2022 Lending & Credit Conference – Attendee Portal
THANK YOU TO OUR PORTAL SPONSOR – VIRGINIA HOUSING
By investing in the power of home, Virginia Housing transforms where and how thousands of Virginians live and thrive, strengthening communities and the economy. Virginia Housing is celebrating its 50th year of working in partnership with the public and private sectors to help Virginians attain quality, affordable housing. While receiving no state taxpayer dollars, Virginia Housing raises money in capital markets to provide mortgages to first-time homebuyers, invest in developments and innovations in affordable housing, and make homes for people with disabilities and older Virginians more livable. Virginia Housing is committed to diversity, equity and inclusion among its associates, customers and affordable housing partners.
Virginia Housing
Toni Ostrowski, Managing Director of Homeownership
Email | (804) 343-5982
www.virginiahousing.com
2022 Lending & Credit Conference Agenda*
Monday, October 24, 2022
8:00 a.m. Registration & Continental Breakfast
8:30 – 8:45 a.m. Welcome | Announcements | Sponsor Introductions
8:45 – 9:45 a.m. Economic & Housing Market Update Ryan Price | Virginia REALTORS®
9:45 – 10:05 a.m. Networking Break
10:05 – 11:05 a.m. Stacking the Deck in Your Favor: Secrets to High-Performing Banks Robb Rempel | Haberfeld
What do high-performing banks do differently? Where do they put their focus? Do they perform better in every category…or do they actually underperform in certain categories in order to dramatically outperform in others? We define high-performing banks as those who have achieved the top 5% on ROE for five consecutive years. During our session, we will evaluate the data from banks that made the cut. How do they derive this extraordinarily high level of performance? It might surprise you. We will analyze how high-performing banks compare to the industry overall, the key contributors to their amazing performance and several strategies available to all community banks to drive improved results. Key points that will be covered include:
- Evaluating elements of high-performing banks
- Exploring strategies to drive growth
- Identifying actionable methods to improve reoccurring non-interest income
11:05 – 11:25 a.m. Networking Break
11:25 – 12:25 p.m. Post-pandemic Talent Recruitment & Retention Strategies/Best Practices Janet Duncan | Warren Whitney
This session will include important information regarding post-pandemic talent recruitment, retention strategies, and best practices.
12:25 – 1:30 p.m. Lunch SPONSORED BY Spotts Fain
1:30 – 2:30 p.m. What is next for Banking & Fintech? Nancy Schneier | Vikar Technologies Inc. & Bill Kroll | The Casey Group
The Pandemic has changed the necessity of digital transformation from important to mandatory and from efficiency gains to greater and improved access to your customers. We are not going back! In this session, learn how Fintech’s are well positioned to partner with community banks to completely modernize their front-end solutions without replacing current core backend systems resulting in new digital revenue streams, efficiencies of scale, significant cost savings, improved experiences for both their customers and employees, all while decreasing risk.
2:30 – 2:50 p.m. Networking Break
2:50 – 3:50 p.m. Environmental, Social & Governance (ESG) Factors in Lending & Credit Heather Romagnoli | Sandy Spring Bank & Samantha Norquist | Forbright Bank
3:50 – 4:00 p.m. Stretch Break
4:00 – 5:00 p.m. Banker Roundtable Session – Bankers Only Session
Join other bankers from across the state in an open roundtable discussion. Bring your burning questions and learn from your peers in this interactive session.
5:00 – 6:00 p.m. Cocktail Reception SPONSORED BY Motleys Asset Disposition Group
Tuesday, October 25, 2022
8:00 a.m. Continental Breakfast
8:40 - 8:45 a.m. Day Two Kick-off & Announcements
8:45 – 9:15 a.m. Industry Update Matt Bruning | Virginia Bankers Association
9:15 – 10:15 a.m. The State of the Mid-Atlantic Real Estate Market Michael Cobb | COSTAR
In this session, we will examine the state of the office, industrial, and retail markets in and around the greater Virginia area. In doing so, we’ll take a look at how things stand currently, and how we got here, in addition to some key items to be aware of over the next four quarters. All the while, we will compare markets and discuss similarities and differences among them. The goal of this session is to understand how different property sectors are behaving throughout different geographies, so as to properly understand varying risk factors among them.
