ABA Online Review for the CRCM Examination 7335c.ymcdn.com/sites/ COURSE DESCRIPTIONS 7 Asset...

AIB COURSE DESCRIPTIONS

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ABA Online Review for the CRCM Examination 7335

AUDIENCE: This course is designed for Compliance Managers, and specifically for those compliance professionals preparing for the Certified Regulatory Compliance Manager (CRCM) Exam. The Certified Regulatory Compliance Manager (CRCM) is applicable to financial services professionals whose primary function and expertise focus on the application, implementation and maintenance of relevant federal and state regulatory requirements as they relate to a financial services organization’s business. After successfully completing this course, you should be familiar with all of the federal laws and regulations in the following areas:

• Credits and Deposits

• Safety and Soundness

• Information Reporting

• Corporate Responsibility

• Securities, Insurance and other Financial Services

• Banker Operations TEXT: Reference Guide to Regulatory Compliance, 2011, ABA

Recommended Instructional Hours: 8 Weeks Delivery Methods Available: Online Recommended AIB Credits: 1 ABA Online Review for the CTFA Examination

AUDIENCE: This course is designed for those preparing for the Certified Trust and Financial Advisor (CTFA) Exam. At the end of the course, participants should be familiar with the following areas:

• Fiduciary and Trust Activities

• Financial Planning

• Investments Management

• Tax Law and Tax Planning TEXT: Wealth and Advisory Personal Trust Services, 2011, ABA

Recommended Instructional Hours: 12 Weeks Delivery Methods Available: Online

Americans with Disabilities Act (ADA) 0582

AUDIENCE: Bank employees who interact with customers, vendors, or other bank personnel. This AIB course focuses on Title I and Title III of the Act. It explains the changes made by the enactment of the Americans with Disabilities Act Amendment Act (ADAAA). This course defines the term disability by using examples and exercises throughout the learning. It also defines essential functions and reasonable accommodations, and provides general disability etiquette guidelines. Recent updates include new content related to Title III Public Accommodations, the six obligations on banks that ADA imposes, and recently enacted rules concerning ATM accessibility. After successfully completing this course, you will be able to:

• Explain the background and structure of the ADA

• Define disability as stated in the ADA

• Describe the purpose of the ADA

• Describe reasonable accommodation

• Explain how to identify the appropriate reasonable accommodation

• Describe general disability guidelines

• Use appropriate terminology as defined by the ADA Recommended Instructional Hours: 1 Delivery Methods Available: eLearning


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Analyzing Bank Performance 7522

AUDIENCE: Junior level bank officers up through CEOs who need the analytical tools to analyze bank performance. As part of the class, participants analyze the performance of their own bank. Analyzing Bank Performance provides participants with all of the tools needed to analyze their bank’s financial performance. During this class, participants will analyze their own bank’s performance. After successfully completing this program, you will be able to:

• Identify the key balance sheet and income items for a bank

• Use the Uniform Bank Performance Report to analyze their bank’s performance over time and compare that to other banks

• Identify the major factors affecting bank performance

• Analyze the profitability of various lines of business within the bank using a variety of measures

• Utilize the concepts of economic value-added and the balanced scorecard in assessing your bank’s performance

• Identify the key drivers on non-interest income and non-interest expense and various strategies for managing them

• Evaluate customer profitability within the bank TEXT: Bank Management, 7th Edition 2008, by Timothy W. Koch and S. Scott MacDonald Recommended Instructional Hours: 7 Weeks Delivery Methods Available: Online Recommended AIB Credits: 2

Analyzing Financial Statements 6920 AUDIENCE: Commercial loan officers, credit analysts and trainees who have a basic knowledge of accounting principles and

practices, and a familiarity with the commercial lending process. This AIB course provides the skills needed to effectively assess a borrower’s ability to repay loans. It builds core competencies through instruction and application based on actual small business lending cases. After successfully completing this course, you will be able to:

• Relate how a company’s type of business, legal structure, size, and management strategies affect the way a lender conducts financial analysis

• Analyze income statements, balance sheets, and pro forma statements

• Calculate key financial ratios and use them to compare a company’s performance to the company’s industry standards

• Determine when a funds flow statement is required TEXT: Analyzing Financial Statements, 2007, ABA Recommended Instructional Hours: 30-45 Live, 16 Weeks Online Delivery Methods Available: Live, Correspondence, Online Recommended AIB Credits: 2-3 Live, 3 Correspondence & Online


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Appraisal Procedures AUDIENCE: Lending operations staff, including: Loan Originators, Underwriters, Processors The appraisal is an important part of the mortgage process. Understanding the appraiser's role, responsibilities and processes will help you better serve your customers and help identify and prevent mortgage fraud. You will first learn what lenders need to know about appraisers. You will learn about the qualifications one must meet to become an appraiser, review best practices of an appraiser in the field and review types of mortgage fraud and current fraud trends. Next, you will take a look at the valuation process, from defining important terms, understanding appraiser responsibilities during the process, explaining the Scope of Work Rule of USPAP and more. After successfully completing this course, you will be able to:

• Understand the history of appraising and appraiser licensing

• List the particular agencies that have oversight and who are responsible for appraiser licensing and certification

• Define what an appraiser is and what an appraiser does

• List the qualifications that need to be met to become an appraiser

• Identify what an appraiser can and cannot do

• Explain which categories of appraisers are eligible to appraise various property types

• Define fraud

• Distinguish various kinds of fraud, including appraisal fraud, bank fraud, and mortgage fraud

• Explain the current trends in mortgage fraud

• Understand the valuation process

• Define terms "client" and "intended user"

• Identify how these terms affect the relationship between the lender and appraiser

• Explain the responsibilities appraisers have when appraising a property for a new client

• Explain the responsibilities appraisers have when asked to transfer a report to a new client

• Know the difference between extraordinary assumptions and hypothetical assumptions

• Understand the scope of work

• Define the Scope of Work Rule of USPAP

• Summarize the concept of "scope of work"

• List items, such as property type, that affect scope of work Recommended Instructional Hours: 1 Delivery Methods Available: eLearning

Asset Allocation—An Introduction

AUDIENCE: Private Bankers and other relationship officers with responsibility for serving the high-net-worth clients who want to develop a deeper understanding of the nature and characteristics of private banking, opportunities to differentiate service levels, solutions that attract private banking clients and the product mix required to sustain this profitable client segment. Asset allocation is the process of deciding how an investment portfolio should be distributed among different asset classes. With the onset of computer technology, asset allocation has moved beyond the traditional view of diversification. Sophisticated investors are able to process huge amounts of historical performance data that enables them to construct optimal portfolios. This course looks at the importance of asset allocation and the role of diversification in creating market efficient portfolios. The course also overviews the different types of assets in investment strategies that support modern portfolio management. After successfully completing this course, you will be able to:

• explain the importance of the asset allocation decision

• understand the portfolio theory behind the process of asset allocation

• outline the main approaches to asset allocation Delivery Methods Available: eLearning


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Asset Classes—Part 1

AUDIENCE: Private Bankers and other relationship officers with responsibility for serving the high-net-worth clients who want to develop a deeper understanding of the nature and characteristics of private banking, opportunities to differentiate service levels, solutions that attract private banking clients and the product mix required to sustain this profitable client segment. After successfully completing this course, you will be able to:

• outline how investors evaluate assets and how these assets can be classified

• describe the key features and characteristics of equities as an asset class Delivery Methods Available: eLearning

Asset Classes—Part 2

AUDIENCE: Private Bankers and other relationship officers with responsibility for serving the high-net-worth clients who want to develop a deeper understanding of the nature and characteristics of private banking, opportunities to differentiate service levels, solutions that attract private banking clients and the product mix required to sustain this profitable client segment. After successfully completing this course, you will be able to:

• describe the key features and risk and return characteristics of the main non-equity asset classes, namely bonds, cash and cash equivalents, real estate, and alternative assets

Delivery Methods Available: eLearning

Bank Secrecy Act 7209

AUDIENCE: All bank employees who need an understanding of core Bank Secrecy Act requirements.

This AIB course introduces employees of financial institutions to the primary components of the bank’s Bank Secrecy Act responsibilities. After successfully completing this course, you will be able to:

• Recognize the historical milestones that contributed to the expansion of the BSA

• Describe the impact of financial crime and key compliance program elements banks must implement to combat financial crime.

• Identify the minimum required elements of a Customer Identification Program (CIP)

• Identify the most common record keeping requirements under the BSA

• Identify circumstances when Currency Transaction Reports (CTRs) should be filed

• Describe the scope of activities appropriate for Suspicious Activity Report (SAR) filing Recommended Instructional Hours: 1 Delivery Methods Available: eLearning


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Bank Secrecy Act for Lenders

AUDIENCE: All bank employees who need an understanding of core Bank Secrecy Act requirements.

Bank Secrecy Act (BSA) for Lenders provides information on the BSA efforts to guard against illegal financial activity as it relates to lending positions. This course describes what is needed to implement an effective compliance program. This course focuses on what is required as part of Suspicious Activity Reporting and the Customer Identification Program (CIP). This course also explains what the BSA requires in preparing bank employees to know their customers, be familiar with their banking habits, and recognize when they are deviating from their normal routines. It describes the higher-risk money laundering schemes to be aware of. After successfully completing this course, you will be able to:

• Discuss the fundamental components of the bank's BSA responsibilities

• Explain why terrorism financing is often difficult to detect

• Describe four elements banks are required to implement as part of a compliance program

• Identify the minimum required elements of a Customer Identification Program (CIP)

• Describe the scope of activities appropriate for SAR filing

• Answer some basic customer questions about the procedures related to the BSA

• Describe some of the newer higher-risk money laundering concerns Recommended Instructional Hours: 2 Delivery Methods Available: eLearning

Bank Service Provider Certificate The AIB Bank Service Provider Certificate is designed for individuals employed by companies that provide products and services to the banking industry. Bank service providers need a broad understanding of the banking business, including banking terminology, and can benefit from the same content used by the institutions they will be selling to and servicing. This curriculum provides participants with an understanding of the major types of customers banks serve, the principal product lines that banks provide to those customers, the organization of a typical bank, key functions and processes within a bank, how a bank makes money, and the regulatory environment in which banks operate. All individual courses listed below must be successfully completed in order to earn the AIB Bank Service Provider Certificate Banking Today OR it can also be taken entirely online as a self-paced (eLearning) certificate curriculum:

• Banking Today

• Ethical Issues for Bankers

• Fundamentals of Consumer Lending

• Fundamentals of Small Business Banking

• Regulatory Compliance for Personal Bankers

• Understanding Bank Products Recommended AIB Credits: 2.5 eLearning Curriculum Course Delivery Methods Available: eLearning


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Bank Teller Certificate Curriculum The curriculum for the AIB Bank Teller Certificate is centered on AIB Today’s Teller, which is designed to onboard newly hired tellers and addresses the critical technical skills of the position. In addition to handling money well, effective tellers must be service-oriented and work effectively with the public as well as with co-workers. The remaining courses in the Certificate address practical knowledge and applied skills in banking, regulatory compliance for tellers, and customer service and sales. The AIB Bank Teller Certificate can be the foundation for a new teller training program, on-board a new hire, and supplement your bank's on-the-line training. It can also provide recognition and a career path for experienced tellers as it meets the pre-certification education requirements for the Certified Bank Teller (CBT) designation through the Institute of Certified Bankers (ICB). All individual courses listed below must be successfully completed in order to earn the AIB Bank Teller Certificate OR it can also be taken entirely online as a self-paced (eLearning) certificate curriculum:

• Banking Today

• Business Etiquette

• Dealing Effectively with Co-Workers

• Effective Referrals


• Introduction to Relationship Selling

• Regulatory Compliance for Bank Tellers

• Revitalizing Customer Service

• Today’s Teller

Recommended AIB Credits: 3.75 eLearning Curriculum Course Delivery Methods Available: eLearning

Banking Today 1325

AUDIENCE: Bank personnel new to the banking industry at all levels, specialists in non-banking functions such as marketing, information systems and human resources. This AIB course introduces new employees to the essential principles, concepts and operations of banking. This course explores the impact of banking on the economy, trends on how banks operate as a business, as well as developing trends in banking today. It provides a "big picture" perspective of the financial services industry and banking. After successfully completing this course, you will be able to:

• Define the administrative and functional lines for most banks

• Describe the Federal Reserve's organization and function

• Explain how banks operate as a business to make a profit • Summarize important federal laws and regulations affecting bank operations and practices

• Examine the categories of bank products and services

• Describe bank challenges in the financial marketplace and trends likely to affect the future of banking. Recommended Instructional Hours: 2.5 Delivery Methods Available: eLearning Recommended AIB Credits: 0.25


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Basic Administrative Duties of a Trustee 8263 AUDIENCE: Those employees who have recently joined the trust department in support positions, non-trust personnel within the bank who work with trust officers and trust clients, as well as employees of service providers to trust companies who want to develop a better understanding of their clients' business needs. A fiduciary has a duty to hold the assets of an estate or trust, to administer the assets solely in the interest of the beneficiaries, and to carry out the terms of the trust. Many of the specific categories of duties that fall under these broad classifications will be discussed in this course including basic trust administration, agency relationships, guardianships, and wills and the probate process. After successfully completing this course, you will be able to:

• Discuss a trustee's standard of performance

• Explain the basic principles of administration

• Analyze administrative duties directed internally by a trust

• Describe external factors associated with the administration of a trust

• Define the purpose of state trust statutes

• Describe an agency relationship

• Explain the forms of agencies and their features

• Explain the attributes of using a trust department as an investment manager

• Define incapacitation

• Distinguish the types of guardians and guardianships

• List the duties of an estate guardian

• Describe the newer forms of guardianships

• Compare healthcare and property directives

• Explain what a will is and contrast the differences between dying testate and dying intestate

• Describe who can establish a will, what testamentary capacity is, and how a will can be contested

• Determine how a will can be changed

• Define probate

• List the steps and timetable involved in the administration and settlement of an estate

• Define and use the terms that appear in bold in the text TEXT: All reading materials are delivered online Recommended Instructional Hours: 5 Weeks Delivery Methods Available: Online Recommended AIB Credits: 1


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Building & Retaining Customer Relationships 6494 AUDIENCE: Banking professionals who currently sell bank products to customers. Students attending this class should have a working knowledge of their institution's products and services, basic sales techniques, daily planner scheduling, and tele-consulting. Part 1 - Process and Strategy Building and Retaining Customer Relationships - Process and Strategy provides tools on how to start, manage, and execute a sales portfolio. This course explains the process and strategies behind the sales portfolio process, from prioritizing clients to making sales calls. It presents sales portfolio techniques and strategies that have been proven effective. Throughout the course, students will review how to recognize, classify, and prioritize clients according to sales potential profiles. Part 2 - Calling on Clients Building and Retaining Customer Relationships—Calling on Clients explains how to use forms in the sales portfolio and apply other organizational principles. This course also teaches how to plan sales calls or contacts with portfolio clients. The strategic sales initiative in this course allows institutions to increase client satisfaction, promote client retention, and boost sales. After successfully completing Part 1: Process and Strategy, you will be able to:

• Describe the benefits of building and retaining client relationships through a well-managed portfolio

• Identify the steps of the portfolio process

• Set criteria that support sales and client retention

• Assess sales potential of clients

• Group clients in a portfolio After successfully completing Part 2: Calling on Clients, you will be able to:

• Organize a portfolio to support and track activity

• Plan for starting a portfolio at work

• Prepare for the initial contact with clients Recommended Instructional Hours: 1.50 Delivery Methods Available: eLearning


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BUILDING TRUST EXPERTISE ABA‘s personal trust eLearning courses, Building Trust Expertise, taken with Ethical Issues for Bankers, lead to the AIB Personal Trust Diploma. Completion of all 20 courses, plus Ethical Issues for Bankers also provides the industry’s only online precertification education necessary to sit for Certified Trust and Financial Advisor (CTFA) certification through ABA’s Institute of Certified Bankers (ICB). Students can take courses individually, to address specific job skills and knowledge. They also can work their way through Building Trust Expertise — Level 1, Level 2, and Level 3 — to qualify to sit for the CTFA examination. Banks can license the program for in-house delivery to a group of trust employees. Contact the NBA Education Center at 402-474-1555 or [email protected] for information about licensing.

Building Trust Expertise Level 1 Audience: Trust department and other bank staff who assist or refer trust clients. No prior knowledge of the subject is required.

