Preliminary Agenda Topics

• How are interest rates impacting borrowers and banks? New administration efforts helping?
• What new risks are facing commercial real estate loans?
• Will we see new government and central bank interventions?
• Which building loans are most attractive today? Which should be avoided?
• Which growth opportunities and challenges are unique to California/West Coast?
• Recent CA wildfires and effect on the market and special assets
• Your personal outlook on banking industry
• Past 6 months, what is new and interesting? Or not?
• What new regulations are on the horizon?
• Bank acquisitions or bank failures impending?
• Large, national banks vs. smaller regional and community banks and credit unions
• Recession discussion, still existent or other conversations to be had?

• Which current risks are impacting commercial real estate loans and what effect will this have on special servicing?
• How is the relationship changing between borrowers, lenders and servicers?
• To what extent have lenders shifted from forbearance and deferment to enforcement of remedies through foreclosure or loan sale?
• What creative workout scenarios are borrowers and lenders discussing? What is actually being agreed upon?
• What happens once the forbearances/seasonality reserves or other reserves run out?
• How does turnaround and workout activity vary by sector and geography? What do distressed asset owners need to know when considering a workout?
• What can we expect for distressed deal flow and default rates? How is this impacting your risk management strategy?
• What impact do federal income tax considerations have on the structure of a workout?

• What strategies are investors and lenders employing to find value in the current environment related to office & hotels?
• What is the outlook for distressed activity in the office & hotel sector for the next 6-12 months?
• Which capital sources are most attractive right now for owners?
• How are terms changing for preferred equity, senior and mezzanine debt?
• What has the recovery looked like for different hotel property types in the past year? Independents, brands, luxury, motels, resorts etc.
• Identifying and evaluating value-add opportunities in the hospitality sector
• Which capital sources are most attractive right now for owners?
• Which office markets have rebounded, and which are struggling? California market ?
• What is occupancy like in primary and secondary markets? Older vs. newer Class A buildings and suburban vs. urban assets?
• What can we expect to see in distressed opportunities in the near future?
• Identifying and evaluating value-add opportunities
• What strategies are investors and lenders employing related to office and hotels?
• What kinds of hotel receivership deals are you encountering now?
• Which hotel asset classes and markets have been most significantly impacted in the past year?

• Examining current deal flow and deal sourcing , what is new?
• What asset types are you buying? Who has leverage?
• What sectors present the best opportunities for long-term growth? What sectors are you steering clear of more recently?
• Have the sellers properly identified risks in their portfolios?
• Are discounts automatic to the loans made at yesterday’s interest rates?
• Which markets are you focused on for hospitality/retail/office transactions?
• Which risks will have the greatest impact on your strategy?
• What kinds of pricing are you seeing for discounted sales?
• How do you negotiate with banks of varying size and reach? What unique challenges and opportunities does each type present?
• Are you partnering with non-bank lenders?
• What is the best deal you have bought into recently?

• What are the legal requirements for filing an involuntary bankruptcy and pre-filing considerations that need be vetted to properly assess the risks and rewards of this seldom-used strategy?
• What are the lesser-known tactics debtors may use to thwart an bankruptcy? What reputational issues could arise from a failed attempt, including potential sanctions?
• How can you best manage the creditor process? What methods are most effective at identifying and avoiding unintended consequences while the bankruptcy proceeding is pending?
• How has the outlook changed for receiverships as a workout remedy?
• Which asset classes and markets have been most significantly impacted in the past year?
• What are some of the lesser-known challenges and keys to success in executing receiverships?
• What questions should you be asking your receiver?
• What do all parties need to know about the initial receivership order, powers and authorities and reporting requirements to the court?
• Lessons learned from more complex or less successful receiverships?

• What is the current state of the market for distressed property notes look like?
• What liability issues do you expect to arise with auctions? Where are the next opportunities?
• How does the opportunity set compare for OREOs?
• What alternatives are there to distressed asset sales?
• Who are some of the most active players in distressed asset and note sales?
• Which important tax considerations are often overlooked in distressed asset transactions?
• What are keys to success in executing an online auction?
• What have you learned from deals that fell through? What are some recent successful deals you’ve done?

• When is a specialist turnaround manager necessary? How do you vet a specialist? Any recent examples?
• Which markets are turnaround specialists most active in? Where has hiring increased? What is the average length of a workout?
• For what types of workouts are turnaround specialists being hired?
• What have you learned from more challenging turnaround scenarios?

• What does current CMBS issuance look like?
• What percentage of CMBS debt across asset classes and urban markets is in delinquency or special servicing?
• How is forbearance, default and discounted loan sales activity changing?
• In what ways have workout/modification strategies changed in the past year as the pandemic recovery has progressed?
• Which asset classes have seen most tolerance from lenders to working with borrowers?
• What impact is the remote/hybrid work trend having upon CMBS given office comprises a significant portion of the underlying collateral?
• How are properties with shorter leases being handled?
• Which property types are best positioned for future CMBS originations?
• Who selects appraiser?
• Who determines scope of valuation?
• Appraiser payment
• Subsequent review by bank – does this break attorney-client privilege work product?
• Need for specialized valuation services

How can the industry attract more talented leaders into the market? This interactive small group meeting will explore best practices for mentoring and talent search, strategies for developing plans that encourage opportunities for growth, building alliances with outside organizations and the importance of understanding the reasons why it’s important to be a diverse and inclusive organization. Millennials and Gen Z are the future of the real estate market…how can we understand their career goals and develop programs to attract top tier talent?

