Small Business Lending Today Mandatory 2 Part Series 5/9 & 5/16
Learn the secret of successful small business lending.

Lending to small businesses, while highly rewarding and profitable, requires special skills.

This webinar will provide you with a better understanding of how to effectively serve this vitally important, competitive and growing market.

Why should your bank invest in small business lending? For starters, small businesses are the cornerstone of America’s communities and a vital part of our economic recovery. Small businesses represent 99.7 percent of all U.S. employer firms and employ nearly half of all private sector employees. However, many community banks have difficulty targeting, capturing and serving this market. This requires a better understanding of what motivates and drives small business behavior and a commitment to creating business practices that differentiate your institution while effectively managing risk.

This seminar will provide you with a better understanding of how to effectively lend to and negotiate with small businesses owners. It starts with the basics, including legal issues and underwriting techniques. Both conventional and SBA lending products will be reviewed. Case studies will be used to illustrate the various concepts and techniques learned throughout the program, including negotiation skill building.


  • How to deal with small businesses from a lending and negotiation standpoint
  • An introduction to small business legal issues 
  • Providing credit to small businesses using key ratio analysis and cash flow techniques
  • How to negotiate with the business owner/guarantor (aka Psychology 101) 
  • Risk factors in today’s market 
  • How to target market to small businesses


Commercial lenders, credit analysts, relationship managers, business development officers, branch managers and loan documentation specialists.


David L. Osburn, CPA, CCRA, NACM, is the founder of Osburn & Associates, LLC, a business training and contract CFO firm that provides seminars and speeches for bankers, CPAs, attorneys and businesses on topics such as banking/finance/credit, negotiation skills, marketing and management. Clients include financial institutions, law firms, CPA firms, real estate developers and contractors. His extensive professional background includes 16 years as a Business Trainer/Contract CFO and 16 years as a bank commercial lender. Banking credentials include loan underwriting, work-out, management and business development. Mr. Osburn has been an adjunct college professor (MBA and undergraduate courses) for 29 years.

Credit Information

Institute of Certified Bankers: Visit http://www.icbmembers.org/login.aspx for instructions regarding self-reporting. Estimated credits: 2 hours/session


Live Webinar:

Member price: $525.00 | Non member price $1050.00

On-Demand Webinar

Member price: $565.00 | Non member price $1130.00


Online: Visit the CBA Webinar Catalog

Mail: Click here and mail completed form with check payable to ConferenceEdge to: (Mail at least 10 days prior to event)

1516 Xavier St., Ste 500, Denver, CO 80204

Phone: Call ConferenceEdge at (877) 988-7526 (credit card payments only)

Please Note:

  • Preferred Payment Method: Online
  • Please register online or by phone when paying with a credit card
  • Payment Must Accompany Registration – Invoices are Not Provided

Register online up to day of event. Earlier registration allows time to check your computer for an optimal experience.