Introduction to Estate Planning 8328 This program provides an overview of the taxation and estate planning issues that affect personal trusts. It covers basic fiduciary income tax and the role of transfer taxes in basic estate planning. After completing this course, students will be able to:

• Define basic terms

• Explain how trusts are taxed

• Calculate distributable net income

• Minimize transfer taxes

• Calculate gift, estate, and generation-skipping transfer taxes

• Describe why estate planning is important

• Identify considerations when developing an estate plan Recommended Instructional Hours: 6 Delivery Methods Available: eLearning Recommended AIB Credit: 0.50

Introduction to Investment Management 8327 This course provides an overview of the investment management issues that affect personal trusts. It covers investment types; stock and bond selection/analysis; investment portfolio management; and economic and legal influences on investments. After successfully completing this course, students will be able to:

• Define the types of investments used in trusts that fall within these categories: cash and liquid, fixed income, equity, mutual fund, and other investments

• Describe the methods used to select and analyze stock and bond investments

• Explain the mechanics of portfolio management

• Identify key client information to help clients determine investment portfolio considerations

• Describe economic influences regarding trust investments, including the Federal Reserve, business cycles, and economic indicators

• Explain the legal considerations that affect actions regarding trust investments Recommended Instructional Hours: 3.5 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25


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(BUILDING TRUST EXPERTISE Level 1 Continued) Introduction to Trust Administration 8329 This course provides an overview of trust administration for personal trusts and is designed to help new trust professionals identify key issues and use common trust terminology appropriately. It covers trust basics, including requirements to create a trust and common types of personal trusts; account acceptance and termination considerations; and factors to consider before making discretionary distributions. After successfully completing this course, students will be able to:

• Explain how property ownership impacts trusts

• Explain basic trust concepts and terminology

• Discuss personal trusts

• Describe account acceptance and termination procedures

• Explain the considerations for discretionary distributions Recommended Instructional Hours: 2 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25

Building Trust Expertise Level 2 Audience: Trust Officers who have completed Building Trust Expertise Level 1, and have one to two years expertise in the trust field.

Discretionary Distributions 8400 This course introduces you to the basic principles of discretionary distributions. It covers the reasons for making discretionary distributions and the trustee's authority to make them, as well as distribution standards, tax consequences, and other potential liabilities involved in making discretionary distributions. After successfully completing this course, students will be able to:

• Identify the relevant factors to consider in making discretionary distributions

• Identify and interpret the standards applied in exercising discretionary powers

• Describe the potential tax consequences of making discretionary distributions

• Explain the effects of special considerations such as attachment by creditors, spendthrift clauses, and disabled or incapacitated beneficiaries

Recommended Instructional Hours: 3 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25

Estate Planning Overview 8401 This course presents the basic knowledge to enable Trust Officers to recognize the needs of clients in order to determine an estate plan with tax or non-tax considerations. The course also reinforces the consequences of the unauthorized practice of law. After completing this course, students will be able to:

• Examine the goals of estate planning as part of a client's overall financial strategy

• Identify non-tax considerations as relevant to estate planning

• Recognize the consequences of engaging in the unauthorized practice of law Recommended Instructional Hours: 2 Delivery Methods Available: eLearning


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(BUILDING TRUST EXPERTISE Level 2 Continued) Federal Estate and Gift Taxes 8403 This course will give you the knowledge necessary to discuss the implications of federal estate and gift taxes, and to answer common tax-related client questions. After successfully completing this course, students will be able to:

• Identify the types of property included in the gross estate

• Explain the principles of valuing property in the gross estate

• Identify property that may be subject to a discount in valuation

• List deductions, exclusions, and credits that apply to either the estate or gift tax

• Describe transfers that are subject to the gift tax

• Calculate estate or gift tax due Recommended Instructional Hours: 5 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25

Fiduciary Income Taxes 8404 This course provides you with an understanding of tax terminology and concepts applicable to estates and trusts. It describes how to calculate the various measures of income and deductions related to income taxes After successfully completing this course, students will be able to:

• Distinguish between simple and complex trusts

• Explain the concept of the fiduciary account as a conduit

• Explain the basic concept and purpose of distributable net income (DNI)

• Calculate trust accounting income

• Calculate distributable net income (DNI)

• Calculate the distribution deduction

• Determine the amount of income taxable to each beneficiary Recommended Instructional Hours: 4 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25

Fiduciary Law 8405 This course presents key regulations and rules that govern trusts and estates, including federal laws and model acts being adopted by different states. It covers the duties and powers of a trustee, as well as investment standards and duties. The prudent man/person rule, prudent investor rule, and Uniform Principal and Income Act are also discussed. After successfully completing this course, students will be able to:

• Explain the sources of governance for institutional trustees

• Identify federal laws that affect trusts and explain their impact

• Describe key duties, powers, and liabilities of trustees

• Explain the prudent investor standard of conduct under the prudent man/person and prudent investor rules, and describe the general investment duties of fiduciaries

• Explain key provisions of the Principal and Income Act Recommended Instructional Hours: 4 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25


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(BUILDING TRUST EXPERTISE Level 2 Continued) Investments I 8406 Investments I focuses on an overall discussion of investment risk, organization of the investment decision process, regulatory influences for investments and the similarities and differences of commingled funds and mutual funds investments. After successfully completing this course, students will be able to:

• Explain the various tools used in organizing the investment decision

• Identify the regulatory influence for investments

• Describe the similarities and differences of commingled funds and mutual funds

• Discuss various forms of investment risk Recommended Instructional Hours: 4 Delivery Methods Available: eLearning

Managing Trust Accounts 8408 The Managing Trust Accounts course introduces the student to the basic principles of establishing trust accounts and managing receipts and payments for these trusts It covers the procedures for accepting new accounts, as well as dealing with changes in accounts impacted by disclaimers, and explains the rules needed to apply the Uniform Principal and Income Act when allocating receipts and payments. After successfully completing this course, students will be able to:

• Read and interpret documents before establishing new accounts or accepting successor trusteeships

• Identify issues that arise from disclaimers and the effects on trusts and beneficiaries

• Correctly apply the rules contained in the 1962 and 1997 Uniform Principal and Income Acts to protect the interests of present and future beneficiaries

• Explain the interaction between the Uniform Prudent Investors Act and the Uniform Principal and Income Act Recommended Instructional Hours: 4 Delivery Methods Available: eLearning

Retirement Planning 8407 Retirement Planning focuses on the types of retirement plans available, factors that impact various plans, and the importance of integrating retirement benefits with financial and estate planning. Activities offer an opportunity to apply guidelines that address the unique implications of retirement assets. After successfully completing this course, students will be able to:

• Identify the differences between defined benefit plans and defined contribution plans

• Describe the characteristics of common qualified, nonqualified, and individual retirement plans

• Describe the use of trusts to fund nonqualified plan benefit obligations

• Identify the different forms of distribution required for different types of qualified retirement plans

• Explain the tax implications of retirement plans Recommended Instructional Hours: 4 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25


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Building Trust Expertise Level 3 Audience: Trust Officers who have completed Building Trust Expertise Levels 1 and 2, and have two or more years of expertise in the trust field.

Estate Planning for the Business Owner 8412 This course examines the issues associated with the transfer of various types of business entities, including valuation and tax considerations Participants undertaking this course should have a firm understanding of the transfer tax system and basic estate planning, including planning for lifetime gifts and estate planning for the marital deduction. After successfully completing this course, students will be able to:

• Identify the challenges in estate planning for owners of closely held businesses

• Distinguish the various forms of business entity

• Identify methods used in valuing closely held businesses, determining discounts, and structuring restrictive agreements

• Describe the planning techniques available for the effective transfer of privately owned businesses from one generation to another


Estate Planning for Charitable Giving 8411 This course provides participants with the knowledge needed to advise clients in the area of charitable giving and how it is used to provide additional liquidity for the estate and savings on potential estate taxes. After successfully completing this course, students will be able to:

• Identify the advantages, features, and benefits of charitable trusts.

• Distinguish between public charities and private foundations

• Explain the tax rules affecting charitable contributions

• Advise clients when charitable gifts are appropriate and how such gifts should be made, in light of tax and non-tax considerations

• Counsel clients regarding charitable planning opportunities Recommended Instructional Hours: 9 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25

Estate Planning Final Case Study 8413 Prerequisite: Estate Planning Final Case Study provides an opportunity to apply concepts learned in earlier estate planning courses to real-world client situations and is appropriate for Trust Officers who have completed the five Estate Planning courses in Levels 2 and 3. Audience: Trust Officers who have completed Building Trust Expertise Levels 1 and 2 and have 2 or more years experience working with trust clients managing more complex trusts including tax law and investments. This course provides an opportunity to apply concepts learned in earlier estate planning courses to real-world client situations. After successfully completing this course, students will gain experience in:

• Identifying planning opportunities that meet clients' needs

• Determining the tax effect of a client's estate plan and possible transactions

• Designing strategies to minimize a client's estate taxes

• Crafting solutions to client needs that will bring new business opportunities Recommended Instructional Hours: 2 Delivery Methods Available: eLearning


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(BUILDING TRUST EXPERTISE Level 3 Continued) Estate Planning for Lifetime Gifts 8410 Audience: Trust Officers who have completed Building Trust Expertise Levels 1 and 2 and have 2 or more years experience working with trust clients managing more complex trusts including tax law and investments. This course introduces participants to the concepts of lifetime gifts. It discusses the appropriateness of lifetime gifts, use of the annual exclusion, and various techniques for transferring assets. After successfully completing this course, students will be able to:

• Assist clients with determining whether they should incorporate a plan of lifetime gifts within their estate plan

• Advise clients on how to make effective use of the annual exclusion and techniques for transferring assets to minors

• List the requirements for a Crummey trust and when they may be appropriate for client situations

• List the features and limitations of GRITS, GRATS, and GRUTS, and suggest strategies for using them when appropriate

• Apply the principles learned in Gifts, Generation Skipping Transfer Tax in Lifetime Gifts, Gifts of Insurance, and GRITS, GRATS, and GRUTS to determine when and when not to make a lifetime gift


Financial Planning Skills 8414

Audience: Trust Officers who have completed Building Trust Expertise Levels 1 and 2 and have 2 or more years experience working with trust clients managing more complex trusts including tax law and investments. This course describes the financial planning process as it is used to enhance relationships with trust clients. It provides a big picture overview of financial planning, things to consider in any financial planning discussion, common forms used for financial planning, and how various measurements of value are used in financial planning. After successfully completing this course, students will be able to:

• Understand the scope of financial planning

• Explain how Client Profiles, Assets and Liabilities Statements, and Cash Flow Statements are used to identify client needs

• Identify how different measurements of value are used in financial planning Recommended Instructional Hours: 6.5 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25

Generation Skipping Transfer Tax 8415

Audience: Trust Officers who have completed Building Trust Expertise Levels 1 and 2 and have 2 or more years experience working with trust clients managing more complex trusts including tax law and investments. This course provides participants with information needed to develop a thorough understanding of the GST tax and to better respond to common tax-related questions from clients. After successfully completing this course, students will be able to:

• Define key terminology, including transferor, skip person, and non-skip person

• Identify the three types of Generation-Skipping Transfers

• Describe the available GST tax exclusions and the GST tax exemption

• Calculate GST tax due Recommended Instructional Hours: 8.5 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25


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(BUILDING TRUST EXPERTISE Level 3 Continued) Investments II 8416

Audience: Trust Officers who have completed Building Trust Expertise Levels 1 and 2 and have 2 or more years experience working with trust clients managing more complex trusts including tax law and investments. This course builds on two previous Investment courses in the BTE curriculum and focuses on the concepts used in valuing investments, the characteristics of different types of securities markets, and factors to consider in mutual fund selection. After successfully completing this course, students will be able to:

• Describe the different mutual fund expenses

• Discuss retail and institutional funds

• Discuss characteristics of different money market funds

• Describe an efficient market

• Describe how the primary market works

• Describe the function of the bond markets

• Explain how rate of return is calculated

• Describe the difference between simple and compound growth

• Discuss common stock valuation

• Discuss discount rate Recommended Instructional Hours: 9 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25

Life Insurance and Annuities 8417

Audience: Trust Officers who have completed Building Trust Expertise Levels 1 and 2 and have 2 or more years experience working with trust clients managing more complex trusts including tax law and investments.

Successfully completing this course enhances the Trust Officer's value to clients as a credible source of insurance information. Participants will learn about life insurance and annuity products, review related policy issues and fiduciary responsibilities, and explore the uses of these products in serving clients' financial- and estate-planning needs. After completing this course, students will be able to:

• Describe the features and characteristics of hybrid life insurance policies that serve common trust client needs

• Describe special investment features of annuity types

• Manage life insurance and annuity contracts within a trust according to bank policy and fiduciary responsibility

• Identify policy and contract issues that affect clients' estate- and financial-planning objectives

• Identify additional uses for life insurance and annuity contracts Recommended Instructional Hours: 9 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25


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Business Etiquette 2506

AUDIENCE: Personnel in the branch and administrative offices. This AIB course introduces the four guiding principles of business etiquette This course explores how to make introductions and others appropriately. This course describes the importance of following professional dress codes It explains how workplace behavior can affect others and how the rules of business etiquette apply to work situations out of the office. After successfully completing this course, you will be able to:

• Define the four guiding principles of business etiquette

• Introduce yourself or others appropriately to reflect professional hierarchy

• Describe professional dress code and the effect of not following the code

• Explain how workplace behavior can affect others

• Explain how the rules of business etiquette apply to work situations out of the office TEXT: Live: Business Etiquette, 2006/Rev. 2011, ABA; eLearning: All reading materials provided online Recommended Instructional Hours: 4 Live, 2 eLearning Delivery Methods Available: Live, eLearning Recommended AIB Credits: 0.25

Call Center Representative Certificate Curriculum The curriculum for the AIB Call Center Representative Certificate addresses the knowledge and skills necessary to become a superior Call Center Representative. To be successful, Call Center Representatives must have the appropriate level of understanding of retail products, in addition to understanding bank policies and procedures. Call Center Representatives must communicate well and apply sales skills effectively to cross-sell deposit and credit products and services, as well as open accounts for retail customers. Telephone skills, including telephone etiquette, are critical to the position. In addition to a fundamental understanding of banking and banking regulations affecting the position, the required courses emphasize telephone skills, product knowledge, sales and customer service. All individual courses listed below must be successfully completed in order to earn the AIB Call Center Representative Certificate OR it can also be taken entirely online as a self-paced (eLearning) certificate curriculum:

• Banking Today

• Cross-Selling Deposit Products





• Regulatory Compliance for Call Center Representatives

• Revitalizing Customer Service

• Teleconsulting: Parts 1 and 2

• Telephone Etiquette

• Understanding Bank Products Recommended AIB Credits: 4.25 eLearning Curriculum Course Delivery Methods Available: eLearning


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Calling on Small Business Customers 4288

AUDIENCE: Personnel responsible for face-to-face small business customer calls. This course provides instructions on how to plan effective calls with small business clients. This course teaches the steps in the Call Planning Model and for practice, apply them to calls involving fictitious and actual clients. This course also offers the opportunity to practice planning calls with a high degree of skill and confidence. After successfully completing this course, you will be able to:

• Explain the importance of planning calls and setting call priorities

• Identify call situations and associate them with the four call types

• Summarize and apply the steps in the Call Planning Model Recommended Instructional Hours: 1.50 Delivery Methods Available: eLearning

Coaching for Success 6876 AUDIENCE: Bank personnel responsible for coaching others with or without a reporting relationship. This could include managers, supervisors, team leaders and mentors. This AIB course provides managers, supervisors, team leads and mentors with the knowledge and skills necessary to assess, plan, and carry out a performance coaching dialogue with an employee or person being mentored. Additionally, this course provides techniques for ongoing performance feedback and skills for recognizing a coaching opportunity. It will encourage students to become involved, on an ongoing basis, with the performance growth of other employees to develop and enhance their skills. At the end of the course, students will participate in a simulated coaching dialogue to practice applying these skills in a typical coaching situation. After successfully completing this course, you will be able to:

• Differentiate coaching, by goals and methodology, from corrective feedback

• Recognize a coaching opportunity

• Describe resources and processes that your employer provides in support of coaching

• Prepare a plan for a coaching session

• Demonstrate listening skills appropriate to a coaching dialogue

• Perform a coaching dialogue

TEXT: Live: Coaching for Success, 2006/Rev. 2011, ABA; eLearning: All reading materials provided online Recommended Instructional Hours: 3-4 Live, 2 eLearning Delivery Methods Available: Live, eLearning Recommended AIB Credits: 0.25

Completing the Currency Transaction Report 9100

AUDIENCE: Anyone who is responsible for completing a Currency Transaction Report. This course provides a way to know when a Currency Transaction Report should be filed when transactions meet certain thresholds. The course also describes how to aggregate multiple transactions for reporting purposes. This course explains how to complete a Currency Transaction Report, and provides various opportunities to practice completing the report with real-life customer scenarios. After successfully completing this course, you will be able to:

• Identify the circumstances when a Currency Transaction Report (CTR) should be filed

• Learn how to aggregate multiple transactions for reporting purposes

• Complete a Currency Transaction Report Recommended Instructional Hours: 0.75 Delivery Methods Available: eLearning


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Completing the HUD-1

AUDIENCE: Mortgage loan closers, Settlement agents, Post closers, Loan processors. According to www.HUD.gov, HUD is requiring that loan originators provide borrowers with a standard Good Faith Estimate that clearly discloses key loan terms and closing costs and that closing agents provide borrowers with a new HUD-1 settlement statement, in accordance with the Real Estate Settlement Procedures Act. The RESPA rules that went into effect on January 1, 2010, changed how the HUD-1 form is completed, and the form itself underwent change. This course will review each field on the HUD-1 and HUD-1A and identify requirements for completion of each field to comply with RESPA. Focusing on the new form and its completion, this course provides a detailed explanation of each field and several examples that are designed to clarify specific loan situations. After successfully completing this course, you will be able to:

• Recognize each field on the HUD-1 and HUD-1A

• Identify requirements for completion of each field

• Complete the HUD-1 or HUD-1A in compliance with RESPA Recommended Instructional Hours: 1 Delivery Methods Available: eLearning

Consumer Credit Products 7016

AUDIENCE: Branch personnel who are responsible for discussing or selling consumer credit products.

