Renaissance Nashville Hotel, Nashville }

2011

{ Renaissance Nashville Hotel, Nashville }

s en ose dam mos Edge ndr yerr A A He Me

r ffin llivan terow sbury rche Ru Su Tut We Zue 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, commercial 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 “followership” 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 opportunities 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. This is an interactive session, so come prepared to participate, think about leadership in a new way, and have a little fun.

3:00 pm Break - RNH - Level 2 and 3 Foyers

3:15-4:30 pm Repeat Workshops 1 and 2 - RNH Music City Meeting Room - Level 2 and Ryman Meeting Room - Level 3

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 Joe Sullivan, CEO, CFMP, Market Insights, Inc, – Chicago, IL In today’s marketplace, companies across the country have to face a new reality—no one wants to be sold. Recent shifts in the economy have resulted in increased consumer uncertainty and skepticism, especially as it relates to feelings and perceptions about financial institutions. Still, like any business, financial institutions must find ways to sell their products and services and not stray from their core competencies.

In this session, Sullivan will emphasize two important but often overlooked first steps in making the sale—know your customers and know your market. These two steps will allow you to identify attractive—and unattractive—and profitable target market segments; understand their financial needs, values, and preferences; and take steps to ensure that your product offerings, marketing, and sales process are aligned with those needs.

5:00-6:00 pm Reception - RNH Ballroom Sponsored by Financial Products and Services, Inc (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 Kirk Goehring, Chairman, TBA Credit Committee, and Senior Vice President, FirstSouth Bank, Jackson

8:45 am State and Federal Legislative Update Timothy L. Amos, Senior Vice President and General Counsel, Tennessee Bankers Association, Nashville, TN This presentation will highlight expected federal and state legislative and regulatory issues. 9:15 am It’s Still Not as Bad as You Think Brian Wesbury, Chief Economist, First Trust Advisors, LP, Wheaton, IL From the depths of what has been called the “worst economic crisis since the Great Depression,” the US economy has been remarkably resilient. Real GDP has expanded for five consecutive quarters, consumer spending is at an all-time high, and private sector jobs have expanded for 10 straight months. This recovery was predicted by Wesbury, but the mood of the country remains cautious or even fearful. With the Congress changing hands and the Fed printing even more money, the future is dynamic. In a return visit, Wesbury, a nationally known economist, defends his predictions from last year and casts a vision for the future.

10:30 am Break - NCC Foyer - Level 2

10:45 am What to Do When a Loan Goes South…for a Winner Chris Zuercher, Owner and Consultant, Z Sourcing, LLC, Germantown, TN In the environment that the banking industry has found itself, lenders and credit officers are facing challenges from problem credits at levels they have not seen before. With depressed values of real estate, equipment, and other assets, identifying effective strategies for dealing with problem loans is harder than ever and of paramount importance. In this session, Zuercher, an experienced specialist in loan workouts, will review best practices for minimizing costs as- sociated with nonperforming and sub-performing loans, including creative tactics for optimizing outcomes with borrowers. Sample scenarios, based on actual experiences, will highlight the challenges and opportunities for a variety of loan types.

