Education Seminar

Loan Portfolio Management
The Fairmont in 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 9:00 a.m. with breakfast and registration beginning at 8:00 a.m., and lunch around noon. We will conclude by 3:30 p.m. on the final day.

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:

Wednesday, February 5, 2014 (Day 1)

8:00 a.m.   Breakfast and Registration

9:00 a.m.  Introduction

9:15 a.m.  More than “Survival of the Fittest”
Doug Johnson, WebEquity Solutions
Courtney Berglund, WebEquity Solutions

History is easy to learn from: it’s already been written. It’s the future that’s waiting to make history. What you’ve learned from the past, what you’re doing today and what you’re planning for the future will ultimately write your history in 2014 and beyond. This session will present some new techniques to help separate your institution from competitors, hit growth goals, rebuild profitability and mitigate risk. Learn how to compete for tomorrow, today.

10:15 a.m.  Lending at a Rate that you Won’t Regret Tomorrow
Craig Poms, PrecisionLender

Given our once-in-a-lifetime interest rate environment coupled with the competition for those “A” borrowers, we find ourselves in a “pricing” war that will likely cause profitability issues in 2014 and beyond. This session is designed to assist community bankers in assessing issues that go beyond simple price in order to ensure we retain those best borrowers while retaining healthy margins going forward.

11:15 a.m.  Networking Break

11:30 a.m.   Lender Compensation – How to Compensate to Retain Your Best Lenders
Flynt Gallagher, Meyer-Chatfield Compensation Advisors

Creating the right environment for your lenders is the key to growing a safe and sound portfolio and this session is designed to show what can be done to accomplish this critical component for increasing profitability in the coming years. It goes without saying that compensation is key but other forms of motivation are available and should be used by those institutions desirous of both hiring and retaining the best lenders possible.

12:30 p.m.   Lunch

1:15 p.m.  Outsmarting Your Lending Competition with Data
Chris Nichols, CenterState Bank

How we use data to price, manage, structure and win more loans. Banks have access to a treasure trove of data and we will talk about how to turn that data into a competitive advantage. We will cover topics such as: how to use credit stress data for marketing; how to optimize rate, maturity, resets and covenants for a given borrower when structuring a loan; how deposit balances and line usage can give banks a seven month warning sign to potential problems; and, what social media can tell you about a buyer’s credit. Find out how using the data around us can make you a more effective lender and manager of credit.

2:15 p.m.  Acquiring and Maximizing Small Business Lending Opportunities Using an Online Platform
Tracy Kellaher, Biz2Credit

The secret to retaining solid profit margins is often a function of avoiding the “herd” when discovering credit opportunities. Small business lending is one way to work in a less competitive arena but both good credit underwriting and efficient platforms for managing the documentation are the key and this session is designed as a discussion of how community bankers are achieving these goals today.

3:15 p.m.  SWAPS – A Successful Tool for Competing with the Super Regionals
Ben Lewis, Chatham Financial

If you are wondering where those “crazy” ten-year fixed rates for those “A” borrower credits come from, this session is designed to better understand how swaps are being used by your larger competitors to reduce funds cost so that overall loan yields can be more competitive for those best credits. It is no secret that borrowers prefer fixed as opposed to floating rate structures wherever possible but understanding how to accomplish that from our point of view is the issue. Swaps may be the answer for your institution and this session will show you how this can be accomplished.

4:15 p.m.   Adjourn

4:30 p.m.  Reception

Thursday, February 6, 2014 (Day 2)

8:00 a.m.  Breakfast

9:00 a.m.  Loan Portfolio Stress Testing & its Relationship to Capital Adequacy

Kamal Mustafa, Invictus Consulting Group

Portfolio stress testing estimates potential credit losses in a portfolio under stressed market conditions, and then assesses the impact of those losses on the bank’s capital position. This session will dive into a regulatory overview of stress testing, discuss how the regulatory community is using stress testing as a primary way of approving capital and strategic plans, and end with how you can use stress testing to your advantage to stay out of one-size-fits all capital basket.

