Cost Per Funded Loan: The Ultimate Efficiency Hack for Lenders

Posted by Team Jer / KPIs

💰📊💡 Looking to take your lending business to the next level? You’re in the right place!

This blog post unravels the magic behind a powerful metric called Cost Per Funded Loan (CPFL).

Whether you’re a seasoned lender or just getting started, understanding and optimizing your CPFL could be the game-changer that skyrockets your efficiency and profitability!

🚀 So buckle up, and let’s dive deep into the world of CPFL. Your journey toward smarter lending begins here! 💼💎🎯

As a highly regarded advisor & consultant specializing in balance sheet lenders serving B2C markets, particularly credit-challenged consumers experiencing financial distress, I emphasize the significance of comprehensive Key Performance Indicators (KPIs) in lending operations.

Monitoring KPIs is indispensable to thoroughly understand your current standing, trend lines, and necessary strategic adjustments.

The data derived from these metrics offer a tangible and real-time measure of success, allowing you to enhance profitability and achieve other key objectives of your organization.

Here is an overview of these pivotal performance metrics:

1. Loan Origination Metrics: These metrics offer insights into the early stages of the lending process, such as application, initiation, underwriting, closing, and funding.

They provide a snapshot of the efficiency and effectiveness of your loan origination processes.

2. Loan Servicing Metrics: These indicators pertain to the ongoing administration of your loan portfolio, including payment processing, account maintenance, and escrow management.

Monitoring these can significantly improve the efficiency of your servicing operations and increase customer satisfaction.

3. Default Servicing Metrics: These metrics relate to loss mitigation, collections, foreclosure, and repossession.

Regularly evaluating these indicators can help you anticipate and manage loan defaults and minimize the financial impact.

4. Financial Performance Metrics: These metrics encapsulate the financial health of your lending operations, including profitability, liquidity, solvency, efficiency, and valuation.

Keeping a close eye on these can ensure your business’s overall financial viability and competitiveness.

As a lender serving credit-challenged consumers in sudden financial emergencies, these KPIs can help you better support your clients while maintaining your organization’s financial stability and growth.

Ensuring these metrics are thoroughly monitored and acted upon can position your business as a responsible and successful lending institution in this challenging market.

Let’s take a detailed look at the KPI: “Cost Per Funded Loan” (CPFL).

What:
Cost Per Funded Loan (CPFL) is a measure of the total costs associated with generating and servicing a loan divided by the total number of loans that are successfully funded.

Costs can include direct expenses such as underwriting, acquisition, servicing, capital, and overhead expenses.

Why:
CPFL is an important efficiency metric for lenders. It helps them understand the cost efficiency of their loan origination and servicing processes.

High CPFL may indicate inefficiencies, while low CPFL can signify a well-optimized lending operation.

How to Measure:
CPFL can be calculated by taking the total costs associated with the loan process (both direct and indirect) and dividing it by the number of loans that have been successfully funded during a given period.

Potential Risks:
One of the major risks of focusing on CPFL is the potential for over-optimization.

If a lender focuses too much on reducing CPFL, they may cut important processes or controls, leading to a poorer quality loan portfolio and potential increased losses down the line.

Improvement Strategies:
Improvement strategies could include streamlining loan origination and servicing processes, leveraging technology for automation, improving underwriting efficiencies, or optimizing marketing spend.

Benchmark:
Benchmarking for CPFL can be challenging because it can vary greatly depending on loan size, type of loan, target customer, geographical market, and lender’s business model.

However, industry studies or peer groups can provide some insights.

Consider reviewing the earnings reports for a few of the publicly traded lenders. World, Curo, and Enova are just a few.

Responsible Department/Role:
The Finance and Operations departments typically have a major role in managing and improving CPFL.

The Marketing department is also involved, especially regarding acquisition costs.

Interdependencies:
CPFL is interconnected with other metrics such as Acquisition Costs, Operational Efficiency, Default Rate, and Profitability.

Reporting Frequency:
CPFL is typically reported on a monthly basis, but the frequency may vary based on the lender’s needs and the volatility of the costs and loan volumes.

Data Source:
The data sources for CPFL include accounting systems for cost data and loan management systems for loan volume data.

Change Over Time:
Ideally, lenders would like to see CPFL decrease over time, indicating increasing efficiency in their lending operations.

Seasonality:
CPFL could have seasonal patterns, such as higher costs during peak loan demand periods due to increased staffing or marketing costs.

Tranches:
If loans are grouped into different risk or product tranches, each tranche might have a different CPFL, reflecting varying costs and efficiencies.

Associated Costs:
The primary associated costs are the direct and indirect costs of loan origination and servicing, which can include underwriting, staff, technology, capital, and overhead costs.

Impact of Regulatory Changes:
Changes in regulatory requirements can impact CPFL, as they may require changes in the loan origination or servicing processes, potentially increasing costs.