This AIB course provides students with the confidence they need to discuss consumer credit terms and products with their clients. The course begins with defining the basic terminology associated with consumer credit products. Then, it explores the different types of credit products - non-real estate-related and real estate-related - and explains how to calculate the maximum loan amount available for the real estate-related products. After successfully completing this course, you will be able to:

• Define basic consumer credit terminology to clients

• Identify features of consumer credit products

• Explain the two loan categories - non-real estate-related and real estate-related - along with the products associated with the categories

• Determine the maximum loan amount available based on collateral value, for real estate-related products. Recommended Instructional Hours: 1.50 Delivery Methods Available: eLearning Consumer Lending 7008

AUDIENCE: Entry-level consumer lenders, consumer credit personnel, and bank employees who need to understand the consumer credit function. This AIB course introduces students to consumer lending, including its process and the environment in which it operates. The course provides the essentials about closed-end loans, indirect loans, open-end credit, and credit-related products. It traces the consumer lending process from developing and taking loan applications to collection and recovery. After successfully completing this course, you will be able to:

• Describe key laws and regulations that affect consumer lending

• Explain how effective marketing can increase loans outstanding and application volume

• Describe consumer loan information sources and the credit verification process supports knowledge and skill building for each job function

• Explain how the five C’s of credit are used in credit evaluation and decision-making

• Discuss consumer loan delinquencies -- causes, collection stages, and remedies TEXT: Consumer Lending, 2009, ABA Recommended Instructional Hours: 15-30-45 Live, 16 Weeks Online Delivery Methods Available: Live, Correspondence, Online Recommended AIB credits: 1-2-3 Live, 3 Correspondence & Online


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Corrective Action 4227 AUDIENCE: Any supervisor or manager who has responsibility for evaluating and documenting employee performance In Corrective Action, students will learn how to facilitate their employees' improvement, instead of merely disciplining them. The course covers when and how to apply corrective action, and provides strategies for motivating employees to improve. Students will learn to use a range of corrective modes in a balanced and objective manner, including applying the progressive disciplinary model, documenting corrective action through a standard documentation template, and counseling employees towards improvement in a professional manner. After successfully completing this course, you will be able to:

• Define corrective action and its significance

• Describe an employee's performance or behavior gap specifically and objectively

• Identify the steps of the progressive disciplinary model

• Apply the progressive disciplinary process to disciplinary situations

• Document corrective action completely by including the standard elements

• Prepare for a corrective counseling session with an employee

• Conduct a corrective counseling discussion with an employee

• Take appropriate corrective action based on an employee performance or behavior issue TEXT: Live: Corrective Action, 2011, ABA; eLearning: All reading materials are provided online Recommended Instructional Hours: 3-4 Live, 2 eLearning Delivery Methods Available: Live eLearning Recommended AIB Credits: 0.25

Credit Products for Small Businesses 6652 AUDIENCE: Bank personnel who are responsible for selling credit products to the small business customer and/or responsible for

identifying sales opportunities and referring small business lending prospects to the appropriate bank contacts. This AIB course teaches how to match credit products to small business clients’ needs. This course also explains market and product knowledge necessary to be a resource for small business clients. After successfully completing this course, you will be able to:

• Describe features and benefits of small business credit products

• Match small business credit products to client needs Recommended Instructional Hours: 1 Delivery Methods Available: eLearning


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Cross-Selling Deposit Products 6268 AUDIENCE: Any bank personnel in a position to discuss deposit products and services with customers. This AIB course offers logical steps for selling deposit products effectively. This course teaches how to conduct sales interactions with clients, and how to prepare for effective cross-selling to maximize sales of deposit products and ensure client satisfaction. Course exercises provide opportunities to practice cross-selling concepts through realistic client scenarios. After successfully completing this course, you will be able to:

• Explain the importance of cross-selling

• Describe typical bank products and their features and benefits

• Interpret clues and identify client needs

• Cross-sell deposit product solutions that match client needs

• Respond to questions and objections from clients

• Close the sale or refer the client TEXT: Live: Cross-Selling Deposit Products, 2006/Rev. 2011, ABA; eLearning: All reading materials are provided online Recommended Instructional Hours: 7 Live, 2 eLearning Delivery Methods Available: Live, eLearning Recommended AIB Credits: 0.25

Customer Identification Program

AUDIENCE: Any Frontline staff responsible for establishing account relationships including deposit, loan, safe deposit, investment, trust accounts or any other ongoing account relationship.

This AIB course offers a more in-depth look at Customer Identification Programs to help employees understand the specific requirements in the CIP rule, such as the four basic types of information to be obtained from each customer and to ensure that bank employees have a reasonable belief that they know each customer’s identity. Taking this course, even if it results in an adequate implementation of a CIP, will not be sufficient to meet a bank’s other obligations under the BSA, so this is a stand-alone course intended for individuals who are already familiar with the Bank Secrecy Act. After successfully completing this course, you will be able to:

o Identify the minimum required elements of a Customer Identification Program (CIP) o Describe ways to verify a customer's identity o Understand the rules applicable to private banking accounts and accounts established for Politically

Exposed Persons ( PEPs) o Describe beneficial ownership

Delivery Methods Available: Live, eLearning


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Customer Service Representative Certificate Curriculum The AIB Customer Service Representative Certificate addresses the knowledge and skills necessary to achieve superior performance in this important position within the bank. Customer Service Representatives (CSRs) conduct basic banking transactions and cross-sell bank products and services. Successful CSRs respond to customer needs with a thorough understanding of retail products and services and resolve customer problems with knowledge of pertinent bank policies and procedures. In addition to courses that address sales and customer service, the curriculum also emphasizes regulatory compliance, business ethics and banking fundamentals. Basic selling and cross-selling skills are covered as well. All individual courses listed below must be successfully completed in order to earn the AIB Customer Service Representative Certificate OR it can also be taken entirely online as a self-paced (eLearning) certificate curriculum:

• Banking Today

• Building and Retaining Customer Relationships: Parts 1 & 2






• Regulatory Compliance for Customer Service Representatives

• Revitalizing Customer Service: Parts 1 & 2

• Telephone Etiquette

• Understanding Bank Products Recommended AIB Credits: 4.25 eLearning Curriculum Course Delivery Methods Available: eLearning The AIB Customer Service Representative Certificate meets the pre-certification education requirements for the Certified Customer Service Representative (CCSR) designation through the Institute of Certified Bankers (ICB).

Dealing Effectively With Co-Workers 2534 AUDIENCE: Bank personnel at all levels. This AIB course focuses primarily on behavior among co-workers. It introduces information about social behavioral styles and how the different styles affect communication among co-workers. Students will identify their own base preference group and learn what creates the challenges with his/her behavioral opposite. Students will also learn strategies and guidelines for dealing with difficult co-workers and the resulting conflict. After successfully completing this course, you will be able to:

• Identify elements that contribute to individual perspective

• Describe how perspective drives actions and behaviors

• Describe how behavior choices impact the work environment

• Describe the characteristics and behaviors of the four base preference groups

• Explain the differences found in the same base preference group

• Describe how to look at things from a different perspective

• Describe the benefits and challenges of working with behavioral opposites

• Use the five steps to enhance the working relationship with a difficult co-worker

• Describe the benefits of focusing on what someone else finds important TEXT: Live: Dealing Effectively With Co-Workers, 2007/Rev. 2011, ABA; eLearning: All reading materials are provided online Recommended Instructional Hours: 8-9 Live, 3 eLearning Delivery Methods Available: Live, eLearning Recommended AIB Credits: 0.50


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Deposit Products & Services for Small Businesses 4289 AUDIENCE: Bank personnel who are new to the small business market who are responsible for providing services to small business customers. This AIB course discusses common deposit and non-credit products by focusing on the benefits to the small business customer. Special emphasis is placed on connecting the needs of different bank products with the life cycle of the business. After successfully completing this course, you will be able to:

• Define the small business market and identify the banking needs of small business customers

• Describe the features and benefits of business products and services

• Compare and contrast features and benefits for the products and services available to small businesses

• Identify the life stages of a small business and the products and services that target the customer’s needs

Recommended Instructional Hours: 0.50 Delivery Methods Available: eLearning

Discovering FHA Programs AUDIENCE: Loan Processors, Underwriters, Loan Originators. Being competitive in today's mortgage environment requires that lenders offer loan programs that meet the unique needs of the borrowers in the communities in which they lend. To do this, many lenders are looking at programs that in the past were categorized as "non-traditional" programs. FHA programs are receiving considerable focus, as they have been taking hold of a significant segment of the market for many years. This course will review the benefits and challenges of FHA programs and reviews key characteristics of some of the most common FHA programs. Additionally, the course differentiates between Title I and Title II loans, examines insurable and uninsurable properties and identifies key differences between FHA and conventional loans. Whether you currently offer FHA financing or are exploring it as an option, this course will provide you with information on some of today's most popular FHA programs and their guidelines. After successfully completing this course, you will be able to:

• List the benefits and challenges of FHA loans

• Differentiate between Title I and Title II loans

• List insurable and uninsurable properties

• Identify key differences between FHA and conventional loans

• Review key characteristics of some of the more common FHA programs

• Understand how these programs might suit the needs of borrowers

• Recognize common FHA program parameters

• Consult various resources and obtain forms for FHA loan programs



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Economics for Bankers 2310

AUDIENCE: Personnel who wish to increase their understanding of economics as it relates to banking. This AIB course explains macroeconomic principles and how those principles relate to the financial services industry. It will help students interpret economic news and apply economic principles to their work. After successfully completing this course, you will be able to:

• Understand the meaning of economic terminology and the discipline of economic reasoning

• Locate and obtain economic data and information and apply it to your bank’s needs

• Understand the major economic policy problems faced by government: economic growth, unemployment, inflation, and budget deficits and debt

• Understand the aggregate demand/aggregate supply model and its importance in examining major economic policy problems TEXT: All reading materials are provided online.

Recommended Instructional Hours: 15-30-45 Live, 16 Weeks Online Delivery Methods Available: Live, Online Recommended AIB Credits: 1-2-3 Live, 3 Online Effective Client Referrals 4506 Audience: Branch or operations personnel who initiate needs assessment but who are not involved in making or closing the sale, especially tellers and safe deposit and operations support staff. This AIB course provides participants with the skills needed to provide confident and effective referrals. It supports the Relationship Selling model used in the course Introduction to Relationship Selling. After successfully completing this course, you will be able to:

• Describe what customers expect from their bank

• Identify the four steps in the Effective Referral Model

• Identify sales and service referral opportunities

• Match referral opportunities with the appropriate financial need type

• Make an effective referral using the appropriate referral technique

• Follow up with a customer when necessary. Text: Live: Effective Referrals, 2007, ABA; eLearning: All reading materials are provided online Recommended Instructional Hours: 4 Live, 1.5 eLearning Delivery Methods Available: Live, eLearning Recommended AIB Credits: 0.25


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Electronic Funds Transfer Act - Regulation E 6407

AUDIENCE: All Frontline Employees

With advances in technology, banks continue to create new ways for customers to benefit from electronic transactions. Soon after the first services became available in the 1970s, the Electronic Fund Transfer Act (EFTA) Regulation E was enacted to protect consumers from errors and fraud that could occur in these transactions. This course covers the requirements of Regulation E that apply to customer contact personnel including those mandated by the most recent overdraft and gift card provisions of the act. Students will learn how the overdraft rules prohibit financial institutions from charging customers fees for paying overdrafts on automated teller machine (ATM) and one time debit card transactions and how the consumer choice to opt in or not affects these types of transactions. Electronic Fund Transfer Act discusses the final rules applicable to gift cards and the consumer protections from certain unexpected costs. After successfully completing this course, you will be able to:

• Describe the background and purpose of Regulation E

• Describe the requirements regarding issuance of access devices

• Describe the disclosures required by Regulation E

• Describe the requirements related to preauthorized transfers

• Describe an electronic funds transfer error

• Explain how to handle inquiries about liability

• Explain the Regulation E rules pertaining to the assessment of the overdraft fees

• Discuss key topics relating to gift cards as addressed in the March 2010 amendment to Regulation E

Recommended Instructional Hours: 1 Delivery Methods Available: eLearning Elements of Title Insurance AUDIENCE: Mortgage loan closers, Loan Originators, Underwriters, Processors This course provides students with the essential components for a title review. The course covers title insurance terminology and identifies the key elements of title insurance. Students will utilize examples of title reports to recognize the components of a title report and to analyze the key sections of a title commitment. Additionally, the course will identify title requirements and exceptions and explain the required disclosures and closing protection letter requirements. After successfully completing this course, you will be able to:

• Define title insurance terminology

• Identify key elements of title insurance

• Recognize the components of the title report

• Analyze the key sections of a title commitment

• Identify title exceptions

• Explain disclosure and closing protection letter requirements Delivery Methods Available: eLearning


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Equal Credit Opportunity Act - Regulation B 7321 AUDIENCE: Bank personnel involved in the process of gathering information for credit transactions. This AIB course teaches students to evaluate an applicant's creditworthiness within the boundaries of the Act. The course begins by describing the purpose and coverage of the ECOA, and then reviews what a bank and its employees must do regarding the taking and processing of loan applications, including acceptable factors. This course explains the prohibited bases for evaluating an application and required notifications. The course concludes with a discussion of other bank compliance issues, including the requirements for reporting credit information, record keeping, and the consequences of noncompliance. After successfully completing this course, you will be able to:

• Explain the purpose of the Equal Credit Opportunity Act and what it covers

• Identify the point at which an inquiry turns into an application and prohibited requests of the applicant

• Describe what banks must do to comply with the Equal Credit Opportunity Act when processing a credit application

• Identify reporting and record keeping requirements, as well as the consequences for noncompliance Recommended Instructional Hours: 1.50 Delivery Methods Available: eLearning

Essentials of Mortgage Lending AUDIENCE: Lending operations staff, including: QC personnel, Loan Originators, Underwriters, Processors. This course underscores the importance of compliance and shares the resources and best practices in use in the industry today. Students will learn about the basics in the life of the mortgage loan process, the production process and gain insight into secondary marketing, servicing and mortgage fraud. The course also introduces origination strategies, common loan products and essential considerations when underwriting loan risk. Throughout the course, industry experts share their knowledge and expertise with students by providing perspectives of the industry that have taken years to acquire. After successfully completing this course, you will be able to:

• Define mortgage lending

• Identify the steps involved in mortgage production

• Describe the mortgage loan origination process

• List common mortgage loan products

• Analyze the underwriting process

• Examine the role of the secondary market

• Recognize servicing functions

• Explain relevant laws impacting mortgage loans

• Summarize the importance of internal controls and identification of red flags to reduce mortgage fraud Delivery Methods Available: eLearning


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Estate & Gift Tax Planning Kit

Four tax planning resources are packaged into the 2012 Estate and Gift Tax Planning Kit. The telephone briefing, two self-paced courses, and workbook offer a comprehensive look at common strategies available to advisors this tax year. Uncertainty is still on your client's mind; uncertainty about the probability of changes to the exemptions in 2013 and the benefits of planning in this low-rate environment. No one knows for sure what to expect, but your clients want you to be able to give them the best advice possible now and this insightful toolkit can help you prepare. 1. Top Ten Fiduciary Income Tax Issues [Recorded Telephone Briefing]

• Skip Fox, partner, McGuire Woods LLP, Charlottesville, VA and Tom Abendroth, partner, Schiff Hardin LLP in Chicago, IL examine the top ten fiduciary income tax issues in this recording of the live, two-hour briefing held in March 2012.

• This recording has been approved for 2.5 CTFA (TAX), 2.5 CSOP, 2.5 CRSP and 2.5 CISP continuing education credits. 2. Estate Planning for Lifetime Gifts [Self-paced eLearning Course]

• Estate Planning for Lifetime Gifts introduces participants to the concepts of lifetime gifts. It discusses the appropriateness of lifetime gifts, use of the annual exclusion, and various techniques for transferring assets.

3. Generation-Skipping Transfer Tax [Self-paced eLearning Course]

• Generation-Skipping Transfer Tax provides participants with information needed to develop a thorough understanding of the GST tax and to better respond to common tax-related questions from clients.

4. ABA Tax Law and Tax Planning Workbook [eBook]

• The ABA Tax Law and Tax Planning Workbook provides a review of the federal income and transfer tax consequences associated with a trust. The 14 sections of the Workbook cover topics such as Income Taxation, Federal Taxation, and the techniques associated with integrating estate planning with effective tax strategies.

This eBook edition of the Workbook can be accessed from your transcript just like the recorded webinar and your eLearning courses. You can also save your copy to your desktop or mobile device. The Workbook is 433 pages in length.

Ethical Issues for Bankers 0162

AUDIENCE: Bank personnel at all levels.