11:45 am Conference Adjourns

Make plans to attend: 2011 Tennessee Bankers Association Legislative Reception Wednesday, February 9, 2011 6:00 – 8:00 pm Waller Lansden Dortch & Davis, LLP 511 Union Street, 27th Floor, Nashville Separate registration required Register online at www.TNBankers.org For more information about this program, please contact: Penny Powlas • [email protected] Tennessee Bankers Association 211 Athens Way, Ste 100 • Nashville, TN 37228-1381 615/244-4871 or 800/964-5525 or visit www.TNBankers.org. Luncheon SpeakeR Mark Adams is currently one of the regularly featured expert contribu- tors on ESPN.com as a college basketball analyst. He appears twice in January of 2011 on ESPNU calling games for Austin Peay at Murray State (January 8, Noon EST) and for Austin Peay at Tennessee State (January 15, 4:00 pm EST). Adams will appear as the expert analyst for over 30 ESPN-produced games this college basketball season, including games in the Big East, Big Ten, WAC, MAC, OVC, A-10, and CAA, among others. He will be seen in studio throughout the season and has served in the past as the lead studio analyst for the Final 4 on ESPN and ESPNU. In addition to his many appearances on ESPN national television broadcasts during the college basketball season, Adams has also become one of the most sought-after moti- vational speakers in America. Whether it is a game broadcast or a corporate speech, he always brings his “A” Game. Adams is prepared, entertaining, educational, and always passionate during his broadcasts and presentations. From the time the lights go on until the final buzzer goes off, you can expect only his Career Best Effort! Adams was a basketball coach for 17 years. Known as a program re-builder, he took over three college basketball programs that had won only 34 percent of their games the season before he arrived, and in his final season at these three universities, they won 64 percent of their games, including two championships, “Coach of the Year” honors, and national recognition. After leaving coaching in 1996, Adams decided to take his winning ways to a sales career for a manufacturing company in Ohio. He and his fellow sales teammates doubled the company revenues over a five-year period while also growing profitability. He actually has faced the challenges of winning on the sidelines and winning in the business and broadcasting worlds and is a winner in all three areas. In 1999, Adams set a goal to become a college basketball analyst on ESPN and now broadcasts 35 games per season on the ESPN family of networks. As his broadcasting opportunities grew, so did Adams presence in the marketplace as a valuable business coach/ speaker, prompting him to start his own business, EnthusiAdams, Inc. He is the author of eight books, most recently, Why We Win—Followership and Lead- ership Strategies for Team Success. Adams earned his BS degree in physical education from the University of Cincinnati in 1979 and his MS in athletic administration from Idaho State University in 1980.

Speaker Information Timothy L. Amos is senior vice president and general counsel of the Ten- nessee Bankers Association in Nashville. He joined the TBA in 1985 as general counsel and was promoted to senior vice president in 2001. Amos is responsible for the association’s legislative programs on both the state and national levels. He provides regulatory information to TBA members and assists bank attorneys with legal questions or problems related to the financial industry. Prior to joining the TBA, Amos was an attorney for the Tennessee General Assembly, working with both the Senate and House Commerce committees and the Senate Finance, Ways, and Means Committee. He received his BS degree in business administration in 1974 from the University of Tennessee, Knoxville; his JD degree from the UT College of Law in 1977; and his LLM degree in international law in 1983 from the University of Cambridge, Downing College, Cambridge, England. Amos is a member of the American, Tennessee, and Nashville Bar associations, the American Society of International Law, and Phi Delta Phi legal fraternity. Kathryn Reed Edge is a member of the regional law firm of Miller & Martin, PLLC, with concentration in the areas of financial institutions corporate, regulatory, securities law, and mergers and acquisitions. A 27- year veteran attorney, over the last decade, Edge has focused her practice on the formation of new banks and in mergers and acquisitions, but after the recessionary downturn in the economy, she is assisting more banks with regulatory issues and with strategies for long-term success. She is the practice group leader for the firm’s Financial Services Practice Group, a multi-disciplinary collection of attorneys and other staff that advise and counsel regulated financial institutions, broker-dealers, and institutional investors. A member of the Miller & Martin financial regulatory reform task force, she also counsels the firm’s clients on compliance with the Dodd-Frank Wall Street Reform and Consumer Protection Act. Edge is the former general counsel and former deputy commissioner of the Tennessee Department of Financial Institutions. She is a former president of the Tennessee Bar Association and has served as president of the Legal Aid Society of Middle Tennessee and the Cumberlands. In April, 2009, she was appointed by the Tennessee Supreme Court as a commissioner of the Access to Justice Commission through which she chairs the Education and Public Awareness Advisory Committee. Edge is chairman of the board of the Center for Nonprofit Management. She is a member of the American Bar Association’s Banking Law Committee and serves on the Tennessee Bankers Association’s Government Relations Committee, the Bank Lawyers Committee, and the Credit Conference Committee. Among other professional accomplishments, she was selected by peers for inclusion in Chambers USA – America’s Leading Lawyers for Business and for inclusion in Mid-South Super Lawyer since 2007. Edge is a graduate of Peabody College of Vanderbilt University and holds her JD from the Nashville School of Law where she is an instructor in Banking Law.

