Loan intermediary transformation loan intermediary development

Loan intermediary: give you a system, online solution to the difficulty of customer acquisition!

An epidemic at the end of 2019 lasted until the beginning of 2020, with far-reaching impacts on all walks of life, especially in the financial industry, where cooler gusts continue to hit, from the strict rectification of P2P platforms and cash advances, to the imposition of controls on the traditional financial lending industry, with regulation comprehensively from funds, interest rates, data, SMS marketing, collections, payments, licenses and other aspects Tightening, and each of these are the fatal point of the loan intermediary.

Coupled with the introduction of the Interim Measures for the Administration of Internet Lending by Commercial Banks (Exposure Draft) (hereinafter referred to as the "Mutual Lending Measures") on May 9, which explicitly states that commercial banks can cooperate with third-party institutions to carry out Internet lending business in a variety of ways, but puts forward a series of thresholds for cooperating institutions in terms of system security, data security, operation and management, level of risk management, and technological strength, each of them is a mandatory requirement," he said. Each is a mandatory requirement, which is undoubtedly another fatal blow to the traditional loan intermediary industry!

In a commentary on the Mutual Loan Scheme, a lender commented, "Under the epidemic, companies that have been unprofitable for months are already losing money. Coupled with the strict control of the lending institutions, we have lost a lot of business, now telemarketing at any time facing the seal, SMS marketing at any time facing the closure of the Baidu bidding restrictions on the promotion of loan advertising ...... Can not find customers, strict control has broken through their last line of defense, the way to get customers were blocked, customers in the end where to come from? If this goes on we have to lay off staff ...... difficult ah!"

The risk-resistant large companies with strong capital, combined with their own positioning, targeting the source of the customer's financial needs, so they began to cast a wide net, spending a lot of manpower and resources in the real estate agency stores, renovation companies, tax companies and other places in the search for customers with financial needs to "scenario-enabled" way to cooperate with the scenario side, trying to find out from the source of the demand, the need for the customer's financial needs. The scene party cooperates with the scene party, trying to acquire customers from the source of demand, and matching the corresponding products for the customers. However, the construction of channels and scene docking personnel need to have knowledge of the financial sector in order to help loan intermediaries do a good job of customer acquisition and promotion, so the effect is not too ideal as far as we can see.

Manpower thin small companies with weak financial capacity, can only continue to follow the ground push, hair, insert the car card, sweep the streets and buildings to find customers, the effect is naturally unknown.

Crisis is always with opportunity, God closed a door, always leave a window for you. The regulation and standardization of the loan intermediary industry is designed to allow them to develop healthily under the premise of compliance. Facing challenges, many loan intermediaries have risen to the challenge and begun to seek new ways of acquiring customers.

Assisted lending institutions, that is, they have their own professional system, through the system for the construction of channels and scene building and empowerment, can be the initial screening of customers, and then accurately pushed to the bank.

Banks online transformation process, want to build TOB scene, you need to strengthen the cooperation with third-party institutions, with the help of cooperation channel resources to do online bulk customer acquisition. Empowering the scene where customers generate demand through financial technology, so that customers can solve the capital problem through financial services at the first time of generating demand. Loan intermediary industry, should also adapt to the changes in policy and development, combined with financial technology, to the "lending institutions" transformation, the construction of financial products corresponding channels, so that the loan process online, transparent, compliant, in order to achieve bulk customer acquisition.

For example, if the bank puts its own mortgage loan into the second-hand real estate agency, and the second-hand real estate agency is empowered through financial technology to realize the realization of financial services, the customers who have financial needs will connect to the bank directly through the port when they are handling the related business, and complete the product selection, information submission, qualification review and settlement of financial needs online.

However, to successfully transform the lending institutions, the threshold access is very high, and the requirements for compliance, technical requirements, scenarios and customer flow are quite high. Simply put, you must have their own professional system, but the research and development of the system before the research and development costs need to spend time and money, then, there is no ready-made system can be used directly?

Direct Technology (Chengdu) successfully solved this problem.

