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HARLAND EDUCATIONAL SERVICES
(formerly MyDAS, Inc.)

Organization Directory Page

• Organization description

• Source of official student records

• Titles of all evaluated learning experiences

• Descriptions and credit recommendations

Harland Educational Services  (HES) is  an executive consulting firm for the financial services industry, with a major  client base of financial institutions credit unions from all over the United  States.  The National Certification Programs are primarily independent  study programs developed by HES.  To  participate in these Certification Programs, a candidate must be an employee of  a financial institution, which is an HES client, and that financial  institution must be a part of an educational system. The online national  examinations are administered under strict control in HES Proctor Sites throughout the  nation. HES maintains all official student  records at its headquarters with an additional set of records housed in each  client’s training facility.

Source of official student records: Certification Program Administrator, Harland Educational Services, 1100  Arizona Street, Boulder City, Nevada 89005.

Collections Training Program
Location: Facilitated classroom-based instruction with online proctored proficiency examination administered through the offices of Harland Educational Services.
Length: Approximately 30 hours (over 4 or more days).
Dates: March 2004 – December 2007.
Objectives: Section 1: Discuss why collecting debt is an essential part of the economic system; discuss the objectives of the collector and his/her role at the financial institution; explain the typical causes of delinquency; explain how a financial institution may become partially liable for delinquency. Section 2: Explain the elements of the collection system and how they work together to achieve a common goal; discuss the process of collecting debt and how it can be effectively implemented; detect problem delinquencies and deal effectively with account holders in this situation; discuss repossession and when it should be used as an option; discuss the different aspects of bankruptcy and how to effectively deal with account holders who have chosen this option or are considering this option; explain how to assist attorneys when a case goes to court. Section 3: Discuss the Fair Debt Collection Practices Act and how it applies to one’s own financial institution; explain the Uniform Commercial Code, specifically Article 9; discuss all other consumer credit laws which affect collections work and legal terms common to the collections industry. Section 4: Discuss the elements of the negotiations process; explain the difference between distributive bargaining and integrative negotiation; discuss the benefit of creating value versus claiming value; apply the skills necessary to successfully negotiate with a delinquent account holder.
Instruction: This program contains computer-based lessons with interactive learning applications, in a multi-sensory learning environment. Students move freely through the information and complete appropriate interim testing within a facilitator-led, self-directed environment, which accelerates learning and adapts the level of training to the competency of the participant. Facilitators use an Administrator’s Guide as a tool to integrating the online, computer-based lessons with live classroom sessions. Students are led through several different lessons in class and online with a lesson review to complete after each. Upon completion of the lessons, they work through a course review and a coaching activity, which requires the student to meet with his/her manager to discuss the concepts covered in the course in open-ended, essay like dialogue. Following successful completion of these activities, the student is permitted to sit for the proctored final examination at designated proctored sites across the U.S. Topics covered include: Section 1: The purpose of collections; explanation of how collectors’ efforts are an important part of the economy; the purpose and role of the Collections Department at a financial institution; general causes of delinquency; the collections system; the process of collecting debt; collecting debt effectively; common problem delinquencies; the role of the collector as a financial counselor; repossession; role of the collection agency; when to take legal action and how the collector assists in this process; charge-offs and write-offs; different types of bankruptcy. Section 2: The Fair Debt Collection Practices Act; Uniform Commercial Code, with emphasis on Article 9.Section 3: dealing effectively with bankruptcy; other consumer credit laws that affect the collector; common legal terms. Section 4: negotiation tensions; steps to effective negotiation; creating versus claiming value in a negotiation; effective negotiation strategies; body language; difficult account holders.
Credit recommendation: In the lower division baccalaureate/associate degree category, 2 semester hours as Credit Management in Finance or Banking or as an elective in a Business curriculum (3/04).
 