Michael E. Hendren is the real estate senior credit officer at Pinnacle National Bank in Nashville, TN, where he is responsible for credit ap- proval and portfolio management of residential and commercial real estate lending. His 27 years of banking experience include commercial lending, commercial real estate lending, and, once upon a time, loan rehabilitation and workout. Accordingly, Hendren speaks from the perspective of a lender with heavy emphasis on anecdotal experience. He is a faculty member of Risk Management Association, The Gradu- ate School of Banking in Madison, WI, The Pacific Coast Banking School, and The Southeastern School of Advanced Commercial LendingSM and has conducted real estate lending seminars for state bankers associations in Louisiana, Illinois, Michigan, Ohio, and New Jersey. Hendren was awarded the BS, MBA, and Doctor of Jurisprudence degrees from the University of Tennessee.

Sarah L. Meyerrose is the principal in SM Strategic Solutions, LLC, a consulting company focused on improving the strategic performance and human resource practices for regional and community banks. She is also working on putting together a commercial bank doing business in greater Middle Tennessee, designed to serve small to medium-sized businesses, their principals, and employees with particular emphasis on the healthcare industry. Meyerrose held a wide variety of leadership positions during her 30 years in banking, most of which were spent with First Tennessee/First Horizon National Corporation. As such, she has broad, direct experience in most aspects of a diversified financial services company, including treasury management, investor relations, strategic planning, M&A integration, retail commercial banking, community banking, as well as back office/shared services with particular expertise in re-engineering under-performing units to improve efficiency and effectiveness. In 2006, Meyerrose founded a new business unit for FHN, Emerging National Businesses, designed to bring new, innovative revenue sources to the company. For 14 of the 30 years, she was a named executive officer of the company. During her career, Meyerrose has been instrumental in building FHN’s employees’ first culture, resulting in numerous national awards including Fortune’s 100 Best Places to Work in the United States, Hall of Fame All Stars; Working Mother’s 100 Best List over multiple years; and AARP’s Best Places to Work for People over 50. The employee culture she helped build is a case study in the acclaimed management book “Play to Your Strengths.” Meyerrose graduated magna cum laude from Vanderbilt University with a BA degree in economics/finance and later earned an Executive MBA from the Owen Graduate School of Management at Vanderbilt, where she was elected valedictory speaker for the class and graduated in the top five. She is a Chartered Financial Analyst.

David H. Ruffinis co-founder of Credit Risk Management, LLC. Credit Risk Management is a Raleigh-based consulting firm that provides com- prehensive credit-related products and services to banks and other lending institutions throughout the United States. He received his Bachelor of Arts degree in 1971 from UNC-Chapel Hill and his Master of Science degree in 1978 from East Carolina University. In 1973 Ruffin joined Planter’s National Bank in North Carolina as a line lender and then moved into the role of staff credit officer. While at Planter’s, he graduated from the National Commercial Lending School and the National Commercial Lending Graduate School sponsored by the ABA at Oklahoma University. He is a former regional associate and group officer of Robert Morris Associates (Risk Management Association). In 1984, Ruffin became vice president and senior credit officer of the Eastern Region of North Carolina for First Union National Bank before becoming the co-founder of Credit Risk Management, LLC, in 1989.

Joe Sullivan is the CEO of Chicago–based Market Insights. As a consultant, author, and speaker with numerous years of experience in the industry, the themes of relevancy and growth can be found throughout his work. Sullivan has been invited to share his insights with many national, regional, and state associations and banking schools, including the ABA School of Bank Marketing and the Graduate School of Banking at the University of Wisconsin. He has also spoken at ABA’s National Confer- ence for Community Bankers and has presented at two peer group meetings. His topics range from marketing and delivery network planning to brand positioning and leadership. Sullivan’s forward-thinking approach and energetic style engage his audiences and consistently make him a top-rated speaker. His unique perspective comes from working side-by-side with bank and association executives and marketers around the US in the development of successful growth strategies. Sullivan incorporates these frontline experiences into his presentations and offers insights that challenge conventional thinking, creating a sense of excited urgency with his audiences.

