Tennessee Bankers

The Southeastern School of Commercial Lending I & II

May 24-28: TBA Barrett Training Center, Nashville or Online

Early Registration Deadlines

  • Year 1 in-person with housing
    May 3, 2021
  • Year 1 virtual without housing
    May 3, 2021
  • Year 2 in-person with housing
    May 3, 2021
  • Year 2 virtual without housing
    May 3, 2021

The Southeastern School of Commercial Lending I & II offer over 60 hours of combined commercial lending curriculum. Beginning with students enrolling for TSSCL I in 2020, the two schools will be combining into a two-year curriculum held concurrently over one week in May. The commercial lending curriculum addresses all aspects of business operations for various types of companies. Special emphasis is placed on understanding operating cycles and how bankers meet the ever changing financial needs of commercial customers through effective relationship banking. The commercial lending curriculum also demonstrates how bankers can understand and evaluate company’s management by analyzing key financial trends. The advanced commercial curriculum focuses on issues related to advanced cash flow, loan structuring, commercial real estate lending and new approaches to predicting portfolio credit performance and managing loan portfolio risk. Both the commercial and advanced commercial schools incorporate classroom lectures as well as case studies.

Recommendations for attendance include at least one year of commercial lending experience or five years general banking experience in addition to prescribed American Bankers Association or college course prerequisites. The school is sponsored by the Tennessee Bankers Association in cooperation with the Alabama, Georgia, Louisiana and Mississippi banking associations.




  • The External Environment focuses on the business of banking and presents a framework for analyzing a commercial loan,
  • the operation of the economy, and more.
  • Understanding the Borrower’s Business examines how a business operates focusing on the operating, fixed asset, profit, life,
  • and cash cycles.
  • Understanding the Borrower’s Competitive Position introduces the concepts of business strategy and competitive strategy, including the primary determinants of competitive strategy and tools to evaluate implementation.
  • Evaluating Management examines the key elements of management and introduces approaches to assess the quality of borrower
  • management.
  • Assessing Borrower Financial Performance introduces tools to evaluate borrower performance.
  • Projecting Future Performance focuses on quantifying the borrower’s ability to make future payments based on past financial
  • performance.
  • Loan Structure and Support examines the appropriate loan structure to meet various financing needs.
  • Responsible Commercial Real Estate Lending emphasizes on the underwriting, structuring, and monitoring of owner-occupied, income property and acquisition/ development, and construction real estate loans.
  • Effective Relationship Management focuses on developing and managing profitable customer relationships.
  • Identifying and Managing Problem Loans outlines the elements of a successful rehabilitation and introduces a framework for
  • evaluating the rehabilitation and liquidation options, and how to manage a bankruptcy.
  • Establishing Credit Discipline outlines establishing credit discipline in a bank.


  • Commercial Real Estate Lending focuses on the state of CRE (Commercial Real Estate) industry, the techniques used to analyze, finance, and structure real estate transactions, and the current regulatory environment. The course commences with an overview of the principles of property valuation, and quickly moves into coverage of multifamily, office, retail, industrial, and hotel underwriting and lending.
  • Managing Liquidity and Capital Planning reviews the capital concerns of today’s commercial borrowers and reviews those concerns from the perspective of the customer as well as that of the commercial bank.  
  • Cash Flow Analysis and Loan Structure focuses on the key elements of the borrower’s cash flow and relate these elements to the requirements of safe and sound loan structure.
  • Portfolio Profitability and Credit Performance will help in understanding the bank’s risk appetite and risk tolerance, three deadly sins of credit risk management, the importance of the “Do Right Rule” and current issues in commercial lending.
  • Commercial Customer Sales and Relationship Management focuses on the commercial lender as a financial concierge and the lender’s role in addressing commercial borrowing needs as well as those products and services to help the borrower’s operations while also generating fee income for the bank.



John Barrickman, President, New Horizons Financial Group, Amelia Island, Fla.
John Cochran, Principal and Trainer, Cochran Associates, LLC, Jefferson City, Mo.
Michael Hendren, Senior Credit Officer, Pinnacle Bank, Nashville
Mark Faircloth, Owner, Faircloth Performance Partner, Opelika, Ala.
Wayne Kelly, Lecturer/Financial Consultant, Hattiesburg, Miss.


Admission/ Prerequisites 

Potential candidates are career financial industry employees in higher-ranking staff or junior- to mid-management positions. Applicants to The Southeastern School of Commercial Lending I & II need a working knowledge and understanding of basic banking terms, concepts, and processes. Applicants should have a college degree and two years’ banking experience or a high school diploma and five years’ banking experience. In addition, the school requires the completion of either ABA or college courses in Accounting, Analyzing Financial Statements and Economics. Applicants may substitute documented work experience; or in-bank training programs; attendance at TBA’s Essentials of Commercial Lending or Basic Consumer Underwriting workshops: or completion of schools such as The Southeastern School of Banking, The Southeastern School of Consumer Lending or other state-sponsored banking schools for portions of the required course work.  This should be submitted in writing from either the nominating officer or CEO must accompany your application. The schools admissions committee has final approval of all applicants.