This AIB course focuses on the ethical standards expected of financial services professionals. This course teaches general guidelines that determine banking ethics, helps students gain the knowledge and skills needed to perform ethical decision-making, and prepares them to observe their institution's code of conduct and Federal laws. This course also explores typical ethical dilemmas that tend to occur in financial institutions, and how to apply a thoughtful three-step approach to such dilemmas. After successfully completing this course, you will be able to:

• Describe the importance of ethical practices in banking

• Define the nature and elements of ethical dilemmas

• Describe business practices commonly covered in financial institutions’ codes of conduct

• Identify the regulations prohibiting unethical practices in banking

• Use the three-step approach to determine appropriate action in situations that could lead to ethical violations TEXT: Live: Ethical Issues for Bankers, 2009/Rev. 2011, ABA; eLearning: All reading materials are provided online Recommended Instructional Hours: 4-6 Live, 1.50 eLearning Delivery Methods Available: Live, eLearning Recommended AIB Credits: 0.50 Live, 0 eLearning


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Evaluating & Structuring Commercial Loans AUDIENCE: Commercial and/or Business bankers and Credit Analysts

Evaluating and Structuring Commercial Loans: A Decision Tree Approach provides the commercial

lending process and the related financial analysis of a borrower. This involves a mix of qualitative and quantitative skills that cover over five "levels" with each level having four or five courses of instruction. To accelerate learning, each course has a pre-test to allow the elimination of subjects where the learner demonstrates sufficient knowledge. This curriculum also includes a comprehensive glossary of terms and job aids that are valuable references to download and print throughout the series of courses and back on the job. This curriculum focuses on commercial and industrial lending (C&I), and excludes commercial real estate or investment properties.

Level 1: Understanding Business Borrowers focuses on understanding business industries and

types, plus why they borrow money. It also introduces basic concepts of business financial accounting and entity structures.

The courses included in the Level 1: Understanding Business Borrowers Curriculum and their objectives are:

Business Sectors and Operating Cycles

• Explain the operating cycles of various business industries

• Analyze the financial data and evaluate the risks of the different industries Why Businesses Borrow

• Explain how a firm’s cash flow cycle can affect debt requirements and repayment sources

• Identify the reasons businesses need to borrow

• Identify the various borrowing arrangements used to structure a business loan

• Describe the way alternative lending sources compete with or complement community banks Business Legal Structures and Life Cycles

• Define the basic types of legal structures available to a business

• Describe the general characteristics of the four stages in the business life cycles Introduction to Business Financial Statements

• Describe the financial statement analysis process

• Describe basic guidelines for preparing a spreadsheet and analyzing the data

• Identify and evaluate a borrower’s financial strengths, weaknesses, and uncertainties

• Explain the different types of financial statement preparation

• Describe the other components associated with financial analysis How Business Financial Statements are Constructed (Accounting Refresher)

• Compare and contrast the cash method and accrual method of accounting

• Construct a balance sheet and income statement on the accrual basis for an example business



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(EVALUATING & STRUCTURING COMMERCIAL LOANS Continued) Level 2: Analyzing Business Financial Statements and Tax Returns covers

the analysis of business financial statements and tax returns, including cash flow statements.

The courses included in the Level 2: Analyzing Business Financial Statements and Tax Returns Curriculum and their objectives are: Income Statement Analysis Explain the components of revenue and cost of goods sold Describe operating expenses and net profit analysis

Balance Sheet Analysis

• Identify balance sheet considerations

• Describe the different types of assets—current, other, and noncurrent

• Explain the components involved in a liability and equity analysis

Ratio Analysis

• Describe the considerations a lender needs to take into account when using ratios to evaluate financial performance

• Identify, calculate, and interpret liquidity, financial leverage, profitability, efficiency, and debt coverage ratios

• Explain how to use industry data when performing a ratio analysis Cash Flow Analysis

• Identify cash flow statements and reports

• Describe the two dominant types of cash flow reports—indirect and direct method

• Explain the direct method for operating activities and the importance of pro forma and cash budgets The UCA Model

• Compare the formats of the banker-prepared UCA cash flow model and the accountant-prepared statement of cash flows (SCF)

• Construct a UCA model and interpret the results

• Explain the advantages of the UCA model Cash Budgets and Pro Forma Statements

• Provide a description of a cash budget

• Explain the purpose of a cash budget

• Describe why a cash budget is a critical tool of financial statement analysis

• Identify key financial information in the cash budget format

• Analyze the cash budget to determine the effect on the operating cycle, working capital, and capital expenditures Recommended Instructional Hours: 6.5 Delivery Methods Available: eLearning

COMING SOON:

Level 3: Analyzing Personal Financial Statements and Tax Returns moves

into personal financial statements and tax returns, including combining business and personal cash flows into a global analysis.

Level 4: Qualitative Analysis and Determining a Credit Risk Rating covers

qualitative analysis and how to assess industry risk, market risk and management risk. It also provides an understanding of the role of loan policy and the need to summarize the borrower’s various risks into an appropriate credit risk rating.

Level 5: Loan Structuring, Documentation, Pricing and Problem Loans completes the lending process by providing guidance on loan structuring and documentation issues in response to the analysis of the quantitative and qualitative risks. This will include an overview of key documents, loan agreements and covenants, as well as negotiating and pricing. This Level concludes with an introduction to problem loans.


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Event Based Selling 4508 AUDIENCE: Those bankers whose responsibilities include attending, participating in, or hosting community-based group events. Students should have a working knowledge of their institution’s products and services. This AIB course will focus on using group events as a marketing tool to promote sales. Students will learn how to target their market, plan group events, and use networking techniques to increase the number of business contacts made at group events. After successfully completing this course, you will be able to:

• Identify group event opportunities within their market

• Identify common characteristics within groups

• Identify common financial needs within groups

• Identify networking strategies to increase the number of contacts made at group events

• Maximize sales opportunities gained through group events

• Create an action plan and timeline for hosting a group event Recommended Instructional Hours: 1 Delivery Methods Available: eLearning

Expedited Funds Availability Act - Regulation CC 6962

AUDIENCE: Tellers, new account representatives, branch managers, and any staff members who work with checks and new accounts (NOTE: Reg CC training is mandatory for all affected bank personnel.)

This AIB course introduces the key components of the Act. This course explores the availability schedules used on transaction account deposits and the general conditions when Regulation CC allows holds to be extended. The course has been updated to reflect the July 21, 2011 anticipated changes due to the Dodd-Frank Act. This course also explains some of the basic requirements created by the Federal Reserve Board as part of EFAA for paying and returning checks. Changes to check processing as a result of Check 21 are covered including a description of substitute checks. Timing for disclosures required for new accounts, extended holds, and other key disclosures are discussed. After successfully completing this course, you will be able to:

• Differentiate between next day, 2nd day, and extended hold availability schedules

• Explain and share the primary benefits of Check 21

• Describe general disclosure information required for all financial institutions

• Describe the key rules for returning checks Recommended Instructional Hours: 1 Delivery Methods Available: eLearning Explaining Loan Modifications AUDIENCE: Loan Originators, Underwriters, Processors This course provides students with the information needed to identify the loan modification options available to borrowers who are at imminent risk of default. During the course, students evaluate the differences between the options and apply the options to various real-life scenarios. Additionally, this course identifies eligibility requirements and procedures for obtaining a loan modification and how to avoid falling victim to loan modification scams. After successfully completing this course, you will be able to:

• Define Loan Modification

• Identify loan modification options

• Apply loan modifications to homeowners

• Identify fraudulent loan modification scams Delivery Methods Available: eLearning


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Extending Credit to Bank Insiders - Regulation O 7324

AUDIENCE: Employees at all levels.

This course defines the term bank "insider." This course teaches the lending restrictions applied to bank insiders under Regulation O. After successfully completing this course, you will be able to:

• Describe who is covered by Regulation O and the rules and disclosures that must be followed

• Describe the lending limits and requirements when a bank makes a loan to an executive officer Recommended Instructional Hours: 0.25 Delivery Methods Available: eLearning Fair Credit Reporting Act (FCRA) 7333 AUDIENCE: Personnel involved in using or reporting credit information. This AIB course describes this federal law that addresses the rights and obligations of four groups 1) Consumer reporting agencies, 2) Users of consumer information, 3) Furnishers of consumer information and 4) Consumers. This course defines the key terms used in the Act, including permissible purposes, and provides an overview of the FACT Act. This course promotes discussions surrounding reporting and disclosure requirements including how to handle direct disputes. It also explains circumstances surrounding risk-based pricing notices. After successfully completing this course, you will be able to:

• Explain the purpose of the Fair Credit Reporting Act

• Describe transactions covered by FCRA

• Explain requirements for affiliates

• Describe consumer rights regarding adverse action. Recommended Instructional Hours: 1 Delivery Methods Available: eLearning

Fair Housing Act 7319

AUDIENCE: Frontline bank personnel such as tellers, new account representatives, and other entry-level bank positions.

This AIB course introduces the history, purpose and coverage of the Fair Housing Act (FHA). This course explores the FHA prohibited bases of discrimination, the requirements of the Equal Housing Lender Lobby Poster, and the Fair Housing logo. This course also defines FHA terminology and recordkeeping requirements. After successfully completing this course, you will be able to:

• Explain the background and purpose of the Fair Housing Act

• Explain the coverage and the prohibited bases of discrimination under the Fair Housing Act

• Describe the requirements of the Fair Housing Act

• Explain the penalties for noncompliance with the Fair Housing Act. Recommended Instructional Hours: 0.50 Delivery Methods Available: eLearning


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Fair Lending 7341

AUDIENCE: Bank personnel who have customer contact, and deal with consumer and real estate credit transactions including sales, processing, underwriting and compliance personnel.

Fair Lending introduces the practices and principles of fair lending, and demonstrates how to avoid discriminatory and unfair lending practices when interacting with clients. This course describes the relationship between unfair treatment and illegal discrimination, as well as the essential points of the five federal fair-lending laws and the Joint Policy Statement on Discrimination in Lending. Throughout the course, students will have opportunities to practice standard client interaction scenarios that help ensure compliance with fair-lending laws. After successfully completing this course, you will be able to:

• Describe the relationship between unfair treatment and illegal discrimination

• Explain the relationship between the fair lending laws and three types of discrimination

• Identify the best practices to ensure compliance with fair-lending laws. Recommended Instructional Hours: 1 Delivery Methods Available: eLearning

FDIC Insurance Coverage 7371

AUDIENCE: Employees with customer contact. This AIB course provides an overview of Federal Deposit Insurance Corporation (FDIC) insurance coverage of accounts. This course promotes discussions surrounding individual and joint account ownership types and aggregation of accounts as they relate to insurance coverage. This course was updated in 2010 and 2011 to include the new rules expanding the unlimited non-interest bearing transaction account coverage under the Dodd-Frank Act through 2012, as well as the updated disclosures requirements in the Act. After successfully completing this course, you will be able to:

• Describe the general rules and terminology for insurance coverage

• Provide a general description of the insurance categories

• Share some general information about FDIC signage Recommended Instructional Hours: 1 Delivery Methods Available: eLearning

Flood Disaster Protection Act 3416

AUDIENCE: Frontline employees involved in the lending process, including mortgage, consumer and small business lenders, loan processors and loan servicing.

This AIB course provides an overview of the requirements for processing transactions covered by this Act. This course explains of the coverage requirements and exemptions, and the disclosures required in these transactions. After successfully completing this course, you will be able to:

• Explain the background and purpose of the Flood Disaster Protection Act

• Describe the circumstances when you must perform a flood determination

• Identify the types of properties that require flood determination

• Explain the types of loans subject to the mandatory requirement to purchase flood insurance

• Describe the minimum flood insurance purchase amounts

• Describe the process for notifying borrowers who have properties in a special flood hazard areas

• Describe what constitutes sufficient proof of flood insurance and when it must be provided to the bank

• Explain the bank's responsibilities for ensuring that an appropriate amount of flood insurance is maintained for the life of the loan



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Fundamentals of Consumer Lending 7018

AUDIENCE: Any bank personnel with little or no experience in consumer lending. This AIB course covers the basics of consumer credit including terminology, categories of credit, credit worthiness. Students will learn the application process and the actions required to ensure bank compliance with regulations. By the end of the course, students should have a higher comfort level with consumer credit and feel an increase in credibility when interacting with clients who apply for consumer credit. After successfully completing this program, you will be able to:

• Describe consumer credit basics including examples of consumer credit, the consumer credit operations of a bank, and the credit application process

• Define basic categories of consumer credit and terminology

• Explain how banks make money from loans including which rate types banks use, which factors determine loan pricing, and which loan cost categories affect loan profitability

• Describe the credit evaluation and decision-making systems, namely the Five C's of Credit and credit scoring

• Summarize the impact of bank regulations upon the credit application process Recommended Instructional Hours: 3 Delivery Methods Available: eLearning Recommended AIB Credits: 0.50

Fundamentals of Small Business Banking 4282 AUDIENCE: Bank personnel who have had limited exposure to the small business market but are responsible for servicing or selling to small business customers. This AIB course presents ways to build successful relationships with small business clients by gaining knowledge of the small business market. This course focuses on how small businesses have different needs at different stages of their operating and business cycles. This course provides the opportunity to learn these stages and apply learnings to meet the small business clients’ needs. After successfully completing this course, you will be able to:

• Identify common characteristics of small business markets

• Describe different business legal structures

• Identify common characteristics of small business markets

• Match business products and services to business cycles

• Compare the operating cycles of various business types

• Identify the life stages of businesses. TEXT: Live: Fundamentals of Small Business Banking, 2008/Rev. 2011, ABA; eLearning: All reading materials are provided online Recommended Instructional Hours: 4 Live, 2.25 eLearning Delivery Methods Available: Live, eLearning Recommended AIB Credit: 0.25


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Gathering the Facts on Mortgage Fraud AUDIENCE: Lending operations staff including; Compliance and QC personnel, Loan Originators, Underwriters, Processors At a time when mortgage fraud is one of the fastest growing crimes in the nation, it’s never been more important to be educated on the facts of mortgage fraud. Financial institutions, including mortgage lenders and brokers, are required under the Bank Secrecy to identify and report fraud. This course provides students with an overview of the characteristics of mortgage fraud and examines common fraud schemes. Additionally, this course highlights common red flags that may indicate fraud and explains when fraud needs to be reported. After successfully completing this course, you will be able to:

• Recognize key characteristics of various types of mortgage fraud

• Identify common mortgage fraud schemes

• Distinguish red flags that may idicate fraud

• Identify the reporting requirements Delivery Methods Available: eLearning

General Accounting 1002 AUDIENCE: Individuals with little or no accounting background.

This AIB course provides a foundation in basic accounting procedures using practical and easy-to-understand materials. Through this course you will gain a strong basic knowledge of accounting terms, concepts, and procedures, with an emphasis placed on fundamental procedures through examples and exercises. After successfully completing this course, you will be able to:

• Understand the basic accounting cycle

• List the steps in the accounting cycle

• Prepare a post-closing trial balance and interim statement

• Prepare a classified income statement and balance sheet, compute working capital and current ratio, and journalize closing entries for a business

TEXT: College Accounting, 9th edition, 2008, Houghton Mifflin Company

Recommended Instructional Hours: 45 Live, 16 Weeks Online Delivery Methods Available: Live, Online Recommended AIB Credit: 3 Hiring the Best 4116 AUDIENCE: Any supervisor or manager who participates in the position analysis and selection and hiring of employees. This AIB course will teach you how to structure the interview process to identify, evaluate, and hire the best candidate for the job. It will take you step-by-step through the hiring process. You'll learn to identify job requirements, measure and rate these skills, and conduct an interview that is legal and that provides you with the most useful information in the shortest amount of time. You'll be able to observe effective and ineffective interview scenarios in which you will identify potential interview pitfalls. Then you'll learn about evaluating and comparing candidates, as well as using reference checks After successfully completing this course, you will be able to:

• Identify the job tasks, skills, and proficiency levels that make up a job analysis

• Prepare effective interview questions to conduct a legal, thorough interview

• Follow proper guidelines for conducting an interview and pre-employment tests

• Evaluate and select the best candidate for a position in a legal manner Text: Live: Hiring the Best, 2007/Rev. 2011, ABA; eLearning: All reading materials are provided online Recommended Instructional Hours: 6 Live, 2 eLearning Delivery Methods Available: Live, eLearning Recommended AIB Credits: 0.50


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Home Mortgage Disclosure Act (HMDA) 7322 AUDIENCE: Bank personnel with responsibilities for any part of the mortgage lending process. This AIB course introduces students to the home mortgage data and disclosure information that must be provided to the public and federal government as a result of the implementation of the Home Mortgage Disclosure Act. The course explores the types of loans covered by HMDA, the information that is required for reporting on the Loan application Register, and the role of supervisory agencies and management in ensuring that the data is reported as outlined in HMDA. After successfully completing this course, you will be able to:

• Explain the purpose of the Home Mortgage Disclosure Act (HMDA) and what it covers

• Describe the financial institutions required to report HMDA data

• Provide an overview of the types of loans covered by HMDA

• List other Acts that support fair lending practices

• List the regulatory agencies involved with HMDA reporting

• Describe management responsibilities for reporting HMDA information

• Describe how to complete each section of the Loan Application Register Recommended Instructional Hours: 0.75 Delivery Methods Available: eLearning

Improving Productivity 2532

AUDIENCE: Any employee that leads a work team on a full- or part-time basis. This course introduces you to the main elements of productivity, and provides you with guidelines on how to evaluate and improve productivity in your workplace. In this course you will learn how to consistently and systematically apply a six-step process to resolving productivity problems in your work environment. You begin the process by carefully investigating what events, processes, or procedures led to the problem. Once you have identified the source of the problem you will begin to look for opportunities to improve the end result. You'll also learn that one such opportunity is understanding the value of your work group in this process. The steps you will learn about in Improving Productivity will keep you focused on what needs to be done to resolve problems and enhance current productivity levels. After successfully completing this course, you will be able to:

• Describe the manager’s role in productivity challenges for banks

• Identify the three elements of productivity

• Pinpoint the production problems in problem in everyday scenarios

• Identify obstacles that are keeping your their work group from reaching optimal performance levels

• Determine the best method to identify potential productivity obstacles through the use of interviewing, fishbone diagrams and flow charts

• Use rating, ranking and matrix screening methods for evaluating productivity solutions

• Describe the steps for implementing productivity solutions Recommended Instructional Hours: 3 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25


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Information Security & Red Flags 7252

AUDIENCE: All bank employees. This course covers the purpose of information security laws that apply to all banks' protection of customer information. This course contains an overview of both information security "best practices" and information on the Red Flag rules. This course teaches that information security laws apply to all banks, each bank creates its own policies and procedures and the general security guidelines for electronic and physical measures. It also covers additional rules finalized under the FCRA, including requirements to reconcile addresses. This course explains that these Red Flag rules require financial institutions and creditors to have policies and procedures for detecting red flags that indicate possible identity theft in new and existing accounts. After successfully completing this course, you will be able to:

• Describe the purpose of information security laws and types of protected information

• Describe guidelines for protecting information through security measures

• Recognize identity theft and develop an identity theft program Recommended Instructional Hours: 0.75 Delivery Methods Available: eLearning

Introduction to Agricultural Lending 6916

AUDIENCE: Those new to agricultural lending or with limited experience Students should have a basic knowledge of balance sheet assets and liabilities, and cash and accrual income. This AIB course will provide participants with the basic skills needed to begin to undertake credit analysis, loan structuring, monitoring, and provide guidance on dealing with problem loans. This course was developed in conjunction with the Schools of Banking, Inc., a jointly-owned subsidiary of the Kansas and Nebraska Bankers Associations. After successfully completing this course, you will be able to:

• Describe the size and scope of U.S. agriculture and the four main classifications of farm size

• Describe the purpose of the Farm Financial Standards Council (FFSC) and the impact of the FFSC recommendations on agricultural lending

• Calculate deferred taxes and the impact of such taxes on agriculture financial analysis and lender decisions

• Describe the importance and purpose of a loan policy in your bank TEXT: All reading materials are provided online. Recommended Instructional Hours: 8 Weeks Delivery Methods Available: Online Recommended AIB Credits: 1

Introduction to Analyzing Financial Statements 6952 AUDIENCE: Bank personnel who are responsible for reviewing financial statements for the purpose of assisting in making lending decisions, monitoring the ongoing health of the business, or conducting the initial financial analysis. This AIB course presents the tools needed to analyze financial statements with confidence. This course reviews the importance of analyzing financial statements in the small business lending process, and teaches the terms and steps associated with analyzing financial statements, including the income statement, the balance sheet and the cash flow statement. This course also provides a better picture of what is required in analyzing financial statements, and to know how to explain the interpretations of the financial information. After successfully completing this course, you will be able to:

• Define financial statement analysis and explain its importance in the small business lending process

• List the basic steps of financial statement analysis and the purpose of each

• Analyze an income statement and balance sheet

• Calculate and interpret key ratios

• Perform a simple cash flow analysis. Recommended Instructional Hours: 2.5 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25


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Introduction to IRAs AUDIENCE: Any bank personnel including tellers, new accounts representatives, personal bankers, platform assistants, and branch managers who require a basic understanding of Individual Retirement Accounts. This AIB course provides key concepts about basic IRA product features and benefits, and contribution and distribution requirements. The course discusses traditional, rollover, and Roth IRAs, including the new conversion rules, as well as Simplified Employee Pension Plans and SIMPLE Retirement Accounts. This course also presents information about IRA tax benefits and penalty calculations. Students will gain a greater understanding of how IRAs work, which will enhance their ability to increase IRA sales and improve customer service. After successfully completing this course, you will be able to:

• Discuss Individual Retirement Accounts, including contribution rules

• Discuss Roth IRAs, including contribution rules

• Discuss rollover IRAs, including contribution rules

• Discuss simplified employee pension plans, including contribution rules

• Discuss SIMPLE retirement accounts, including contribution rule Recommended Instructional Hours: 0.50 Delivery Methods Available: eLearning

Introduction to Mortgage Lending 7820 AUDIENCE: Personnel who want a broad overview of mortgage lending, including those who intend to pursue a career in mortgage lending (business development, underwriting, processing), and those individuals who recently joined a mortgage lending department. This AIB course introduces students who are new to the mortgage lending process, and discusses loans to individuals for the purchase of a residence, loans for apartment buildings and loans for real estate developers and builders. It covers construction and permanent financing for residential property; real estate law; documentation; mortgage market; the role of government in mortgage lending; and residential real estate as an investment. The discussion of underwriting, processing, and servicing will give participants a framework for learning the mortgage lending business and refining their existing knowledge. In addition, the coverage of laws and regulations affecting mortgage lending provides an understanding of the role of compliance in the mortgage lending business. After successfully completing this course, you will be able to:

• Know why mortgage lending has become so important for financial services companies

• Understand the legal aspects of mortgage lending and how lenders should document mortgage loans

• How a lender determines if a mortgage loan application should be approved.

• Understand the advantages and disadvantages of residential real estate as an investment TEXT: All reading materials are delivered online

Recommended Instructional Hours: 16 Weeks Online Delivery Methods Available: Online Recommended AIB Credits: 3


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Introduction to Relationship Selling 4504 AUDIENCE: All branch personnel involved with in-branch sales. This AIB course explains how to prepare for the sale and conduct an effective sales interaction with clients, and an overview of each step in the relationship selling process to guide sales interactions with clients. After successfully completing this course, you will be able to:

• Identify what clients expect from their bank

• Describe sales skills and techniques to successfully move through the sales process

• Examine the steps used to respond to client objections

• Identify techniques to effectively sell against the competition

• Determine actions to follow-up with a client and ask for a referral TEXT: Live: Introduction to Relationship Selling, 2006/Rev. 2011, ABA; eLearning: All reading materials are provided online

Recommended Instructional Hours: 9 Live, 2.5 eLearning Delivery Methods Available: Live, eLearning Recommended AIB Credits: 0.25 Introduction to Trust Products & Services AUDIENCE: Those employees who have recently joined the trust department in support positions, non-trust personnel within the bank who work with trust officers and trust clients, as well as employees of service providers to trust companies who want to develop a better understanding of their clients' business needs. This AIB course is a foundational, skill building course for trust professionals. It will help new trust professionals understand the fundamentals of the business, how a trust works, the types of assets commonly held in a trust and the basics of estate planning. The course describes the personal trust document and the process by which trust officers establish a trust for their clients. After successfully completing this course, you will be able to:

• Determine what an estate is

• Understand the estate planning process

• Explain federal estate taxation

• Distinguish between personal and real property

• Compare forms of property ownership

• List the methods of property transfer

• Contrast the forms of business ownership

• Distinguish types of trusts

• Compare testamentary and living trusts

• Describe the characteristics of a good trustee

• Describe the reasons for creating an irrevocable trust

• Explain the structure of an A/B trust plan

• Recognize the mechanics of an irrevocable life insurance trust

• Contrast the various types of charitable trusts

• Describe the dispositive provisions of a trust before and after the grantor's demise

• Analyze trustee vacancy and cotrustee considerations

• Understand the execution of a trust and proof of a trust's existence

• Define and use the terms that appear in bold in the text TEXT: All reading materials are delivered online Recommended Instructional Hours: 5 Weeks Online Delivery Methods Available: Online Recommended AIB Credits: 1


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IRA Online Institute 8725 AUDIENCE: IRA Services Professionals with one to two years experience or if someone is preparing for the CISP exam. Delivered in conjunction with ABA, the IRA Online Institute is an intensive 12-week course developed and supported by Ascensus' professional instructors that teaches in-depth, essential IRA information on Traditional IRAs, Roth IRAs, SEP plans, and SIMPLE IRA plans. Ascensus has tailored its premier on-site IRA training so attendees can conveniently access the web-based study material and submit assignments. Students should expect to spend 15-20 hours a week completing the readings and assignments depending on the student's prior knowledge of IRAs. The Online Institute is an Institute of Certified Bankers-approved educational program for the Certified IRA Services Professional (CISP) designation. After successfully completing this course, you will be able to:

• Administer both traditional and Roth IRAs and SEP and SIMPLE plans.

• Identify eligibility and set-up requirements for all of these plans

• Administer contributions consistent with contribution limits

• Manage rollovers and transfers

• Administer distributions and required minimum distributions

• Describe beneficiary options and facilitate beneficiary transactions

• Manage error resolution, penalties, and reporting on these accounts

• Identify key elements of successful IRA marketing effort TEXT: All reading materials are provided online. Content and instructor are provided by Ascensus Retirement Services. Recommended Instructional Hours: 12 Weeks Delivery Methods Available: Online Recommended AIB Credits: 2

Job Description Guidebook for Financial Institutions, 4th Edition This unique reference is a comprehensive compilation of position descriptions for jobs from the frontline to the executive office. The guidebook is a valuable resource for institutions of all sizes and charter types. This edition includes: more than 50 new job descriptions; a complete set of all job descriptions on CD-ROM to customize your institution’s job positions; descriptions for more than 25 departments with detailed duties and responsibilities, education and experience, and more. Delivery Methods Available: Textbooks & Publications


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Law and Banking: Applications 3670 AUDIENCE: Personnel who are new to banking or require a refresher course on the legal basis for many banking services and transactions. This AIB course reflects the ways that banks do business and how they are affected by laws and regulations — in plain English for the non-lawyer. It is devoted to the basic laws and banking regulations that govern deposit accounts, lending, real estate lending, bankruptcy, non-deposit products and services, international banking, marketing, safety and soundness, and information reporting. After successfully completing this course, you will be able to:

• Identify the laws and regulations that protect bank deposits and govern the relationship between a bank and its depositors

• Describe the legal protections provided to borrowers and the rights and responsibilities of banks when they offer credit and make loans

• Identify the laws and regulations that protect borrowers and lenders in real estate transactions and that serve the community interest

• Explain how the asset liquidation and reorganization provisions of bankruptcy law protect the interests of both debtors and creditors

• Describe the legal obligations of banks when they serve in a fiduciary capacity and when they provide insurance and securities products and services

• Discuss how the global trade and investment activities of U.S. banks are affected by both domestic and international law

• Explain laws and regulations that govern bank marketing practices

• Identify the bank safety and soundness laws that help protect bank assets, guard against deposit insurance system losses, and reduce risk in the banking system

• Explain some requirements placed on banks to report financial and customer information to government authorities and the responsibilities placed on banks to ensure safeguards when receiving, using, and disclosing customer information

TEXT: Law and Banking, 2012, ABA

Recommended Instructional Hours: 15-30-45 Live, 16 Weeks Online Delivery Methods Available: Live, Correspondence, Online Recommended AIB Credits: 1-2-3 Live, 3 Correspondence & Online


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Law and Banking: Principles 3660 AUDIENCE: Personnel who are new to banking or require a refresher course on the legal basis for many banking laws governing products, services and transactions. This AIB course is a foundation on the business law principles underlying banking law as well as a description of the context for and process of creating banking law and regulations. Knowing the basics of business law enables every banker to more easily understand laws pertaining to bank products, services and transactions. After successfully completing this course, you will be able to:

• Explain the legal and legislative sources of U.S. banking law and the judiciary's and regulatory agencies' roles in interpreting the law

• Describe the major torts and crimes that affect the banking industry

• Identify the customer relationships of individuals, sole proprietorships, and partnerships, and a bank's legal obligations and responsibilities when transacting business with these customers

• Identify the legal entities of corporations, government agencies, limited liability companies, estates, and trusts, and a bank's legal obligations and responsibilities when transacting business with these entities

• Explain how contractual relationships are formed and enforced and the different elements of contracts

• Describe how property may be acquired, transferred, and owned, and how creditors obtain property interests

• Describe the requirements of negotiable instruments as defined by Uniform Commercial Code Article 3 and other laws

• Describe the parties and their rights in the transfer of negotiable instruments and the legal responsibilities of banks in collections and returns as governed by the UCC and federal regulation

• Explain the legal obligations of banks to act responsibly as businesses and in their dealings with customers

TEXT: Law and Banking, 2012, ABA Recommended Instructional Hours: 15-30-45 Live, 16 Weeks Online Delivery Methods Available: Live, Correspondence, Online Recommended AIB Credits: 1-2-3 Live, 3 Correspondence & Online

Managing Change 6808

AUDIENCE: Any employee who is leading a group in a changing environment.

In this AIB course, you will learn about the typical effects that change events can have on individuals and organizations. It will teach you leadership strategies for approaching change. Through honing your communication skills and applying them to a four-step change communication process, the course will prepare you to better manage the impact of change. You'll learn to identify reactions to change and address them effectively. You'll learn how to gain commitment from others to support change and to take action. Ultimately, Managing Change will give you the skills to become a change leader in your organization. After successfully completing this course, you will be able to:

• Distinguish between change and transition

• Identify seven typical effects of change

• Describe the primary reactions employees have to change events

• Examine the three stages of change

• Identify possible reactions to each stage of change

• Identify the seven strategies to demonstrate change leadership

• Identify the influence and action you can take in change situations

• Describe the key elements of effective communication

• Identify the four steps to communicating change effectively

• Describe the impact of the four-step communication approach on a change event TEXT: Live: Managing Change, 2006/Rev. 2011, ABA; eLearning: All reading materials are provided online

Recommended Instructional Hours: 3-4 Live, 2 eLearning Delivery Methods Available: Live, eLearning Recommended AIB Credits: 0.25


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Managing Employee Relations 2504

AUDIENCE: Any manager or team leader with one or more reporting relationships.

This AIB course is designed to prepare you for the challenges of the contemporary workplace. This course provides you with a four-step strategy for managing employee relations--compliance with legislation, managing diversity, handling work and personal issues, and fostering open communications. After an overview of the importance of employee relations and their impact on the workplace, you then review the legislation that protects employees from discriminatory and unfair practices. You learn what your responsibilities are in such cases and how to respond to the specific problems outlined by the law. You also learn how to identify diversity issues in a team, how to respond to personal issues that affect the work environment, how to promote open communications, and how to establish formal and informal problem resolution processes. From these strategies, you learn effective practices and guidelines for handling workplace situations that threaten positive employee relations. After successfully completing this course, you will be able to:

• Describe the impact of a manager's role in establishing and maintaining sound employee relations in an organization

• Identify four management strategies that support positive employee relations

• Describe the purpose and intent of employment legislation governing workplace supervision

• Identify diversity issues in a team and overcome related barriers to productive employee relations

• Use effective guidelines for handling work and personal issues in a team

• Implement management activities that facilitate open communications TEXT: Managing Employee Relations, 2011, ABA Recommended Instructional Hours: 4-6 Live, 3 eLearning Delivery Methods Available: eLearning Recommended AIB Credits: 0.50

Managing Funding, Liquidity and Capital 7523 Prerequisites: Participants should have a basic understanding of bank financial statements, bank performance analysis, and interest rate management. Students who have not had exposure to these topics are encouraged (but not required) to take Analyzing Bank Performance and Managing Interest Rate Risk prior to this class. Audience: Individuals involved in funding, liquidity or capital management, or line managers making pricing, investment, or funding decisions that impact these areas. After successfully completing this course, you will be able to:

• Identify the risk-return characteristics of various deposit and non-deposit sources

• Evaluate the costs of various funding sources and their impact on profitability

• Evaluate the impact of various funding sources on interest rate and liquidity risk

• Use various measures to evaluate liquidity risk

• Take appropriate measures to manage liquidity

• Identify optimal capital levels from both the regulators' and shareholders' point of view

• Evaluate the costs and risks of different sources of capital

• Prepare a capital management plan Text: Bank Management, 7th Edition, 2008, by Timothy W. Koch and S. Scott MacDonald Recommended Instructional Hours: 6 Weeks Delivery Methods Available: Online Recommended AIB Credits: 1


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Managing Interest Rate Risk 7811

Prerequisites: Participants should be familiar with the characteristics of financial instruments that appear on bank balance sheets. AUDIENCE: Individuals involved in asset liability management or line managers making pricing, investment, or funding decisions that impact interest rate risk. After successfully completing this course, you will be able to:

• Understand the mechanics of valuing cash flows including duration and price sensitivity

• Identify the determinants of the overall level of interest rates

• Use static GAP analysis to measure interest rate risk

• Use duration gap to measure interest rate risk

• Assess the impact on interest rate risk of various pricing, investment, and funding decisions

• Use a range of derivatives to manage interest rate risk including futures, forwards, interest rate swaps, caps, floors, and collars

• Apply all of these concepts to the management of interest rate risk in their own institution TEXT: Bank Management, 7th Edition, 2008, by Timothy W. Koch and S. Scott MacDonald Recommended Instructional Hours: 8 Weeks Delivery Methods Available: Online Recommended AIB Credits: 2

Managing the Bank’s Investment Portfolio 4261 Prerequisites: Participants will need to have access to the individuals who manage their bank’s investment portfolio and the

information they use in this process. Participants should also have a basic familiarity with financial markets and financial instruments. This class uses a number of mathematical concepts and calculations to manage the investment portfolio. AUDIENCE: This course is designed for individuals involved in managing the bank’s investment portfolio. After successfully completing this course, you will be able to:

• Identify the key characteristics of common investment instruments

• Calculate the yield on those instruments

• Describe regulatory and accounting restrictions on the bank's investment portfolio

• Identify all of the elements that should be included in the bank's investment policy and formulate such a policy

• Compare the benefits and risk of various investment strategies

• Evaluate the comparative return of taxable and tax-exempt securities

• Evaluate total return and option-adjusted spreads on instruments with prepayment risk TEXT: Bank Management, 7th Edition, 2008, by Timothy W. Koch and S. Scott MacDonald Recommended Instructional Hours: 6 Weeks Delivery Methods Available: Online Recommended AIB Credits: 1


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Managing Time at Work 4342

AUDIENCE: Bank personnel who are not currently using an organized method to plan and manage their time or who want a refresher. This includes any bank employees who are responsible for completing varied tasks in a typical day.

