Education Seminar

2015 Loan Portfolio Management
This highly interactive training program is designed to provide participants with an array of ideas, tools and techniques to help you better manage and grow your loan portfolio

Hyatt Regency Newport Beach

In an increasingly competitive environment, it is critical for bankers to be able to recognize opportunities among both new and existing customers. Prudent and profitable lending also requires sound skills and solid judgment in assessing potential borrower risk.

This economic recovery provides an opportunity for community bankers to get back to the relationship model that served us so well during the 1993 – 2006 golden age of banking and our workshop will focus on those issues that will propel our banking recovery again. We will also introduce new technologies that will enable your institution to compete for loans with institutions of any size.


The program will commence at 8:30 a.m. with breakfast and registration beginning at 7:30 a.m., and lunch around noon. We will conclude by 4:30 p.m. 

This highly interactive training program is designed to provide participants with an array of ideas, tools and techniques to help you better manage and grow your loan portfolio. Among the topics we will cover:


Welcome and Introductions

Navigating the Headwinds of Change: Lessons Learned From the Great Recession

Karl Nelson, CEO, KPN Consulting

This session will take a look at the lessons learned from the latest financial crisis, what helped spur profits during the subsequent recovery, and what lenders can do to ensure history does not repeat itself.

The Loan Portfolio Dilemma – Funding Fixed Rate Products
Steven Cibull, Managing Director – Member Financial Services, FHLB San Francisco

As we continue to experience a low rate environment, our borrowers continue to demand longer term fixed rates on those loans we find most attractive. But, how do we meet that demand without causing serious interest rate risk problems down the road? Join Steve Cibull of your FHLB as he describes how banks are managing this problem and meeting their borrowers’ needs.

Networking Break

Why Matching the Competition is a Losing Strategy: How to Build a Loan Portfolio That Meets Your Strategic Objectives
Craig Poms, Chief Delivery Officer, PrecisionLender

Just matching the competition is allowing your competitors to price your loans for you. They may have very different portfolio goals and objectives than you. Getting control of this situation starts with creating a Pricing Culture that incorporates your goals and objectives while incorporating your competitive environment. The key is to assist our lenders to be more competitive, but within the banks strategic objectives.

12:00 – 1:00

Growing and Retaining Mortgage and Home Equity Loans
John Brinkworth, Executive Director of Strategy, Harland Clarke Marketing Services

This session will explore opportunities available to grow home loan based loans in 2015 and beyond. As the market shifts from refinance to purchase mortgages, the discussion will include strategies to acquire Mortgage Loans and retain existing portfolios. The Home Equity market has rebounded with increases in Home Values and is once again a viable opportunity for loan growth. Additionally, there are opportunities to better serve customers that are facing the conversion period for Home Equity Interest Only Loans.

Networking Break

Accessing Middle Market C&I Loans: Today’s Ground Rules for Community Banks
Malcolm Hotchkiss, CEO, United Business Bank

Middle market C&I loans, typically to mid-sized borrowers with earnings ranging from $10 to $50 million, remain attractive in today’s market relative to other loan types. As middle market C&I loans are typically floating rate, they provide protection from potential interest rate risk and offer diversification for banks concerned about real estate concentrations. Community banks are able to access this market through loan participations, but must be aware of both current regulatory guidance addressing these types of loans, as well as various considerations associated with participation loans. This session will cover some of the major topics in middle market C&I loans as well as accessing these loans through participations.

The Relationship Model – Getting Back to What Works
Karl Nelson, CEO, KPN Consulting & Craig Poms, Chief Delivery Officer, PrecisionLender

This session will describe lender best practices including how to restore the relationship model that had served the banking industry so well in the past.  


Program Objectives

At the end of this program you will be able to better:

  • Design a compensation program for hiring and retaining the best lenders possible
  • Price loans to ensure you retain your best borrowers as well as healthy margins
  • Acquire and maximize small business lending opportunities using an online platform 
  • Understand how SWAPS can be used to reduce funds cost and make overall loan yields more competitive for your best credits
  • Determine methods for reducing the funds cost side of the equation for retaining margins
  • Understand how the regulators are using stress testing as a primary way of approving capital and strategic plans, and how you can use stress testing to your advantage
  • Address the fragmented market for bank-owned commercial real estate and loan assets
  • Use data to price, manage, structure and win more loans


Directors, CEOs, CFOs, chief credit officers, chief lending officers, loan
administration and credit administration

Scheduled Speakers

Steven Cibull, Managing Director – Member Financial Services, FHLB San Francisco
Steven Cibull is a managing director with the Member Financial Services Group of the Federal Home Loan Bank of San Francisco. He joined the bank in March of 2001 and works with more than 130 of the bank’s more than 350 member institutions, assisting them in utilizing the bank’s credit facility. He is also involved in recruiting financial institutions interested in the benefits of bank membership. Prior to joining the Federal Home Loan Bank of San Francisco, Cibull marketed structured derivative products for financial institutions and high net worth individuals with Bank of America’s Financial Engineering and Risk Management Group.