10:15 – 10:30 a.m. Networking Break
10:30 – 10:40 a.m. Sponsor Drawings
10:40 a.m. – 11:40 a.m. Engineering Success by Engineering a New Mindset Nikki Dixon-Foley | FutureSYNC International
SPONSORED BY Tranzon
The world of how we work is in a constant state of change and uncertainty. How we manage change comes down to our chosen state of mind. This interactive workshop will prepare you with new tools and practices to manage yourself while leading others and your organizations through change. Discover how embracing a new state of mind that focuses on solutions, collaboration, creativity, and communication will help drive yourself and others to successful results. During this session, participants will:
- Discover how to create new patterns of thinking during challenging times
- Uncover the importance of collaborative efforts to solve unique organizational issues
- Learn how to unify teams with intentional communication practices
*Agenda topics and speakers are subject to change.
Session Materials
Session materials will be uploaded here as they come available. Please note – some speakers choose not to share their materials until after their presentation.
Economic & Housing Market Update Ryan Price | Virginia REALTORS®
Stacking the Deck in Your Favor: Secrets to High-Performing Banks Robb Rempel | Haberfeld
Post-pandemic Talent Recruitment & Retention Strategies/Best Practices Janet Duncan | Warren Whitney
What is next for Banking & Fintech? Nancy Schneier | Vikar Technologies Inc. & Bill Kroll | The Casey Group
Environmental, Social & Governance (ESG) Factors in Lending & Credit Heather Romagnoli | Sandy Spring Bank & Samantha Norquist | Forbright Bank - no materials will be provided
Banker Roundtable Session – no materials will be provided
Tuesday, October 25, 2022
Industry Update Matt Bruning | Virginia Bankers Association
The State of the Mid-Atlantic Real Estate Market Michael Cobb | COSTAR
Engineering Success by Engineering a New Mindset Nikki Dixon-Foley | FutureSYNC International
Hotel Information
Omni Charlottesville Hotel
212 Ridge McIntire Rd
Charlottesville, VA 22903
Meet the 2022 Speakers!
Matt Bruning | Virginia Bankers Association
Matt joined the Virginia Bankers Association in December 2010 and currently serves as Executive Vice President for Government & Member Relations. In that role, he represents the Virginia banking industry at the Virginia state and federal levels, oversees the VBA BankPAC and coordinates grassroots advocacy. He also coordinates VBA’s member relations efforts, including bank outreach and engagement as well as the endorsed provider program. Prior to joining the VBA, Matt served as Legislative Liaison in the Policy Office of Virginia Governor Robert F. McDonnell. He also worked as the Policy Director for Virginia House of Delegates Speaker William J. Howell. He serves on the Lewis Ginter Botanical Gardens Board of Directors where is a member of the Executive Committee and Chair of the Horticulture, Education and Engagement Committee. He is active at Trinity Lutheran Church in Henrico, including previously serving on the Church Council. Matt received his Bachelor of Arts degree in Leadership Studies and Political Science from the University of Richmond in 2003. He is a graduate of the VBA’s Executive Leadership Institute and the VBA School of Bank Management at the University of Virginia. He lives in Glen Allen, Virginia with his wife Jennifer and daughters Charlotte and Caroline.
Michael Cobb | COSTAR
Mike Cobb is a Director of Market Analytics with the CoStar Group. In his role, he identifies analytical trends throughout several Mid-Atlantic and Southeast metros, authoring written market and submarket reports for the CoStar Market Analytics platform.
Mike presents on market conditions to industry participants of all types, providing specific granular analysis down to the site level. He also works with local and regional news sources and has been quoted in publications throughout the country such as the Dallas Morning News, the Houston Chronicle, and the Richmond Times-Dispatch.
Cobb holds a bachelor’s degree from the University of Delaware and has been with CoStar for eight years.
