Maryland Banker 2Q 2012

the

SECOND QUARTER 2012

b a n k e r MBA: MARYLAND’S VOICE FOR THE BANKING INDUSTRY PATIENCE, PERSEVERANCE AND TENACITY

THE OFFICIAL PUBLICATION OF THE MARYLAND BANKERS ASSOCIATION

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Chairman Mary Ann Scully Chairman, President & CEO Howard Bank

the

b a n k e r MBA: MARYLAND’S VOICE FOR THE BANKING INDUSTRY

Chairman-Elect Michael L. Middleton Chairman & CEO Community Bank of Tri-County

Vice Chairman Robert A. DeAlmeida President & CEO Hamilton Bank

PATIENCE, PERSEVERANCE AND TENACITY

Contents

THE OFFICIAL PUBLICATION OF THE MARYLAND BANKERS ASSOCIATION

Past Chairman J. Scott Wilfong Chairman, President & CEO SunTrust Bank, Greater Washington/Maryland President & CEO Kathleen M. Murphy

SECOND QUARTER 2012

186 Duke of Gloucester St. Annapolis, MD 21401 410-269-5977 / 800-327-5977 www.mdbankers.com

Maryland Bankers Association

Publication Editor Cynthia L. Gentilcore

12

Maryland Bankers Association

Board of Directors George J. Behr, Jr. President, Arundel Federal Savings Bank

cover MBA: Maryland’s Voice For The Banking Industry Patience, Perseverance and Tenacity

Andrew M. Bertamini Regional President, Maryland Market Wells Fargo Bank, N.A. Ralph W. Emerson, Jr. Senior Vice President, M&T Bank Raymond W. Hamm, Jr. Market Executive, PNC Bank, N.A. Michael E. Hough Division CEO, Susquehanna Bank Michael G. Livingston President & CEO, The Bank of Glen Burnie Philip E. Logan President, Chairman and CEO, Slavie Federal Savings Bank Denise L. Pope Market Executive for Mid-Atlantic Market, Capital One, N.A Tom N. Rasmussen President & CEO, New Windsor State Bank Carissa L. Rodeheaver, CPA, CFP Executive Vice President & CFO, First United Bank & Trust John A. Scaldara, Jr. Chairman, President & CEO, The Columbia Bank Daniel J. Schrider President & CEO, Sandy Spring Bank Raymond M. Thompson President & CEO, Calvin B. Taylor Banking Company William J. Toomey, II Regional President – Baltimore Metro Region, BB&T Kelly Whitley Vice President of Public Policy and State Government Relations-Mid-Atlantic Bank of America, N. A.

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message from the chairman Working Together for a Stronger Industry

5

Maryland Banks Building Communities

by Doing Good

6

message from the president Task Force Finds Members Satisfied

7

economic update Commercial Real Estate Crisis Could Have Been Worse

8

maryland bank services featured partner Managing Rising Health Care Costs with BOLI

06

08 10

departments: news and notes 18 Professional Development Calendar 22

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Second Quarter 2012 | 3

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Message from the Chairman MARY ANN SCULLY | MBA CHAIRMAN

CHAIRMAN, PRESIDENT & CEO

HOWARD BANK

Working Together for a Stronger Industry

A

t the beginning of 2012, the Member Engagement Task Force reported its findings to the board of directors of the Maryland Bankers Association. As this issue goes to press, the management team is incorporating some suggestions received and supported heartily by the board of directors into its tactical plan for the year. What did we learn from this task force?

The feedback received by the Task Force last year in response to its member poll has been largely positive. “I used to feel powerless,” said one respondent. “I don’t feel that way now that I’ve been involved with the MBA. I have some context because of MBA. The MBA provides a sense of empowerment.”

That’s it. We provide the framework for involvement, but it’s the members who create the value.

The Task Force polled members, requesting in-depth responses on what value members feel they have received.

Most members engage in more than one way with the MBA, and they can choose the way they find value in our association.

“Legislative involvement,” says another respondent; “they provide what we can’t do individually. We need MBA to watch that for us.” The MBA’s long tradition of government relations at the state and national levels is the aspect of the organization that holds the most value for members, according to past surveys and the interviews conducted by task force members.

These activities reach across the spectrum of asset size represented in the association. We have garnered the attention and support of our larger bank members, whose government relations departments are involved in federal initiatives as well.

For our smaller bank members, we serve as their outsourced government relations staff.

On the communications front, MBA’s Member Alerts keep members well-informed and this is also valued. “MBA is a clearinghouse for information, provides quick responses, has the ability to reach out to others to gather information and provide answers in a concise way,” another respondent said.

On the education and training front, there’s the eponymous

First Friday, which takes place the first Friday in January.

“Impressive crowd; [you] hear from the movers and shakers,” says a respondent. This year’s First Friday featured keynote speaker Sarah Bloom Raskin, who served as Maryland’s Commissioner of Financial Regulation until her appointment as a governor of the Federal Reserve on Oct. 4, 2010. In her speech, she called for increased transparency in the federal exam process. Her remarks were picked up in the national press and gave more visibility to the role played by Maryland Bankers Association in positioning our members for respect and relevance. Within our industry, the Maryland Banking School serves as a training ground for future leaders.

In general, the MBA’s training programs and webinars, particularly those that focus on legislative/regulatory changes, are enthusiastically received.

In adverse times, an organization to which members pay dues but do little else is not serving members properly.

Engagement opportunities abound at the MBA, which, like many of its counterpart bank trade associations in other states, has a for-profit arm, Maryland Bank Services, Inc. (MBSI), the mission of which is to provide members with access to bank products and services at better prices than they could find on their own. “MBSI helped to build our wealth management division,” says one respondent. “D&O insurance through Zurich – MBA membership provided a tangible savings to the bank that paid for the bank’s dues fourfold.”

Financial literacy is another arena in which MBA commits to initiatives that promote long-term growth in our communities.

The MBA wants to hear from you about matters that affect your bank and your community. The better-informed you make us, the better we can serve you. Please take advantage of the chance to make a difference and to make MBA the strongest Association for you.

■ Mary Ann Scully is the chairman of the Maryland Bankers Association. Reach her by email at mascully@howardbank.com.

Second Quarter 2012 | 5

Maryland Banks

Building Communities by Doing Good

T

he Maryland Bankers Association (MBA) developed our “good news” brochure to tell the positive story about the Maryland banking industry. This brochure is very effective in spreading the good news that Maryland banks bring to their communities. The 2012 brochure, entitled Maryland Banks: Building Communities by Doing Good, was launched in conjunction with the 2012 Maryland General Assembly. It is a key component of MBA’s industry image initiative and serves as a communication tool to relay a realistic and positive message about the traditional FDICinsured banking industry in Maryland: its scope, its stability and its lending results.

