After completing this training, participants should be able to:

• Develop conversational knowledge of the business, financial and credit issues facing the small business owner and thus differentiate themselves from other lenders in the market
• Improve credit acumen designed to foster better communication with internal credit risk partners
• Use helpful tools for understanding how small businesses perform, leading to a more effective and efficient calling effort 
• Present bank products and services fitting the specific needs of the small business owner

After completing this training, participants should be able to:

• Discern between viable credit candidates and those that are at present unqualified, using credit underwriting parameters acceptable to the bank
• Analyze and structure existing and proposed credit arrangements to create a viable win-win solution for the bank and the client
• Conduct intelligent business conversations with clients/prospects
• Provide guidance regarding non-credit products and services to assist clients in achieving their business and financial goals

After completing this training, participants should be able to:

• Demonstrate a knowledge of key individual tax forms and schedules 
• Explain why tax return adjusted gross income is not a good representation of cash flow
• Identify information in the tax return vital to cash flow analysis 
• Convert tax return items of income or loss into a cash flow equivalent, and determine if items have recurring cash flow effects
• Identify interrelationships of borrower’s various financial activities as presented on a tax return
• Use a worksheet to quickly convert tax return line items into an accurate cash flow statement
• Explain tax implications of pass-through entity businesses
• Evaluate resources available to service debt from analysis of individual tax returns and personal financial statements

After completing this training, participants should be able to:

• Demonstrate a knowledge of more complex tax issues and how they impact cash flow, including realization of capital gains/losses, installment sales, like-kind exchanges, and LLC/Partnership contributions and distributions
• Explain tax implications of pass-through entity businesses and what drives business entity choice
• Identify information in a business tax return vital to cash flow 
• Explain the concept of global cash flow – how to decipher cash flows between individuals and related entities
• Construct and analyze cash flow from individual and business tax returns and financial statements, using cash flow worksheets
• Evaluate global resources available to service debt from analysis of the individual and business tax returns and financial statements.

After completing this training, participants should be able to:

• Identify documents needed to construct a global cash flow statement
• Explain key concepts regarding how to construct a cash flow statement from an individual tax return
• Explain key concepts regarding how to construct a cash flow statement from a corporate tax return
• Construct and analyze global cash flow for related entities through the use of a case study illustrating cash flow movements between related companies and their common owners
• Use a global cash flow statement to determine the borrower’s ability to service the debt

After completing this training, participants should be able to:

• Analyze the capacity of the individual to generate recurring cash flows.
• Determine the true value of the individual’s assets and liabilities supporting the credit.