• Senior housing investment opportunities- State of the current market: investment, financing, supply/demand and future outlook
• Distressed overview of Senior Housing
• Any oversupply/legislative issues? How to evaluate new markets. Most appealing – independent, assisted living/memory care? Should operators vertically integrate?
• Any public/private partnership opportunities in underserved markets?
• How to evaluate operators? Is proptech helpful in this market?
• Medical office investment opportunities- State of the current market: investment, financing, supply/demand and future outlook
• Healthcare trends and how they drive medical office investments. How to evaluate new markets and strategies.

• Recent Private Credit Trends & Structures
• Fund structure & tax considerations for your portfolio, what to consider?
• Regulatory trends/credit transactions
• How does private credit relate to distressed debt & distressed opportunities?
• Mezzanine, Second Lien Debt and Preferred Equity
• Restructuring situations best practices
• Risk Management
• Acquiring distressed debt & what to do with it
• Traditional bank lending decrease, more private credit in future?

• How has the volume of litigation changed in the past year? Where are you targeting cases of distress? What deals are closing, what are the obstacles?
• Understanding the costs and time associated with litigation. How much is this going to cost? How long is this going to take? How do I prepare for this? Lessons learned?
• What non-litigious alternatives are available in various situations?
• When might litigation be necessary? What are the best and worst possible outcomes? How do you evaluate your potential litigator? How do you devise a strategy?
• What strategies are lenders using successfully to work creatively with borrowers and avoid foreclosure or notes sales?
• How do in-house counsel work with the Special Assets department to decide which outside counsel to retain?
• What happens when collection litigation or workouts transform into other disputes, counterclaims or lender liability cases?
• What are the legal requirements for filing an involuntary bankruptcy and pre-filing considerations that need be vetted to properly assess the risks and rewards of this seldom-used strategy?
• What are the lesser-known tactics debtors may use to thwart an involuntary bankruptcy? What reputational issues could arise from a failed attempt, including potential sanctions?
• What are some of the lesser-known challenges and keys to success in executing receiverships/general litigation?
• What questions should you be asking your receiver?

• What are current credit conditions? Do you see things tightening up or relaxing? How do you see spreads moving? What does this indicate for the market as a whole?
• Has your risk tolerance risen? What is liquidity line in secondary markets? Why are clients applying for loans? Capital improvements?
• What is the current borrower appetite for non-bank sources of capital? What is the demand for re-fis?
• Consumer Mortgages
• What do you foresee for interest rates and their impact on C&I borrowing?
• How impactful are C&I loans to your business? Are you scaling up or scaling down? What happens when rates rise? How are you positioned?
• What new risks are facing C&I loans in existing bank portfolios as a result of rising interest rates and compression of borrowers’ operating margins?
• What types of workout and exit strategies are being employed by lenders in regard to non-performing C&I loans, and to what extent do lenders seek to involve third party turnaround professionals in C&I loan workout and exit strategies?
• To what extent are lenders shifting from forbearance to enforcement of remedies and active loan workout in regard to non-performing C&I loans?
• Which new risks are facing C&I Loans in the current environment in your existing portfolio?

• How has SBA loan volume been trending in the past few months?
• What are the unique challenges associated with SBA loan workouts?
• How are you evaluating loan applicants in today’s market?
• What impact will SBA rules have on your loan portfolios and risk management strategy?
• How may regulatory changes impact the outlook for SBA lending? What new risks are on the horizon?
• In what ways are you integrating and utilizing technology to better serve your borrowers?

• Throughout the region, smaller, purpose driven banking institutions have always played an important role. This session examines the continued need for community banks, credit unions & regional banks and the different niches they occupy.
• How have the balances at credit unions grown? How are they appealing to Millennials? What sort of experience and service do they need to stay competitive?
• Community Banks may have more variety than Credit Unions, but how do they settle on their specialty? Does technology make it easier to remain profitable?
• Regional banks tend to have the largest footprint and drive localized consolidation—how do they keep from becoming acquisition targets while expanding their own books of business? Are JV’s with non-bank platforms in the future? What is the regulatory burden like?

• What skills and credentials should senior credit and risk officers have, and how are their roles changing? How does the roles of differ at large, national banks, as compared to smaller regional and community banks and credit unions?
• What are the key elements of the training process for in-house credit risk officers? How do you measure performance?
• What tools do you use to understand your exposure to credit risk? What controls have you added to manage risk? How do you prioritize processes as part of your overall credit risk management strategy?
• What underwriting risks have emerged this year, and how will they impact your bank in the long term?
• How are you addressing cyber risk, fraud and other external threats to your bank?
• Which processes used by FinTech firms and non-traditional lenders are applicable within your bank?
• What are banks doing to address succession planning among chief and other senior-level risk officers?

• How has recent retirements in the workout groups changed the future landscape of the workout industry? Or will it?
• Diverse Hires
• How are the workout groups structured in your institution? Are they specialized specific like C&I and CRE? Are they structured by small business, middle market and large corporate segments?
• How is your institution preparing for succession planning?
• How long does it take to train a young workout officer?
• Why should having workout experience matter to any Bank?
• What are some of the down sides to not having a “deep bench”?
• How do Banks realize the benefits of spending the money to attract, retain and train experienced workout professionals?
• What does it mean to a consultant or attorney when dealing with a seasoned workout officer vs. someone green?

There are many women working in workouts at the community, regional, and large bank levels. This session will do a deep dive into why is it important to spotlight successful women in workouts. We will discuss & recognize the challenges that women continue to face in the banking industry. At many business meetings or industry conferences, few if any women are sitting at the table or on the speaker panel, this panel will offer to change the dynamics and insight into the future of workouts and banking.