2008 Strategic Growth 
& Lending Conference 

March 11-14, 2008
FireSky Resort & Spa
Scottsdale, AZ

Program Highlights
Speakers

Save the dates, March 17 -20, 2009, and join us next year at the
Hilton Clearwater Beach in majestic Clearwater Beach, Florida!

Inside NAFCU's 2008 Strategic Growth & Lending Conference

NAFCU's 2007 Marketing Awards Winner panel gave credit union leaders an in-depth look at their winning entries, how to increase their ROMI (return on marketing investment) and great ideas to take back to their credit union an implement! 

Click here to listen to a podcast of the session featuring: Karen Savickas-Mathias, Marketing & Administrative Services Manager Southwest Research Center Federal Credit Union; Courtney Hall, Director of Member & Community Relations SECNY Federal Credit Union; David Richards, Production Copywriter, Marketing Grow Financial Federal Credit Union; and Kelly Turner, Assistant Vice President, Marketing Eli Lilly Federal Credit Union.

Featured Speakers

KEYNOTE: Roy A. Young

Roy A. Young is president of MarketingProfs, a cutting-edge online publisher with over 300,000 members – from Fortune 500 organizations to entrepreneurial start-up firms. His recent book, Marketing Champions: Practical Strategies for Improving Marketing’s Power, Influence and Business Impact (John Wiley & Sons, 2006) is receiving strong support from leading marketers around the country. Young is a sought-after speaker at marketing and industry conferences, and presents at business schools including USC, Emory and the Claremont Graduate School of Business. He held high-level marketing and consulting positions at companies such as Time, Inc. and Yankelovich & Partners. Young earned an MBA in marketing from Stern School of New York University and lectures in marketing at UCLA and USC. Every participant at NAFCU 2008 Strategic Growth & Lending conference received a FREE copy of the Keynote speaker's, Roy Young's, book and had the opportunity to have their book signed and meet and greet the keynote spearker immediately after his address.

Bob Deter
	Bob Deter, vice president of acquisitions & business development at Hudson & Keyse, is an expert in consumer debt with over 20 years of experience in the industry. He is responsible for acquiring distressed debt portfolios to support company growth objectives at Hudson & Keyse and has handled at least $12 billion in debt portfolio sales during his career.

Nathan Smith
	Nathan Smith is chief lending officer at Continental Federal Credit Union and is responsible for expanding and increasing CFCU’s entire lending program. He has worked as a loan officer, business development manager and real estate broker.

Scott Moriarty

Scott Moriarty is the vice president of lending for the $1.5 billion Virginia Credit Union in Richmond, VA. Prior to joining Virginia Credit Union in 2005, Scott spent 6 years with Kraft Foods Federal Credit Union (now Quorum FCU) as their director of lending.  In 2006, Scott was chosen as a member of the Filene Institute’s I3, a group of innovative credit union leaders focused on identifying and implementing new products, services or business models to help transform the credit union industry.

Program Presenters:

Diane Johnson-Glatt, Consultant, Founder of Counter Intelligence Associates

Dan Green, EVP/COO, Prime Alliance

Beth Millstein, Director, Fannie Mae

Lori Pinto, SVP, Cenlar

Tracy Ashfield,  EVP, Prime Alliance

Carolyn Hultquist, EVP, Credit Union Real Estate Services

Shelia Green, Director, Fannie Mae

Mike Quamma, Director of Treasury, BECU

Nizar Hashlamon, VP, Prime Alliance

Lesley Decator, VP, Fifth Third

Michael O'Brien, Regional VP, Ascensus

J.T. Cody, Esq., SVP; Staff Counsel, Security Service FCU

Michael Cebrick, Senior Director, Alliance Financial Services

David Benning, VP, Online Resources Corporation

Joan Karrle, VP, Chetco FCU

Rebecca Butler, Financial Industry Consultant, KDA Holdings

Walt Zeglinski, President & Managing Partner, Integrity Solutions

back to top

Program Highlights

Click here to download a PDF of the timed agenda.

Tuesday, March 11

Mortgage Workshop

Credit unions only represent 2 percent of the total market for mortgages in the United States, and NAFCU is working with other groups to expand credit unions’ share of the mortgage market to 10 percent by 2016. Whether your credit union already has an established mortgage program or you’re thinking about starting one, this full-day program has sessions to benefit everyone. Learn what programs are available, or focus on tools you can use to support your credit union’s existing mortgage program. The agenda offers a strategy workshop and a choice of two sessions for ample learning opportunities for all knowledge levels.

