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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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:
Stephanie.Butler@experian.com
John.Robertson@experian.com
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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