In this AIB course, you will learn how to make your time at work more productive. You'll learn to create daily plans that focus your energies on business priorities in your workday. Additionally you'll learn techniques to manage your work area, interruptions, telephone calls, and other daily activities that take valuable time away from your workday. You'll be able to customize these steps and techniques into a daily planning system that works for you. By understanding these techniques and constructing your own plan, you'll be more productive. After successfully completing this course, you will be able to:

• Plan your time effectively

• Create a task management plan

• Organize the workspace

• Manage interruptions and daily activities Recommended Instructional Hours: 2 Delivery Methods Available: eLearning Recommended AIB Credits: 0.25

Marketing Financial Services 7740 AUDIENCE: Beginning marketers, seasoned bankers new to marketing, and experienced marketers new to banking This AIB course provides a thorough immersion in marketing concepts and activities involved in specifically marketing financial services It takes a marketer from the basics of marketing through the steps necessary to integrate and grow marketing at an institution. The course is full of case studies and provides a tool kit of items to help integrate the ideas and concepts into the bank. After successfully completing this course, you will be able to:

• Recognize consumer motivation and buying behavior

• Integrate public relations, advertising, sales promotion, selling, and service distribution functions in your bank’s overall marketing plan

• Conduct situation analysis and formulate a master marketing strategy

• Monitor and evaluate performance TEXT: Marketing Financial Services, 2009, ABA Recommended Instructional Hours: 15-30-45 Live, 16 Weeks Online Delivery Methods Available: Live, Correspondence, Online Recommended AIB Credits: 1-2-3 Live, 3 Correspondence & Online


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Meetings That Work 1877

AUDIENCE: Anyone who leads or participates in meetings within or outside an organization.

This AIB course focuses on how to effectively lead meetings and use them as productive methods to communicate, solve problems, and make decisions. It covers the appropriate reasons for holding meetings; the characteristics and typical structure of meetings; principles and tools for planning, leading, and participating in meetings; and how to handle distracting problem behaviors. After successfully completing this course, you will be able to:

• Describe the benefits, risks, and costs of business meetings

• List valid purposes for holding meetings

• Evaluate a group meeting against other methods of achieving a stated purpose

• Determine the appropriate type and number of participants to include in a meeting

• Complete detailed steps to prepare an effective agenda

• Evaluate alternative meeting room set-ups

• Use key principles and specific techniques to effectively lead and participate in meetings Recommended Instructional Hours: 1 Delivery Methods Available: eLearning

Money and Banking 1350 AUDIENCE: Management trainees and other personnel of banks or service providers to the banking industry.

This AIB course presents essential information on how money functions in the United States and in the world and the role of banks. The course reviews concepts such as money supply, money creation, the tenants of monetary theory, and performance measures in the economy. The U.S. payments system, bank products, and bank services are discussed. The function and relationship of monetary and fiscal policies are explored. The role of the Federal Reserve, as the nation’s Central bank, is explained. The course also covers other important knowledge areas such as the foreign use of U.S. currency, the effect of electronic payment devices, such as debit cards, on domestic payments, anti-counterfeit measures, and more. After successfully completing this course, you will be able to:

• Describe how commercial banks "create" money

• Identify the tools of monetary and fiscal policy

• Summarize and better interpret major trends and issues in banking

• Relate bank operations to the U.S. payments mechanism

• Compare and contrast various types of financial institutions TEXT: Money & Banking, 2008, ABA Recommended Instructional Hours: 15-30-45 Delivery Methods Available: Live, Correspondence, Online Recommended AIB Credit: 1-2-3 Mutual Funds: An Introduction

AUDIENCE: Private Bankers and other relationship officers with responsibility for serving the high-net-worth clients who want to develop a deeper understanding of the nature and characteristics of private banking, opportunities to differentiate service levels, solutions that attract private banking clients, and the product mix required to sustain this profitable client segment. After successfully completing this course, you will be able to:

• describe the basic features and characteristics of US mutual funds

• distinguish between the different categories of mutual fund, namely stock (and stock index) funds, bond funds, money market funds, and hybrid funds



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Mutual Funds: Investing


• outline the process for investing in mutual fund shares and the documentation available to investors

• describe the various fees and expenses that are levied on mutual fund investors

• explain the tax consequences of a mutual fund investment Tutorial Overview Delivery Methods Available: eLearning

Office of Foreign Assets Control (OFAC) 7132 AUDIENCE: Bank personnel who have deposit or lending responsibilities.

This AIB course provides key information relative to OFAC laws and regulations that are part of bank employees' daily responsibilities. This course explains the overall purpose and background of OFAC. It provides the purpose and use of the sanctions lists, as well as the general guidelines for handling matched names and blocked funds. After successfully completing this course, you will be able to:

• Explain the background of OFAC and the purpose of economic and trade sanctions

• Describe the purpose and use of OFAC's sanctions lists including the Specially Designated Nationals and Blocked Persons List

• Understand who must comply with OFAC regulations

• Describe how to handle a matched name

• Appreciate the penalties for non-compliance

• Describe how to handle a matched name

• Describe how to handle blocked or rejected transactions

• Identify reports that must be made to the United States Treasury Recommended Instructional Hours: 0.25 Delivery Methods Available: eLearning

Overview of Financial Statements 6951

AUDIENCE: Bank personnel who are involved in any aspect of the small business lending process but who have little experience with

financial statements.

This AIB course introduces students to small business financial statements. This course provides a solid foundation for understanding balance sheets, income statements, cash flow statements and tax return forms, and their typical uses in lending. Students will learn how each statement presents information about a business and contributes to meaningful conclusions about the health and stability of the business. After successfully completing this course, you will be able to:

• Describe the type of financial information used by lenders and how it is prepared

• Explain how tax return forms provide important financial information

• Define the purpose of the balance sheet, income statement and cash flow statement Recommended Instructional Hours: 2 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25


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Performance Management 4226

AUDIENCE: Any supervisor or manager who has responsibility for direction, documenting and evaluating employee performance.

This AIB course provides a proactive approach to performance management through a process called the Performance Management Cycle. Managers learn to set clear expectations with employees, as well as deliver performance feedback and objective evaluations through the three stages of the Performance Management Cycle: Planning, Feedback, and Evaluation. After successfully completing this course, you will be able to:

• Identify the stages of the Performance Management Cycle

• Describe the business objective for your bank

• Write clear, concise performance objectives

• Communicate expectations and monitor employee progress

• Provide timely formal and informal employee feedback

• Write fair and effective performance evaluations TEXT: Live: Performance Management, 2006/Rev. 2011, ABA; eLearning: All reading materials are provided online Recommended Instructional Hours: 6-7 Live, 3 eLearning Delivery Methods Available: Live, eLearning Recommended AIB Credits: 0.50

Personal Banking Certificate Curriculum The AIB Personal Banking Certificate addresses the appropriate mix of banking knowledge and skills for Personal Bankers, sometimes referred to as Financial Services Representatives or Financial Services Associates, to provide full-service banking to customers by providing appropriate credit, deposit and other banking services that meet customer needs and expectations. Personal Bankers often drive the sales and service function in the bank office or branch and call on potential and current customers to develop new business relationships and to support customer retention strategies. And they require broad product knowledge, including specific understanding of the different types of retail deposit and loan products which are covered in this curriculum. They must also have a fundamental understanding of banking and banking regulations affecting the position. All individual courses listed below must be successfully completed in order to earn the AIB Small Business Banking Certificate OR it can also be taken entirely online as a self-paced (eLearning) certificate curriculum:

• Banking Today

• Building and Retaining Customer Relationships

• Consumer Credit Products





• Fundamentals of Consumer Lending


• Managing Time at Work

• Overview of Financial Statements

• Regulatory Compliance for Personal Bankers

• Teleconsulting

• Writing Bank Correspondence Recommended AIB Credits: 4.25 eLearning Curriculum Course Delivery Methods Available: eLearning


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Personal Tax Return Analysis 8008 AUDIENCE: Personnel who obtain tax returns from customers for lending analysis, yet have little or no training in tax analysis. In this AIB course, students will learn the basics of analyzing tax returns Students will learn about income trends, recurring versus non-recurring income, and how tax returns can be used as a sales tool. By the end of the course students should be confident in analyzing personal tax returns. After successfully completing this course, you will be able to:

• Describe what constitutes a complete tax return and how to identify signs of fraud

• Identify income trends and non-recurring situations used in analysis

• Describe the areas on tax returns that can be used to identify cross-sell opportunities

• Analyze wage and tip income including the non-cash and pre-tax benefits associated with the source of income

• Analyze taxable and non-taxable interest and dividend income

• Describe and calculate the source of income information on Schedule C

• Explain and calculate capital gains and losses

• Differentiate the areas on Schedule E and calculate rental income

• Calculate limited partnership income Recommended Instructional Hours: 4 Delivery Methods Available: eLearning Recommended AIB Credits: 0.50 Presentation Skills 5415

AUDIENCE: Any bank employee who makes stand-up, verbal presentations to schools, community groups, business prospects, staff, senior management, and so on. This AIB course covers the basics of planning an organized, audience-focused oral presentation. It covers the physical aspects of presenting, such as body language, voice and gestures, handling nervousness, and dealing with disruptive audience members. After successfully completing this course you will be able to:

• Write a purpose statement for their presentation topics.

• Write an opening statement that catches the audience's attention.

• Identify components of a presentation that gain attention and keep interest.

• Describe effective uses of visual aids.

• Define and demonstrate the benefits of using open-ended and closed-ended questions.

• Develop a closing statement that calls the audience to action.

• List methods for dealing with disruptive audience members.

• Identify ways to control nervousness.

• Demonstrate appropriate body language.

• Deliver a presentation that meets the needs of the audience. Recommended Instructional Hours: 2 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25


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Principles of Banking 1370 AUDIENCE: Personnel new to banking at any level. This AIB course is long recognized as the standard introduction to the banking profession. It touches on nearly every aspect of banking, from the fundamentals of negotiable instruments to contemporary issues and developments within the industry. After successfully completing this course, you will be able to:

• Discuss the relationships banks have with their customers and their communities and describe the traditional, non-traditional, and electronic services that banks provide

• Explain the evolution of commercial banking in the United States and the federal legislation that shaped its development

• Describe the creation of the Federal Reserve System and the Fed's role as the agent of monetary policy and as a bank regulator

• Discuss various deposit instruments, the many ways customers can make deposits, and the means tellers have for establishing a customer's identity

• Define negotiable instruments as they relate to checks and describe the features that make a check negotiable

• Distinguish between paying a check and cashing a check and explain the procedures for paying checks received through the check clearing system, including relevant regulations and consequences of wrongful dishonor

• Explain the process a bank must go through to post a check to an account and discuss controls and security measures that protect the bank and tellers from losses due to fraud

• Discuss the legal restrictions on bank loans, describe the role of the bank's board of directors in establishing and overseeing lending policy, and identify basic loan categories

• Explain the objectives of funds management, including asset and liability management, and the objectives of bank investments

• Recognize the importance of accurate accounting data and describe the categories on the balance sheet and income statement

• Discuss the components of the marketing concept and how understanding customers and market research lead to the success of marketing efforts

• Explain specialized services offered by banks, including trusts, safe deposit services, and global banking services, and newly expanded brokerage and insurance services authorized by the Gramm-Leach-Bliley Act

• Describe how electronic funds transfers systems and bank cards facilitate purchases, discuss home banking options for consumers and cash management options for businesses, and explain some of the systems developed to provide security and prevent loss

TEXT: Principles of Banking 10th edition, 2010, ABA Recommended Instructional Hours: 15-30-45 Live, 10-16 Weeks Online Recommended AIB Credits: 1-2-3 Live, 3 Correspondence, 2-3 Online Delivery Methods Available: Live, Correspondence, Online

Privacy for Customer Contact Personnel 7325

AUDIENCE: Any employee with customer contact in a financial institution. Privacy for Customer Contact Personnel explores the everyday privacy issues that customer contact staff are faced with on a regular basis. It covers the existing Right to Financial Privacy Act as well as Regulation P, the newest consumer privacy guidelines resulting from the passage of the Gramm-Leach-Bliley Act. Students will learn the terminology used to discuss the privacy issue, including opt-out, consumer vs. customer and how to answer consumer questions about their privacy rights. After successfully completing this course, you will be able to:

• Define privacy

• Explain the purpose and function of three key consumer privacy laws

• Describe the privacy rules for financial institutions

• Describe what information can be shared and when a customer must consent to information sharing

• Describe requirements and terminology outlined under the privacy rules

• Respond to customer inquiries concerning your financial institutions privacy practices



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Private Banking & Wealth Management: An Introduction


• explain the concepts of private banking and wealth management, and the key drivers of the industry outline the role of the main market participants and how they interact with each other

• describe the services and products offered by private banks and other wealth managers Delivery Methods Available: eLearning

Private Banking & Wealth Management: Financial Planning


• outline the role of financial planning in wealth management

• describe the key areas of financial planning Delivery Methods Available: eLearning

Private Banking & Wealth Management: Overview of Investing


• understand the meaning of the terms investing, hedging, speculating, and arbitrage, and the use of borrowing to leverage investments

• describe the key traits of investors as outlined by behavioral finance theorists Delivery Methods Available: eLearning

Private Banking & Wealth Management: Relationship Management


• outline the key role of a relationship manager in the private banking and wealth management industry

• describe the factors involved in developing and retaining client relationships

• explain the importance of developing and retaining client relationships Delivery Methods Available: eLearning


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Private Banking & Wealth Management: Techniques of Investing


• distinguish between direct and indirect methods of investing, and describe the various types of indirect investment vehicle

• debate the relative merits of active and passive fund management Delivery Methods Available: eLearning

Processing and Underwriting Credit AUDIENCE: Loan Processors and Underwriters This course provides students with a foundational knowledge of processing and underwriting credit. The credit report is one of the most essential factors needed to qualify borrowers for loan products, as there are many elements that can affect borrower eligibility and loan quality. Credit reports are packed with information key to qualifying borrowers for loan products. This course will help you unravel that wealth of information contained in credit reports, while also providing a methodology for reconciling credit and handling credit problems that may be uncovered in your analysis. After successfully completing this course, you will be able to:

• Review information contained in a credit report more effectively

• Recognize the characteristics of a credit report

• Gain an effective methodology for reconciling the information within a credit report

• Gain an effective methodology for handling credit problems

• Distinguish how to handle identity and fraud alerts

• Identify the characteristics of nontraditional credit

• Differentiate the factors of credit risk analysis Delivery Methods Available: eLearning

Processing Income and Assets AUDIENCE: Loan Processors When a lender extends a mortgage loan to a consumer, it is done so with the acceptance of a certain level of risk based on the borrower's willingness and ability to repay a loan. This willingness is largely determined through a consumer's credit history. The ability is driven by the consumer's income and assets. Knowing how to determine and document a borrower's income and available assets will ensure that both the lender and borrower are at an acceptable level of risk at consummation. This course is designed to provide a basic education of the income and asset documentation and underwriting requirements of a conforming residential mortgage loan. The course will also provide tips on preparing a quality loan for submission to underwriting. After successfully completing this course, you will be able to:

• Distinguish the risk factors of a mortgage loan

• Identify employment documentation requirements

• Calculate stable monthly income

• Calculate qualifying ratios

• Calculate funds needed to close

• Recognize documentation requirements and acceptable sources of funds Delivery Methods Available: eLearning


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Project Management Fundamentals 4192

Audience: This course is designed for individuals whose primary job is not project management, but who manage projects on an informal basis. Project Management Fundamentals teaches students to successfully manage a project through effective planning and adherence to the industry’s best practices in every step of the process. By understanding the fundamentals of project management, you will be better prepared to initiate a project in your organization and position it for success. In this course, you will identify effective project management practices and their related processes. After successfully completing this course, you will be able to:

• Identify the key processes and requirements of project management

• Initiate a project

• Plan for time and cost

• Plan for project risks, communication, and change control

• Manage a project

• Execute the project closeout phrase Recommended Instructional Hours: 2 Delivery Methods Available: eLearning Recommended AIB Credits: 0.25

Qualifying Mortgage Prospects AUDIENCE: Bank personnel who refer clients to mortgage specialists. This AIB course stresses that the most effective mortgage referrals are ones that best match your client's needs to the mortgage programs you offer. In this course you will become familiar with many of the mortgage programs available in the current market including government and conventional mortgage programs. You will also learn how to refer a client to a mortgage specialist. After successfully completing this course, you will be able to:

• Describe features and benefits of conventional fixed rate, adjustable rate, FHA, and VA programs

• Identify client profiles that generally benefit from each product type

• Use key questions to help clients determine beneficial mortgage financing options

• Effectively refer mortgage loan application clients to the appropriate person

• Identify mortgage lending regulations that apply during the client preparation and referral process Recommended Instructional Hours: 2 Delivery Methods Available: eLearning

Real Estate Settlement Procedures Act (RESPA) 5301

AUDIENCE: Bank personnel involved in the lending process, including mortgage, consumer and small business lenders, loan processors and loan servicers. This AIB course helps students identify activities, disclosures, and specific job responsibilities that are required by the Real Estate Settlement Procedures Act (RESPA), one of the many consumer protection laws that govern financial institutions and mortgage lenders. After an overview of the history of the law, its purpose, and the extent of its coverage, the course identifies the RESPA disclosures required at different stages of the home buying process and the importance of each to the customer/borrower. After successfully completing this course, you will be able to:

• Discuss key elements of RESPA coverage

• Identify the disclosures associated with the home buying process

• Describe RESPA related escrow account procedures Recommended Instructional Hours: 2 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25


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Referring Insurance & Annuity Clients AUDIENCE: Bank personnel who have the opportunity to refer customers to designated, licensed insurance sellers in a bank. This AIB course provides the different types of insurance and annuity products and how to identify and refer clients who might benefit from those products. The course begins with a discussion of the bank's role in selling insurance and annuities, including the responsibilities as an unlicensed employee. It introduces the features and benefits of various insurance and annuity products, including disability insurance, healthcare insurance, property and casualty insurance, and liability insurance. This course will revisit the effective referral model that was introduced in the Effective Client Referrals course. Students will learn how to make a referral to a licensed representative. Note: The Effective Client Referrals course must be taken at least once before taking this course. After successfully completing this course, you will be able to:

• Describe how insurance and annuities products and services address a client's financial needs

• Describe the common types and features of insurance and annuity products offered through banks

• Identify the client characteristics that indicate a need for an insurance or annuity product

• Use the Effective Referral Model to make referrals to bank-designated, licensed staff Recommended Instructional Hours: 2 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25

Referring Investment Clients AUDIENCE: Bank personnel who manage client relationships and/or who are in a position to identify referral opportunities to licensed specialists. This AIB course teaches how to be professional in referring clients to a licensed securities specialist. The course begins by providing some history about how banks began to include securities products among their services. The course then provides an overview of securities products commonly offered by banks. Students will learn how to use a variety of clues to identify the clients' recognized and unrecognized financial needs. In addition, students will learn how to gather information that a licensed investment specialist will find helpful as he/she works with a referred client. This course revisits the effective referral model that was introduced in the Effective Client Referrals course. Using the effective referral model will help clients see the value in referral suggestions and in meeting with an investment specialist. By applying the knowledge and skills students will be prepared to connect their clients with the resources they need and play a vital role on the bank's financial services. Note: The Effective Client Referrals course must be taken at least once before taking this course. After successfully completing this course, you will be able to:

• Identify key regulations and guidelines banks must follow when offering investment products

• Identify benefits and risks associated with investment products

• Describe the basic features of common investment products

• Recognize clues and gather information to support and enhance a referral

• Use the Effective Referral Model to make needs-based, professional referrals

• Address common client concerns about following through on a referral Recommended Instructional Hours: 3 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25


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Referring Trust Clients AUDIENCE: Bank personnel who manage client relationships and/or who are in a position to identify referral opportunities to trust specialists. This AIB course teaches students how to identify and refer potential trust clients. The course explores the basic elements of a trust and the five primary reasons why clients want or need a trust. Students will learn trust terminology, common trust products and how they apply to a typical client, and the skills and techniques that support a client-benefit-focused referral approach. After successfully completing this course, you will be able to:

• Describe the five basic elements of a trust

• Identify the five key reasons clients need or want a trust

• Refer clients to the trust department using the H.E.L.P. tool

• Identify trust accounts that map to clients' needs Recommended Instructional Hours: 2 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25

Reg Z HOEPA (Sect. 32) Loans & High Priced Mortgage Loans AUDIENCE: All branch personnel responsible for taking consumer mortgage loan applications. This AIB course describes the characteristics of mortgage loans subject to either the HOEPA or the HPML requirements of Regulation Z. The course explains the underwriting standards, timing and disclosure requirements, escrow, and servicing requirements. It also explains the penalties for violations of these sections of Regulation Z. The courses included in the curriculum are:

• Identify the disclosures required and what they include

• Describe the features that are banned from high-rate, high-fee loans

• Examine the impact of new laws and regulations that protect consumers against abusive lending practices

• Recognize a HOEPA and a HPML loan based on price and type of loan

• Describe the three new special compliance requirements

• Identify the consequences for not complying with the new Reg Z rules Recommended Instructional Hours: 1 Delivery Methods Available: eLearning

Reg Z Overview AUDIENCE: All branch staff that need to know anything about Regulation Z. This AIB course explains the basics of Regulation Z, along with the applicability and coverage of Reg Z and what types of transactions are not covered. It also explains key terms used in Reg Z and helps the student recognize types of finance charges and items excluded from finance charges. The courses included in the curriculum are:

• Explain the purpose of Reg Z

• Examine the importance of APR and finance charges, included on the Reg Z disclosure form

• Explain key terms on different parts of the Reg Z disclosure form

• Identify loans made to consumers that are required to comply with Reg Z

• Examine the penalties for non compliance with Reg Z requirements Recommended Instructional Hours: 1 Delivery Methods Available: eLearning


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Regulatory Compliance for Call Center Representatives 7391

AUDIENCE: Call Center Representatives who must effectively demonstrate a thorough knowledge of the regulations that affect bank policies and procedures.

This AIB course covers the regulations that affect most Call Center Representatives in financial institutions. The courses included in the curriculum are:

• Americans with Disabilities Act

• Bank Secrecy Act

• Electronic Funds Transfer Act (Reg E)

• Expedited Funds Availability Act (Reg CC)

• Fair Credit Reporting Act (FCRA)

• Information Security and Red Flags

• Office of Foreign Asset Control (OFAC)

• Privacy for Customer Contact Personnel

• Reserve Requirements of Depository Institutions (Reg D)

• Truth in Savings Act (Reg DD)

• USA PATRIOT Act Recommended Instructional Hours: 9 Delivery Methods Available: eLearning Recommended AIB Credit: 0.50

Regulatory Compliance for Consumer Lenders 7395 AUDIENCE: Consumer lenders who must demonstrate a thorough understanding of the laws and regulations that affect consumer lending products.

This course covers the regulations that affect most Personal Bankers in financial institutions.

The courses included in the curriculum are:


• Bank Protection Act

• Bank Secrecy Act (BSA) for Lenders

• Community Reinvestment Act (Reg BB)

• Extending Credit to Bank Insiders (Reg O)

• Fair Credit Reporting Act (FCRA)

• Fair Lending

• Flood Disaster Protection Act

• Home Mortgage Disclosure Act (HMDA)


• Office of Foreign Assets Control (OFAC)

• Privacy for Customer Contact Personal

• Real Estate Settlement Procedures Act (RESPA)

• Reg Z Overview

• Serving Your Military Customer

• USA PATRIOT Act Recommended Instructional Hours: 9.25 Delivery Methods Available: eLearning Recommended AIB Credit: 0.50


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Regulatory Compliance for Customer Service Representatives 7392

AUDIENCE: Customer Service Representatives who need a thorough knowledge of the regulations that affect bank policies and procedures.

This AIB course covers the regulations that affect most Customer Service Representatives in financial institutions. The courses included in the curriculum are:




• Community Reinvestment Act (Reg BB)









Regulatory Compliance for Financial Managers

This AIB course the eight regulations that affect the responsibilities of banking officers in the Military. The courses in the curriculum are required for the AIB Military Banking Financial Management & Operations Diploma and the AIB Military Banking Operations Diploma. The courses included in the curriculum are:

• Bank Bribery Act



• Completing a Currency Transaction Report



• USA PATRIOT Act Recommended Instructional Hours: 5.25 Delivery Methods Available: eLearning


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Regulatory Compliance for Personal Bankers 7393

AUDIENCE: Personal Bankers who must successfully demonstrate knowledge of regulatory compliance issues.

This AIB course covers the regulations that affect most Personal Bankers in financial institutions. The courses included in the curriculum are:

• Americans with Disabilities Act • Bank Bribery Act • Bank Protection Act • Bank Secrecy Act • Community Reinvestment Act (Reg BB) • Electronic Funds Transfer Act (Reg E) • Equal Credit Opportunity Act (Reg B)

• Expedited Funds Availability Act (Reg CC) • Fair Credit Reporting Act (FCRA)

• Fair Lending

• Home Mortgage Disclosure Act (HMDA)


• Office of Foreign Assets Control (OFAC)


• Real Estate Settlement Procedures Act (RESPA)

• Reg Z Overview



Regulatory Compliance for Tellers 7390

AUDIENCE: Tellers who must demonstrate a thorough understanding of the regulations specific to the responsibilities that are part of the day-to-day job functions.

This AIB course covers the regulations that directly affect the responsibilities of Tellers in most financial institutions. The courses included in the curriculum are:



• Bank Secrecy Act (BSA) for Tellers

• Completing a Currency Transaction Report



• FDIC Insurance Coverage

• Information Security and Reg Flags




• USA PATRIOT Act Recommended Instructional Hours: 8 Delivery Methods Available: eLearning Recommended AIB Credit: 0.50


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Relationship Selling to Small Business Customers 7762

AUDIENCE: Personnel who are new to the small business market and are responsible for selling bank products and services to small business customers.

This AIB course covers how to apply foundational sales skills when selling banking products to small business owners. This course explains how using effective skills will help customers see that in the long run, they will save money, increase revenues, and run a business more smoothly. This course also stresses the importance of committing to finding the best way to solve customer problems. After successfully completing this course, you will be able to:

• Identify the six steps in the relationship selling process

• Describe the key strategies for the small business market

• Use rapport-building techniques to establish a professional relationship with the small business customer

• Identify where a business is in the business life cycle and the business operating cycle

• Present solutions that match customer needs

• Name the steps for handling objections

• Close the sale and follow up with customers Recommended Instructional Hours: 1.50 Delivery Methods Available: eLearning

Retirement Products for Small Businesses 6542

AUDIENCE: Bank personnel responsible for managing small business relationships with responsibilities for referring and/or selling

retirement services and products. This AIB course teaches students how to refer small business clients to retirement product specialists successfully, by learning about retirement products, small business needs and the referral process. The course begins with an overview of the small business market and the opportunities that exist to sell retirement products to small business owners. Students will learn referral process steps, how to match client needs, and how to refer them to a retirement specialist using the H.E.L.P. tool. After successfully completing this course, you will be able to:

• Define the benefits associated with retirement planning for the small business owner

• Identify various retirement products appropriate for small business owners

• Compare characteristics of various retirement products

• Match characteristics of retirement products to small business owners’ needs

• Refer small business clients to retirement specialists using the H.E.L.P. tool Recommended Instructional Hours: 2 Delivery Methods Available: eLearning Recommended AIB Credits: 0.25


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Reviewing the Appraisal Report AUDIENCE: QC personnel, Underwriters. As an underwriter or compliance professional, when you are asked to formally review the Uniform Residential Appraisal Report (URAR) Form, it will be necessary to reference USPAP standards, industry standards (Fannie Mae, Freddie Mac, FHA, VA) or even your company's own lending standards. You'll also need to identify if the appraisal meets standards for special loan programs such as the Rural Housing Service or some sort of assisted housing during your review. This course will help clarify these standards and teach you how to work with the URAR. It focuses on the URAR, also known as Fannie Mae form 1004 (March 2005 version). Common areas of weakness will be illustrated, and hints and tips will be dispensed, section by section of the form. You will learn what to look for and how to judge the adequacy and accuracy of the report. After successfully completing this course, you will be able to:

• Recognize unacceptable appraisal practices

• Be familiar with requirements for completing the URAR

• Identify common appraisal deficiencies

• Understand what Fannie Mae determines to be "unacceptable appraisal practices"

• Know how to complete the various parts of the URAR

• Identify danger areas in the URAR that may indicate fraudulent activities Delivery Methods Available: eLearning

Revitalizing Customer Service: Parts 1 & 2 6496 AUDIENCE: All levels of employees who want to learn basic customer service skills Part 1 - Basic Skills Revitalizing Customer Service: Basic Skills presents the ten basic customer service skills that clients expect from any business interaction - internal and external. This course explores three communication methods for sharing information with clients, as well as the keys to effective listening that can have a positive influence on a client. Part 2 - Handling Difficult Situations Revitalizing Customer Service: Handling Difficult Situations provides ways to overcome obstacles that cause stress and can keep employees from displaying good customer service. This course pinpoints the real source of a client's anger and helps employees accept the responsibility for ensuring an angry client feels their banking relationship is respected. After successfully completing Part 1: Basic Skills, you will be able to:

• Explain the role of communication in the delivery of customer service

• Describe how listening enhances customer service delivery After successfully completing Part 2: Handling Difficult Situations, you will be able to:

• Explain the impact of stress on customer service delivery

• Explain how customer service skills help with angry clients TEXT: Live: Revitalizing Customer Service, 2007, Rev. 2011, ABA; eLearning: All reading materials are provided online Recommended Instructional Hours: 8-9 Live, 2.5 eLearning Delivery Methods Available: Live, eLearning Recommended AIB Credits: 0.25


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Rewards and Recognition 2502 AUDIENCE: Personnel who are responsible for motivating staff regardless of their reporting relationships. This AIB course explores why reward—the tangible symbol of that appreciation—and recognition—the acknowledgment and appreciation of a person’s efforts—are important to job satisfaction and employee retention. The course teaches the core principles and characteristics of recognition and the benefits that giving rewards and recognition can bring to individual employees, to the department or workgroup, and to the institution. The course focuses on how to plan, administer and implement an effective rewards and recognition program that utilizes both non-monetary and small-cost resources. After successfully completing this course, you will be able to:

• Define the terms reward and recognition

• Identify the elements of rewarding and recognizing employees

• Describe the consequences of failing to reward and recognize employees

• Describe how to link a specific company value to specific employee behaviors

• Determine a reward/recognition that is appropriate to the individual

• Communicate the reward/recognition effectively

• Describe the steps in creating a recognition plan

• Create a recognition plan for employees TEXT: Live: Rewards and Recognition, 2006, ABA; eLearning: All reading materials are provided online Recommended Instruction Hours: 4-6 Live, 2 eLearning Delivery Methods Available: Live, eLearning Recommended AIB Credits: 0.50 Robbery & Bank Security AUDIENCE: Bank personnel in a retail branch environment. This AIB course provides the tools needed to handle the most common security situations — an essential part of every bank employee's job. In the course, students will learn the appropriate behavior for a robbery situation and how to respond to bomb and kidnapping threats, and fire. Students are presented with some typical behaviors of con artists and given guidelines to follow if they suspect a potential con artist or financial scam. It also reviews daily bank security routines to ensure their own physical safety, as well as the safety of coworkers and customers. The course concludes with a discussion about the personal responsibility of a teller to practice ethical behavior. After successfully completing this course, you will be able to:

• Demonstrate appropriate behavior before, during, and after a robbery

• Respond to bomb and kidnapping threats safely

• Recognize potential con artist behavior

• Demonstrate safe daily routines

• Practice ethical behavior as a teller Recommended Instruction Hours: 0.45 Delivery Methods Available: Live, eLearning


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Sales Coaching in the Bank 4510

AUDIENCE: Personnel responsible for leading a bank's sales team or sales campaign.

This AIB course helps participants identify daily sales coaching opportunities by introducing basic techniques participants can use to incorporate knowledge and skill building into their team's workday routine. In addition, the course compares service-focused and sales-focused positions within an organization. Participants learn to identify the knowledge and skills needed to support their team and how to develop a strategy that supports knowledge and skill building for each job function. After successfully completing this course, you will be able to:

• Describe the role of a sales coach

• Identify sales coaching opportunities

• Identify coaching strategies to support team members with sales-focused and service-focused job functions

• Set team and individual sales goals

• Motivate top sales performance. Recommended Instructional Hours: 2 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25

Servicing & Growing Small Business Relationships 4284

AUDIENCE: Personnel responsible for managing and growing a portfolio of small business customers.

This AIB course introduces proactive ways to follow-up with small business clients to extend the business relationship beyond the initial sale. This course explores the different types of information to monitor with a small business - financial information, client records, and other resources. This course also explains why site visits are important and how to uncover client information. After successfully completing this course, you will able to:

• Explain the benefits of following up after a sale

• Act on opportunities to service and grow small business client relationships

• Monitor client relationships by analyzing financials, client records, and resources

• Explain the benefits of conducting site visits

• Probe to uncover facts on the people and business components during a site visit. Recommended Instructional Hours: 1 Delivery Methods Available: eLearning


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Serving Your Military Customer 0611 AUDIENCE: Bank personnel with lending and collection responsibilities.

