Generating more business from you indirect auto loan portfolio:

If your financial institution books auto loans indirectly through dealer relationships, you, like the rest of us, find yourselves wondering how to attract more business from these members who only have the auto loan and a savings account with you. It can be done. It may be a surprise to you, but many of these new members do not realize their auto loan was funded by your institution. The key is to reach out to them, introduce yourself, and let them know how your financial institution can help them. You have all the information you need at your fingertips because you just funded an auto loan for them. You know what other loans they have out there with other institutions with their debt to income ratios. You have a snapshot of these new members and what their needs may be, use it. Direct mail is not effective enough with a 1% – 2% return. The phone however, yields a much better return. For those of you that shy away from “selling”, this is one of the easiest calls you can make. This new member is already happy they are driving a new car, so that is your open, ask about the new car. Once you can get them talking and start building the relationship you are no longer a “sales person”, you are their advocate and are there to help them, like you did with the new auto loan. Be professional, courteous, and helpful; look to match up the products and services that make the most financial sense for your new member and they will remain with your institution long after the auto loan is paid off.

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