vision 2014: back to the future - making the most of your commercial lenders by leveraging your...
DESCRIPTION
Let’s discuss the transformation of the loan officer over the past decade, the implications to the customer and why the role may be changing back. At the same time, small-business clients engaged with their branch manager need different skills. Why not train each group to best service their customers?TRANSCRIPT
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Back to the future – making the most of your commercial lenders by leveraging your branches
Stephanie L. Butler Experian
John Robertson Experian
#vision2014
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Starring
John Robertson as a “typical” Executive Vice President of Commercial Lending
► Too busy
► Cranky
► But, can be charming while golfing
Stephanie Butler as her wonderful self
► Easy-going and awesome
► More than willing to help John make his work life simpler
● If, he will just listen
A play in one act
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Commercial lenders have too much to do
Sales
Credit analysis
Trusted advisor
Manage an existing portfolio
Large credits… small credits…
OVERWHELMED
And, there is no one to help!
The problem
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A proposed solution
Have the branch
managers assist
with the small
business deals
What if the
branch managers
were trained?
Focus would
be small dollar,
high volume
transactions
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A-ha moment
Did you know that typically 80% of your note volume
equals only 20% of your portfolio dollars?
80%
20%
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Basic credit information
Small business products
Information to gather
Train them to succeed
SUCCESS!
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Types of businesses
Tax returns
Basic questions about the business and management
Basic credit information
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Create small business products that mirror consumer products
Types of products
Dollar thresholds and pricing
What products go with what loan request
Small business products
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Don’t go overboard! These are small dollar transactions
Completed application
► Includes personal financial statement
Financial statements
Collateral information
Information to gather
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Success!
With branch involvement,
commercial lenders
have more time
to be trusted advisors
for more complex
deals and clients
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For additional information, please contact:
Hear the latest from Vision 2014
in the Daily Roundup:
www.experian.com/vision/blog
@ExperianVision | #vision2014
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