This AIB course provides an overview of several laws, including the Servicemembers Civil Relief Act and the Talent Amendment that help military personnel fulfill their financial obligations or assert their legal rights while they are actively serving our Nation. This course covers interest rate relief protections offered to military personnel. It explains the rights of the borrower under these laws and key Acts that impact the SCRA. This course also explains the importance of bankers knowing the rights provided by the SCRA to service personnel to be able to act accordingly. This course includes relevant guidelines from the Helping Heroes Keep Their Homes Act of 2010. After successfully completing this course, you will be able to:

• Identify who is covered under SCRA

• Describe the rights of a borrower under the SCRA

• Describe the relationship of the Talent Amendment, FACT Act, the Higher Education Opportunity Act and Section 688 of the National Defense Authorization Act for Fiscal Year 2006 to the Servicemembers Civil Relief Act

• Describe the interest rate relief protections offered to members of the military under SCRA

• Describe the protections offered to a member of the military for installment loan obligations. Recommended Instructional Hours: 0.25 Delivery Methods Available: eLearning

Sexual Harassment in the Workplace 7470

AUDIENCE: All employees This course focuses on behavior awareness. Students will learn how Title VII of the Civil Rights Act of 1964 defines sexual harassment. Through a series of scenario examples, students will be engaged in identifying conduct that could be considered unwelcome or inappropriate. Two forms of harassment will be explained: quid pro quo and hostile environment. Students will be given some steps they should follow if they feel they are victims of sexual harassment. They will also be encouraged to focus on their own actions and consider how those actions may be perceived by others. After successfully completing this course, you will be able to:

• Define sexual harassment

• Describe types of sexual harassment • Describe behavior that crosses the line of appropriate conduct

Recommended Instructional Hours: 1 Delivery Methods Available: eLearning

Sexual Harassment in the Workplace for Managers 7471

AUDIENCE: All employees with supervisory responsibilities.

This course builds on the content in Sexual Harassment in the Workplace and explains the role supervisors play in establishing and maintaining a work environment that discourages and prohibits this unwelcome behavior. Supervisors will be given tools they can use to help them create a "safe" environment for employees. Included in this course are the consequences of ignoring reports of inappropriate or unwelcome behavior that may be considered sexually harassment. A checklist includes tips on how to handle reports of sexual harassment. After successfully completing this course, you will be able to:

• Define sexual harassment

• Describe types of sexual harassment

• Discuss behavior that crosses the line of appropriate conduct

• Discuss the role of managers in preventing conduct that could be viewed as sexual harassment

• List guidelines commonly used when a sexual harassment claim is made Recommended Instructional Hours: 1 Delivery Methods Available: eLearning


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Small Business Banking Certificate Curriculum The AIB Small Business Banking Certificate is primarily for relationship managers who need the skills to build a relationship-centric sales approach, engage customers to better understand their needs and appropriate solutions, handle objections, plan and execute the perfect sales call, and manage relationships post-sale. This curriculum provides an approach to building trusted relationships with business banking customers – as a means to both retain and grow your current book of business. And to attract new accounts from business customers of other institutions who may feel their needs are not being fully met. It focuses on the process needed to identify sales prospects and close the deal, and not on making the credit decision. All individual courses listed below must be successfully completed in order to earn the AIB Small Business Banking Certificate OR it can also be taken entirely online as a self-paced (eLearning) certificate curriculum:

• Banking Today

• Calling on Small Business Customers

• Credit Products for Small Businesses

• Deposit Products and Services for Small Businesses

• Fundamentals of Small Business Banking

• Introduction to Analyzing Financial Statements

• Personal Tax Return Analysis

• Relationship Selling to Small Business Customers

• Servicing and Growing Small Business Relationships

• Small Business Borrowing Recommended AIB Credits: 1.00 eLearning Curriculum Course Delivery Methods Available: eLearning

Small Business Borrowing 6381

AUDIENCE: Bank personnel who are responsible for selling credit products to the small business customer and/or responsible for identifying sales opportunities and referring small business lending prospects to the appropriate bank contacts. This course provides insight of why the small business market is desirable to lenders and what small business owners expect from their financial service providers. The market knowledge section of the course discusses borrowing causes, loan purposes, and repayment sources. This course explains the importance of the small business borrowing knowledge necessary to be a resource for small business clients. After successfully completing this course, you will be able to:

• Describe small business market characteristics

• Identify borrowing causes, loan purposes, and repayment sources

• Communicate approvals, counter-offers, and declines effectively. Recommended Instructional Hours: 1 Delivery Methods Available: eLearning


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Successful Sales Campaigns 7787 AUDIENCE: Retail bank personnel who lead or participate in sales campaigns. In Successful Sales Campaigns, students will learn to effectively run a sales campaign using step-by-step techniques for involving each staff member in various aspects of the sales campaign. Students will learn how to set campaign objectives and use demographic information to help identify clients who are in need of the product that is being promoted. The course also provides students with methods to handle working on simultaneous campaigns, and for shopping competitive banks and incorporating this into campaign methods. After successfully completing this course, you will be able to:

• Use demographic information to match bank products to the client base

• Develop a sales campaign that captures the attention of the bank's clients

• Identify the regulatory limits of bank product advertising

• Prepare bank personnel for the sales campaign

• Create and maintain enthusiasm for the sales campaign

• Use creative methods to track the progress of the campaign

• Evaluate the results of the promotion after it has ended Recommended Instructional Hours: 2 Delivery Methods Available: eLearning Recommended AIB Credits: 0.25

Supervisor Certificate 4322 The AIB Supervisor Certificate prepares new and potential supervisors for their emerging responsibilities with a combination of leadership and managerial skills and by offering fresh insights on proven supervisory approaches.

The courses in the program explore ways to interview, evaluate and select employees, while being mindful of legal considerations. The performance management process is reviewed in detail, with special attention placed on coaching, rewards and recognition, and corrective action. Managing employee relations is addressed through four major strategies: compliance with laws, managing diversity, handling work and personal issues, and fostering open communication among staff members. In addition, the certificate program includes a component on ethical practices in banking. All individual courses listed below must be successfully completed in order to earn the AIB Supervisor Certificate OR by taking the instructor-led AIB online course plus AIB Banking Today OR it can be taken entirely online as a self-paced (eLearning) certificate curriculum:

• Coaching for Success

• Corrective Action


• Hiring the Best

• Managing Employee Relations

• Performance Management

• Rewards and Recognition Recommended Instructional Hours: 16 Weeks Online Delivery Methods Available: eLearning, Online Recommended AIB Credits: 2.75 eLearning, 3.25 Online


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Team Leader Certificate Curriculum The AIB Team Leader Certificate is designed to help individuals develop the necessary skills to lead and manage effective teams. The courses in the program have been developed for bankers, and are presented in a banking context. The program is appropriate for bankers who have direct supervisory responsibility for team members and for bankers who collaborate with others in the bank on occasion to meet common objectives and achieve specific results. To build a successful team requires the knowledge and skills to build a climate of trust, leverage personal strengths of team members, manage team weaknesses, and set meaningful goals and expectations. Successful team leaders focus on both team purpose and individual tasks, promote shared responsibility for results, identify appropriate methods for rewards and recognition, and communicate effectively with team members and stakeholders. They also coach team members and help manage the change process. This curriculum prepares individuals to leverage the power of teams to provide solutions to problems, to innovate and enhance organizational capabilities, and to take advantage of emerging business opportunities. All individual courses listed below must be successfully completed in order to earn the AIB Team Leader Certificate OR it can also be taken entirely online as a self-paced (eLearning) certificate curriculum:

• Banking Today

• Coaching for Success

• Dealing Effectively with Co-workers

• Managing Change

• Meetings that Work

• Presentation Skills

• Rewards and Recognition

• Writing Bank Correspondence Recommended AIB Credits: 2.50 eLearning Curriculum Course Delivery Methods Available: eLearning

Tele-Consulting 1884

AUDIENCE: Bank personnel banking professionals who are familiar with the basic sales cycle and who need to plan outbound telephone service and sales contacts with an assigned customer portfolio. This two-part AIB course, Planning the Call and Making the Call, provides a planning strategy for professional bankers to prepare to make calls to clients The course focuses on client profiles that allow students to evaluate the sales potential of a customer and explores the importance of creating call objectives, scripted introductions and questions. After successfully completing this course, you will be able to:

• List the business reasons for and challenges of using tele-consulting

• Identify service and sales potential for existing customers

• Describe the legal parameters for telephone sales

• Make an effective product presentation

• Close a tele-consulting contact effectively

• Describe important follow-up tasks

• Set realistic performance goals. Recommended Instructional Hours: 1.50 Delivery Methods Available: eLearning


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Telephone Etiquette 4814

AUDIENCE: Branch and administrative office staff who answer calls or who make calls to customers and other bank staff. This course is appropriate for call-center staff as an introduction to telephone skills. This AIB course covers fundamental skills and techniques for using the telephone effectively on the job. It spotlights the importance of the telephone as a business tool and provides practical tips and techniques for its effective use. After successfully completing this course, you will be able to:

• Prepare for typical calls

• Set up work area to support organized telephone communications

• Use professional call greetings

• Use appropriate language and voice inflection during telephone conversations

• Use questioning and listening skills that support effective telephone communication

• Handle special telephone tasks professionally

• Use effective skills when working with technology tools TEXT: Live: Telephone Etiquette, 2007/Rev. 2011, ABA; eLearning: All reading materials are provided online Recommended Instructional Hours: 3-4 Live, 2 eLearning Delivery Methods Available: Live, eLearning Recommended AIB Credits: 0.25

Today’s Teller: Developing Basic Skills 6384 AUDIENCE: New tellers This AIB course is designed to onboard newly hired tellers. The 8 self-paced modules are based on the content in ABA's Today's Teller textbook and are designed to simplify new teller training, reduce teller training time and costs, and provide your new tellers with a working knowledge of teller fundamentals. The highly interactive modules are supplemented with industry best-practice procedures and off-line exercises that can personalize the experience to your bank. As a stand-alone program or as a supplement to your bank's on-the-line training, AIB Today's Teller can significantly accelerate the process of preparing your new tellers to begin serving customers. Use of the program also ensures consistency in training across all bank locations. Learning Objectives:

• The Role of the Teller—Introduces the four common work principles adopted by successful tellers and the seven main areas of responsibility for a teller.

• Handling Checks--Demonstrates the check items of negotiability; the principles of endorsements; and the warning signs for forged or altered checks.

• Processing Transactions—Provides an overview of the most common deposit and withdrawal transactions for checking and savings accounts as well as the regulations that govern processing procedures.

• Cash Handling—Introduces the features of U.S. currency along with the key security features associated with common currency denominations, cash compartments, and procedures for mutilated, unfit, altered, and counterfeit currency.

• Cash Balancing—Documents the basics of cash balancing and procedures to open and close teller drawers.

• Bank Services—Describes the negotiable instruments guaranteed by banks; guidelines for handling loan payments and bankcard transaction processing; the features and benefits of ATM, debit and other cards; and more.

Recommended Instructional Hours: 6 Delivery Methods Available: eLearning


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Truth in Savings Act - Regulation DD 7350

AUDIENCE: Bank personnel who are responsible for opening new accounts, explaining fees and charges and quoting rates to clients. The Truth in Savings Act provides consistency in the way rates and disclosures are provided to clients. This course explains how rate information must be shared with clients, including verbal rate quotes and marketing efforts, and certain trigger terms used in advertising. It identifies what disclosures are required and when those disclosures must be given to clients opening deposit account products. This course also explains when periodic statements should be provided to the consumer and what policies must be in place related to overdraft services. After successfully completing this course, you will be able to:

• Explain the background and purpose of the Truth in Savings Act

• Explain how to quote interest rates

• Identify the advertising requirements for deposit products

• Identify the requirements of the Truth in Savings disclosures Recommended Instructional Hours: 0.25 Delivery Methods Available: eLearning

Understanding Bank Products 7766

AUDIENCE: The course is designed for branch client-contact personnel with at least six months experience. Those who would benefit

most include tellers, new accounts representatives, personal bankers, platform assistants, and branch manager trainees. Understanding bank products is designed to give students an overview of the products and services offered by banks to meet the needs of consumers and small businesses. Gaining knowledge in the range of products offered by a bank will enable students to recognize when a client has a need and then suggest the appropriate product to meet that need. The bank product information contained in this course is presented in broad strokes and describes the products from the perspective of clients and their needs. Students also have the opportunity to learn beyond the scope of the course with activities they perform on their own. After successfully completing this course, you will be able to:

• Describe financial products in terms of features and benefits to the client

• Identify prospective clients for different categories of bank products and the clues that signal client needs

• Describe business banking products features and benefits

• Describe financial products and services in a way that demonstrates a client focus Recommended Instructional Hours: 2 Delivery Methods Available: eLearning Recommended AIB Credit: 0.25


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Unlawful Internet Gambling Enforcement Act (UIGEA) (Reg GG)

AUDIENCE: All Frontline Compliance employees who open commercial accounts (deposit or loan) or who answer customer questions concerning debit or credit card transactions. The Unlawful Internet Gambling Enforcement Act (UIGEA) focuses on denying commercial customers that operate online gambling entities access to bank accounts. The course concentrates on commercial account opening and the steps necessary to assess the risk of unlawful Internet gambling transactions being conducted through a commercial loan or deposit account. Other portions of the course outline requirements associated with blocking restricted transactions conducted with debit and credit cards, providing notice to commercial account holders, and crafting an action plan for banks that discover UIGEA violations. The law is implemented through Federal Reserve Regulation GG. After successfully completing this course, you will be able to:

• Describe key points of a bank's policy related to new account screening for unlawful Internet gambling

• Explain what should be included in a bank's card transaction policy to block unlawful transactions made via credit and debit cards

• Explain the methods used to communicate restricted transactions to customers under the commercial account policy

• Describe options a bank may implement as part of a remedial action policy when unlawful transactions are discovered


USA PATRIOT Act 0731

AUDIENCE: Bank personnel with deposit function responsibilities. This course points out the fact that the Act has applications in almost all areas of the financial world. Bankers play an important part in identifying and stopping illegal money laundering, which can be used to fund terrorist activities. This course provides the key aspects of the USA PATRIOT Act and what is needed to implement its provisions. It builds on existing knowledge of the customer identification and due diligence process, applying those concepts to specific types of accounts believed to pose increased risks of money laundering and terrorist financing. This course teaches how the USA PATRIOT Act affects sharing of certain types of information between financial institutions and law enforcement officials, to identify transactions that may involve terrorist activity or money laundering. After successfully completing this course, you will be able to:

• Explain the background and purpose of the USA PATRIOT Act

• Describe the types of accounts that pose the greatest risks to the bank for potential use by terrorists or those who fund terrorist activities

• Explain the required procedures for at-risk accounts • Explain how to respond to requests for information from FinCEN

• Describe the process for sharing information with other financial institutions Recommended Instructional Hours: 0.50 Delivery Methods Available: eLearning


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Wealth Advisory and Personal Trust Series The four workbooks are a desktop reference for wealth advisors and a resource for employees who want to sharpen their skills in preparation for the Certified Trust and Financial Advisor (CTFA) examination. Each section in every workbook has chapter review questions and answers, a sample test and answers, and a list of additional resources on the Internet and in print. Delivery Methods Available: Textbooks & Publications

The Fiduciary and Trust Activities Workbook: is a resource to assist you in planning and administering trusts and

in discussions with clients and professional advisors, and will acquaint you with:

• Trust and Probate Law and Custom • Investment Responsibilities of a Trustee

• Environmental Law and Ethics.

The Financial Planning Workbook: helps advisors understand what is important to recommend to clients throughout

their financial life cycle of needs. Understanding financial planning will help you assist clients to choose the right products and services to meet their goals. This workbook will acquaint you with:

• Personal Finance and Insurance products • Retirement and Estate Planning

• Ethics.

The Investments Management Workbook: helps advisors better understand investment products and the strategies

appropriate to help clients achieve their financial goals. Content includes:

• Economics and markets • Equity and debt markets and portfolio management • Alternative Investments and Investment policy • Performance measurement and evaluation

• Ethics and legal considerations.

The Tax Law and Tax Planning Workbook: informs you about the federal income and transfer tax requirements

associated with trust banking. It provides an overview of the major tax areas important to personal trust officers and wealth advisors, including:

• Income taxation of individuals, fiduciaries and charitable entities • Federal estate, gift and generation-skipping taxes • Planning for gifts, credit shelters, marital and non-marital taxes • Post-mortem planning • Planning for retirement benefits • Ethical considerations for individuals and entities serving as fiduciaries.


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Writing Bank Correspondence 1858 AUDIENCE: Anyone who writes business correspondence such as letters to customers, memos, faxes, or e-mail messages.

This AIB course writing in a systematic way. In addition, you'll develop a sense of why certain writing is weak or ineffectual and how it can be fixed. By the end of the course, your writing will have improved, and you will have gained the tools and the confidence necessary to write the effective business correspondence required of your position. After successfully completing this course, you will be able to:

• Plan for a written document

• Draft a document that achieves a planned objective

• Revise a document to maximize clarity and conciseness

• Choose a format that is appropriate to the content and to the audience Recommended Instructional Hours: 3 Delivery Methods Available: Live, eLearning Recommended AIB Credits: 0.50

ABA Online Review for the CRCM Examination 7335c.ymcdn.com/sites/ COURSE DESCRIPTIONS 7 Asset...

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