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Course Descriptions
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NAGGL has developed three groups of SBA lending training courses – Fundamental, Advanced, and Feature – to provide SBA lending professionals with opportunities for growth and success within the industry.

Fundamental

Understanding the SOP 50 10
This two-day foundational course explores all critical 7(a) program requirements to help you properly originate 7(a) guaranteed loans.

On the Agenda
• Introduction to SOP 50 10
• 7(a) Program Background/Authorities
• SBA Lender Responsibilities
• Program Parameters
• SBA Loan Eligibility
• Credit Standards
• Loan Authorization
• Processing and Disbursement

Fundamentals of SBA Credit Underwriting
This two-day course uses case studies to walk-through credit underwriting ‘the SBA way’ and explore ratio analysis, analyzing projections, determining repayment ability, preparing the credit memo, and more. SBA now mandates debt service coverage ratios and the agency’s focus on lenders' underwriting practices remains strong. Learn the potential pitfalls that can put your SBA guaranty at risk.

On the Agenda    
• Evaluating the Loan Request
• Analyzing Financial Statements
• Assessing Projections
• Analyzing Global Cash Flow
• Assessing Working Capital Adequacy
• Preparing the Pro Forma Balance Sheet
• Evaluating Management, Collateral
• Writing the Loan Report
• Avoiding Common Errors

Closing and Funding the SBA Loan
A two-day course designed for anyone who prepares loan closing documents and coordinates key participants and events during loan closing.

On the Agenda
• SBA 7(a) Basics
• Review of Loan Authorization
• Lender Unilateral Authority
• Loan Authorization Boilerplate Fundamentals
• Due Diligence
• Loan Documentation and Closing

Suggested Prerequisite: Understanding the SOP 50 10

SBA Loan Servicing and Liquidation
A two-day course for those responsible for managing their institution’s SBA loan portfolio’s servicing and liquidation processes in accordance with the 7(a) Servicing & Liquidation SOP 50 57.

On the Agenda
• Definitions
• Lender Performance Standards
• Loan Servicing
• Loan Liquidation
• Workouts
• Litigation
• Offers in Compromise
• Charge-Off and Wrap-Up Procedures
• Guaranty Purchases

How to Get SBA to Honor Its Guaranty
SBA only honors its loan guaranty if the lender can document that it “made, closed, serviced and liquidated the loan in accordance with SBA Loan Program Requirements and prudent lending practices”.  This one-day course provides guidance on the mechanics of the purchase process including requirements related to completion and submission of CPC Tabs, Purchase Tabs and Charge-off Tabs, and  demystifies the new mandate that lenders “resolve” loans within 24 months of SBA’s purchase—or risk forfeiting the guaranty.  Since protecting the guaranty starts during loan origination and continues through the purchase process, this course also shares tips for avoiding common deficiencies that result in repairs or denials of liability, making this a “must-take” course for every 7(a) lender.

On the Agenda
• SBA’s Guaranty Purchase Philosophy
• When and How to Properly Request Purchase
• Understanding the SBA 10 Tab Purchase System
• Common Denial of Liability Reasons
• SBA’s Purchase Review Process
• How to Handle Proposed Repairs and Denials of Liability
• Care and Preservation of Collateral (CPC) Tabs
• Lenders’ Post-Purchase Responsibilities

Advanced

Advanced SOP 50 10 Training
This one-day course uses ‘real-life’ advanced case studies to help lenders understand, apply, and document complex SOP 50 10 requirements.

On the Agenda
• Lender Ethics Issues
• Size and Affiliation
• Franchise Lending/Using Franchise Registry 
• Recognizing Ineligible Passive Businesses
• EPC/OC Structure Idiosyncrasies
• Debt Refinancing
• Changes of Ownership
• New Credit Standards
• New Collateral Standards
• Tips on Protecting Your Guaranty

Suggested Prerequisite: NAGGL strongly suggests that only students that have recently completed NAGGL’s two-day course, Understanding the SOP 50 10, attend the advanced course, which presumes an advanced knowledge of the 50 10

Advanced Cash Flow Analysis
This one-day course uses case studies to demonstrate higher-level analyses in evaluating cash management, including a global cash flow model, uniform cash flow analysis, and evaluating leverage, among others.

On the Agenda
• Brief Review of Basic Financial Analysis
• Understanding Global Cash Flow
• Uniform Cash Flow Model (UCA)
• Leverage from a Different Perspective

Suggested Prerequisite: Fundamentals of SBA Credit Underwriting or at least 2 years SBA underwriting experience

Advanced SBA Loan Documentation and Closing
This two-day course helps lenders in ensuring the documents that they assemble comply with the SOPs, the 7(a) Loan Authorization, and support commercially reasonable and prudent lending practices.

On the Agenda
• Key Loan Closing Issues
• Proper Searches
• Third Parties
• Loan Modifications
• Franchises

Suggested Prerequisites: Understanding the SOP 50 10, Closing and Funding the SBA Loan

Advanced SBA Loan Servicing and Liquidation
This two-day course provides practical guidance on meeting regulatory and policy requirements found in the 7(a) Servicing & Liquidation SOP 50 57, including proper loan servicing, reclassifying loan as 'in liquidation status', accurately completing the liquidation process, considering workouts and offers in compromise. This course relies heavily on case scenarios based on real-life liquidation situations.