As a science and technology financial company, it has built a loan system based on the concept of "finance-system-scenario", which has a professional risk control system to assess and control risks through multi-dimensional portraits of big data; the use and storage of data meets the requirements of the banks and regulatory requirements; a professional technical team, which is capable of exporting to the banks; and the ability to build channels and scenarios; and the online acquisition of data is also a key factor. Build channels and scenarios; online customer acquisition and attraction; API open interface mode, support for multi-port access to help loan intermediaries docking banks, corporate institutions and other third-party data providers; support for channel authorization and member expansion management; support for easy channel expansion with online access to the system. It is functionally complete, meets the bank's entry threshold for lending institutions, and has been battle-tested in the market and achieved good results.

Through the system online access to customers, to provide customers with online financial services, the salesman only need to go to the establishment of the relationship with the channel, in the background end to view the customer from which the scene, the progress of the process, all online, no longer one-on-one all over the world to find a customer, and then invite the negotiation of a series of processes, a salesman can at the same time follow up on the reporting of customers from a number of channels, saving time.

For traditional loan intermediaries, the business all online, can reduce labor costs, avoid risk; customer acquisition online, the system unified management, improve business efficiency, reduce the cost of customer acquisition; the use of the system, accurate customer image, pushed to the bank's customers after the initial screening, in line with the requirements of the lending institutions access; we give the channel scene empowerment, in a systematic way so that the scene to achieve financial services capabilities, so that the channel scene to realize the online financial services port.

In the final analysis, the system is to provide traditional loan intermediaries, to help them transform into a lending institutions a sharp tool, so that they can adapt to the current policy and compliance requirements, healthy and smooth development.

How should loan intermediaries go on now?

To do well as a loan intermediary now, simply put, it's all about getting online and getting down.

Flying Dagger has done twenty years of small bank loans, there are a lot of friends to do loan intermediary, very familiar with, have a strong voice.

1, on-line

Small loans have entered the age of technology, big data, customer profile, precision marketing are common things. Telemarketing, sweeping the floor are the practices of the past, surely must be finished.

Loan intermediaries, on the one hand, need to help the bank customer acquisition, bulk customer acquisition, through data mining, using data to penetrate the bank's products, to get customized products, pushed to the customer base. This kind is the way out.

Loan intermediaries on the one hand need to deal with the customer base, modern customers have been very savvy, it is difficult to be as simple as before, customer acquisition. Without some data support, random marketing customers, the success rate is too low, time investment, can not get customers, difficult to gain.

As for telemarketing, it is increasingly difficult to acquire customers by visiting strangers.

2, sinking

Loan intermediaries are mainly complementary to the bank, selecting industries and customer groups where the bank is not involved much.

Red ocean customer base needs to be avoided, blue ocean more to explore. This kind of will need to sink the customer base.

The sinking of the customer base is commonly referred to as the involvement of relatively poor customers. Discover risk control methods and introduce them to banks, capital companies, small loan companies.

The new era, the loan intermediary is not difficult, is the traditional intermediary model does not work. Using the old way to get customers and marketing is the new era of the sword. Going up and down is the way to go.

Flying dagger bank credit experience of twenty years, welcome to share.

I live in Xi'an, and I'll probably talk about the current bank lending situation in Xi'an. From March 2020, Xi'an has been regulating housing prices, but also upgraded the purchase and loan restrictions policy, the purchase qualification is gradually strengthened to settle for one year and social security for one year, the second set of down payment ratio from the previous 40% to now as long as the first set of loans in the repayment of the direct 60% down payment, up to the second set of the need for 70% down payment. The most severe when introduced in July this year, the price limit policy, two batches of more than 200 popular neighborhoods to introduce the guide price, the guide price is basically only about 70% of the market price, accompanied by the tightening of bank credit, lending cycle ranging from 3-6 months, Xi'an real estate market in advance of the "cold winter".

Previously, the lending cycle of about 7-15 working days, to complete a set of mortgage lists generally a month to a month and a half on the completion of all; now just lending needs 3-6 months, means that to complete the formalities of a single need to be a minimum of 4 months or more time, and the owners are generally reluctant to sell the price of the guide, but now the loan is according to the guide to the price of the loan. This creates a contradiction in terms of price differentials. As an example, for example, the most popular district in Xi'an, Oriental Rome Garden, 40 square feet of duplex total price of about 880,000 yuan, but the guide price of about 760,000 yuan, meaning that the maximum loan is based on the 760,000 of the 70%, the down payment of 230,000 yuan on top of the difference of 120,000 yuan, invariably, the customer's down payment increased by one to two percent. In such a market environment and lending policy intermediaries are really suffering.

