loan training product 2014-3-8
DESCRIPTION
TRANSCRIPT
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PRODUCT TRAINING Marketing Officer & TM
Updated – 1/11/2013
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AGENDA
Loan Glossary
Ciri-ciri Produk
Pakej produk
HOTS
HOTS - Processor
2 I
Product Briefing Content :
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Loan Glossary
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No Term Desription
1 Kadar Tahunan Faedah , bunga tahunan , Tetap atau tidak
2 Tenure Tempoh tahun bagi loan yg ambil
3 Payout Jumlah loan tolak pembelanjaan dlm proses loan ini
4 Potongan Gaji Max 60% - Jumlah potongan / Jumlah pendapatan tetap
5 Pre-check & Pre-Approval
Disebabkan CTOS, CCRIS atau komitmen luar, jadi terpaksa adakah proses ini. (IC, latest payslip, Application form, worksheet)
6 CTOS / CCRIS Rujuk kpd slide seterusnya
7 Overlap Proses menutup loan yg ada dgn agensi lain.
8 Redemption Letter / Penyata Bank
Penyata yg mesti diambil jika nak buat overlap.
9 Pesuruhan Jaya Sumpah - AKUAN BERKANUN
Supaya customer sedar mereka buat loanUntuk Coshare/KFH dan RCE shj
10 AKAD / AQADPengesahan
Agensi telefon customer buat pengesahanAgensi telefon majikan buat pengesahan
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No Term Desription
11 Surat Sokongan dari Agensi Loan
12 Opsyen Letter
13 Jenis Kakitangan Kerajaan :-1. AG2. State Government3. Badan Berkanun4. GLC
A = AG / POLICE B = STATE GOVERNMENT C* = LHDN / UKM / HUKM / IJN / PPUM C & D = HOSP. / GLC / MAJLIS / LEMBAGA / YAYASAN E = PRA (PEMBANTU AM RENDAH & PEMANDU) F = CONTRACT & GURU KAFA G = NGS (SYARIKAT ADA POTONGAN BIRO ANGKASA)
14 Loan Charges :-1. ARB / Wasiat2. Takaful Insurance3. Security Deposit4. Processing fee5. Marketing fee6. Setem duty7. Yuran pendaftaran8. Yuran bulanan9. Membeli saham
15 License Potongan code :-1. Angkasa atau BPA2. BSN3. AGRO4. COSHARE
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Komitmen Luar
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Komitmen Luar – 100%
Tanggungan luar selalu menjadi issue dlm kelayakan CoShare atau KFH, Utk Coshare memang tengok komitmen luar dan peratusnya adalah 100% spt contoh berikut :
1) slip gaji - pendapatan tetap - RM3,0002) slip gaji - potongan - RM1,6003) tanggungan luar - ansuran kereta/rumah - RM800 (utk kad kredit,
blh hanya guna RM50 min ansuran)4) Overlap – RM700 ansuran bulanan
- Jadi (1,600 + 800 – RM700) / 3000 = 56.66% shj (masih layak)- jika sudah lebih 100%, mesti buat overlap supaya tidak lebih 100%.- Asalkan ada overlap, peratusan dlm factor ini langsung bukan satu
masalah lagi.
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CCRIS
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Apa itu CCRIS ?
CCRIS = Central Credit Reference Information System
•Laporan CCRIS akan menunjukkan jumlah pinjaman, interest dan caj-caj tertunggak pada setiap pinjaman anda termasuk jenis pinjaman (perumahan, peribadi, kad kredit, sewa beli dan overdraft). Ia juga memberi gambaran jumlah setiap bayaran bulanan yang perlu di bayar semula oleh peminjam kepada pihak bank untuk satu tahun (12 bulan). Laporan CCRIS juga memberitahu pinjaman yang yang telah dipohon serta maklumat ringkas terhadap saman atau bankrupsi.
•Maklumat ini akan digunakan untuk mengira DSR (Debt Service Ratio) anda setiap bulan.
