Advanced Collection Tools

This ‘€œproactive’€ webinar covers negotiation, technical, and management tools in collecting cash. The negotiation process will include the ‘€œhuman factors’€ while the technical skills will include ‘€œbusiness law basics’€ (contract law and lender liability).

The technical aspects of collections will also address what happens when a ‘€œgood’€ loan turns into a ‘€œbad’€ loan i.e. the market has now turned down, tenants have left, and the payments are severely delinquent. What should the bank do and not do at this point in time?

This question will be answered by addressing the ‘€œlegal rights’€ of the bank and the ‘€œpractical steps’€ that the bank should take in order to protect itself. This will include the collection process, restructuring the loan, and/or proceeding against the borrower through repossession, foreclosure, filing a law suit to obtain a judgment, forcing the borrower into bankruptcy or simply ‘€œwalking away.’€ This section will also include the ‘€œoutside’€ influence from the banking regulators.

Additionally, the X (authoritative), Y (delegation), and Z (team) management styles will be outlined which impact the lender’€™s ability to manage the collection process.

The webinar will include several ‘€œreal-life’€ collection scenarios.

What You Will Learn

  • Advanced tools in collecting cash including negotiation, technical, and management skills
  • ‘€œHuman’€ factors in the collection process
  • Business law basics including ‘€œcontract law’€ and ‘€œlender liability’€
  • Determine the bank’€™s strategy in protecting itself-collections, restructuring the loan, repossession, foreclosure, filing a law suit to obtain a judgment, forcing the borrower into bankruptcy or walking away
  • Assess ‘€œoutside’€ influence by the banking regulators
  • The X, Y, and Z management styles and collections management
  • Collection scenarios

Who Should Attend?

Commercial lenders, credit analysts, loan documentation specialists, branch managers.

Continuing Education (CE) Credits

This webinar is recommended for 2.5 CE Credit Hours. Each attendee will receive a Certificate of Attendance for self-reporting of CE Credits.

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