Commercial Lending School

In-Person Gail Queen

Virginia Bankers Association
4490 Cox Road
Glen Allen, VA 23060

While “relationship-based” lending is one of the foundations of community banking, today’s economic environment demands a complete understanding of your borrower’s repayment capacity. This course focuses on the fundamental concepts that lenders must understand when underwriting commercial loan requests.

Register Now!

Agenda & Speakers

The following topics will be addressed:

  • Identifying and calculating cash flow from tax returns;
  • Financial ratios and cash flow analysis using income statement and balance sheet information;
  • Evaluating personal financial statements – what matters, what doesn’t;
  • Detailed analysis of lines of credit and asset conversion, to better understand accounts receivables, inventory and the cash cycle.
  • Identifying problem loan red flags and solutions.
  • Understanding the borrower, and performing appropriate due diligence.
  • Loan approvals and credit memo content. 

In his banking career which spans 40 years, John Cochran has served in various lending and senior management positions including President and CEO of a community bank. John established Cochran Associates LLC in 2000 to provide lender training and loan review and consulting services. He has done extensive consulting with the boards of directors of troubled financial institutions.

To date, he has presented lending seminars for many state bank associations and annually participates in several commercial lending schools as a principal instructor or sole presenter. John was also on the faculty of the Pacific Coast Banking School where he presented a series of lectures on Credit Risk Management. When their schedules permit, John and his wife Pam enjoy camping, canoeing and fly-fishing Missouri’s trout streams.

Registration Fees


Date Price
Through March 17, 2020 $695
March 18 – April 7, 2020 $725
April 8 – 29, 2020 $755


Date Price
Through March 17, 2020 $1195
March 18 – April 7, 2020 $1225
April 8 – April 29, 2020 $1255

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 & Americans with Disabilities Notice

If you have special needs that may affect your participation in this event, please contact Gail Queen to discuss accommodations.

Inclement Weather

In case of inclement weather, please check the VBA Event Hotline for updates on the status of VBA events. 

Hotline Number (804) 819-4739

Hotel Information

Hyatt Place Richmond-Innsbrook
4100 Cox Road | Glen Allen, VA 23060

The VBA has reserved a block of rooms at the Hyatt Place Richmond-Innsbrook for $124.00 plus taxes/fees.  In order to take advantage of this reduced rate, reservations must be made by March 27, 2020.  Reservations can be made online here.


View sponsorship an exhibiting opportunities here.  Contact Amy Binns to learn more.