Nikki Dixon-Foley | FutureSYNC International
Nikki holds an M.S. in Organizational Leadership and has a powerful track record of building culture with intent. As a real- world “Culture Curator”, she was an integral part of a team distinguished by their thought-leadership and their commitment to defying conventional wisdom. Nikki and her team operated with an “impact over activity” strategy and the awards and accolades began to follow. Recognition such as:
- “The Best Place to Work in Montana”
- Award A 4-time Winner of The “Best for the World: Environment” within the B-Corp Organizations
- FORBES 2016 “Top 40 Companies to Watch”
Nikki is admired for her keen operational mind-set when it comes to forward thinking organizational philosophies such as open-book management and “The Game of Business”. She is trained and certified neuroscience leadership coach and masterfully weaves the understanding of neuroscience principles into leadership execution. She is an author and creator of team and leadership excellence programs. Nikki lives in Bozeman, MT where she enjoys the blessings of family, friends, and the beauty of the Gallatin Valley.
Janet Duncan | Warren Whitney
Janet Duncan is a director of Warren Whitney with more than 25 years of extensive human resources and compensation management experience focusing on long-term, competitive strategies to attract, retain, and engage top talent and achieve cost management. Janet provides a full range of HR consulting services and strategic solutions and often serves in an interim HR director role for our clients. She holds a national HR certification and Master’s degree in HR.
Samantha Norquist | Forbright Bank
Samantha Norquist is the Chief ESG Officer at Forbright Bank. Ms. Norquist previously served as a Director on the Asset Management team of Alliance Partners (a subsidiary of Forbright Bank) from 2013 to 2021. Prior to joining Alliance Partners, Ms. Norquist was a Certified Public Accountant at Ernst & Young where she focused on the financial services sector. Ms. Norquist holds a Bachelor’s and Master’s degree in Accounting from Southern Methodist University.
Ryan Price | Virginia REALTORS®
Over the past 15 years, Ryan has honed his knowledge of Virginia’s economy and housing market in a variety of roles in the public, private, and non-profit sectors. Ryan’s research focuses on housing market trends in Virginia, and the economic and demographic factors that move the market. Ryan is the Chief Economist for Virginia REALTORS®, Virginia’s largest trade association. Prior to joining Virginia REALTORS®, he served as the President of research consulting firm LSA Planning, as an Urban Planner for the City of Alexandria, as a researcher at the Center for Regional Analysis at George Mason University, and as a Financial Analyst at Freddie Mac. Ryan received a master’s degree in urban and regional planning from Virginia Tech, and a bachelor’s degree in finance from James Madison University.
Robb Rempel | Haberfeld
Robb Rempel, Executive Vice President of Client Services, leads the team of Directors at Haberfeld, including CultivateTM, Organization Development, Referral Strategies, eLearning, and Special Programs. With more than 30 years of experience in the financial services industry and 20 years at Haberfeld, Robb has worked with financial institutions of all sizes as both a Consultant and Account Executive. An experienced facilitator and presenter, Robb is a frequent speaker at state and national association meetings, helping financial institution executives and their teams implement targeted strategies to drive ongoing growth and enhance overall profitability. Robb is a graduate of the University of Nebraska.
Bill Kroll | The Casey Group
In March of 2016 Bill retired as EVP from the American Bankers Association and has been consulting for various companies working with Banks and Credit Unions through The Casey Group LTD, as Managing Director, a Towson based Loan review consulting firm. In addition, he is representing several companies helping Financial Institutions make money or save money. The areas of concentration are Asset generation through VOYA, cyber security and training through Bandura and TechGuard, Identity Theft through Allstate Identity Protection, corporate credit cards through Corserv, Digital Customer lifecycle platform through VIKAR Technologies and CECL solutions through ARCSys.
Previous to working in Washington DC, Bill worked for MBNA, Nations Bank, Legg Mason and Maryland National Bank with combined experience of over 47 years.
Bill received a B.S. in business and economics from the University of Maryland and is a graduate of the Maryland Banking School at the University of Maryland. He served 6 years on the Board of the National Kidney Foundation of Maryland and is co-chair of the MNC alumni association.
