Pub. 7 2018 Issue 2

Fall 2018 Sessions ������� S����� ��� B��� �� B������� C������������ A first-of-its-kind partnership that brings the expertise of St. Meyer & Hubbard to VACB’s member banks through a series of special playbooks created with the community banker in mind. VACB member bankers can attend the sessions consecutively, or send different staff to each different playbook. The courses are not foundational, however, each playbook has been paired with a complementary playbook, should attendees wish to attend both sessions. Learn more at www.vacb.org/calendar . October 2, 2018 Communication Styles The way entrepreneurs give and receive information influences initial messaging, how you get in the door, how long you get to stay and the length of the sales cycle. Communication Styles introduces four key conversation characteristics every human has that help bankers prepare to interact with business owners more effectively. October 3, 2018 Three Pillars of Prospecting Prospecting is one of banking’s more exciting and most dreaded sales activities. No is heard more than yes. It’s hard to find the time to be strategic and thoughtful. Most businesses in the marketplace aren’t thinking about changing banks. This session will help you with your prospecting efforts. About our Presenter Paul J. Sanchez – Professional Service Associates Paul J. Sanchez, CPA, CBA, CFSA conducts a CPA practice in Port Washington, New York. He is also the owner of Professional Service Associates (PSA), a consulting and professional training and development business servicing corporate clients (auditors, controllers, etc.), CPA firms, professional associations and others. He is a frequent lecturer and seminar leader for accounting, auditing, banking, risk assessment and other professional presentations. Fall Internal Audit Institute - September 6 & 7 Stonewall Jackson Hotel - Staunton Topics Overview - Featuring Paul J. Sanchez  Rethinking Audit Efficiency which will review four driving forces bringing about efficiency -  The overall approach to audits  The obsession with risk and risk assessments  The integrated audits which report on internal controls as well as financial presentations  Artificial intelligence  How Internal Auditors Can Help the Board’s Audit Committee Satisfy Corporate Governance Requirements  CECL Overview  Brief Overview of Fraud Concerns  Regulatory Update from the Federal Reserve Bank of Richmond Get more details at www.vacb.org