First of all, the volume of transactions fell dramatically, from 8,000-10,000 transactions per month in March-April to only three or four thousand transactions per month, resulting in the direct result is that intermediaries can not open a single one have to leave. Secondly, the approval cycle lengthened to 3-6 months means that the agent each open a mortgage single need to wait half a year or even longer to get the money, it is said that the general old agent is no base salary, which leads to the old man to eat the old money, new people do not see hope, many real estate companies can not return to the money, which in turn makes a lot of individual store closed, even if the big chain agencies are also closing and store, the intermediary industry is called "The company's main goal is to make sure that the company's customers are aware of what's going on in the marketplace.

At this stage in front of the intermediary on the two paths: one is to stop losses in a timely manner, the transformation of the industry. According to incomplete statistics, since July 2021 Xi'an left more than 10,000 intermediaries, more than 80% of the intermediary is a direct conversion of the industry, after all, we have a family to support, many people are holding the real estate industry recovery and then come back to the mentality.

The second is the painstaking persistence, the main focus on new homes. Most of these agents have been in the business for a long time, have seen the ups and downs of the real estate market, and have confidence in their expertise. The other is to increase the amount of investment in new homes, when Xi'an's new housing market is basically unaffected, there are also many buildings and intermediaries to cooperate, which is the agency billing point of opportunity. Also created such as the city south of Yu Hua Zhai metro entrance of a property agent in the middle of the night to help customers line up the scene.

There is also the case of poor credit mentioned in the question stem, now society has developed into an era of early consumption, everywhere in the encouragement of "spend tomorrow's money, fulfill today's dream". In addition to credit cards, chanting, white and a variety of small loan company's increasingly civilian, so that the proliferation of borrowing, many customers, especially young customers, not to pay attention to is the credit "even three six" banks do not give loans. This not only makes the customer to buy their own blocked, but also let the agent to do useless, this is also the intermediary industry is not good to do a reason.

The bank loan policy is closely related to the national policy, so it is not set in stone, we can do is to understand more about the policy, to keep a good credit, in case of emergency.

Look at the comments of other friends, analyze the loan industry, that is, how to help the loan industry to go on! First of all, I think the financial technology, online and offline combination of this is an inevitable trend, because at present, based on the domestic economic situation, all financial institutions for the customer base of the requirements of the reduced, that is to say, good products are not lacking, the lack of customer acquisition, then how to get customers, where to get customers, customer acquisition costs this is the key to what we have to think about. Based on the traditional telemarketing was rectified, sweeping the floor of the stranger worship labor costs, low per capita customer acquisition efficiency and other disadvantages, the transformation of the online platform is inevitable. Secondly, we have to change the traditional intermediary high profit profit thinking, the future must be to do low profit, or even no profit conventional business model, and then rely on the deep digging business model to do up profits. I have ten years of entrepreneurial experience, welcome to exchange, the future survival of the industry is bound to scale, platform players

Loan intermediary industry pain point is not difficult to get customers, but now the customer qualification is generally too poor, difficult to lend, not out of the money, the intermediary will be no commission, white busy work. The fact is that there are a lot of customers out there who are very busy, but very few of them are actually able to make a final payment, and the salesmen are working for nothing.

To develop their own plans, it is best to choose a main business unit and a side business,

The main business to choose their own familiar industry, more leisure,

Side business to choose the promotion of the early stage, the later sustained income, such as pos,

My current choice is the main business is the house mortgage business and the bank to help the loan, time is relatively free, the side business is my choice,

The main business is the business of the house mortgage business and the bank to help the loan, time is relatively free, the side business is my choice. Right a foreign exchange platform, two years also have their own team, every month there is passive income, even if the main business does not earn money, but also have a side business to support.

Broker

Existence has its own reason.

To take on both sides and act as a bridge between them.

Just enhance your expertise, and contacts within the bank,

as well as make a reputation.

Control the risk.

In the financial industry today, there is great potential

In fact, the current interest rate of private institutions many can not do, but the state central enterprises of the funds or nothing, may instead be conducive to the business of these capitalists, of course, high-risk now just changed the interest rate of not a few can be done

Mortgage loans 0.5 collection point, do the work, all the effort, a lot of people go directly to the bank, and the bank is the best way to get the money, but also the most important thing is that it is the best way to get the money. Collection of intermediary fees, dead end,

Looked at a lot of speeches, then I borrowed a friend to share with me to say that my friend was previously a bank credit manager, and then because of the treatment and other issues, leave the job out of the intermediary ，，，，， which the heartache of only themselves know.