Loan Officer Training Program
Location: Facilitated classroom-based instruction with online proctored proficiency examination administered through the offices of Harland Educational Services.
Length: Approximately 30 hours (over 4 or more days).
Dates: March 2004 – Decmeber 2007.
Objectives: Section 1: Discuss the differences between secured and unsecured credit; discuss the benefits of collateral and the types of acceptable collateral available to account holders; explain the differences between fixed and variable rates, and provide the benefits of each; explain how variable rates are typically determined at a financial institution; discuss what maturity is and how it may affect the loan; explain how the terms of repayment set the conditions for the pay back of the loan; discuss the different types of repayment methods available to account holders and what options are available if payments cannot be made. Section 2: Discuss key lending regulations: the Consumer Credit Protection Act, the Equal Credit Opportunity Act (ECOA), the Truth in Lending Act (TILA), the Fair Credit Billing Act (FCBA), and the Fair Credit Reporting Act (FCRA); apply the rules from key lending regulations to the day-to-day activities of financial institutions; discuss the various federal regulators and who they specifically audit for regulatory compliance; explain the high standards of conduct every loan officer is required to follow and why they are critical to use. Section 3: Discuss building rapport in a loan interview to develop trust and improve communication with the account holder; assess the needs of the account holder through open-end and closed-end questions; practice active listening skills with the account holder; present features and benefits of loan products effectively to account holders; discuss the value of cross-selling products and services with loan products; recognize sales objections and deal with them appropriately; ask account holders for their business through different types of closes, based on the interaction with the account holder; discuss professional demeanor and attitude; effectively sell products and services over the telephone; develop successful leads for outbound sales calls; incorporate the steps necessary for successful outbound sales calls. Section 4: Review a loan application for the appropriate information and supporting documentation; discuss what facts to consider on the application for an applicant to meet the requirements of a credit scoring system; discuss the components of a good loan application; calculate a debt ratio for a loan applicant; discuss what is contained on a credit report and how to obtain one; review a credit profile and determine the critical issues to consider in that process; explain the purpose for credit scoring systems; make a loan decision based on a credit score as well as other important factors; calculate a loan applicant’s disposable income; discuss the process required by law once a loan is approved or denied; explain all the ways an account holder can fund a loan at one’s financial institution; explain the value of working as a team in helping the account holder obtain a  loan.
Instruction: This program contains computer-based lessons with interactive learning applications, in a multi-sensory learning environment. Students move freely through the information and complete appropriate interim testing within a facilitator-led, self-directed environment, which accelerates learning and adapts the level of training to the competency of the participant. Facilitators use an Administrator’s Guide as a tool to integrating the online, computer-based lessons with live classroom sessions. Students are led through several different lessons in class and online with a lesson review to complete after each. Upon completion of the lessons, they work through a course review and a coaching activity, which requires the student to meet with his/her manager to discuss the concepts covered in the course in open-ended, essay like dialogue. Following successful completion of these activities, the student is permitted to sit for the proctored final examination at designated proctored sites across the U.S. Topics covered include: Section 1: Lending and credit; closed-end credit; open-end credit; secured and unsecured loans; collateral and what is considered acceptable collateral; fixed rates; variable rates and how these rates are commonly determined at financial institutions; maturity; different ways to repay a loan. Section 2: Consumer Protection Act (CPA); Equal Credit Opportunity Act (ECOA) or Regulation B; Truth in Lending Act or Regulation Z; Fair Credit Billing Act; Fair Credit Reporting Act; description of and enforcement authority for the following regulatory agencies:  FTC, NCUA, OCC, and OTS; administrative and enforcement authority of state agencies; importance of confidentiality and keeping personal finances in line as a loan officer; fiduciary responsibility of a loan officer. Section 3: Building rapport; assessing account holder needs appropriately; how using features and benefits can assist in the sales process; cross-selling; recognizing account holder sales objections and how to overcome each of them; asking for an account holder’s business; successful loan officer profile; telephone sales skills; developing effective leads for outbound sales calls; steps to successful outbound sales calls. Section 4: Components of the loan application; applicant’s ability to contract; support documentation to validate a loan application; the steps in the lending process; evaluating character; capacity and calculating a debt ratio; collateral; capital; components of a credit report; obtaining a credit report; part of a credit profile; credit scoring systems; Regulation B requirement in relation to the approval process; loan approval steps; required loan denial communication; different options available to fund a loan; being a team player; team scenarios.
Credit recommendation: In the lower division baccalaureate/associate degree category, 2 semester hours as Consumer Lending in Finance or Banking or as an elective in a Business curriculum (3/04).

