Vision 2014: Back To The Future - Making The Most of Your Commercial Lenders by Leveraging Your...
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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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2 © 2014 Experian Information Solutions, Inc. All rights reserved. Experian Public.
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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3 © 2014 Experian Information Solutions, Inc. All rights reserved. Experian Public.
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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5 © 2014 Experian Information Solutions, Inc. All rights reserved. Experian Public.
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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6 © 2014 Experian Information Solutions, Inc. All rights reserved. Experian Public.
Basic credit information
Small business products
Information to gather
Train them to succeed
SUCCESS!
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7 © 2014 Experian Information Solutions, Inc. All rights reserved. Experian Public.
Types of businesses
Tax returns
Basic questions about the business and management
Basic credit information
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8 © 2014 Experian Information Solutions, Inc. All rights reserved. Experian Public.
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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10 © 2014 Experian Information Solutions, Inc. All rights reserved. Experian Public.
Success!
With branch involvement,
commercial lenders
have more time
to be trusted advisors
for more complex
deals and clients
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11 © 2014 Experian Information Solutions, Inc. All rights reserved. Experian Public.
For additional information, please contact:
Hear the latest from Vision 2014
in the Daily Roundup:
www.experian.com/vision/blog
@ExperianVision | #vision2014
Follow us on Twitter
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