It will be provided to elected officials, media, the public, and our members. It is our objective to update this brochure each year to reflect timely and accurate information on Maryland banks.

In order to present the most comprehensive view possible, we asked each member bank to complete the 2012 MBA Lending and Service Survey. This year, we achieved a 44 percent response rate. Our heartfelt thanks to our members who completed this survey. Based on information we obtained from you and related research, we were able to build this effective public relations piece to help set the record straight on how Maryland banks serve their communities, businesses, and customers. Thank you for your support! We couldn’t do it without you. ■

Did You Know That Maryland Banks Are Meeting Maryland Homeowner and Business Needs by Providing: • • • • •

$33.7 billion in residential mortgage lending $2.8 billion in small business lending $1.5 billion in commercial and industrial loans $608 million in new consumer loans And over $395 million in community development loans

Investing in Maryland’s Communities and Nonprofits by Contributing: • Nearly $14.4 million to 3,370 Maryland community and charitable organizations • Averaging about 94 organizations per bank • Over 96,574 hours of volunteer time – about 8,048 hours per month

SAVE THE DATE EXPLORING THE FUTURE OF BANKING

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Message from the President KATHLEEN M. MURPHY | PRESIDENT & CEO

MARYLAND BANKERS ASSOCIATION

Task Force Finds Members Satisfied “Life is like a landscape. You live in the midst of it but can describe it only from the vantage point of distance.” — Charles Lindbergh

A

s we approach the MBA’s 116th anniversary at our convention later this spring, it is good to reflect on the things that have strengthened us over time – a dedicated staff team; timely and relevant resources to keep banks in Maryland strong; a successful track record as the voice of the banking industry to the media, public and in all branches of Maryland government – and the list goes on.

However, looking back during my 12-year tenure with the MBA, nothing has strengthened the MBA more over time than our engaged and involved members. So it was very fitting that MBA Chairman Mary Ann Scully, chairman, president and CEO of Howard Bank, created the Member Engagement Task Force as one of MBA’s top priorities this year.

The Task Force has completed its work and the MBA board of directors has approved its recommendations. There was a broad consensus from member focus groups and phone calls of what the MBA does that is unique and of the highest value to our members. MBA members clearly find value in their membership especially in the area of advocacy (representation and communications) followed closely by training/education, networking, and services.

Virtually all members are engaged with the association in multiple ways. Members want to choose how they wish to interact/engage with the MBA in the ways in which they find value. The general conclusion of the Member Engagement Task Force is that the MBA has satisfied members. This was great news; we are very pleased that, in this 116th year, we continue to serve an important and valued role for our members.

Yet, just as you do in your bank, we are continually striving to be the best organization we can be, and have identified some “fine tuning” that will strengthen the MBA for the future. The Task Force recommendations have been put in motion through an action plan that encompasses four categories: Access/Networking; Awareness; Communications/Image; and Managing Health Insurance Costs (if possible). Charter member CEOs received a letter about the positive outcomes from the Member Engagement Task Force, which was convened as one of MBA’s top priorities for the 2011-2012 association year. We will provide progress reports in future issues of The Maryland Banker and the Maryland Weekly.

In the spirit of what we have learned over the last few months, I encourage you to make the most of your membership in the Maryland Bankers Association – letting us know what worries you so we can seek to address it; adding your entire staff team to the MBA’s database so that they can experience the role of their association, and stay informed of industry and association news; strengthening your colleagues’ skills through professional development programs; participating in networking opportunities with your colleagues; getting involved in advocacy activities, and more.

Our industry’s landscape has changed dramatically over the last five years. Yet as the vantage point of time clarifies what the future will bring, let MBA be a partner in your success.

■

What’s On Your Mind?

It’s my honor to serve this great industry. Please contact me at any time to discuss industry issues of importance to you at kmurphy@mdbankers.com or 443-837-1601.

2011 MEMBER ENGAGEMENT TASK FORCE

Task Force Co-Chairs Dan Schrider, president and CEO, Sandy Spring Bank Brant Standridge, former regional president, Maryland; presently regional president, Georgia, BB&T MEMBERS Kevin Cashen, president and CEO, Bay Bank, FSB Bob Chafey, president and CEO, Maryland Financial Bank Jim Cornelsen, president and CEO, Old Line Bank Darius Davis, executive vice president, The Harbor Bank of Maryland Jim DiMisa, executive vice president and COO, Community Bank of Tri-County Kim Liddell, chairman, president and CEO, The National Bank of Cambridge Mike Livingston, president and CEO, The Bank of Glen Burnie Carolyn Mroz, president and CEO, Bay-Vanguard Federal Savings Bank Tom Murphy, president of community banking, EagleBank Denise Pope, market executive for mid-Atlantic market, Capital One, N.A. Ray Thompson, president and CEO, Calvin B. Taylor Banking Company RECOMMENDATIONS The Task Force recommendations have been put in motion through an action plan that encompasses four categories: • Access/Networking: Expand access to educational programs through regional delivery and technology; replicate networking opportunities through “Regional Roundtables.”

• Awareness: Partner with economic development organizations and chambers of commerce on non-banking specific issues that will impact jobs and small businesses; use member testimonials to promote membership, education and services; create greater awareness of Maryland Bank Services preferred providers and resources.

• Communications/Image: Increase distribution of MBA communications more broadly within member banks; include personal touch in member outreach/communication and include MBA board outreach when appropriate; explore every avenue to promote the positive ways banks serve clients and communities.

• Health Insurance: Determine if the MBA can be of any assistance with the high cost of health insurance (confirm the current law regarding group plans, find alternatives to help members manage the cost, if possible).

Second Quarter 2012 | 7

64 49 57 85 52 75 .7 76 62 98 48 07 69

Economic Update ANIRBAN BASU, MA, MPP, JD

| CHAIRMAN & CEO, SAGE POLICY GROUP CHIEF ECONOMIC ADVISOR, MARYLAND BANKERS ASSOCIATION

Commercial Real Estate Crisis Could Have Been Worse It was supposed to be utterly horrible …

Numerous analysts predicted that the commercial real estate crisis, which began after the onset of the national financial crisis in September 2008, would lead to the collapse of many banking institutions across the country. The logic went as follows: Many banks were weakened by the residential real estate downturn that began in 2006, which produced delinquency, default and capital writedowns. The downturn in commercial real estate represented the next shoe to drop, with the implication being that many struggling institutions would lack sufficient capital and liquidity to survive another round of delinquencies, defaults and foreclosures. Moreover, with so many distressed commercial properties hitting the for-sales market all at once, the value

9.0 8.0 7.0

of collateral would dip further, leading to even larger write-offs.

