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Generating Loan
Volume From "A" Households
Use RFG Profit Segments and identify your "A" households (most profitable households
contributing over $500 profit per year). In the CEO Strategies Workshop meetings we often refer to these households as "Loyalists" because they have the highest average deposit and loan balances without discounting our pricing. We start with "A" households when trying to generate additional loan volume because of the loyalty factor.
ISSUE: Retention of "A" households because they contribute over 100% of profitability for most institutions and are the prime targets of your competitors.
OBJECTIVE: Generating Loan Volume from "A" households (if loan growth is needed)
TACTIC: Use age/income to form the RFG Consumer Segments (in addition to profitability) to help identify loan needs and product offers to each unique Consumer Segment.
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Fee
Driven |
| Target
Auto Loan to HHs with no auto loan |
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Credit
Driven |
| Target
100% Home Equity Loan to homeowners |
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| Middle
Market |
| Target
Mortgage Refinance to HHs without a mortgage at
the institution |
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Upscale |
| Target
Mortgage Refinance to HHs without a mortgage at
the institution |
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| Target
a Home Equity Loan to homeowners |
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| Target
Home Equity Line with a teaser rate for six
months |
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| Target
Platinum/Gold Card to non-card-holders |
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Target
Better than 0% New Auto Loan to HHs with
an auto loan over 18 months and to non-auto loan
users in all segments
- Show how
taking the rebate and financing through the
institution benefits the household
- Offer
pre-approved based upon credit scores
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