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Renaissance Nashville Hotel, Nashville } 2011 { Renaissance Nashville Hotel, Nashville } Adams Amos Edge Hendren Meyerrose Ruff n Sullivan Tutterow Wesbury Zuercher February 10 & 11, 2011 AGENDA-AT-A-GLANCE CRNH = RenaissanceRE NashvilleDI Hotel T CONFNCC = Nashville ConventionERE CenterN CE Thursday, February 10 8:00 am Registration/Continental Breakfast - NCC Foyer - Level 2 8:45 am General Session - NCC Ballroom 204-5 - Level 2 Call to Order/Opening Remarks - Goehring 9:00 am On the Economic Climate: National Trends and Their Local Implications - Tutterow Sponsored by Bradley Arant Boult Cummings, LLP, Nashville 10:30 am Break - NCC Foyer - Level 2 10:45 am Real Estate Underwriting Requirements in the New Economy – Everything Old Is New Again - Hendren Noon Lunch - RNH Ballroom 12:45- Luncheon Speaker - RNH Ballroom 1:30 pm The Wolf Pack Strategy for Bankers! - Adams 1:45- Concurrent Workshops 3:00 pm Workshop 1 - RNH Music City Meeting Room - Level 2 CRE and Managing Credit Risk in the New Normal - Ruffin Workshop 2 - RNH Ryman Meeting Room - Level 3 You Gotta Know When to Hold Em, Know When to Fold Em, and Know When to Fight: Communicating with Regulators - Edge/Panelists Workshop 3 - RNH Fisk Meeting Room - Level 2 Leading Your Lending Personnel in a Constantly Changing Environment—Challenges and Opportunities - Meyerrose 3:00 pm Break - RNH - Level 2 and Level 3 Foyers 3:15- Repeat Workshops 1 and 2 4:30 pm Workshop 4 - Replaces Workshop 3 - RNH Fisk Meeting Room - Level 2 Know Your Customers, Know Your Market – How to Make a Sale When No One Wants to be Sold - Sullivan 5:00- Reception - RNH Ballroom 6:00 pm Sponsored by Financial PSI, Nashville Friday, February 11 7:30 am Continental Breakfast - NCC Foyer - Level 2 8:30 am General Session - NCC Ballroom 204-5 - Level 2 Call to Order - Goehring 8:45 am State and Federal Legislative Update - Amos 9:15 am It’s Still Not as Bad as You Think - Wesbury 10:30 am Break - NCC Foyer - Level 2 10:45 am What to Do When a Loan Goes South…for a Winner - Zuercher 11:45 am Conference Adjourns THANK YOU TO OUR SPONSORS February 10, Speaker Roger C. Tutterow, PhD – Bradley Arant Boult Cummings LLP, Nashville February 10, Reception – Financial PSI, Nashville 2010-2011 CREDIT COMMITTEE Chairman: Kirk Goehring, Senior Vice President, First South Bank, Jackson Michael Ayer, Senior Credit Policy Officer, First Farmers and Merchants Bank, Columbia Scott Bagwell, Executive Vice President/Chief Lending Officer, Commerce Union Bank, Springfield Kirk Bill Beard, President/CEO, Citizens Bank, New Tazewell Goehring C. Richard Bobo, Executive Vice President/Chief Credit Of- ficer, American Security Bank and Trust Company, Hendersonville Carl B. Campbell, Senior Vice President/Chief Credit Officer, Community First Bank & Trust, Columbia Joe Carter, President, Citizens Bank, Lafayette Katie Edge, Member, Miller & Martin, PLLC, Nashville Emily Gray, Senior Vice President/Senior Credit Officer, The Hardin County Bank, Savannah Dickie Heathcott, Partner, Crowe Horwath, LLP, Brentwood Charles E. Hooks, Chief Credit Officer, First Federal Savings Bank, Clarksville Beverly Horner, Member, KraftCPAs, PLLC, Columbia Thomas J. Kern, Vice President/Relationship Manager/Commercial Lender, Civic Bank & Trust, Nashville John C. McDearman, III, Executive Vice President, Wilson Bank & Trust, Lebanon Jim Rieniets, President/CEO, InsBank, Nashville Rick Sample, City President, Home Banking Company, Savannah Mike Sarvis, President/CEO, Cohutta Banking Company, Chattanooga Brent Scott, CPA, CIA, Owner, Scott Consulting, PLLC, Jackson John Walker, Vice President, Franklin Synergy Bank, Franklin Paul S. Watson, Executive Vice President/Chief Lending Officer, Heritage Bank & Trust, Columbia Timothy E. Wilson, Executive Vice President, The Bank of Jackson, Jackson WHO SHOULD ATTEND This program is designed for executive and senior management, com- mercial loan officers, and loan support personnel. AGENDA RNH = Renaissance Nashville Hotel NCC = Nashville Convention Center Thursday, February 10 8:00 am Registration/Continental Breakfast - NCC Foyer - Level 2 8:45 am General Session - NCC Ballroom 204-5 - Level 2 Call to Order/Opening Remarks Kirk Goehring, Chairman, TBA Credit Committee, and Senior Vice President, First South Bank, Jackson 9:00 am On the Economic Climate: National Trends and Their Local Implications Roger C. Tutterow, PhD, Professor of Economics, Mercer University, Atlanta, GA Sponsored by Bradley Arant Boult Cummings, LLP, Nashville Tutterow will present an analysis of the economic environment with special emphasis on the performance of the Southeast region, the state of Tennessee, and the local communities that we serve. 