Mortgage Loan Officer Training Program
Location: Facilitated classroom-based instruction with online proctored proficiency examination administered through the offices of Harland Educational Services.
Length: Approximately 30 hours (over 4 or more days).
Dates: March 2004 – December 2007.
Objectives: Section 1: Discuss the differences between the primary and secondary mortgage markets; explain the key sources of loans in the primary and secondary markets; explain the difference between fixed-rate mortgage loans and adjustable rate mortgages; discuss the elements of an adjustable rate mortgage loan; describe what a balloon loan is and how it differs from a standard conventional mortgage loan; provide an explanation of a reverse loan and its parameters; describe the differences between a home equity loan and home equity line of credit; and discuss the two main types of refinance loans available in the industry. Section 2: Discuss the following key lending regulations: the Equal Credit Opportunity Act (ECOA), the Home Mortgage Disclosure Act (HMDA), the Real Estate Settlement Procedures Act (RESPA), the Truth in Lending Act (TILA), the Home Ownership and Equity Protection Act (HOEPA), the Fair Credit Billing Act (FCBA), the Fair Credit Reporting Act (FCRA) and the Fair Housing Act (as it relates to mortgage lending); explain what disclosures are required in any mortgage transaction; discuss the enforcement authority for the following regulatory agencies:  Federal Trade Commission (FTC), Office of the Comptroller of the Currency (OCC), National Credit Union Administration (NCUA), Office of Thrift Supervision (OTS); and explain the general enforcement authority of state agencies. Section 3:  Explain the information that should be verified on a mortgage loan application and how to go about validating that information; analyze a credit report, calculate appropriate ratios, and review the ability of a borrower to repay the loan in evaluating the credit of an account holder; discuss the different types of appraisals used to confirm the value of the property in a mortgage loan transaction; explain what a title search is and how it is used to validate liens on property; discuss what private mortgage insurance (PMI) is and how it affects the mortgage transaction. Section 4: Discuss how to build rapport more effectively with mortgage loan account holders; assess the needs of the mortgage loan account holder through open-end and closed-end questions; discuss the importance of gaining a knowledge of all products and services available at the financial institution in order to be more effective in providing financial solutions to the account holder; discuss the value of cross-selling products and services with mortgage loan products sold; recognize sales objections and deal with them appropriately; ask account holders for their business through different types of closes, based on the interaction with the account holder; explain the 10 keys of consultative sales and how to incorporate them into their everyday activities; and discuss the difference between consultative sales and regular sales.
Instruction: This program contains computer-based lessons with interactive learning applications, in a multi-sensory learning environment. Students move freely through the information and complete appropriate interim testing within a facilitator-led, self-directed environment, which accelerates learning and adapts the level of training to the competency of the participant. Facilitators use an Administrator’s Guide as a tool to integrating the online, computer-based lessons with live classroom sessions. Students are led through several different lessons in class and online with a lesson review to complete after each. Upon completion of the lessons, they work through a course review and a coaching activity, which requires the student to meet with his/her manager to discuss the concepts covered in the course in open-ended, essay like dialogue. Following successful completion of these activities, the student is permitted to sit for the proctored final examination at designated proctored sites across the U.S. Topics covered include: Section 1: The primary mortgage market; mortgage brokers; mortgage bankers; financial institutions (in relation to mortgage lending); secondary mortgage market; mortgage-backed securities; secondary market lenders (Fannie Mae, Ginnie Mae and Freddie Mac); fixed-rate mortgages; adjustable rate mortgages; elements of ARM programs; adjustable rate index sources; balloon loans; reverse mortgages; FHA loans; VA loans; home equity loans; home equity lines of credit; refinance loans. Section 2: The Equal Credit Opportunity Act (ECOA) or Regulation B; the Home Mortgage Disclosure Act (HMDA) or Regulation C; the Real Estate Settlement Procedures Act (RESPA) or Regulation X; disclosure requirements of RESPA; the Truth in Lending Act or Regulation Z; additional TILA disclosure requirements for ARMs; the Home Ownership and Equity Protection Act (HOEPA); the Fair Housing Act as it relates specifically to mortgage lending; the Fair Credit Billing Act; the Fair Credit Reporting Act; disclosure requirements for all mortgage loan transactions; the enforcement authority for the following regulatory agencies: FTC; OCC, NCUA, and OTS; administrative and enforcement authority of state agencies. Section 3: The standard uniform mortgage application; importance of validating the loan application; verification of employment and income, verification of funds to close the loan, and verification of credit information; evaluating the credit of the borrower through analyzing the credit report, calculating the debt ratio, calculating the disposable income, and evaluating the ability to repay the debt; confirming the value of the property using different types of appraisals (with definitions of each); validating liens on the property using a title search; description of a preliminary title report; explanation of ALTA; description of Private Mortgage Insurance (PMI) and how it affects the mortgage loan; explanation of what the process is at the close of a mortgage loan; discussion of the various closing documents necessary in a mortgage loan transaction. Section 4: Building rapport to help in the sales cycle; assessing account holder needs appropriately; using features and benefits to assist in the sales process; cross-selling; recognizing account holder sales objections and how to overcome each of them; effectively asking for an account holder’s business; professional demeanor and attitude; telephone sales skills when taking an inbound call from an account holder; developing effective leads for outbound sales calls; steps to successful outbound sales calls; common mistakes made by sales people; building rapport with the account holder; assessing account holder needs; using features and benefits to add value to sales; common account holder objections to sales and effectively overcoming each of them; closing sales; consultative sales and their overall impact in sales environment; effective consultation sales steps; the difference between consultative sales and regular sales techniques; reinforcement of learning through sales scenarios. (Prerequisite: Loan Officer Training Program.)
Credit recommendation: In the lower division baccalaureate/associate degree category, 2 semester hours as Consumer Lending in Finance or Banking or as an elective in a Business curriculum (3/04).

Updated 10/25/07