The logic went further. With commercial real estate mired in its own recession, more jobs would be lost, fewer taxes would be paid and bank lending would become even more defensive and disciplined. This would weaken the entire U.S. macroeconomy, which could easily slip back into recession. For many banks, this would represent the straw the broke the camel’s back.

To a certain extent, these predictions proved correct. The second “wave” of distress appears to have become apparent by 2009 and peaked in 2010, when the default rate of commercial real estate (CRE) loans reached its highest level since 1992. Approximately 157 banks failed in 2010 – the highest number since the savings and loan crisis. Trepp LLC

Commercial Real Estate Loan Deliquency Rates, Q1:2000 - Q3:2011

6.0 5.0 4.0 3.0 2.0 1.0 0.0

SOURCE: FEDERAL RESERVE

8 | The Maryland Banker

estimates that commercial real estate loans have accounted for roughly 80 percent of all U.S. bank failures since 2007.

... but at least the worst is now behind us More recent data indicates that the worst is probably behind us. The national economy is now in recovery. As of this writing, the nation has added 1.64 million jobs over the past 12 months, which has lifted demand for office and other forms of employment-associated space. The ongoing national recovery, now in its third year, remains heavily consumeroriented, with the implication being that demand for commercial space is on the rise. In fact, spending on commercial construction has actually risen substantially over the past year, one of the few nonresidential construction categories to experience growth in spending.

Accordingly, bank failures were down by roughly 41 percent (to 92 banks) last year. Delinquency rates for commercial real estate loans have declined every quarter since the third quarter of 2010.

During the third quarter of 2011, the delinquency rate was down to 6.69 percent, significantly lower than the 8.76 percent rate associated with the second quarter of 2010.

Structurally, commercial real estate appears to have stabilized more quickly than residential real estate because of the availability of buyers. Unlike distressed real estate, for which there remains an

inadequate number of would-be buyers at a time of home buyer apathy, there are large numbers of deep-pocketed investors who have been simply waiting to acquire commercial real estate at a low basis. While many banks have undoubtedly suffered the displeasure of having to negotiate with these savvy buyers, their existence is critical to helping clear the market of surplus CRE. While the CRE crisis could have been much worse and has actually been far more benign than many predicted, there has been significant damage.

According to Trepp, banks charged off approximately $22.2 billion of CRE loan

losses in 2011 resulting in a cumulative total of $122.5 billion in charge-offs from 2007 to 2011. These issues have been particularly acute at smaller banks, which are often more exposed (at least proportionately) to commercial real estate. While CRE loan losses accounted for almost 20 percent of charge-offs for all banks over the last four years, they made up more than half of chargeoffs for community banks in the $100 million to $10 billion asset size range.

Presently, banks have nearly $1.5 trillion in commercial real estate debt on their books, or nearly one-fifth of overall bank lending.

Banks’ commercial real estate loan performance is expected to improve incrementally in 2012 along with the broader economy. However, delinquency rates are expected to remain elevated as loans made over the last decade will require refinancing over the next several years. Many commercial real estate loans were made in 2004, 2005 and 2006, which means that those associated with ten-year balloon payments will need to be refinanced in 2014, 2015 and 2016. In other words, CRE is still positioned to hammer bank balance sheets, particularly if the current economic recovery loses steam.

■

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• Ample parking garage provides about 300 new business foot-traffic every two weeks and 120 jurors every two weeks • 24-hour security • On-Site Property Management that is motivated to rent to a financial institution to service tenants • Easy access to I-83 and I-395 • 11,000 SQ FT of office space also available in the building

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Second Quarter 2012 | 9

Maryland Bank Services Featured Partner

Managing Rising Health Care Costs with BOLI

BY DAVID SHOEMAKER, CPA/PFS, CFP®,

AND JIM OLSON, CPA

K

ey employees demand exceptional benefits – including excellent health care coverage. Yet for the last decade, employer health insurance costs have been rising at a rate that far exceeds increases in both the rate of general inflation as well as workers’ earnings1. How can you manage these inevitable increases in health care costs while still providing competitive benefits for your executives?

Offsetting health care and other benefit expenses In addition to considering the latest cost-sharing trends, prudent bankers are also managing rising health care insurance expenses by reallocating bank assets into bank-owned life insurance (BOLI). A reallocation of a small portion of your bank’s assets into BOLI can likely offset 47 percent to 55 percent of the cost of providing employee health insurance over the next five years (see chart).

More than 50 percent of U.S. commercial and savings banks now use BOLI to recover employee benefit costs, according to the FDIC2.

Via the Interagency Statement on the Purchase and Risk Management of BankOwned Life Insurance (often referred to as OCC 2004-56), the various regulatory agencies have confirmed that financial institutions can use BOLI to finance not only employee medical benefits, but also group life and other employee benefit plan expenses including long-term care and supplemental (nonqualified) benefits (e.g., supplemental disability coverage, executive deferred compensation and SERP benefits.)

BOLI is an excellent tool for offsetting rising benefit costs because: 10 | The Maryland Banker

• BOLI durations are generally consistent with the long-term nature of benefit plan liabilities.

• BOLI is designed to provide a higher after-tax yield than most bank-eligible investments.

How BOLI works: Life insurance that provides income with tax advantages The bank purchases individual life insurance policies on a group of employees.

The eligible group is usually an officer group (e.g., assistant vice president and above), but may be based on salary or other parameters. The bank pays the premium(s), owns the cash value of the policies, and is the beneficiary of the insurance. The coverage does not interfere with any other insurance provided by the bank (e.g., group term life insurance).

The annual cash value growth and future death benefits are nontaxable if policies are held until death, which provides an attractive tax advantage3.

Accounting for BOLI: No initial change to the balance sheet, but income contributes to net worth The bank typically sells Treasuries or other securities – or uses funds generated through other cash flow – to purchase BOLI. Since both the source of these funds and BOLI are assets, there is no initial net change to the balance sheet. The bank earns BOLI income from two sources: • Growth in cash surrender value Cash surrender value determines the asset value for accounting purposes for the bank’s BOLI policy. This value increases by the amount of interest credited by the carrier and decreases by

Using BOLI to Manage Health Care Costs: Effect on Income Statement Year 1

Year 2

Year 3

Year 4

Year 5

Total medical insurance expense

$121,875

$131,625

$142,155

$153,527

$165,810

BOLI Gain above 3% opportunity cost

$66,457

$69,162

$70,804

$73,877

$77,457

Net Cost

$55,418

$62,463

$71,351

$79,650

$88,353

Savings

55%

53%

50%

48%

47%

Note: Medical insurance assumptions are 75 employees with $2,500 average annual employee medical insurance cost and an 8% annual increase to premium.

