November 2020

5 Skills We Learned In a Recent Remote Selling and Coaching Training

Remote Selling - Ideas for banks

In a recent training, the recording of which is below, our Bank participated in an intro class on how to get better at remote selling and coaching put on by Jack Hubbard of St. Meyer & Hubbard. Given the pandemic and the fact that we believe remote selling is here to stay, we found it was a critical gap in our selling skill set that we wanted to fill.

Managing CRE Risk - What Will Happen to Office Space?

The Future of Office Commercial Real Estate Loans

Office lending for banks has been one of the better-performing sectors of commercial real estate (CRE) for banks for some time. Even during the pandemic, the credit on office loans is doing surprisingly well. The question arises, what happens in the future? Will it be business as usual post-pandemic? Will companies take more space to provide for social distancing, 25% of the space as they go mainly to remote workers or 50% of the space to handle a hybrid remote work culture?

Why Its Time For A Hedge Program At Your Bank

The Advantage of Loan Hedging

Between low-interest rates, the concerning rise in COVID-19 cases, and tough competition for quality commercial loans, community banking is a tough business.  While there has been a nominal deterioration in credit quality thus far, a deterioration in the business environment related to the pandemic and lack of fiscal stimulus may change that. Net interest margins at community banks are declining, and the trend is likely to continue through 2021.

A New Skill For Bankers - Selling, Leading, and Learning Remotely

Virtual Selling and Sales Training

Being able to adapt and pivot is the hallmark of success in 2020. There are many new skills that we picked up, how to work various video conferencing applications, how to do remote check-ins, and, of course, how to run your entire bank from your home dining room table. One skill that still can use some work is our approach to training, coaching, and conversations.

Why Banks Are Loosening CRE Underwriting Standards During A Pandemic

CRE Underwriting During a Pandemic

It may seem counter-intuitive, but many banks are loosening CRE underwriting standards instead of continuing to tighten them. With a new presidential administration, it is likely that we will face more stringent pandemic mitigations in the near future. While this is likely good for public health, it increases the short-term risk for commercial real estate (CRE). Offsetting this risk is the possibility of a vaccine and therapeutics.

Combining Satellite Imagery and Machine Learning In Banking

Satellite imagery and machine learning in banking

In the last five years, one of the new disciplines in banking that has emerged is the combination of machine learning and satellite imagery to gather bank intelligence on fraud, credit, and bank marketing. While this sounds daunting, in this article, we will show you some relatively simple applications of both artificial intelligence (A.I.) and satellite (sat) imagery to improve bank performance. In the last several years, bankers have learned that they have access to inexpensive imagery that is often free.

ARC Hedge Program Update On LIBOR Transition

Hedging and the Libor Fallback Language

On October 23, 2020, the International Swaps and Derivatives Association (ISDA) published the Fallback Protocol (Protocol) that allows firms that use LIBOR to transition to SOFR if LIBOR becomes unavailable in the future. CenterState Bank’s ARC program allows community banks to offer up to 20-year fixed-rate loans to customers, but retain an adjustable asset priced at 1-month LIBOR plus a credit spread, and CenterState (not the community bank) carries the derivative and converts the fixed rate that the borrower pays to the adjustable-rate that