borrowers, the necessary skills to be successful in this type of lending. It will demonstrate analytical tools utilized to determine a commercial borrower’s:

  • Liquidity Position
  • Leverage Position
  • Asset Management Capabilities
  • Operating Performance
  • Cash Flow Generation
  • Future Financial Performance
  • Sustainable Growth
  • Character of Management
  • External Environmental Conditions

After attending this session, the participant will be well on their way to understand the requirements for analyzing the Commercial and Industrial Borrower.

Who Should Attend

  • Real Estate Lenders
  • Mortgage Bankers
  • Branch and Assistant Branch Managers
  • Credit Analysis
  • Business Development Officers
  • Junior Loan Officers
  • Administrative Assistants to Commercial Loan Officers


"Jeffery did a fantastic job all week keeping us engaged in the material and involved. He was a fantastic coordinator & lead professor"

Cliff Knowlton, Prime South

"WONDERFUL!! Great Instructor, great information. Will definitely attend more of Jeffery's classes".

Ansley Oliver, Georgia Commerce Bank

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