Assumes 35% percent corporate tax rate, $3 million asset allocated to BOLI@ 4.17% yield in yr. 1, 4.12% in yr. 2, 4.04% in yr. 3, 4.01% in yr. 4, 3.99% in yr. 5.

The above example is a hypothetical illustration to be used strictly as an educational tool. It is not intended as offering specific investment advice or recommendations.

the internal cost of insurance charges.

• Net death benefit The other source of income from BOLI is the net insurance proceeds paid to the bank when a covered employee or former employee dies.

The incremental net insurance proceeds above the cash value asset is booked as additional gains.

Because of the inherent tax advantages, BOLI can earn a higher rate of return after-tax than a Treasury investment. By working with quality carriers (those with S&P ratings of A+ and higher) that provide flexible plan features and attractive rates of return, BOLI can drive an increase in earnings per share. The annual increase in cash value and the net insurance above cash value at death are both recorded as gains on a bank’s income statement. By combining BOLI with effective costcontainment/sharing measures, banks can

wield a powerful weapon for combating the ever-rising cost of employee health care coverage as well as other employee benefits.

Utilizing the combined expertise of David Shoemaker, CPA/PFS, CFP® and Jim Olson, CPA, Maryland bankers may put themselves in greater control of future benefit costs.

■ Equias Alliance is the preferred provider for bankowned life insurance services of Maryland Bank Services, Inc., a wholly-owned subsidiary of the Maryland Bankers Association. To learn more about utilizing BOLI to offset rising benefit costs in your bank, contact David Shoemaker, CPA/PFS, CFP®, of Equias Alliance at 901-754-4924 or Jim Olson, CPA, at 804-784-7216. David Shoemaker and Jim Olson are registered representatives of and securities are

offered through ProEquities, Inc., a Registered Broker/ Dealer, and member FINRA and SIPC. Equias Alliance, LLC is independent of ProEquities, Inc. This article is for information purposes only; it is not intended as an offer or solicitation for the purchase or sale of any financial instrument and is not intended to present an opinion on legal, tax, accounting or investment matters.

FOOTNOTES 1.

2.

3.

A new study by the Kaiser Family Foundation, a nonprofit research group that tracks employersponsored health insurance on a yearly basis, shows that the average annual premium for family coverage through an employer reached $15,073 in 2011, an increase of 9 percent over the previous year.

Per FDIC Call Report Data as of Sept. 30, 2011.

Death proceeds on corporate-owned life insurance, including policies owned by a grantor trust established by the employer, will be received tax-free to the extent they comply with Internal Revenue Code Section 101(j) as well as other applicable state and federal laws.

Second Quarter 2012 | 11

MBA: MARYLAND’S VOICE FOR THE BANKING INDUSTRY PATIENCE, PERSEVERANCE AND TENACITY

Throughout the year, the Maryland Bankers Association lets you, our members, know that we advocate for your best interests. While the 2012 Maryland General Assembly is in process, we fine-tune that advocacy and invite you to get involved.

Approximately 3,000 bills are introduced before the Legislature during the General Assembly’s 90-day session. Our Government Relations Council (GRC) has taken a position on 350 bills that affect banking. The GRC reviews bills as they are filed, to determine which of them will have an impact on you. The volume is up nearly 80 percent over last year.

Here are some of the key banking issues we are addressing this year. continued on page 14

HOUSE Appropriations Committee CHAIR: Norman H. Conway (D-District 38B, Somerset, Wicomico and Worcester counties) VICE CHAIR: James E. Proctor, Jr. (D-District 27A, Calvert and Prince George’s counties) Considers legislation relating to state operating and capital budgets, including supplementary appropriations; state and county bond authorizations; collective bargaining; fiscal procedures; higher education institutions; state and local agency procedures and programs; state personnel and pension matters; and social services.

12 | The Maryland Banker

Economic Matters CHAIR: Dereck E. Davis (D-District 25, Prince George’s County) VICE CHAIR: David D. Rudolph (D-District 34B, Cecil and Harford counties) Considers legislation relating to banks and other financial institutions; business regulation, including related occupations and professions; commercial law; corporations and associations; economic development; electronic commerce; labor and employment; property and casualty insurance; unemployment insurance; utilities regulation, including electric, gas, and telecommunications; and workers’ compensation.

Bank-related subcommittee: Banking, Economic Development, Science & Technology

Environmental Matters CHAIR: Maggie McIntosh (D-District 43, Baltimore City) VICE CHAIR: James E. Malone, Jr. (D-District 12A, Baltimore and Howard counties) This committee is assigned legislation relating to agriculture; bi-county agencies; environmental matters, including agricultural land preservation, program open space, and vehicle emissions; ethics; housing, landlord and tenant, and real property, including foreclosure; lead paint; local government; natural resources; and transportation (non-revenue related), including highways, bridges, mass transit, and motor vehicles.

Bank-related subcommittee: Housing & Real Property

Health & Government Operations Committee CHAIR: Peter A. Hammen (D-District 46, Baltimore City) VICE CHAIR: Shane E. Pendergrass (D-District 13, Howard County) This committee considers legislation relating to emergency medical services; health care; health facilities, equipment, and products; health insurance; health occupations and professions; public health, including Medicaid; and long-term care. The committee also is concerned with laws relating to administrative law; civil rights; state government organization, procedures, and operations; and procurement.

Judiciary Committee CHAIR: Joseph F. Vallario, Jr. (D-District 27A, Calvert and Prince George’s counties) VICE CHAIR: Kathleen M. Dumais (D-District 14, Montgomery County) Considers legislation relating to legal rights and immunities; and trusts and estates.

Bank-related subcommittee Estates and Trusts

MBA GOVERNMENT RELATIONS COUNCIL MEMBERS Robert A. DeAlmeida, 2011-2012 Chairman President and CEO Hamilton Bank

Stephen C. Kensinger Regional Vice President Old Line Bank

Kelly Rodgers State Government Relations Director Wells Fargo Bank, N.A.