Nancy Schneier | Vikar Technologies
Nancy Schneier is Chief Revenue Officer and Co-Founder of Vikar Technologies. Vikar is revolutionizing the banking experience for financial institutions with their One Vikar platform. Vikar offers digital client lifecycle management experiences from the end client to legacy systems across lending, account opening, KYC, financial reviews and more for consumer, commercial and wealth management clients.
Prior to launching Vikar, Nancy started her career in banking and then worked at several consulting firms and Fintechs including Appway, KPMG, Broadridge Financial Solutions, Wolters Kluwer, SS&C and Accenture. Her primary role at these organizations was to leverage technology to transform the financial institution’s business models and processes. Nancy holds a BS in Economics from the University of Pennsylvania, The Wharton School.
Attendee Roster & Exhibit Hall Layout
Click here to see the latest attendee roster.
Click here for the Exhibit Hall Layout
Thank You to Our Sponsors!
Alkami
Chris Spohr, Partner Relations
Email | (408) 706-8801
www.alkami.com
Alkami Technology, Inc. is a leading cloud-based digital banking solutions provider for financial institutions in the United States that enables clients to grow confidently, adapt quickly and build thriving digital communities. Alkami helps clients transform through retail banking and business banking, digital account opening, loan origination, and multi-payment fraud prevention solutions.
BHG Financial
Jim Crawford, EVP, Institutional Sales/BHG Board Member
Email | (315) 415-9511
www.bhgfinancial.com
Since 2001, BHG Financial has originated more than $12 billion in loan solutions to top-quality borrowers, which community banks can purchase via the BHG Loan Hub. To date, over 1,450 bank partners have trusted in this program as a proven source of interest income and diversification for their bank.
Business Finance Group
Rick Frank, President
Email | (703) 352-0504
www.businessfinancegroup.org
Business Finance Group (BFG) promotes job growth, job retention and economic development through participation in the U.S. Small Business Administration 504 Loan Program. BFG, is a non-profit Certified Development Company (CDC), servicing businesses in Maryland, Virginia, Washington, D.C., and West Virginia. They are the largest CDC in the mid-Atlantic region and consistently rank in the top 10% of CDCs in the country by loan volume. Since inception, they have assisted over 3,500 small businesses to assist in financing over $5 billion in projects.
College Ave
Lexy Spikes, Partnership Account Manager
Email | (214) 232-5272
www.collegeavestudentloans.com/partner
The College Ave Student Loan Referral Program allows bank partners to refer customers with private student loan needs to College Ave for lending, disbursement and servicing. In return, partners receive a referral fee. College Ave has multiple student loan products that provide a better student loan experience for your bank and customers.
DCMI Mid-Atlantic, Inc.
Val Riccardi, Principal
Email | (540) 253-2060
www.dcmi-midatlantic.com
DCMI Mid-Atlantic Inc. is a real estate due diligence consulting firm specializing in the comprehensive assessment of existing real estate and new construction. Their services include property condition surveys, environmental assessments, detailed cost analysis, progress monitoring inspections, construction management, and owner representation on commercial, multi-family, single-family residential, and land development projects. DCMI is a WBENC and SWaM-certified Class A Contractor serving national lenders and community banks throughout the Mid-Atlantic region.
DDI Technology, an IAA company
Luke Jumper, ELT Senior Account Executive
Email | (803-490-3210
www.dditechnology.com
DDI Technology provides a complete automotive titling suite for lenders nationwide. Premier eTitleLien® enables your Loan Operations team to streamline processes, improve reporting and manage exceptions within a simple, user-friendly application. DDI Technology can assist you in 50 states from title application to lien release while providing exceptional customer service.
DDI Technology is a VBA Endorsed Provider
Equifax Sales Agent – RA Business Solutions
Amy Cardona, Account Executive
Email | (757) 455-9387
rabsolution.com
Retail Alliance was founded in 1903 as the sole credit bureau in Hampton Roads, Virginia. It has been RA’s mission to serve businesses in the Mid-Atlantic region as trusted advisors. The RA team provides lift by leveraging unparalleled Equifax data to power targeted solutions to mitigate risk, grow loans/deposits, and assist with ever changing compliance needs (CECL etc.).