10:30 am Break - NCC Foyer - Level 2 10:45 am Real Estate Underwriting Requirements in the New Economy – Everything Old Is New Again Michael E. Hendren, Real Estate Senior Credit Officer, Pinnacle Financial Partners, Nashville, TN As lenders, analysts, pundits, and regulatory authorities ponder whether commercial real estate will be the next shoe to drop, the banking industry finds itself stressed by troubled real estate loans and asking the question so often posed by Ricky Ricardo to his wife Lucy, “What happened?” In this session, Hendren will remind you that fundamentals matter and that real estate lending is first and foremost a risk underwriting enterprise. Based on his 25 years as a real estate lender, Hendren will cover key aspects of underwriting, both the project and the sponsorship. He will highlight common sense regulatory hot buttons, as well. Not merely a retrospective, participants will leave with a “to do” list to help navigate the continuing real estate portfolio turbulence. The bottom line will be a clarion call to discipline, because, as the publisher and author William A. Feather reminds us, “If we do not discipline ourselves, the world will do it for us.” Noon Lunch - RNH Ballroom 12:45 - The Wolf Pack Strategy for Bankers! - RNH Ballroom 1:30 pm Mark Adams, President/Owner, EnthusiAdams, Inc, Springboro, OH Wolves thrive in a social structure that requires a leader (the alpha) and a lot of really good followers. The alpha, beta, and omegas of the wolf pack create a society that lives and dies together through teamwork and strategy. Wolves understand the value of good leadership, but they also are willing followers for the good of the pack. Mark Adams explores what bankers can learn from these highly socialized and fascinating creatures. According to International Data Corporation (IDC), in the US alone, companies invested over $800 million in 2007 on leadership training. IDC research estimates that about 11 percent of all workers work in positions where their leadership roles are critical to organizational development. If that is true, this means that 89 percent of all workers are more followers than professionally trained leaders. Yet, when Adams asks his banking team members how many of them have experienced some form of professional leadership training, 99.99 percent raise their hands! But, when he asks the same people how many of them have experienced “followership” training, maybe one hand reluctantly goes up accompanied by a look of uncertainty. Googling “leadership books” brought up 36 million results for Adams, while “followership books” garnered only 155,000 results. In other words, you have a 99.6 percent better chance of finding information on how to be a good leader versus how to be a good follower even though the majority of us follow most of the time. The definitions of a “leader,” “leadership,” a “follower,” and “fol- lowership” will drive you to re-evaluate how you lead and force you to recognize how often we all actually follow. While Adams specializes in educating bankers on leadership strategies and tactics, it is time to direct our attention to those who really do the work. It is time to focus on followers in the pack. Adams will explore why wolves and people lead and follow. 1:45-3:00 pm Concurrent Workshops: Workshop 1 - RNH Music City Meeting Room - Level 2 CRE and Managing Credit Risk in the New Normal David H. Ruffin,Member and Co-founder, Credit Risk Management, LLC, Raleigh, NC In this session, Ruffin will discuss techniques for managing CRE loans, including stressing and proxy valuation methods, both at the transactional and portfolio levels. Given the likely scarcity of new CRE lending oppor- tunities in the near term, he also will look at how banks are diversifying back into some healthy mix of C&Is. 1:45-3:00 pm Workshop 2 - RNH Ryman Meeting Room - Level 3 You Gotta Know When to Hold Em, Know When to Fold Em, and Know When to Fight: Communicating with Regulators Moderator: Kathryn Reed Edge, Miller & Martin, PLLC, Nashville, TN Panelists: A group of community bankers will participate as panelists. Knowing how to communicate with banking regulators is more art than science. In this workshop, panelists will explore ways that bankers can ad- vocate better for their positions with examiners and senior staff—without shooting themselves in the foot in the process. Workshop 3 - RNH Fisk Meeting Room - Level 2 Leading Your Lending Personnel in a Constantly Changing Environment—Challenges and Opportunities Sarah L. Meyerrose, President, SM Strategic Solutions LLC, Nashville, TN No matter what level of responsibility you have in your organization, you can effect positive change in the productivity, effectiveness, job satisfaction, and stress levels of yourself and those who work with and for you. Those positive changes inevitably lead to better financial results. In this session, you will gather some practical ideas for keeping yourself and your lending team positive and productive. You will leave with an understanding of five distinct levels of leadership, starting with being a highly effective individual and progressing through leading teams and organizations. You will receive the tools to evaluate where you are in that progression, where your team members are, and how to maximize or enhance those leadership traits to set and achieve your goals.
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