Tanesha Boldin Assistant Vice President, WorkPlace Market Manager PNC Bank

Kenneth Krach Vice President, Associate General Counsel M&T Bank

Donald Schuster Senior Vice President, Senior Corporate Counsel Sandy Spring Bank

James Brown Senior Director of State Government Relations Capital One

Mark C. Krebs Senior Vice President, Chief Financial Officer Farmers & Merchants Bank

Mary Ann Scully Chairman, President and CEO Howard Bank

Steven Brownlee Senior Director, Associate General Counsel Capital One

Thomas F. Lamb, Jr. Senior Vice President of Government Relations PNC Bank

Brenda Skidmore Senior Vice President of Government Affairs SunTrust Bank

John Charrier Vice President of Government Banking M&T Bank

Donna Leaman Assistant Vice President, Senior Legislative Counsel, Government Relations USAA Federal Savings Bank

Robert J. Tartaglia Vice President of State and Local Government Relations JPMorgan Chase and Co.

John Cogar Senior Vice President PNC Bank

Joyce Vance Vice President, Commercial Portfolio Manager Sandy Spring Bank

Michael G. Livingston President and CEO The Bank of Glen Burnie

Edward B. Connelly Chief Financial Officer Damascus Community Bank Michael T. Dameron Senior Vice President, Head of State and Local Government Relations TD Bank

Mary Wasaff Government and Regulatory Affairs Specialist BB&T

Eileen M. Lunga Vice President, General Counsel M&T Bank

Kelly Whitley Vice President of State Government Relations Bank of America

R. Mark Metz Government Affairs PNC Bank

Michael T. Galeone Executive Vice President The Columbia Bank

C. Richard Miller, Jr. President and CEO Woodsboro Bank

Lindsey Johnson Director of Government Relations, Bank Officer Federal Home Loan Bank of Atlanta

Patricia E. Obara Vice President, Assistant General Counsel JPMorgan Chase and Co.

John D. Zachry Senior Vice President, Retail/Commercial Banking Division Severn Savings Bank, FSB

MBA’S PUBLIC POLICY TEAM Pictured at a recent MBA Board meeting are, from left to right: Kathleen Murphy, president and CEO, MBA; Bob Enten, general counsel, Gordon Feinblatt and General Counsel for the MBA; Mindy Lehman, vice president of government affairs, MBA; and MBA board members Phil Logan, president, chairman, and CEO, Slavie Federal Savings Bank; Bob DeAlmeida, president and CEO, Hamilton Bank; Denise Pope, market executive for the mid-Atlantic market, Capital One Bank; Mike Middleton, chairman and CEO, Community Bank of Tri-County; Scott Wilfong, chairman, president and CEO, SunTrust Bank of Greater Washington/Maryland; Mary Ann Scully, chairman, president and CEO, Howard Bank; Mike Livingston, president and CEO, The Bank of Glen Burnie; Delegate Maggie McIntosh; Chick Hamm, market executive, PNC Bank; John Scaldara, chairman, president and CEO, The Columbia Bank; Dan Schrider, president and CEO, Sandy Spring Bank; Carissa Rodeheaver, executive vice president and CFO, First United Bank & Trust; George Behr, president, Arundel Federal Savings Bank; and Tom Rasmussen, president and CEO, New Windsor State Bank.

Maryland Bankers Association Allison Fields Advocacy and Communications Outreach Specialist Mindy Lehman Vice President of Government Affairs Kathleen Murphy President and CEO Gordon, Feinblatt, Rothman, Hoffberger and Hollander General Counsel Bob Enten, Esq. Counsel Margie Corwin, Esq. Tim Perry, Esq. Carla Witzel, Esq.

SENATE Ways & Means Committee CHAIR: Sheila E. Hixson (D-District 20, Montgomery County) VICE CHAIR: Samuel I. Rosenberg (D-District 41, Baltimore City) This committee has jurisdiction over legislation dealing with children, youth, and families; education financing; primary and secondary education; elections; lottery and horseracing; taxation; and transportation funding and revenues.

Budget and Taxation CHAIR: Edward J. Kasemeyer (D-District 12, Baltimore and Howard counties) VICE CHAIR: Nathaniel J. McFadden (D-District 45, Baltimore City) This committee considers legislation relating to state operating and capital budgets, including revenues, expenditures, and supplementary appropriations; legislative budgetary procedures; state and county bond authorizations; taxation and property assessments; education financing; and pension and retirement matters.

Finance CHAIR: Thomas M. Middleton (D-District 28, Charles County) VICE-CHAIR: John C. Astle (D-District 30, Anne Arundel County) Reviews legislation relating to banking and financial institutions; credit regulation and consumer financing.

Education, Health & Environmental Affairs Committee CHAIR: Joan Carter Conway (D-District 43, Baltimore City) VICE CHAIR: Roy P. Dyson (D-District 29, Calvert, Charles and St. Mary’s counties) This committee reviews legislation relating to agriculture and land preservation; alcoholic beverages; licensing and regulation of businesses, including business, health, and related occupations and professions; education policy; elections; energy; environment; ethics; fire prevention; local government; natural resources; procurement; state government organization and procedures; and veterans affairs.

Judicial Proceedings CHAIR: Brian E. Frosh (D-District 16, Montgomery County) VICE-CHAIR: Lisa A. Gladden (D-District 14, Baltimore City) This committee is assigned legislation relating to the Administrative Procedures Act; commercial code; landlord and tenant laws; real property; trusts and estates; and vehicle laws.

Second Quarter 2012 | 13

Serving as chairman this year on the Government Relations Council has reinforced my great appreciation for the work that our Maryland Bankers Association provides to its members. Kathleen Murphy, along with MBA’s Public Policy team, Mindy Lehman, Allison Fields, Bob Enten, Tim Perry, Margie Corwin and Carla Witzel, work tirelessly on our behalf.

Working with the legislative body and educating them on the consequences of each proposed bill requires a great deal of patience, perseverance, and tenacity. Great communication skills are required to sway our representatives so that they can create laws which benefit all of us. Lucky for us, we have a team dedicated to limiting the strains placed on the banking community through their efforts.

It is an honor to serve with my fellow bankers on the Government Relation Council, dedicated to serving the needs of the banking community and ensuring that banks have a part in crafting legislation that benefits all.

Next time a request goes out to write letters or make calls to your representative, I ask that you immediately respond. Only by working together can we accomplish our goals in serving the people of Maryland.

— Robert DeAlmeida Chairman of the MBA’s Government Relations Council, 2012 and President and CEO, Hamilton Bank

14 | The Maryland Banker

Pictured, left to right: MBA’s Kathleen Murphy , president and CEO; Mindy Lehman, vice president of government affairs; and Allison Fields, advocacy and communications outreach specialist.

