Tennessee Bankers

The Southeastern School of Advanced Commercial Lending

February 18, 19 & 20: TBA Barrett Training Center

Early Registration Deadline: January 28, 2019

Click here for a PDF of the school application.


The Southeastern School of Advanced Commercial Lending (TSSACL) provides you a solid foundation on which to build your banking career. Graduates develop the skills that will bring them success in upper-level management positions and forge networks that will serve you throughout your career.

This school’s curriculum will benefit commercial lenders, relationship managers, portfolio managers, senior credit managers, and others who work on growing the bank’s loan portfolio profitably and better managing portfolio credit risk. John Barrickman, president of New Horizons Financial Group, LLC, and the author of the ABA commercial loan curriculum; John Cochran, principal consultant of Cochran Associates LLC; and Michael E. Hendren, real estate senior credit officer with Pinnacle Financial Partners, are the instructors.

TSSACL focuses on advanced cash flow and loan structure, commercial real estate lending, and new approaches to predicting portfolio credit performance and managing portfolio credit risk.

Established in 1994 and celebrating its 25th year, TSSACL is a part of the highly respected group of Southeastern Schools sponsored by the Tennessee Bankers Association in conjunction with the Georgia, Louisiana, and Mississippi bankers associations.

Invest in your bank’s future by enrolling in this year’s session.



Day One
Monday, February 18: 8:30 a.m.–5 p.m.
Cash flow analysis and loan structure

  • Working capital concepts
  • Approaches to understand cash flow
  • Priorities for the business owner’s use of cash
  • Global cash flow analysis
  • The determinants of loan structure
  • Common loan structure questions and lender mistakes
  • Commercial loan agreement theory and covenants
  • Cash studies

Day Two
Tuesday, February 19: 8 a.m.–5 p.m.

Commercial real estate lending—financing income producing properties 

  • A retrospective/lessons learned
  • Market fundamentals
  • Underwriting economics and attributes by property type
  • Capitalization rates
  • Regulatory environment

Day Three
Wednesday, February 20: 8 a.m.–3 p.m.

Improving Loan Officer Portfolio Profitability and Credit Performance

  • Understanding the bank’s risk appetite and risk tolerance
  • Assessing the bank’s vulnerability to the Three Deadly Sins of Credit Risk Management
  • The importance of the Do Right Rule
  • Creating a compelling value proposition
  • Pricing for risk
  • Positioning the lender as a trusted advisor
  • Turning costs into benefits
  • Avoiding key lender underwriting and portfolio management mistakes

Current Issues in Commercial Lending

  • Regulatory Concerns
  • Key questions lenders should be posing to borrowers today
  • Assessing the impact of rising interest rates
  • Importance of liquidity and capital
  • Revisions to HVCRE
  • Pending phase out of LIBOR
  • Issues with EBITDA and alternative approaches e.g. Funded Debt/EBITDA and Debt Yield
  • Covariance and Contagion
  • Identifying potential problem types of lending, industries and borrowers



Due to the advanced level of the school, admission is restricted to those who have a minimum of three years of commercial lending experience or are graduates of The Southeastern School of Commercial Lending or other comparable lending school and currently are responsible for or interested in assuming responsibility for portfolio and risk management.



Tuition includes instruction, classroom materials, morning and afternoon refreshments, lunches, and student reception on Monday night. Tuition does NOT cover housing. TBA offers a discounted tuition for applications received by the close of business on January 28, 2019. After January 28, standard tuition applies.

Payment-in-full is required with this application. Cost of housing is not included in the tuition. Any applicant withdrawing after the January 28 discounted tuition deadline but before February 4 will be refunded all fees except a $150 cancellation fee. There is no refund, with the exception of extenuating circumstances, if a registrant withdraws after February 4 or fails to attend the school. Refund requests must be submitted in writing to TBA.



Continuing Education Credit:

21 hours CPE credit

This program has not been pre-approved for ICB CE credits. Attendants who require ICB credits should go to http://www.aba.com/Training/ICB/Pages/default.aspx for further instructions.


Program Fees

TBA Members / Associate MembersNonmembers
Early Registration $1200$1400
Early registration deadline is January 28, 2019
Registration $1400$1600

TBA Contact

Monique White - mwhite@TNBankers.org
Director of Education
Tennessee Bankers Association
211 Athens Way, Ste 100 • Nashville, TN 37228-1381
800/964-5525 or 615/244-4871 or www.TNBankers.org

Register for The Southeastern School of Advanced Commercial Lending

1: Select a Date/Location

Special Needs: If you have a special need that may affect your participation in this program, or special dietary requests, please send TBA a statement detailing your needs at least 10 days before the program. We will contact you to discuss accommodations.

2: Enter Attendees

Entered Attendee

  • No Attendee

Add an Attendee

* Required Fields

  • First Name *
  • Middle Initial
  • Last Name *
  • Suffix
  • Nickname
  • Job Title
  • Email Address *
  • SSN (last four digits) *
  • Bank or Company *
  • Branch City *
  • Type of Attendee *

3: Add to Cart