FHLBank Atlanta
Dan Brenton, Senior Relationship Manager
Email | (404) 888-8547
www.fhlbatl.com
FHLBank Atlanta offers competitively-priced financing, community development grants, and other banking services to help member financial institutions make affordable home mortgages and provide economic development credit to neighborhoods and communities. The Bank’s members—its shareholders and customers—are commercial banks, credit unions, savings institutions, community development financial institutions, and insurance companies located in Alabama, Florida, Georgia, Maryland, North Carolina, South Carolina, Virginia, and the District of Columbia. FHLBank Atlanta is one of 11 district banks in the Federal Home Loan Bank System. Since 1990, the FHLBanks have awarded approximately $7 billion in Affordable Housing Program funds, assisting more than 990,000 households.
Investors Title Insurance Company
Norma Carroll, VP-Multi-State Marketing
Email | (865)384-7846
www.invtitle.com
Investors Title Insurance Company underwrites and supports the issuance of title insurance for owners and mortgagees through a network of agencies throughout the United States. The Virginia Bankers Association partnered with Investors Title for more than 25 years to develop a profitable bank-owned title insurance agency program in Virginia and West Virginia. Through this partnership, owners of title agencies in Virginia and West Virginia have generated over $66 million in non-interest income.
Investors Title is a VBA Endorsed Provider
Virginia Title Center, LLC
(800) 468-5811
www.virginiatitlecenter.com
Bankers Title Shenandoah, LLC
(888) 437-9560
www.bankerstitleshenandoah.com
Bankers Title, LLC
(800) 830-1414
www.bankerstitle.com
West Virginia Bankers Title, LLC
(877) 439-4910
www.titlesinsured.com
VBA Management Services, Inc. provides management for 4 multi-bank owned title insurance agencies. Member banks earn income in the form of dividends based on their share of ownership. Over $68 million has been distributed to owner banks since 1993. The VBA works closely with Investors Title Insurance Company in Chapel Hill, NC, a company committed to the distribution of title insurance through agencies owned by financial institutions. Their dedication to banks and their superior financial ratings have earned the confidence and trust of the VBA and many of its members. With over 28 years experience, the VBA has helped more than 150 banks and six state banker associations become involved in the sale of title insurance.
JUDI.AI
Dave Waller, Vice President of Sales
Email | (512) 633-0388
www.judi.ai.com
Born and incubated inside a fintech lender, JUDI.AI enables community-based financial institutions to provide a fintech-like experience for small business loans. Their platform combines the speed and experience of consumer lending with some of the rigor of commercial lending. The solution combines a superior digital workflow (for improved borrower and staff experiences) and AI-driven decisioning (for better risk management and portfolio performance). JUDI.AI pledges 1% of our equity, revenue, time and product to charities of our customers’ choice.
KlariVis
Kimberly B. Snyder, CPA, CEO & Founder
Email | (540) 685-2559
www.klarivis.com
KlariVis® is a unique and proprietary cloud-based data analytics solution that integrates with core and ancillary systems to transform banks’ data into easy-to-use interactive dashboards. KlariVis provides insight into key performance metrics such as deposit account growth, fee income, loan growth and trends, customer engagement levels, credit quality trends, financial results and more. KlariVis delivers this data seamlessly allowing banks to quickly digest the information and focus attention on strategic decision making that will increase customer engagement and drive revenue.
KlariVis is a VBA Endorsed Provider
Motleys Asset Disposition Group/Richmond Auto Auction/Fortis Foreclosure Services
Mark Motley, President/CEO
Email | (804) 822-3125
www.motleys.com
Motleys employs a best-in-class approach to asset valuation, sales strategy and marketing plan definition, promotion of the assets, and demand creation/offer generation. Asset sales can be accomplished using a variety of structures including traditional brokered sales, accelerated sales, open auctions, or any combination thereof. Using the latest technology to identify and target prospective buyers, Motleys conducts sales via traditional face-to-face meetings or online through timed and/or live simulcast events.