MBA-Initiated Legislation Estates and trusts (HB 750/SB 745): This bill is a recodification of existing statutes and case law into a new Maryland Trust Act. At present, corporate trustees must use years of Maryland case law as guidance, making the execution process both lengthy and costly as trustees reinvent the legal wheel. This bill, currently about 100 pages in length, would incorporate key court cases into statutory law and streamline Maryland’s current estates and trust code. The law would make Maryland trust law more competitive with Delaware’s law. The GRC’s Trust Committee has worked on this matter for five years in conjunction with the Maryland State Bar Association’s Estates and Trust Section Council. As often happens with complex legislation, a previous bill, introduced in 2011, was withdrawn and assigned to summer study. The MBA has re-introduced in 2012 a consensus bill that has taken into account concerns from the trial lawyers that the liability provisions would change from current law.

Manufactured housing (HB 678/SB 591): A manufactured house, also known as a mobile home, is not considered real property in the eyes of the secondary market and the Federal Home Loan Bank unless it is affixed to land and has a process for surrendering the title to the manufactured home once the deed has been recorded in the land records. The MBA supports legislation to establish a clear-cut statutory process for conveying manufactured housing in Maryland.

Maryland is one of only a handful of states that must establish a clear-cut process to remove ambiguity.

Escrow and Special Purpose Savings Accounts – interest rates (HB 533/SB 507): Maryland’s mandatory 3 percent interest rate for escrow accounts, set in 1974 when interest rates were on their way up, is far out of line with current market

Pictured, left to right: Bob Enten, general counsel, and Tim Perry, counsel, Gordon, Feinblatt, Rothman, Hoffberger and Hollander.

rates. Our members tell us that escrow accounts are already expensive to manage because of their transactional requirements of semi-annual payment of taxes and insurance. MBA supports this legislation, which would tie escrow and Special Purpose Savings Accounts (for example, Christmas Club Accounts) interest rates to an index that more accurately reflects current market conditions.

Letters of credit from the FHLB as security for government deposits (SB 606/ HB 868): Any state government deposits of more than $250,000 – the FDIC legal limit – must be collateralized to protect them in case of a bank failure.

The attorney general has advised that the current Maryland statute is too ambiguous to recognize FHLB letters of credit. This legislation clarifies that FHLB letters of credit are “obligations” of the FHLB and therefore can be recognized by the state treasurer as collateral. The treasurer has indicated her support of this legislative clarification.

Table funding(HB 674/SB 451): We are aware of a number of trial court decisions since 2004 where the court either agreed with the borrowers that table-funded transactions violate the Maryland Loans/Finder’s Fee Law, or at least “sided” with the borrowers by denying the lenders’ motions to dismiss or for summary judgment. Relying on these court decisions, borrowers are now bringing class action cases that claim loans were table-funded and, therefore, violate Maryland law. Thus, based on these trial court decisions, table funding effectively has been “outlawed” in Maryland even though it is a recognized and regulated form of mortgage loan origination under federal law and, it is believe, in nearly all other states. MBA supports clarifying legislation to address this issue.

HOW CAN YOU HELP?

We have a three-pronged strategy for advocacy success, and our members play an integral role.

On-the-ground lobbying: If the term “lobbying” makes you think of K Street and tasseled loafers, remember that its neutral definition is legislator education. Your public policy team is actively interacting with legislators every day, telling banks’ stories.

Grassroots initiatives: There are many avenues for our members to connect with lawmakers, ranging from phone calls, letters or e-mails, to attending legislative sessions and dinners. Please check out our calendar for these events at www. mdbankers.com Support of the Maryland BankPAC: More about that in our next issue.

continued on page 16

Second Quarter 2012 | 15

The MBA Supports

Pictured, left to right: Margie Corwin and Carla Witzel, counsel, Gordon, Feinblatt, Rothman, Hoffberger and Hollander.

GF_Banker'sNewsletter 1/11/12 1:07 PM Page 1

The leaders in providing legal advice to Maryland’s financial services industry

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16 | The Maryland Banker

Financial literacy (SB 307/HB 191 and SB 476/HB 515): Efforts over the years to make a standalone course in financial education a graduation requirement for high school students. The Maryland State Department of Education opposes mandatory measures at the state level, saying education decisions should be left to the localities. But six Maryland school systems have already taken this route, as have states such as Virginia and Wisconsin. The MBA, which continues to serve on the Maryland Coalition for Financial Literacy, supports the legislation. In addition, HB 515/ SB 476, to form a Financial Literacy Commission made up of members of the state House and Senate, banks, the Maryland Society of CPAs, and credit unions.

Foreclosure legislation: Since 2007, we have had more bills on foreclosure introduced in the General Assembly than on any other issue. About 30 such bills were issued in 2011. We support three foreclosure-related initiatives this year: • HB 1374: Enables lenders and homeowners, if they both agree, to undertake mediation prior to filing for foreclosure. It would also ensure that borrowers participating in pre-filing mediation engage the services of a housing counselor as a prerequisite. Create a new section in Maryland Real Property Code Section 7-105 to shorten the duration of the foreclosure process if the local government certifies that the property is vacant. In Maryland, it now takes an average of 600 days from the first day of delinquency to sale. The current law, significantly protects the owners and tenants of foreclosed properties that are occupied properties. However, moving vacant properties through the process more quickly will help stabilize neighborhoods.

• HB 1373: A proposal to set up a statewide foreclosed property registry would require any party who purchases a foreclosed property, except for the owner-occupant, enter

information in the state registry, so that if the property falls into disrepair, the municipality can locate the party that may be responsible. Another proposal would require fees for registration that go beyond funding the registry itself, by supplementing the budgets of localities. The MBA is opposed to expanding the fee beyond the cost of administering the registry itself. The MBA initially did not support the registry concept, but over time has come to believe that a statewide registry might be able to resolve foreclosure issues in a better fashion than some of the other proposals for foreclosure reform.

The MBA Opposes Deed recordation timelines (HB 508/ SB 85): Proposals that would require a secured party to record a deed within 60 days after the foreclosure sale. There are many instances that preclude a prescribed deed recordation timeframe, including FHA requirements that the property be vacant and “broom clean” before it can be recorded; the IRS has 120 days after sale to collect a tax lien; if a bankruptcy proceeding has been initiated, etc. Local governments are interested in collecting the recordation taxes earlier. Our members tell us they do record the deeds and pay the taxes.

However, loans securitized by Fannie Mae and Freddie Mac are exempt from paying the recordation and transfer taxes.