‘Two to Ten’: Why Mortgage Lending is THE Strategy for Every Credit Union

There’s never been a better time to finance homes for members. During 2007 while the mortgage industry was reeling, members, many for the first time, discovered their credit union to be a reliable, trustworthy mortgage lender. Turn your members’ discovery into long-term, sustainable relationships. Speaker: Dan Green, Executive Vice President & Chief Operating Officer, Prime Alliance

Cultural Transformations: Reaching ‘Two to Ten’           

Dominating today’s real estate market starts with cultural commitment to financing homes for members. Learn what it takes to chart a course for cultural change.

Speaker: Beth Millstein, Director, Fannie Mae Corp.

The New Real Estate Market: Strategies for Member Satisfaction and Financial Performance

Yesterday’s strategies don’t work in today’s real estate market. Learn to develop strategies that draw members to your credit union when they’re ready to refinance or purchase their next home.

Speaker: Tracy Ashfield, Executive Vice President, Prime Alliance

Loan Servicing: It’s more than Payment Processing

Loan servicing, once the deep, dark backwater of mortgage lending, has never been more relevant. Learn to use your credit union’s servicing asset as an important member retention tool, and a predictor of future member behaviors.

Speaker: Lori Pinto,Senior Vice President,Cenlar

Developing Realtor Relationships that Work

That Realtors® and credit unions should be friends is apparent. Why we aren’t is simple: Realtors® don’t need, or rather, didn’t need credit unions as a reliable source of ready-financing…until now. Learn to befriend your local real estate community from a long-time real estate professional.

Speaker: Carolyn Hultquist,Executive Vice President, Credit Union Real Estate Services

Managing Default in Today’s Market

Default is a fact in the new mortgage market. Credit unions, largely immune to default and foreclosure now face this challenge daily. Hear from an industry expert on how to create win-win situations when members face these challenges.

Speaker: Shelia Green,Director,Fannie Mae

The Dollars and Cents of Real Estate Lending

The Mathematical Mystery Tour of real estate lending is our final topic of the day. MSRs, SRPs, FASB, GAP, MBS? Watch as two practicing credit union finance professional unravel the economics of this critical credit union lending function.

Speakers: Nizar Hashlamon,Vice President,Prime Alliance &

Kathy Elser,Chief Financial Officer / Vice President of Finance,BECU

Wednesday, March 12

Make Marketing the Engine of Your Credit Union , featuring Roy Young

The second day of our new conference kicks off with a compelling presentation by Roy Young, who will explain why too many organizations, especially credit unions, underutilize and undervalue their marketing programs. Mr. Young will give you valuable insight on the the connection between the marketing function and its significant contribution to profitability in the short and long term and take a look at practical ways marketing can be used to address the top issues on the agenda of credit union CEOs.

NAFCU Marketing Winners Panel

NAFCU’s 2007 Marketing Awards were given to member-credit unions with outstanding marketing efforts and results. Hear from a few of the winners and discover how your peers achieved success. Plus, take back ideas you can use at your credit union!

Panel Featuring: 

• Karen Savickas-Mathias, Southwest Research Center FCU
• David E. Richards, Grow Financial FCU
• Courtney Hall, SECNY FCU
• Kelly Turner, Eli Lilly FCU

Commercial & Business Lending

This fast-paced session will offer an overview of the new and varied approaches to business and commercial lending. Feedback and interaction from participants with experience in some of these areas will enhance attendee appreciation and understanding of the pros and cons of this lending segment. Detailed information on regulatory "hot buttons" related to business and commercial portfolio management will be provided.

Speaker: Diane Johnson-Glatt, Founder & Former Chief Executive Officer, Counter Intelligence Associates

Delivering Debit Growth – Maximizing Usage and Revenue

Get an overview of the debit card industry, discover opportunities for revenue growth and hear how other credit unions are successfully marketing their debit card programs.

Speaker: Lesley DeCator, Vice President & Debit Marketing Program Manager, Fifth Third Processing Solutions

How You and Your Members Can Benefit from Health Savings Accounts

Examine the make-up of a successful Health Savings Account program, learn the potential return on investment, and decide if this service is right for your credit union.

