6/13/2012
Finding & Maximizing Loan Opportunities Michael Bartoo Regional Manager michaelb@gomarquis.com 214-778-3025 Twitter: @MBartoo 1
op路por路tu路ni路ty (pr (pr--tn tn--t, -ty ty--) n. 1.
a. A favorable or advantageous circumstance or combination of circumstances. b. A favorable or suitable occasion or time. time
2.
A chance for progress or advancement. advancement
2
LSCU Lending Council - Confidential
1
6/13/2012
Opportunity is missed by most people because it is dressed in overalls and looks like work. Thomas Edison
3
Opportunities Where are they? • •
Internal External
How do we leverage them? How can we maximize results? 4
LSCU Lending Council - Confidential
2
6/13/2012
Internal Opportunities •Credit Requests •Other Requests •New Relationships •Data 5
Credit Requests •Mortgages •HELOCs
6
LSCU Lending Council - Confidential
3
6/13/2012
One thing in common:
7
Upsell
Requested vs. Qualified
8
LSCU Lending Council - Confidential
4
6/13/2012
Cross--sell Cross Discovery: •Application •Credit Report •Discussion 9
Other Requests •Deposit/Share Products •Transactions/Services/Changes •Bill Pay/ Pay/----•? 10
LSCU Lending Council - Confidential
5
6/13/2012
New/Changed Relationships • New Members • New Account Relationships • Changed Relationships 11
Data • Mortgage Application • Maturing Loans • -----------ss • ---s ---s • “-----------------------”” 12
• OBSERVATION
LSCU Lending Council - Confidential
6
6/13/2012
External Opportunities
•---------------------•---------------------13
External Opportunities
• -------- Triggers • Potential -----
14
LSCU Lending Council - Confidential
7
6/13/2012
Leveraging and Maximizing Opportunities
15
Keys to Leveraging Opportunities
16
LSCU Lending Council - Confidential
8
6/13/2012
1. Timing
17
2. Convenience
“Involving little trouble or effort”
18
LSCU Lending Council - Confidential
9
6/13/2012
Upsell
19
Three Reasons 1. Reduce risk 2. When they need‌.. 3.
20
LSCU Lending Council - Confidential
10
6/13/2012
Internal Opportunities Upselling/Cross--selling from Upselling/Cross Applications, Service Requests, etc.
21
New/Changed Relationships Excellent Opportunity for Discussion Onboarding • •
Targeted Relevant
22
LSCU Lending Council - Confidential
11
6/13/2012
Internal Data
23
Maturing Loans Autos
HELOCs
24
LSCU Lending Council - Confidential
12
6/13/2012
Select Employee Groups • Specialized Loan Types • Business Loans • Opportunities? 25
“Profiling” •
Which members already have it?
•
?
•
How do they do business with me?
•
?
26
LSCU Lending Council - Confidential
13
6/13/2012
External Opportunities Credit Triggers
27
Marketing Considerations (Onboarding, Onboarding, Outbound Efforts, etc.)
The better it is targeted (relevant and timely), the more successful it will be. It MUST be easy for them to take action. 28
LSCU Lending Council - Confidential
14
6/13/2012
Marketing Considerations (Onboarding, Onboarding, Outbound Efforts, etc.)
Does it make sense to pursue? Investment Required (Time and Money) vs. Potential Benefit 29
Mike Bartoo michaelb@gomarquis.com 214--778 214 778--3025 Twitter: @MBartoo @MBartoo
30
LSCU Lending Council - Confidential
15