•Anda boleh mendapatkan laporan pinjaman anda dengan mengunjungi BNMLINK di: Ground Floor, D Block, Jalan Dato’ Onn, Kuala Lumpur. Tel: 1-300-88-5465 (1-300-88-LINK) (Overseas: 603-2174-1717) Fax: 603-2174-1515 E-mail: bnmtelelink@ bnm.gov.my
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Apa itu CCRIS ?
CCRIS = Central Credit Reference Information System
SUMMARY CREDIT REPORT
•The Summary Credit Report displays summarised information relating to the customer’s current and potential liabilities arising from credit facilities obtained from the financial institutions in Malaysia. •The liabilities include those where the customer has obtained borrowings of its own, liabilities of joint-accounts, sole proprietorships/ partnerships/ professional bodies in which the customer is an Owner/Partner of the business.•It also includes liabilities where the customer is a guarantor for other borrowers.•Some Customer current issues reporting :-
• Unpaid Instalments > 3 months in arrears• Special Attention account• Unfavourable CCRIS conduct
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CTOS
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Apa itu CTOS ?
•CTOS Sdn Bhd dan organisasi seumpamanya, mendapat dan mengumpul maklumat jika terdapat bankrupsi dan saman terhadap individu atau syarikat dan maklumat tersebut akan didaftarkan ke dalam pangkalan data elektronik mereka.
•Maklumat bankrupsi mengandungi maklumat petisyen terhadap orang perseorangan dan syarikat, yang sedang, atau sudah bebas dari bankrupsi. Laporannya mengandungi maklumat seperti no fail mahkamah, lokasi, tarikh notis atau arahan mahkamah, nama individu, no kad pengenalan, dan jika dalam perbicaraan, tarikh sebut kes di mahkamah.
•Contoh CTOS Report :-
• SPECIMEN
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Ciri-ciri Dan Manfaat Utama• Sentiasa merujuk kpd laporan kredit Angkasa atau SPeKAR
14
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BPA Checking
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Semakan BPA
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Semakan BPA
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Produk
PETRONESA
12
34
Lain-Lian
MAB COSHARE
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Perhatian :
TM contract & Pakej berlainan : Effective Aug 2013
No Agensi TM TMO
1 Ukhwah, MAB Coshare 0.5%0.8% jika capai 150k
1%1.5%Jika capai 150k
2 Petronesa HDM 0.8 % 1.5 %2 %Jika capai 150k
3 RCE Projek , KOSPEK projek 2 % 3 %
Quarterly Bonus0.5% overall if hit RM900k
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TM - Income Monthly Analysis
No Description Qty Amount Sales Comm % Comm. Profit
RM
Sales Closing
1 RCE projek 5 20,000 100,000 2% 2,000
2 Ukhwah & MAB & HDM 4 30,000 120,000 0.8 % 960
3 KOSPEK 3 30,000 90,000 3% 2,700
Total : 310,000 5,660
3 months achieved 930,000 0.5% 4,650
Quarterly Bonus
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Career Path / Laluan Kerjaya :
1) Basic + komisen + Bonus ~ RM3,000 ke RM10,000Kontrak selama setiap 3 bulan, Kerja di ofis
2) Selepas 6 bulan , jadi TMO – Komisen tinggi & kerja flexible di rumah
3) Menjadi MO dengan normal MO Komisen
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Analisa Worksheet
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Pakej Produk (UKHWAH)
Ciri-ciri produk
•Dana Maybank•Kadar 4.65% (AG only), 5.45% (Non AG), 6.99% (CTOS hit over RM30k)•Payout 93.5%•Tenure: 2-10 years•Proses 7-10 hari•Jika blacklist bawah RM50k, tidak perlu settle (jika lebih RM50k kena settle)•Gaji RM600/bulan & kerja 6 bulan boleh apply•Tidak melihat CCRIS & DSR
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25 I
Kelebihan & Kelemahan
KelemahanKelebihan
TAT & Proses LambatAmbil > 1 bulan
Payout & Kadar Payout > 92% and Kadar Tahunan
hanya 4.99%
Komisen Sederhana sahajaBerkhimat > 6 bulan shj
Tidak Boleh Blacklist MaybankCTOS sampai RM50K
Pasaran Besar & Luas – TNB & FECRA layak
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Contoh Analisa
Worksheet Max-i…
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1) Analisa Produk (COSHARE/MAB)
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1
Kelulusan
dalam 7
hari
bekerja
• Disburse Tidak melibatkan Bank
2
CTOS/CCRIS layak
memohon
• CTOS < RM25k
3
Payout 80%
• Payout 80% tolak 1 bulan ansuran
4
Kadar Tetap
7.5%
• Dilindungi oleh Skim Takaful
5
Tenure Max 10 tahun
• Premium Takaful & Setem Duti ditanggung oleh MAB.