Roger C. Tutterow is professor of economics at Mercer University. He previously served as dean of the Mercer’s Stetson School of Business. His analyses of the economic, business, and political environments have been featured in a variety of media including Wall Street Journal, Financial Times, USA Today, and on CNN, CNBC, NBC, Bloomberg Television, NPR’s “Marketplace” and “All Things Considered,” and CNN-Radio, as well as by regional electronic and print media. In addition to his work in academia, Tutterow has served as a consultant on financial economics and statistical modeling for corporate clients ranging from Fortune 500 companies to closely held businesses. He also serves as chief economic advisor for the Henssler Financial Group. He has provided expert testimony on economic, financial, and statistical matters in state and federal court, before the Georgia General Assembly, and before the Georgia Public Service Commission. He has given several hundred speeches to professional and civic groups on various topics in the economic, business, and political arenas. Tutterow was selected as one of “Georgia’s Most Influential” by James magazine and by Georgia Trend magazine as one of the “40 under 40” rising stars in business, government, and academia. In 2003, Georgia Governor Sonny Perdue appointed him to serve on the governor’s council of economic advisors. In addition, he serves as a member of the board of directors of Vinings Bank and the board of Consumer Credit Counseling Service of Atlanta. A Georgia native, Tutterow holds a BS degree in decision science from Berry College and MA and PhD degrees in economics from Georgia State University. Prior to joining Mercer University, he held faculty and administrative appointments at West Virginia University, Georgia State University, and Kennesaw State University. He also has served as a visiting professor at the University of the West Indies in Trinidad and at the Institute for Industrial Policy Studies in Seoul, South Korea.

Brian Wesbury is chief economist at First Trust Advisors, LP, a financial services firm based in Wheaton, IL.The Wall Street Journal ranked Wes- bury the nation’s number one US economic forecaster in 2001 and USA Today ranked him as one of the nation’s top 10 forecasters in 2004. Wesbury writes frequently for the editorial page of The Wall Street Journal and is the economics editor of The American Spectator. He is also a frequent guest on Fox, Bloomberg, CNBC-TV, and BNN Canada TV. He is a member of the academic advisory council of the Federal Reserve Bank of Chicago and is also an adjunct professor of economics at Wheaton College in Wheaton, IL. Additionally, he sits on the board of managers of Three-Sixty Advisory Group, a Pasadena, CA, consulting and private-equity firm. Wesbury began his career in 1982 at the Harris Bank in Chicago. Former positions include vice president and economist for the Chicago Corporation and senior vice president and chief economist for Griffin, Kubik, Stephens, & Thompson. In 1995 and 1996, he served as chief economist for the Joint Economic Committee of the US Congress. Wesbury received an MBA degree from Northwestern University’s Kellogg Graduate School of Management and a BA degree in economics from the University of Montana. McGraw-Hill published his first book, The New Era of Wealth, in October 1999. He has a new book, It’s Not As Bad As You Think, published in November 2009 by John Wiley & Sons.

Chris R. Zuercher, senior special asset manager and consultant, Z SOURCING, LLC, has over 11 years of experience in the handling of troubled assets. He has unique and proven hands-on processes that have consistently improved bank workouts and recovery and profits, including an established record of accomplishments in government workouts under regulatory agreements; asset management turnaround strategy; and implementation of operations, negotiations, marketing, and collections. Workout and recovery includes managing real estate buildings, land developers, commercial property managers, as well as management and servicing of commercial and government guaranteed loans. Management of loan assets includes legal proceedings, bankruptcies, repossessions, foreclosures, forbear- ance agreements, charged-off loan recoveries, consulting and workout strategies for payment resolutions, creative loan restructuring and ABL appraisals, including inventory and equipment. Zuercher earned a BA degree in business administration and economics from the University of Oregon. UPCOMING LENDING SCHOOLS This year is a great time to educate your newer lenders, or even “refresh” long-time lenders by participating in one or more of the TBA’s three Southeastern Schools of Lending.

The Southeastern School of Advanced Commercial LendingSM February 21-23, 2011 Discounted Tuition $970/Standard Tuition $1,120 Discounted Tuition deadline is January 31, 2011 Brochure available December, 2010 Loews Vanderbilt Hotel Nashville The Southeastern School of Consumer CreditSM March 6-11, 2011 Discounted Tuition $1,450/Standard Tuition $1,650 Discounted Tuition deadline is February 4, 2011 Brochure available December, 2010 Owen Graduate School of Management-Vanderbilt University Nashville The Southeastern School of Commercial LendingSM May 15-20, 2011 Discounted Tuition $1,450/Standard Tuition $1,650 Discounted Tuition deadline is April 15, 2011 Brochure available February, 2011 Owen Graduate School of Management-Vanderbilt University Nashville These three schools make up the highly respected group of Southeast- ern Schools that are sponsored each year by the Tennessee Bankers Association in conjunction with the Alabama, Georgia, Louisiana, and Mississippi bankers associations.