S&P Global Market Intelligence
HD Jacobs, Director of Depository Sales, Strategy & Partnerships
Email | (434) 951-7710
www.spglobal.com
You can’t seize the right opportunities without the right information, and maximum pipeline growth potential requires deep insight into your markets. S&P’s Commercial Prospecting solution helps you efficiently identify lending opportunities with extensive intelligence on commercial real estate (CRE) and commercial and industrial (C&I) loans. Their collaboration with Vertical IQ allows lenders and underwriters to perform informed loan analysis based on key industry trends.
S&P Global Market Intelligence is a VBA Endorsed Provider
SouthState Correspondent Division
Charlie Winborne, Senior Vice President
Email | (704) 607-4737 (C)
southstatecorrespondent.com
SouthState Bank, NA is a southeastern retail bank with over $46 Billion in assets, based in Winter Haven, Florida. Its Correspondent Division was created in 2008 and is based in Atlanta with over eighty-five professionals across the country dedicated to correspondent services. The Team manages over 1000 relationships in 45 states, and as their customers and their communities expand and grow, SouthState is committed to delivering innovative products and services. In addition to Atlanta, Correspondent offices are located in Birmingham, AL; San Francisco, CA; Memphis, TN and Winston-Salem, NC. Additional Business Development offices are located in Dallas, TX; Charlotte, NC; Chicago, IL; and New York, NY. To find out more about the SSB Correspondent Division, loan hedging, international services and their fixed income offerings please contact Charlie Winborne in Charlotte.
Spotts Fain PC
Robert H. Chappell, III, Shareholder and Director
Email | (804) 697-2000
www.spottsfain.com
Spotts Fain is a full-service business law firm conveniently located in downtown Richmond. Businesses throughout Virginia and beyond have turned to Spotts Fain for legal representation and advice since 1988. The firm offers a range of legal services for banks and other financial institutions, including lender representation at closings, bankruptcy representation, commercial foreclosure, commercial litigation, loan workouts, collections, commercial loan transactions, secured transactions, counseling of management in employee matters, intellectual property protection and litigation, and private placements.
Tranzon’s Virginia/Carolinas Team:
Bill Londrey, Partner
Email | (804) 355-2251 (O); (804) 513-0544 (C)
Jeff Stein, Partner
Email | (703) 539-8111 (O); (703) 626-7404
Linda Terry, Partner
Email | (804) 354-9090 (O); (804) 837-1705 (C)
Seth White, Auction Associate
Email | (757) 650-6424
www.tranzon.com
Tranzon is a full-service auction company providing real estate auction and accelerated marketing services, as well as liquidations of businesses and other financial assets for financial institutions, trustees, corporations, individuals, and estates. They are a member of Tranzon, LLC, an elite group of experienced and highly respected auction companies located throughout the United States. Together, member companies comprise one of the leading real estate auction organizations in the nation, with more than 30 offices from coast to coast. Tranzon has conducted auctions in 47 states and the District of Columbia and has collectively sold multiple Billions in assets.
Virginia Housing
Toni Ostrowski, Managing Director of Homeownership
Email | (804) 343-5982
www.virginiahousing.com
By investing in the power of home, Virginia Housing transforms where and how thousands of Virginians live and thrive, strengthening communities and the economy. Virginia Housing is celebrating its 50th year of working in partnership with the public and private sectors to help Virginians attain quality, affordable housing. While receiving no state taxpayer dollars, Virginia Housing raises money in capital markets to provide mortgages to first-time homebuyers, invest in developments and innovations in affordable housing, and make homes for people with disabilities and older Virginians more livable. Virginia Housing is committed to diversity, equity and inclusion among its associates, customers and affordable housing partners.
VBA Event & Cancellation Policies
By registering for this event, you are agreeing to the VBA Event Policies.
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 Kristen Reid with any details.