Build profitable relationships with your wealthy customers—and their referrals
Course Overview
Financial institutions that identify and meet the needs of wealthy individuals, and that can analyze the risks involved, have the opportunity to build profitable long-term relationships with these clients and their referrals.
Lending to the wealthy is somewhere in the middle of the commercial side and the retail side of banking. Wealthy clients aren't looking for the restrictions of consumer lending or for commercial lending based on corporate loan policy; they often look for a banker who can provide sizable, flexible credit facilities on a timely basis and who can understand and execute their requests for credit and noncredit services.
However, bankers servicing these individuals must be alert to the potential pitfalls. It is rare to have access to audited financial statements, so the banker must become more astute about obtaining, verifying, and analyzing financial information when making a credit decision.
Who will benefit?
If you are a lender, credit officer, credit analyst, or loan review officer with little or no experience lending to wealthy individuals, this introductory course will give you the basic information you need to make an informed loan decision when considering an application from a wealthy individual.
You will:
- Determine the credit needs of wealthy individuals and how their borrowing needs change in response to their life stages.
- Use techniques that help assess a wealthy individual's potential repayment sources.
- Determine the risks involved in lending to wealthy individuals, related to the sources of the borrower's income and to financial and business investments.
- Learn the specialized strategies for meeting the unique needs of wealthy borrowers through customized loan structures.
Prerequisites
Participants are expected to have a thorough knowledge of financial accounting, traditional financial statement analysis, and cash flow analysis.
A Pre- and Post-test are available upon request.
Receive a 10% discount when you register 30 days or more before the start date of the course.
All scheduled dates for this event are listed below. If there are no dates listed we do not currently have this event scheduled. Available Seats: 16
Continuing Education Credits:
NASBA CPE Hours: 8.0
RMA-CRC CEUs: 10.0
Instructor: Michael F. Stara
Facility:
Rockland Trust - Hanover Learning & Development Conference Room
2036 Washington St
First Floor L&D Room
Hanover, MA 02339| Associate member price | $425.00 | | Professional member price | $460.00 | | Nonassociate at member institutions price | $460.00 | | Nonmember price | $695.00 |
|