10:00 a.m.  Bank AssetPoint ®
Kevin Shaner, Promontory Interfinancial Network

Designed to address the fragmented market for bank-owned commercial real estate and loan assets, Bank Assetpoint® helps buyers, sellers, and other market participants to connect with each other. It presents a broad range of asset listings and provides tools to make asset purchases and sales more efficient and cost-effective. Additionally, it offers a reliable source, the Assetpoint CommunitySM, where buyers and sellers can find commercial real estate brokers, loan sale advisors, other specialty service providers, and correspondent bankers who can help pave the way to deal completion and meet balance sheet goals.

11:00 a.m.  Networking Break

11:15 a.m.  FHLB Advances – How to Enhance Interest Rate Risk & Funding Costs
Steve Cibull, Federal Home Loan Bank of San Francisco
Throughout this banking crisis, the Federal Home Loan Bank of San Francisco has been providing funding to California banks and thrifts. With the level of sophistication now in play on the loan portfolio side, it has never been more important for our institutions to understand how FHLB advances can be used to enhance both Interest rate risk and funding costs. Our session will deal with our more sophisticated funding vehicles showing how we can assist in enhancing your funds management concepts.

12:15 p.m.  Lunch

1:30 p.m.  Outsourcing Your Real Estate Headache
Bill Yeomans, Brookline Development Company, LLC

With the end of this banking crisis in sight, many of us are left with the problem of OREO disposition. Similarly, many bankers are now turning to an outsource concept for managing all of the bank’s real estate issues and our session is designed to look into this concept for solving two potential problems facing our industry.

2:30 p.m.  Funding – The Key to Margin Retention
Karl Nelson, KPN Consulting

Margin retention will continue to haunt our industry as long as the prime rate continues at today’s 3.25% rate and competition for our best credits promises to impact overall loan yields in 2014. We also have good reason to expect prime will not be changing until 2015, which leaves a difficult challenge for our industry. This leads to a simple conclusion that our best method for retaining margins is on the funds cost side of the equation and this session is devoted to methods for reducing that vital ingredient in the margin calculation.

3:15 p.m.   Adjourn

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

Chris Nichols, Chief Strategy Officer, CenterState Bank

Flynt Gallagher, President, Meyer-Chatfield Compensation Advisors

Craig Poms, Chief Delivery Officer, Precision Lender

Tracy Kellaher, VP – Business Development, Biz2Credit

Ben Lewis, Director, Hedge Advisory Group, Chatham Financial

Karl Nelson, CEO, KPN Consulting

Kamal Mustafa, CEO, Invictus Consulting Group

Steve Cibull, Managing Director, Member Financial Services, Federal Home Loan Bank San Francisco

Kevin Shaner,Regional Director, Promontory Interfinancial Network

Bill Yeomans, Partner, Brookline Development Company, LLC

Doug Johnson, Vice President, WebEquity Solutions

Registration Fees

Early-Bird Registration EXTENDED through January 22, 2014
CBA Member: $795
Non-Member: $995

Regular Registration 
CBA Member: $995
Non-Member: $1,195

Cancellation & Complaint Resolution 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 January 15, 2014, and 50 percent if by January 22. No refunds will be provided after January 22. Registrations made on or after January 22 are not subject to refund.

Complaints regarding this program should be directed to John Lingvall, VP, director of education at (916) 438-4428.

Location Information

February 5 & 6, 2014
Fairmont Newport Beach
4500 MacArthur Blvd.
Newport Beach, CA 92660
(949) 476-2001

Hotel accomodations can be made by calling The Fairmont at (949) 476-2001. The CBA rate is $149/night, plus taxes and fees. Rooms are limited, please make your reservations by January 14, 2014. If the CBA room block reaches capacity before this date, the hotel may accept reservations on a space-available basis at the prevailing rates. 

CBA will host self parking the day of the event.

Credit Information

Program Level: Update

Prerequisites: None

Advance Preparation: None

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

Recommended CPE Credits: 12.0 Hours Maximum
(Estimated 2.0 Accounting, 4.0 Finance, 6.0 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.