Changes to IDOTs (HB 87/SB 152): The governor’s budget proposal would require that the recordation and transfer taxes be paid on Indemnity Deeds of Trust (IDOT). IDOTs are used to finance business expansion and small businesses. The tax would not need to be paid on IDOTs of less than $1 million. We believe this is the wrong time to implement a tax change that has the potential to hamper expansion.

Changes to procurement process (HB 571/SB 792): “Lend local” proposals, which would require the state treasurer to “give consideration” to banks operating in Maryland with less than $5 billion in assets when granting state

contracts. Participating banks would have to commit to make the equivalent of 200 percent of the state funds on deposit in loans to small businesses.

From a practical standpoint, the MBA opposes this measure. Many large state contracts need larger banks to handle them. On the obverse, larger banks typically don’t have the appetite for smaller contracts. The treasurer has

testified that there is no community bank in the state able to service the large financial service contracts, due to their scope and complexity. The MBA does not view favorably any bill that seeks to divide our industry or create disincentives to do business in the state.

Additionally, we oppose any law that carries a requirement as to how funds should be lent out.

■

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Second Quarter 2012 | 17

News &

Notes

Members in the Community BankAnnapolis Honored as Corporate Philanthropist of the Year The Community Foundation of Anne Arundel County honored BankAnnapolis as Corporate Philanthropist of the Year at its annual Celebration of Philanthropy Luncheon in Annapolis in November. This award is presented to a large or mediumsized corporation with a proven record of exceptional generosity that has demonstrated outstanding civic and charitable responsibility. The award is based on the corporation’s direct gift support, the impact of that support, success in motivating employees to make charitable contributions to local nonprofits, and the CEO’s philanthropic leadership and ability to encourage and motivate others to give back.

BankAnnapolis has a long history of supporting the community and, for nine of the past 10 years, has been named by the Baltimore Business Journal as one of the most generous corporate givers in the region.

“Over the past 22 years, BankAnnapolis has worked purposefully to build a strong financial institution committed to business and responsible corporate citizenship in Anne Arundel County,” said Michael McHale, president and CEO of Hospice of the Chesapeake, the organization that nominated BankAnnapolis for the award.

“We are extremely proud to be recognized by the Community Foundation of Anne Arundel County as the first recipient of its Corporate Philanthropist of the Year Award,” said BankAnnapolis chairman and CEO Richard M. Lerner. “Good corporate citizenship is central to who we are and what we stand for, and we are pleased that our longstanding support of local charitable organizations has helped to make a difference in our community.”

OBA Bank Celebrates 150 Years In 2011, OBA Bank celebrated its 150th anniversary and opened its sixth branch in December.

Community Bankers’ Bank Celebrating 25 Years Community Bankers’ Bank (CBB) was organized to do business exclusively with community financial institutions. CBB’s strategic plan and mission statement dictate that it exists solely for the purpose of supporting and facilitating the success of its clients and shareholders. For 25 years, CBB has been a correspondent partner that can be relied upon in good times and bad, never competing for clients’ customers. CBB is part of a network of 16 bankers’ banks, currently serving more than 6,000 community banks in 50 states by providing a comprehensive mix of wholesale correspondent and related services.

Welcome New Members Associate Members Bottom Line Connection, Inc. (BLC) provides tailored

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marketing tools for banks and savings associations for locating

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and developing new branch sites, expanding branch networks, and

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the StarMaker sales and lead generation process to automate and manage the selling process. StarMaker, along with the InfoQuest Business Process, tailored for the financial industry, enhances personnel performance in generating increased revenue. BLC’s innovative sales and service program designed especially for small and mid-sized financial institutions. The program combines

18 | The Maryland Banker

Brinks Incorporated is a full-service provider of secure logistics solutions utilizing advanced technology, equipment and communications systems to provide end-to-end cash management who has been transporting cash and valuables since 1859. For more information on Brinks, Incorporated, contact Toni Ohmer at toni.ohmer@brinksinc.com or 469-549-6179.

M. Dean Lewis

Donna E. Weaver

Wes McCabe

Stacy Shaffer

Casey Robinson

George Peck

Eric Holmquist

Andrew F. Campbell

Karen L. Guckert

Members on the Move M. Dean Lewis, CPA, MST, joined Calvin B. Taylor Banking Company as the bank’s financial officer. Lewis comes to Taylor Bank with 10 years of financial experience, the majority of which was spent with PricewaterhouseCoopers, LLP, where he served as a tax director.

Donna E. Weaver also joined Taylor Bank as the bank’s compliance officer and internal auditor. Weaver brings 24 years of community banking experience, the majority of which was spent with Shore Bank in Onley, Virginia, where she served as a vice president and member of the executive management committee.

Other recent promotions at Calvin B. Taylor Banking Company include: Wes McCabe, promoted to vice president; Darlene Herrmann, promoted to teller supervisor; Stacy Schaffer, promoted to marketing officer; and Casey Robinson, promoted to branch manager.

Carroll Community Bank promoted George Peck to senior vice president and chief lending officer. Peck brings more than 20 years of experience in the banking industry for both small and large financial institutions, working primarily with business customers.

Maryland Financial Bank (MFB) promoted Andrew (Andy) Hines to executive vice president. He will continue to manage credit underwriting, administration and syndications for MFB and will manage MFB’s consulting subsidiary, MFB Advisory Services, LLC. John Mazzocchi will continue as managing director of MFB Advisory Services, LLC, and will manage loan review engagements.

Accume Partners named Eric Holmquist as managing director and head of enterprise risk management. With over 30 years working in the financial services industry, his knowledge and experience spans multiple areas of bank operations including branch operations, treasury, investments, IT, risk management, securitization and accounting. Prior to joining Accume, Holmquist was president of Holmquist Advisory, LLC, a consulting practice focused on enterprise risk management within the financial services industry.

Andrew F. Campbell joined Ober|Kaler’s financial institutions group. He brings over 25 years of experience representing banks, thrifts, holding companies, mortgage companies and other financial services firms. As in-house counsel at both Sallie Mae and Wells Fargo, he handled complex federal and state regulatory issues involving consumer credit, fair lending, mortgage lending, banking, Patriot Act, E-Sign Act and other areas. Most recently, he was an attorney at B Compliant, Inc., a Virginia-based law practice dedicated to serving the mortgage banking and financial services industry.

PNC appointed Karen L. Guckert as vice president and business banking sales manager. In her new role she will be responsible for leading a team of business bankers in the Baltimore County area.

Prior to joining PNC, she was employed with M&T Bank, where she received numerous high level awards and recognition. She has worked in the regional banking industry since 1974.