Craig Poms, Chief Delivery Officer, PrecisionLender
Craig Poms, chief delivery officer, has enjoyed working with more than 150 community banks over a 27-year career in banking. After starting as a commercial lender, he has held senior management positions in lending and credit and has successfully helped lead the turnaround and sale of two community banks. Over the past 13 years, he has consulted with hundreds of C-level executives in the areas of lending, credit, strategic planning, retail account acquisition and ALCO issues. 

Karl Nelson, CEO, KPN Consulting
Karl Nelson is the President and CEO of KPN Consulting, an organization engaged in the ALCO, Funding, and Liquidity arena. His career has included senior positions with Silverton Bank, IDC Deposits, and Promontory Interfinancial Network. In addition, Karl served as a Senior Vice President with the Federal Home Loan Bank of Atlanta from 1991 through 2002 where he managed the sales and marketing, strategic planning, and trade association/regulatory outreach efforts and served on the bank’s ALCO. Prior to joining the Home Loan Bank, he was involved for eighteen years with various regional banks. Karl serves on the faculties of the Graduate School of Banking in Madison, Wisconsin and Boulder, Colorado, the Graduate School of Bank Investments & Financial Management in Columbia, South Carolina, the Financial Managers School in Madison, as well as the faculties of the state banking schools in Florida and Tennessee. He also serves as the Chairman for Neighborhood Lending Partners, Inc, a Community Development Financial Institution serving the affordable housing and community revitalization needs for communities in the state of Florida. Mr. Nelson is an organizing Director and former ALCO Chair for a de novo bank in North Carolina and consults regularly with community bank Boards and Management on business strategies.

John Brinkworth, Executive Director of Strategy, Harland Clarke Marketing Services
John Brinkworth has more than 30 years of banking and consulting experience. He began his career in community banking working in all areas, including retail, commercial lending and finance. He has been a senior member of several national consulting firms focusing on revenue optimization, change management, product development and process improvement with financial institutions of all sizes. His projects have taken him across the United States, Canada, Europe and Australia. Brinkworth has a strong background in technology optimization and retail banking. He developed a deposit benchmarking methodology to assist financial institutions in developing strategies for customer acquisition, retention and growth by product type and customer segment. As executive director of Strategy, Brinkworth oversees Harland Clarke’s marketing strategists who assist their clients in developing and implementing marketing and retail strategies to take advantage of market and financial conditions and to improve profitability by targeting growth opportunities.

Malcolm Hotchkiss, CEO, United Business Bank
Mr. Hotchkiss became President and Chief Executive Officer of United Business Bank in 1994 and has been a banking executive for more than 25 years. He holds a BA degree from California Coastal College. He has been a director of the Bank and President of the Holding Company since 1994.  In addition, Mr. Hotchkiss is a founding member of the BancAlliance network.

Registration Fees

Early-Bird Registration through Friday, May 22, 2015
CBA Member: $395
Non-Member: $595

Regular Registration 
CBA Member: $495
Non-Member: $695

Cancellation Policy

Substitutions are allowed, at no additional cost. Written notice is required for all substitutions/cancellations. The full registration fee will be refunded if written notice is received by May 29, 2015, and 50 percent if by June 5. No refunds will be provided after June 5. Registrations made on or after June 5 are not subject to refund.

If you are not completely satisfied with this program, please contact Corbett Cutts, VP, director of education at (916) 438-4428.

Location Information

June 18, 2015
Hyatt Regency Newport Beach
1107 Jamboree Road
Newport Beach, CA 92660
(949) 729-1234

Hotel accommodations can be made by calling reservations at (888) 421-1442. The CBA rate is $169/night, plus taxes and fees. Rooms are limited, please make your reservations by May 15, 2015. If the CBA room block reaches capacity before this date, the hotel may accept reservations on a space-available basis at the prevailing rates. 

Credit Information

Program Level: Update

Prerequisites: None

Advance Preparation: None

Method of Presentation: Group – Live (Lecture, Discussion, and Case Study)

Recommended CPE Credits: 6.0 Hours Maximum
(Estimated 2.0 Finance, 4.0 Specialized Knowledge and Applications)
Sponsored learning activities are measured by program length, with one 50-minute period equal to one CPE credit.  One-half CPE credit increments (equal to 25 minutes) are permitted after the first credit has been earned in a given learning activity.  Please note that not all state boards have adopted this rule.  Some participants may not be able to use one-half credit increments.