Consumer and Commercial Lending Skills

Consumer and Commercial Lending Skills

Length: 2 Days

Course Goals

This course gives participants the skills and self-confidence to explain the bank’s consumer and small business loan products. They learn to understand basic financial information from financial statements, tax returns and personal financial statements. They are taught the elements that go into a consumer and small business underwriting decision but are not trained to do the underwriting themselves. They learn the circumstances under which exceptions to policy are made. They are trained to effectively communicate the credit decision (including declines and counteroffers) and cross-sell other appropriate bank products and services.

Course Objectives

Upon completion of the course participants will be able to:

  • Interview the client/prospect to uncover both consumer and small business lending needs.
  • Read and evaluate a credit report
  • Read and evaluate personal financial statements
  • Calculate basic debt service ratios
  • Explain different corporate structures and tax returns including: C Corporations, S Corporations, Partnerships, and Sole Proprietorships
  • Identify the information the bank needs from the customer to support the loan application and explain why the items are requested
  • Describe how a consumer loan is structured
  • Describe the different small business loan products, including lines of credit and term debt
  • Identify primary and secondary sources of repayment on both consumer and small business loans
  • Make the case for an exception to policy
  • Discuss the 5C’s of credit
  • Identify the documentation required to book both a consumer and small business loan
  • Communicate the credit decision (including declines and counteroffers) and effectively cross-sell other appropriate products and services


The FTG approach is to customize all materials and case studies to reflect the lending environment actually experienced by the participant. Classroom lecture and discussion is supplemented by group exercise and role-play to keep the course both fast paced and interesting.

Who Should Attend?

This course is appropriate for anyone who works in a branch setting or in retail banking including: Branch Managers, Assistant Branch Managers, Small Business Lenders, Relationship Managers, and Portfolio Managers.