Students must complete a pre-test as well as some pre-school case-study work prior to arrival and bring all materials to class on Monday, May 24.

Participation in TBA programs is limited to members, associate members, and nonmembers from an eligible membership category at applicable member or non- member rates.

This institution does not discriminate with regard to race, religion, gender, or age.

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 regarding any special needs at least 10 days before the program. We will contact you to discuss accommodations.


Graduation Requirements 

To graduate from TSSCL, students must have a composite score of 70 or above based on the scoring system. In addition, attendance at all TSSCL classes is mandatory.

TSSCL I Final Exam: 25%
TSSCL II Final Exam: 25%
Completion of Home Study Problem: 10%
Completion of Two Bank Projects: 30%
Faculty and Board Evaluation: 10%


Tuition and Housing

Tuition covers instructional materials, housing, breakfast, lunch, and refreshment breaks, while evening meals are on your own.

The TBA offers a discounted tuition for early applicants. To qualify for the discount, TBA must receive these applications no later than May 3, 2021. After May 3, standard tuition applies. Due to pre-school requirements TBA cannot accept applications after May 10. Payment-in-full is required with the application. Discounted tuition deadline is May 3, 2021. Applicants will be notified of acceptance into the school after the May 3 deadline. Applicants withdrawing after May 3 but before May 10 will be refunded all fees except a $250 cancellation fee. There is no refund, with the exception of documented extenuating circumstances, if an applicant withdraws after May 10 or fails to attend the school. Substitutions are welcome. Refund requests must be submitted in writing to the TBA.

Students will reside at the Hyatt Place Nashville Downtown (301 3rd Ave S, Nashville, TN 37201), close to local restaurants and attractions. If attending in-person, tuition includes the cost of housing in double rooms. Students will stay in double rooms, and roommates are assigned by school administrators unless a preference is noted on the application. If a student wants a single room, an additional fee of $800 applies and depends upon availability. Through May 3, single rooms are available for an additional $800 fee. After May 3, the fee increases to $850 and depends upon availability. If attending virtually, housing is not required.


Continuing Education Credit

Graduates in-person or attending virtually qualify for 80 hours of Continuing Professional Education (CPE) credit in the area of specialized knowledge and MUST be sure to sign in and out on the CPE attendance tracking sheet in order to receive credit. Virtual attendees MUST completely fill out and return the CPE tracking sheet with all code words given during the event in order to receive credit. *Virtual attendees may qualify for fewer CPE credit hours than those attending in-person due to some sessions being pre-recorded.

In accordance with the standards of the National Registry of Continuing Professional Education (CPE) Sponsors, CPE credits have been granted based on a 50-minute hour.

Tennessee Bankers Association is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors (150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417). Visit their website at www.nasba.org.

For additional continuing education information, administrative policies or complaints, call the TBA education department at 615-244-4871 or 800-964-5525.


Social Distancing and Virtual Learning

TBA will follow guidance issued by the CDC, Tennessee Department of Health and any applicable federal or regulatory requirements in place at the time of this program. In addition to these precautions for students attending the school in-person, this program is also available to attend via virtual participation. TBA’s Virtual Live Training option allows for one participant per paid registration. The paid registration gives access to program resources for effective learning. If additional attendees would like access to the program resources (including but not limited to online link/connection, program manuals, and interaction with the facilitator/speaker) an additional paid registration is required. We appreciate your assistance in ensuring that each event participant is registered with TBA and all applicable fees are paid. This will help our organization continue to provide exceptional resources to its members. CPEs and attendance records are kept for all programs. In order to receive documentation for completion of TBA programming, participants must be registered and complete the interactive activities during the Virtual Live program. For more information on virtual attendance or TBA’s procedures for social distancing and sanitization, contact Monique White at mwhite@TNBankers.org.


Program Fees

Year 1 in-person with housing

TBA Members / Associate MembersNonmembers
Early Registration $1900$2100
Early registration deadline is May 3, 2021
Registration $2100$2300

Year 1 virtual without housing

TBA Members / Associate MembersNonmembers
Early Registration $1600$1800
Early registration deadline is May 3, 2021
Registration $1800$2000

Year 2 in-person with housing

TBA Members / Associate MembersNonmembers
Early Registration $1900$2100
Early registration deadline is May 3, 2021
Registration $2100$2300

Year 2 virtual without housing

TBA Members / Associate MembersNonmembers
Early Registration $1600$1800
Early registration deadline is May 3, 2021
Registration $1800$2000

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

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