On the Agenda
• Loan Servicing
• Secondary Market Limitations
• ‘Last Chance’ Loan Servicing (Workouts)
• Loan Liquidation 
• Offers in Compromise
• Guaranty Purchase Process
• Post-Purchase Activities (Wrap-Up/Charge-Offs, Referrals to Treasury, Referrals to OIG)

Suggested Prerequisite: SBA Loan Servicing and Liquidation

Feature

Mechanics of the SBA 7(a) Secondary Market
A one-day course that explains the big picture of how the SBA 7(a) secondary market works: who the buyers are, what drives the prices received, what fees go to which parties, and other basics. You'll learn the nuts and bolts of the sale process, including pre-sale topics, the actual sale process, and post-sale issues.

SBA 1502 Reporting
A one-day course for support personnel who service SBA loans and report the status of their institution’s portfolio to SBA’s Fiscal Transfer Agent (FTA).

On the Agenda
• Processing Cycle and Timing Issues
• Introduction to SBA Form 1502
• Ongoing Servicing Fee
• Special Handling Reporting
• Loan Exceptions and Discrepancies
• 1502 Related Servicing Actions
• Payment Adjustments
• Data Exchange

SBA Construction Lending
This one-day course addresses special requirements related to construction lending and risk management.

On the Agenda
• Construction Requirements
• Construction Risk Management
• Performance and Payment Bonds
• Contracts, Budgets and Supporting Documentation
• Construction Loan Documents and Processing
• Disbursements and Close Out

Suggested Prerequisites: Understanding the SOP 50 10, Closing and Funding the SBA Loan

SBA Express Lending
Discover (or rediscover!) the SBA Express loan program. This one-day course provides a comprehensive look at the SBA Express program, as well as a brief overview of SBA’s special initiatives.

On the Agenda
• 7(a) Delivery Methods
• SBA Express Basics
• Becoming an SBA Express Program Lender
• SBA Express Eligibility and Credit Criteria
• SBA Express Processing
• SBA Express Servicing and Liquidation
• SBA Express Guaranty Purchase Process
• Brief Discussion of SBA’s Special Initiatives

Understanding Lender Oversight and the Review Process
This one-day course provides an overview and refresher on SBA’s risk-based lender oversight processes and practices, and ultimately, how to avoid being cited for ‘exceptions’ and ‘findings’ by SBA examiners. It is important for all SBA lenders to know the issues commonly unearthed during onsite reviews since review findings mirror common reasons for repairs and denials of guarantee purchase requests. You’ll gain insight into the review process, learn practical tips for preparing for an onsite review, and get advice on avoiding common ‘gotchas’ when dealing with SBA reviews and purchases.

On the Agenda
• SBA’s Loan Program Organizational Structure
• Types of Monitoring and Reviews
• Onsite Review Process
• Common Onsite Review Findings
• High Profile Lender Oversight Issues
• Tips for Avoiding Oversight Problems
• Lender Oversight Fees

Establishing Internal Policies and Procedures for SBA Lending
This half-day course explores the absolute necessity of having comprehensive written lending policies for your SBA department and get suggestions for writing internal guidance that will satisfy all of SBA's requirements – while being “commercially reasonable and prudent".

On the Agenda
• Need for SBA Policy and Procedures Manual
• General Components of Manual
• Common Weaknesses and Deficiencies
• Tips for Effective Writing
• Periodic Review and Updates of Manual

Explore the CAPLines Programs
If you’ve ever wished that SBA had a reasonable vehicle for providing line-of-credit financing in larger amounts (up to $5 million), your wish has been granted. This half-day course introduces the CAPLines requirements and policies as reflected in SOP 50 10 5, then provides a closer look at the Working Capital CAPLines and Contract CAPLines programs. Actual scenarios and examples illustrate how these programs provide innovative ways to meet the capital needs of small businesses during these interesting economic times.

On the Agenda
• How CAPLines is covered in the SOP 50 10 5
• Overview of Current CAPLines Requirements
• Comprehensive Discussion of Working Capital CAPLines
• Overview of Key Elements of Contract CAPLines

Get Acquainted with SBA 7(a) Lending
A mini-course that introduces the SBA 7(a) loan program and its core requirements to new lenders that are entering this market, those not familiar with 7(a) lending, or current SBA lenders that need a refresher.

On the Agenda
• Background and Program Authorities
• SBA Loan Programs and Processes
• 7(a) Lending Parameters
• Eligibility Criteria – Business and Personal
• Eligible Uses of Proceeds
• Loan Closing
• Servicing and Liquidation Requirements
• SBA Lender Oversight

*Suggested prerequisites are provided to help select courses that build upon previous learning. While these are not mandatory, experience has shown that participants benefit more from the course if they have previously completed the suggested prerequisite(s).

Descriptions updated on June 22, 2016.

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