Many people will think that this industry should be very earning money, in fact, not, a loan intermediary to have the qualities, must be professional, efficient. It is easy to say, in fact, very difficult, if a customer, good credit, excellent qualifications, you think he can not get a loan where? And find the intermediary only one reason, information ，，，， Yes, it is information.

The intermediary has to know precisely the risk criteria of each bank (each different), so as to accurately on the customer service, and the way to get the customer is also very important, usually the accumulation of the first strangers, or through the introduction.

As for the title, I'll give a standard answer, from the docking bank products, talk about customers, customer acquisition, these three modes, can only choose one, because the energy is limited, and then plowing (also known as deep plowing), any one of them to achieve the ultimate, enough to let you eat and drink

Loan intermediary industry competition is so fierce, how to survive? From two pieces to analyze the One: internal: improve the overall professionalism of the staff as well as the quality, the development of good channels to expand customers. The first is to improve the overall quality of the staff, professional knowledge, and develop different channels of customer service.

Now need to finance the guests, who WeChat does not have two or three intermediary loan specialist? So this gives the guest a high degree of contrast. That is, when the guest can enjoy the same service, he will compare what? Definitely the impression of the commissioner who is in direct contact with him, from this piece to measure the credibility of your company. Especially large customers, even if the cost is higher, he will prioritize the choice of reliable. And when your staff professionalism is very strong, and even different industries can talk a little bit with the guests, then the first time the first time can be very good to talk with customers, remember: you give customers the first impression even accounted for more than 30% of the proportion of the transaction.

As for why it is said to increase the different methods of customer service? Now rely solely on the forklift, make outbound phone calls of the era has passed, because this will do very tired. Think about who doesn't get frequent sales calls on their cell phone these days? So you have to combine modern online channels to expand customers, such as: robots, SMS, online advertising and so on. All are good ways. There is a saying: capital to promote capacity, capacity to create more capital!

Second: external to do product specialization, honest treatment of each customer

What do you mean product specialization? That is, when you do mortgage only do mortgage, do credit only looking for credit customer base. Because you have to remember: a day you work no more than 14 hours, people's energy is limited, you want to deal with this problem, but also want to deal with other types of problems, you will be very tired and may end up losing more than it pays to lose the watermelon green beans are not left. And when you do the product specialization, to the guests will not feel the same (such as doing mortgage every day to send mortgage products and what mess are sent to the two, you must choose the first) of course, is not for you to give up other types of guests, when the guests take the material to your company to talk about, in fact, the conversion program is also relatively easy.

The last point:Don't cheat the guests, the banking system, mortgage clientele is very mindful of being cheated. Of course a little bit of salesmanship you have to have, but the early lies later on their own can not round back that is not called skill. As a sales, later you have to count on the old customer referrals as the center of gravity, if you rely on the deception to close, that the company will later do very tired, can only continue to develop new customers.

Thanks for reading!

In the face of the bank issued a request for loan channel partners to prohibit charges to customers notice, loan intermediaries what to do?

The current Ping An Bank requirement to prohibit charges to enforce the implementation of the traditional loan intermediary transformation needs to be urgent, and the transformation also need to be supported by technical means.

For the current loan intermediary industry, a large number of loan intermediary marketing customer acquisition method is still very traditional asset-heavy customer acquisition mode. Usually need to recruit a large number of employees, training on the job, and with a high commission commission; in the promotion, but also generally still using the ground push mode, sea of people tactics, telemarketing, and a large number of media advertising (such as elevator ads, radio ads, subway ads, online media advertising ...)

Now, as long as the intermediary still want to continue to cooperate with the Ping An Bank products, you can no longer charge customers, which means that the original business customer acquisition model has been "unworkable", can only be transformed.

You still want to do this line of work, then either adjust the company's business line, continue to do other loan products that have not yet implemented the "policy"; or find a way to transition to reduce the cost of customer acquisition, earning the bank diversion fee, to obtain the difference in profit. But the actual transition is not as easy as imagined, or need to have the technical means to do support.

For loan intermediaries, cooperation with fintech companies is the best choice. To seize the opportunity in the current situation, the transition is imminent.