6Sabah
SarawakLayak
• Sabah & Sarawak layak memohon
Potongan melalui COSHARE Pembiayaan max RM200,000Minima loan RM5,000 & min tenure 2 tahun keatas.
Pendapatan Tetap > RM2000 (Gaji pokok + Elaun tetap)Untuk kakitangan kerajaan berkhimat lebih 1 tahun.
Masraf Al Barakah Kemudahan Jualan Kredit (MAB CS) Pakej Paling Pantas Di Pasaran
Disbursement bermula March 2014 *Tertakluk pada terma dan syarat
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Pakej Produk (MAB)
Ciri-ciri produk
•80% payout – 1 bulan advance ansurance•7.5% kadar setahun•Max loan 200K & min 3K shj, kelayakan 60%•X lihat DSR & CCRIS, CTOS< 25K•RM15 sebulan CoshareEZ dan RM10 sebulan Takaful.
29
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30 I
Kelebihan & Kelemahan
KelemahanKelebihan
Kadar 7.5% & Payout 80% Ambil > 1 bulan
Proses CEPAT 7 Hari
Bekerja lebih > 2 thn, Pendapatan kasar > RM2K
DANA Terbesar – RELIABLE
Potongan CoshareKomisen Agent – Pasif Income
Pasaran Besar & Luas – TNB & FECRA layak
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Contoh Analisa -1
Worksheet NY2013…
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Kelebihan RCE :-
1.Komisen sangat tinggi2.Kelayakan 75% 3.Cepat dlm 14 hari4.X perlu ambil ATM & Bank Book 5.X perlu buat Akuan Sumpah
Kelemahan RCE :-
1.Payout 50% & kadar 6.88%2.Untuk AG shj3.Max loan Rm30k4.Perlu pergi KL utk ambil cheque disbursed5.Pelanggan x blh ada Yayasan loan acc
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Pakej Produk (RCE Yayasan)
Perhatian :
•Payout 50% sebab ini adalah dibawah “Projek” yg terpaksa dijalankan dgn orang dalaman.•Tak perlu pengesahan dari Majikan tetapi perlu ambil chop & tandatangan majikan.•Pengesahan hanya dibuat utk mengesahkan pelanggan ada bekerja di jabatan itu.•Documen yg penting – Surat pengesahan mesti original dan Bank statement mesti diupdate 3 bulan yg terkini.•Baki gaji mesti RM500 selepas ambil pinjaman Yayasan ini.
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Pakej Produk – perbandingan
Loan Kadar Tenure Jumlah kadar Remark RugiMBSB 250,000 3.99% per year 20 79.80% Penalty 199,500.00
RCE- 50% 25000 5.99% per year 10 59.90% + 40% payout 25,000.00
Money Lending 25000 8% per mth 10 960% 240,000.00
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Market Pertimbangan :
•Komisen mesti 5 ke 10 kali ganda dari dulu sebab loan amount dah diturunkan ke 10% shj.•Pakej produk mesti x lihat DSR.•Ramai MO sudah x buat disebabkan garis panduan terbaru ini.•Selagi gaji dinaikan utk pasaran 1.4juta, maka market masih adalah besar.•RCE juga menawarkan kelayakan sehingga 75% utk AG, jadi pasaran masih luas dan lebih exlusif utk kami.