Speaker: Michael O’Brien, Regional Vice President of Resource Development and Product Management, BISYS® Retirement Services

Income Opportunities Panel (Continued on Thursday)

Join us for two sessions where panelists present innovative ideas for the credit union

industry. Discover new strategies and product development ideas that you can use to

maintain margins and expand services in a volatile rate environment.

Wednesday's Panel includes presentations from the following:

 eZforex.com, Inc.

 XpressCredit.net

 Prime Alliance Solutions

 Ascensus

Thursday, March 13

The Importance of Evaluating Your Credit Card Program

Learn the keys to an effective credit card program, get ideas for improvement and hear

what other credit unions are doing to drive growth.

Speaker: Michael P. Cebrick, Senior Director of Business Development, Alliance Financial Services

Mobile Banking and Bill Payments

Modern mobile devices are more sophisticated than ever before, and their proliferation will impact how consumers bank and pay bills. Learn about competing technologies and the challenges you will face in bringing a mobile banking option to your members.

Speaker: David Benning, Vice President of Strategic Integration, Online Resources Corporation

Risk-Based Lending vs. Risk-Based Pricing

Discover the pros and cons of both risk-based lending and risk-based pricing, best practices, components, pricing, practical applications and much more.

Speaker: Diane Johnson-Glatt, Founder and Former Chief Executive Officer of Counter Intelligence Associates

Innovative Branch Strategies

Get a crash course on how to align your credit union’s branch expansion plan with its overall strategic growth objectives. Plus, learn best practices for real estate acquisition.

Speaker: Rebecca Butler, Financial Industry Consultant, KDA Holdings, Inc.

Servicemembers' Civil Relief Act and the DoD Rule on Predatory Lending

Learn how the Department of Defense’s new anti-predatory lending regulations, coupled with ongoing military conflicts in the Middle East, can affect your credit union.

Speaker: J.T. Cody, Senior Vice President of Risk Management and Staff Counsel, Security Service Federal Credit Union

Using Virtual Finance to Reach the Youth Demographic

Today, it's almost inconceivable that a credit union could try to do business without a Web site; early on, though, some were skeptical. Now we question how the Internet will evolve. One compelling scenario envisions a web of virtual worlds, like Second Life, where whole societies and networks exist only online. Avatars exchange virtual linden for virtual goods and services. But why do credit unions want to be in the virtual world? Virtual Finance presents a compelling way to reach the younger demographic necessary for membership growth, provide them with financial education, and establish a credit union presence in this rapidly growing space. This program will give you a taste of the work in progress and valuable ideas for membership growth.

Speaker: Scott Moriarty, Team Member, Filene Research Institute's I³ Group 

Income Opportunities Panel (Continued from Wednesday)

Thursday's Panel includes presentations from the following:

 Securian Financial Group

 BANCServices Group, Inc.

 Allied Solutions

Friday, March 14

Putting the Pieces Together for Successful Business Lending

In 2001, Chetco Federal Credit Union’s MBL/loan ratio was roughly 25%. In 2007 that ratio has jumped to over 50%. This presentation is a case study of where Chetco started and how it arrived to where it is today. Gain ideas for how you can take your credit union to new heights through business and commercial lending.

Speaker: Joan Karrle, Vice President, Chetco FCU

Are You Ready For a Sales Makeover?

Success in establishing a competitive advantage is in direct relationship to the value created for your members. Learn how to successfully manage the shift from a product seller to problem solver!

Speaker: Walt Zeglinski, President & Managing Partner, Integrity Solutions

Utilizing Debt Sales as Part of a High-Performance Collections Strategy

Discover alternatives for managing your charged-off debt and understand the leverage and opportunity of selling delinquent accounts to a third party.

Speaker: Bob Deter, Vice President of Acquisitions & Business Development, Hudson & Keyse

“Dr. Strange-Loan” (or How I Learned to Live with Risk and...)

Benefit from an evaluation of a “before and after” snapshot of Continental Federal Credit Union’s loan portfolio. Discover how to increase your bottom line by making your current programs work more efficiently. Learn about pure risk-based lending, hybrids adopted by other credit unions and how to choose the best strategies for your market.

Speaker: Nathan Smith, Chief Lending Officer, Continental Federal Credit Union

Confirmed Contact Hours for CEUs/CPEs:  8.75

back to top

NAFCU reserves the right to change dates, cities, venues, or speakers should circumstances warrant. NAFCU’s members will be apprised of any such changes.