“Proud to be a Maryland Banker” Pins – Wear it proudly! Order for employees at your institution today!

For more information, contact the MBA at 410-269-5977.

(Can also be customized for your institution.)

Second Quarter 2012 | 19

News &

Notes

continued from page 19

was named vice chairman in May 2011. He has served on the board’s personnel, strategic planning, property, loan and audit committees. Waltz is president of N.E. “Bob” Waltz Plumbing and Heating, Inc., a Frederick-based business he established in 1975. Waltz is principal and general manager of Waltz Equipment Partnership, a real estate and equipment leasing company, and Waltz Investments LLC, a real estate investment company he founded.

Pictured, left to right: Woodsboro Bank’s Harold M. Staley, Jr., director emeritus; Robert F. Waltz, chairman; M. Natalie McSherry, vice chairwoman; and C. Richard Miller, Jr., president and CEO.

Woodsboro Bank Names Chairman and Vice Chairwoman Robert F. Waltz was elected chairman of Woodsboro Bank. Waltz was named to the Woodsboro Bank board of directors in 2009 and

M. Natalie McSherry was elected vice chairwoman of the bank. McSherry was named to the bank’s board of directors in 2009. She has served on the board’s personnel, strategic planning, funds management and budget committees.

McSherry is a principal at Kramon & Graham, PA, a Baltimorebased legal firm. McSherry’s professional honors include being named fellow of the American College of Trial Lawyers, as well as her appointments to the prestigious honor rolls of Maryland Superlawyers, Daily Record’s “Leadership in Law” and “Maryland’s Top 100 Women,” and Best Lawyers in America.

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Behr Elected Director of ICBA for Maryland George Behr, president of Arundel Federal Savings Bank and MBA board member, has been elected director of the Independent Community Bankers of America (ICBA) for Maryland. Behr has been very active within the MBA and is a strong advocate on behalf of the banking industry. In January, at the Northern Anne Arundel County Chamber of Commerce 65th anniversary Presidential Gala, Behr was awarded the 2011 President’s Legacy Award. This event recognizes several local businesses and individuals who are nominated by their peers in the chamber for their excellence.

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The Columbia Bank Chosen as ‘Best Financial Institution’ This past December, the readers of Howard Magazine voted The Columbia Bank as the “Best Financial Institution” in Howard County for the seventh consecutive year.

“We are honored to once again be recognized as the ‘Best Financial Institution’ in Howard County. Our continued recognition is a testament of the work of our entire team,” said John A. Scaldara, Jr., president and CEO of The Columbia Bank.

Share Your News What’s happening in your business? Have news to share?

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Second Quarter 2012 | 21

Mar yland Bankers Association Professional Development Calendar

SPECIAL EVENTS

General Banking

2012 April 18, 19, Look for more information on 24, 25 Regional Meetings June 3-6

MBA Annual Convention

November 9 Look for more information on BankNext!

SEMINARS, WEBINARS,

SCHOOLS, AND ONLINE TRAINING Compliance

April 2

Principles of Banking (AIB)

April 16

General Accounting (AIB)

April 30

Law and Banking: Applications (AIB)

Money and Banking (AIB)

Principles of Banking (AIB)

Supervisor Certificate (AIB)

May 7

General Accounting (AIB)

May 14

Economics for Bankers (AIB)

Law and Banking: Principles (AIB)

Principles of Banking (AIB)

June 11

Principles of Banking (AIB)

Spring 2012

Look for more information on upcoming Compliance Roundtable!

April 4

Anti-Money Laundering and Bank Secrecy Act (PBS)

August 12-24 Graduate School of Banking (GSB)

April 10

Advertising Compliance – Deposits Webinar (PBS)

HR & Training

April 11

Advertising Compliance – Loans Webinar (PBS)

June 21

Reg CC Overview, Holds and Any Changes Webinar (PBS)

July 10

Regulation E Error Resolution Procedures Webinar (PBS)

August 23-24 Anti-Money Laundering and Bank Secrecy Act School (PBS) September 19 Update on Hot Topics in

Compliance (GSB)

Executive Management & Directors

July 3

Analyzing Bank Performance (AIB)

April 23

Focused Relationship Development (GSB)

May 12

5 Mistakes Bankers Make on Sales Calls (GSB)

Security & Technology

April 22-27

Bank Technology Management School (GSB)

May 10

Penetration Testing: Start to Finish (GSB)

May 17

Mobile Device Security Best Practices (GSB)

May 24

Hacking Headlines (GSB)

IRA Personnel April 18

IRA Contributions (GSB)

May 2

Establishing and Amending IRAs (GSB) IRA Reporting (GSB)

IT Management Online Seminar Training Series (GSB)

Security & Technology Ongoing

SBA Lending Online Seminar Training Series (GSB)

April 5

Problem Loan Identification and Prevention (GSB)

April 16

Consumer Lending (AIB)

Introduction to Agricultural Lending (AIB)

April 22-27

ABA Commercial Lending Schools

May 14

Consumer Lending (AIB)

June 18

Introduction to Agricultural Lending (AIB)

July 9

Introduction to Mortgage Lending (AIB)

For detailed and updated information on all professional development programs, visit the Calendar section of the MBA’s website at

www.mdbankers.com.

22 | The Maryland Banker

Relationship Banking

Handling Conflict in the Workplace (GSB)

BSA - Directors Update Webinar (PBS)

Managing the Bank’s Investment Portfolio

ABA School of Bank Marketing and Management

April 18

June 26

June 18

May 15-22

Spring of 2012 Look for more information on

upcoming Security Conference!

Total Compensation: Understanding Plan Elements and Strategy (GSB)

Analyzing Financial Statements (AIB)

Leveraging the Power of the Mobile Device (GSB)

Human Resource Management School (GSB)

May 16

May 10

April 15-20

Lending

Managing Funding, Liquidity and Capital (AIB)

Money Saving, Money Making Marketing Ideas (GSB)

Ongoing

Strategies for Building a Better Board (GSB)

May 7

Marketing Financial Services (AIB)

April 25

Eight Habits of Effective Bank Managers (GSB)

May 9

Analyzing Financial Statements (AIB)

April 23

April 11

May 9

April 2

Creating Compelling Advertising for Community Banks (GSB)

Delegating for Effectiveness (GSB)

Corporate Governance and Board Considerations (GSB)

Finance

April 11

April 4

April 18

August 19-22 Senior Management Seminar (GSB)

Marketing

April 23

Basic Administrative Duties of a Trustee (AIB)

May 28

ABA Online Review for the CTFA xam

July 3

Introduction to Trust Products and Services (AIB)

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