CURRICULUM
Developed in cooperation with the American Bankers Association, industry experts and TSSL’s board of trustees, the curriculum
incorporates more than 70 hours of classroom instruction over a two-year period.

SECOND-YEAR SESSION
Commercial Real Estate Lending focuses on the state of CRE (Commercial Real Estate) industry, the techniques used to analyze, finance, and structure real estate transactions, and the current regulatory environment. The course commences with an overview of the principles of property valuation, and quickly moves into coverage of multifamily, office, retail, industrial, and hotel underwriting and lending.
Managing Liquidity and Capital Planning reviews the capital concerns of today’s commercial borrowers and reviews those concerns from the perspective of the customer as well as that of the commercial bank.
Cash Flow Analysis and Loan Structure focuses on the key elements of the borrower’s cash flow and relate these elements to the
requirements of safe and sound loan structure.
Portfolio Profitability and Credit Performance this course will help in understanding the bank’s risk appetite and risk tolerance, 3
deadly sins of credit risk management, the importance of the Do Right Rule and current issues in commercial lending.
Commercial Customer Sales & Relationship Management focuses on the commercial lender as a financial concierge and the lender’s role in addressing commercial borrowing needs as well as those products and services to help the borrower’s operations while also generating fee income for the bank.

FACULTY
Aimee Hamilton, Chief Risk Officer, FirstBank, Nashville
Robby Harmon, Chief Operations Officer, TriStar Bank, Dickson
Michael Hendren, Nashville
David Osburn, Managing Member, Osburn & Associates, LLC, Las Vegas, NV
Kristen Stogniew, Shareholder, Saltmarsh, Cleaveland & Gund, Tampa, FL
Ron Rushing, President, Rushing Consulting Group, LLC, Sparta, Mo.
Mike Wasson, Port Orange, Fla.

ADMISSION / PREREQUISITES
Potential candidates are career financial industry employees in higher-ranking staff or junior- to mid-management positions. This
is a group -live and intermediate-level program. Applicants to The Southeastern School of Commercial Lending II need a working
knowledge and understanding of basic banking terms, concepts, and processes. Applicants should have a college degree and two years’ banking experience or a high school diploma and five years’ banking experience. In addition, the school requires the completion of either ABA or college courses in Accounting, Analyzing Financial Statements and Economics. Applicants may substitute documented work experience; or in-bank training programs; attendance at TBA’s Essentials of Commercial Lending or Essentials of Consumer Lending workshops: or completion of schools such as The Southeastern School of Banking, The Southeastern School of Consumer Lending or other state-sponsored banking schools for portions of the required course work. This should be submitted in writing from either the nominating officer or CEO must accompany your application. The schools admissions committee has final approval of all applicants. Participation in TBA programs is limited to members, associate members, and nonmembers from an eligible membership category at applicable member or non- member rates. This institution does not discriminate with regard to race, religion, gender, or age.

Program Level: Intermediate-level
Method of Delivery: Group-live
Special Needs: If you have a special need that may affect your participation in this program, or special dietary requests, please send
TBA a statement regarding any special needs at least 10 days before the program. We will contact you to discuss accommodations.

TUITION
Tuition covers instructional materials, breakfast, lunch, and refreshment breaks, while evening meals are on your own.
The TBA offers a discounted tuition for early applicants. To qualify for the discount, TBA must receive these applications no later than April 14, 2025, discounted tuition deadline is April 14, 2025.  After April 14, standard tuition applies.  Payment-in-full is required with the application.  Applicants will be notified of acceptance into the school after the April 14 deadline. Applicants withdrawing after April 14 but before April 29 will be refunded all fees except a $250 cancellation fee. There is no refund, with the exception of documented extenuating circumstances, if an applicant withdraws after April 29 or fails to attend the school. Substitutions are welcome. Refund requests must be submitted in writing to the TBA. Payment is required at the time of registration. We accept ACH or credit card payments, both with no additional fees.

HOUSING
Students will reside at Loews Vanderbilt Hotel located near restaurants and Nashville nightlife. A block of rooms will be reserved at the special Tennessee Bankers Association rate of $229 a night for Sunday through Thursday nights. Students will be responsible for making their own hotel reservation by using the link Loews Hotel , or by contacting the hotel at 615-340-5778 or 888-879-0462 and referring to code SCL511. Deadline to make reservation is April 21, 2025. The cost of accommodations and parking (self-parking $30, valet $49) is not included in tuition.

GRADUATION REQUIREMENTS
To graduate from TSSCL, students must have a composite score of 70 or above based on the scoring system. In addition, attendance at all TSSCL classes is mandatory.

TSSCL I Final Exam..........................30%
TSSCL II Final Exam.........................30%
TSSCL I Daily Quizzes(4).................20%
Completion of Two Bank Projects......15%
Faculty and Board Evaluation...........5%

CONTINUING EDUCATION CREDIT
Attendees qualify for 40 hours of Continuing Professional Education (CPE) credit in the area of Specialized Knowledge and MUST be
sure to sign in and out on the CPE attendance tracking sheet in order to receive credit. In accordance with the standards of the National Registry of Continuing Professional Education (CPE) Sponsors, CPE credits have been granted based on a 50-minute hour. Tennessee Bankers Association is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors (150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417). Visit their website at www.nasba.org.
For additional continuing education information, administrative policies or complaints, call the TBA education department at 615-
244-4871 or 800-964-5525.

THE SOUTHEASTERN SCHOOLS OF LENDING BOARD OF TRUSTEES
Chairman: Eddie Maynard, Executive Vice President, Chief Credit Officer, Fourth Capital, Nashville

EAST TENNESSEE TRUSTEES:
Mary Beth Baker, Senior Vice President, Powell Valley National Bank, Kingsport
Ted Fields, Executive Vice President, Powell Valley National Bank, Kingsport
Bill Spierdowis, Senior Credit Officer, Home Federal Bank, Knoxville
Rick Sprinkle, Chief Credit Officer, Commercial Bank Harrogate

MIDDLE TENNESSEE TRUSTEES:
Robert Bradley, Executive Vice President, First National Bank of Tennessee, Crossville
Lyman Cox, Executive Vice President, First National Bank of Pulaski, Pulaski
Mark Ryman, Chief Lending Officer, Volunteer State Bank, Portland
Will Powell, Williamson County President, FirstBank, Franklin

WEST TENNESSEE TRUSTEES:
Lori Noel, Executive Vice President/Chief Lending Officer, FNB Bank, Murray, Ky.
Sherrell Armstrong, EVP & Chief Credit Officer, First Citizens National Bank, Dyersburg

OUT-OF-STATE TRUSTEES:
Corey Sarulla, Vice President, Synergy Bank, Houma, La.
Kelly Smith, Senior Vice President, First National Bank, Griffin, Ga.

PAST CHAIRMEN:
Richard Shaffer, Executive Vice President Commercial Services Director, First Horizon Bank, Chattanooga
Chuck Sisson, City President, Centennial Bank, McKenzie
John Foster, President, Wilson Bank & Trust, Lebanon