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Contoh Analisa
Worksheet NY2013…
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Pakej Produk (AID)
Perhatian :
•Ada account RCE•Pendapatan kasar pelanggan < 2k•Pelanggan X dpt datang KL•Pelanggan di Sarawak
Kami cadangkan pakej AID dgn ciri-ciri berikut :-
•Kadar 5.99% dan 6.99% jika CTOS > 10K•Payout 50% juga, max loan 30k, hanya AG•Proses 1 bulan, gaji bersih mesti RM1k selepas tolak ansuran AID•Komisen agent lebih tinggi
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Produk Petronesa :- HDM
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Berikut adalah kelebihan Petronesa HDM :-
1.Komisen sangat tinggi2.Proses dlm 14 hari sahaja3.Lebih market dlm – Badan berkanun & GLC4.Bekerja 3 bulan sudah layak5.Kakitangan seperti Driver, security guard, perkerja am juga layak.6.Tenure mula dari 1 tahun ke 10 tahun.
kelemahan Petronesa HDM :-
1.Payout rendah 89%2.Kadar 5.99%
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Latest Credit Policy KFH 3.99% HDM 4.99%a. Type of Employer Direct and indirect Government 1. Govt Servant Bodies with Angkasa deduction 2. Acceptance Employee list. except for Sdn and Bhd If not in acceptance list, i. applicants with more than 6 mths good BPA deduction record. ii. applicants with less than 6 mths good BPA deduction record, max loan RM50K. iii. Applicant with no BPA record, Max loan RM20K iv. Bhd and Sdn not in acceptance list not accepted. v. Sabah & Sarawak cases not accepted. Security Guard KP11 Security guard under Pension not accepted accepted. Includes:- Jaga, Peg keselamatan, Polis Bantuan & Polis Keselamatan b. Payout 90% 89% @4.99% int 89% @5.99% int less (RM10 + 1 inst + CPO fee) less RM10
For 2nd loan with KFH, com is For loans at 5.99% int @ 89% payout, 1.5% less if the 1st loan is not Commission is 0.5% extra Settled c. Facility Tenure 6-20 yrs 1-20 yrs - For Sdn Bhd & Bhd 1-7 yrs Max tenure is retirement age less Max tenure is retirement age less 12 months 12 months
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Latest Credit Policy
KFH 3.99% HDM 4.99%
d. Profit Rate 3.99% p.a flat 4.99% & 5.99% p.a flat
e. Facility amount Max RM200K or 80x salary Max RM200K or 80x salary
whichever is lower in multiples whichever is lower in multiples
of RM1,000 of RM500
f. Min Age 19 yrs 19 yrs
g. Minimum fixed income RM1,000 RM900
h. Employment status Permanent Staff with min 12 mths Permanent Staff with min
service 3 months service or 3 years
service for Bhd and Sdn Bhd
i. Salary deduction policy 60% or any other limit dictated 60% or any other limit dictated
by employer by employer
50% for Bhd and Sdn Bhd
j. Credit Reference Max RM20K CTOS per creditor. Max RM25K CTOS per creditor.
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Semakan BPA
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“ HOTS ”Hellolink Online Tracking System
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2) Sistem Semakan Online~ HOTS** Login www.hellolink.biz ** Username: XXX; Password: XXX
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“ HOTS ”Processor Login
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Kelebihan Mengadakan Login Processor :
•Sub Agent akan lebih menyakinkan dgn adalah login access sendiri.•Submission diproses dgn lebih berkesan.•Sub Agent ketahui status perkembangan submission dgn lebih tepat.•Sub Agent boleh memasukan data yg basic utk setiap submission.•SM atau group leader juga boleh memantau setiap Sub Agent submission dgn lebih berkesan.
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Ciri-ciri Login Processor :
•SM hanya boleh mengadakan pemantauan satu level sub agent sahaja.•Kesemua komisen sub agent boleh di masukan ke SM sahaja ataupun terus ke Sub Agent.•SM mesti mendaftarkan setiap Sub Agent di HOTS.
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BPA Checking – Practical …
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SPeKAR Checking – Practical …
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Semoga BERJAYA
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