2022 Virtual Commercial Lending School

Conference/Seminar/School Gail Queen


Commercial banking can be intimidating because of its complexity and the risk-oriented nature of the work.   This course is a clear and thorough introduction to the key concepts, terminology, and processes involved in credit and lending. It doesn’t assume much prior knowledge of the topic, so it’s ideal for those in their first year in the industry. Learners will walk away with a clear understanding of their job and how their specific role fits into the bank’s overall profitability goals.

IMPORTANT NOTEPre-work is required for this program. You will need to schedule time with your Chief Lending Officer and/or Chief Credit Officer to complete the pre-work assignment by the February 18, 2022 deadline.

Target Audience:  New credit analysts, lenders, and underwriters, as well as bankers who don’t do credit analysis but need a working knowledge of the process.  This may include statement spreaders, loan processors and closers, treasury management associates, administrative support for credit or lending officers, branch managers, and interns. 

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Agenda & Speaker

Day 1: (8:30 am – 4:30 pm)

1.  The Business of Banking

Why customer relationships matter

Identifying and managing risk

Net interest income vs. fee income

2.  Why Businesses Borrow Money

Working capital financing / Cash cycle

Real estate and capital expenditures

Start-ups, buyouts, bridge loans, and losses

3.  The Art of Underwriting – Part I

Industry considerations

Life cycle stage of your borrower

Analyzing quality of management

4.  The Art of Underwriting – Part II

Four levels of quantitative analysis

Balance sheet: liquidity and leverage

Income statement: margins and coverage

5.  Loan Structuring – Part I

Types of loan facilities

How loan pricing really works

Tenor and amortization

6.  Loan Structuring – Part II

Analyzing your collateral

What loan covenants do for you

The value of guarantees


Day 2: (8:30 am – noon)


7.  The Credit Approval Process

Courtship and the “life of a loan”

Selling the deal twice – bank and customer

Loan documentation

8.  Loan and Portfolio Monitoring

Understanding “Expected loss”

Loan grading – regulatory definitions

Asset performance and loan loss provisions

9.  The Complex Lending Machine

Internal relationships

Introduction to twelve key banking groups

Critical partnership: Credit and Lending

10. Test Drive Your Job

A day in the life of a credit analyst

Prerequisite traits for success

Career advice and how to love your job

Andy Keusal, Founder and President, Keusal Learning.  Andy is passionate about using his teaching gift to help others reach their God-given potential.  After earning his B.A. in Psychology from the University of Notre Dame, he spent eighteen years in commercial banking, during which he interviewed, hired, and trained hundreds of new bankers.  He also helped build and run one of the nation’s premier credit training programs at a large Midwest regional bank.  He left his corporate career in 2015 to found Keusal Learning, where he now helps people master the basics of banking.  Many of his trainees have moved on to prosperous careers in banking, private equity, and even business ownership.  As a husband and father of ten children, Andy devotes much of his time and energy to helping his wife Andrea educate their nine children still living at home.  Whether at home or in the workplace, Andy has a knack for making complex things simple, using humor and a comfortable presentation style to communicate with his audience.  He is the author of the popular book, “Breaking into Banking: Cracking the Code on Launching a Successful Career in Commercial Banking,” and the creator and facilitator of the video course by the same name.


VBA Member:  $575 Non-Member:  $1075

VBA Event Cancellation Policy

All cancellations will be charged a $25.00 administrative fee. Cancellations received less than 72 business hours before the program will be charged a $75.00 administrative fee plus any additional fees associated with the training. Substitutions are allowed prior to the beginning of course.

Special Needs

Please share any specific needs that should be considered as we plan for the conference (i.e. hearing impaired, sight impaired, etc). Please contact Gail Queen with any details.