Historical Context:
CPFL can vary over time based on changes in the lending market, technology, and regulatory environment.

Shareholder/Ownership Impact:
Shareholders typically prefer a lower CPFL, which indicates more efficient operations and can lead to higher profitability.

Sensitivity Analysis:
Sensitivity analysis for CPFL might involve modeling different cost or volume scenarios to see how changes in these factors might impact CPFL.

In conclusion, CPFL is an important KPI that helps balance sheet lenders understand and manage the cost efficiency of their lending operations.

As with any KPI, it needs to be viewed in context and in conjunction with other metrics to provide a comprehensive view of performance.

We’ve nearly completed our breakdown of the 70 KPIs subprime lenders must have to manage their loan portfolios!

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23
Jul

Insider Secrets: 70 KPIs Top Subprime Lenders Use to Dominate the Market!

Posted by Team Jer / Uncategorized

As a highly regarded consultant in the B2C subprime lending industry, I understand the importance of tracking various key performance indicators (KPIs) to maximize loan portfolio performance, minimize subprime borrower defaults, and earn a maximum return on investment (ROI) on balance sheet capital. Below is a comprehensive list of 70 critical KPIs for subprime lenders:

1. Loan Delinquency Rate
2. Loan Default Rate
3. Loan Charge-off Rate
4. Non-performing Loan (NPL) Ratio
5. Recovery Rate on Charged-off Loans
6. Net Interest Margin (NIM)
7. Average Loan Size
8. Average Loan Term
9. Average Interest Rate on Loans
10. Average FICO Score of Borrowers
11. Debt-to-Income (DTI) Ratio of Borrowers
12. Loan Origination Volume
13. Loan Application Approval Rate
14. Loan Application Rejection Rate
15. Loan Approval Turnaround Time
16. Loan Disbursement Turnaround Time
17. Loan-to-Value (LTV) Ratio
18. Debt Service Coverage Ratio (DSCR)
19. Early Repayment Rate
20. Prepayment Penalty Rate
21. Collection Efficiency Ratio
22. Recovery Efficiency Ratio
23. Collection Costs as a Percentage of Outstanding Debt
24. Recovery Costs as a Percentage of Recovered Debt
25. Recovery Rate of Repossessed Collateral
26. Customer Retention Rate
27. Customer Churn Rate
28. Customer Lifetime Value (CLV)
29. Net Promoter Score (NPS)
30. Customer Complaint Resolution Time
31. Customer Complaint Rate
32. Customer Engagement Rate
33. Customer Satisfaction Rate
34. Cost of Customer Acquisition
35. Cost of Loan Servicing
36. Cost of Loan Origination
37. Cost of Collections
38. Cost of Recoveries
39. Cost of Compliance
40. Cost of Credit Reporting
41. Net Operating Income (NOI)
42. Return on Assets (ROA)
43. Return on Equity (ROE)
44. Return on Investment (ROI)
45. Net Income Margin
46. Gross Profit Margin
47. Bad Debt Expense as a Percentage of Total Revenue
48. Provision for Loan Losses as a Percentage of Total Revenue
49. Capital Adequacy Ratio
50. Efficiency Ratio
51. Operating Expense Ratio
52. Return on Average Assets (ROAA)
53. Return on Average Equity (ROAE)
54. Loan Portfolio Diversification Ratio
55. Average Age of Loan Portfolio
56. Vintage Analysis by Loan Cohorts
57. Geographic Concentration of Loans
58. Industry Concentration of Loans
59. Loan Performance by Credit Tier
60. Loan Performance by Loan Purpose
61. Loan Performance by Loan Product
62. Loan Performance by Loan Term
63. Loan Performance by Loan Vintage
64. Loan Performance by Seasonality
65. Loss Severity Rate
66. Recovery Lag Time
67. Net Promoter Score of Collections Process
68. Customer Effort Score of Collections Process
69. Loan Origination Cost per Loan
70. Cost of Capital for Funding Loans

By closely monitoring these critical KPIs, subprime lenders can gain valuable insights into their loan portfolio’s health, identify areas of improvement, and implement strategies to maximize performance while reducing risks and defaults, ultimately leading to higher ROI on their balance sheet capital.

More KPIs

KPI: Loan Charge-Off Rate [LCR]

KPI: Cross Sell Ratio [CSR]

We’ve nearly completed our breakdown of the 70 KPIs subprime lenders must have to manage their loan portfolios!

Join our list to receive an alert and get access to all of them!!

12
Jul

Leveraging the Refinancing Rate [RR]: A Powerful KPI for Subprime Lenders

Posted by Team Jer / KPIs

Introduction

The Refinancing Rate (RR) is a crucial Key Performance Indicator (KPI) for subprime lenders seeking to understand their loan portfolio’s performance. The RR reveals the proportion of loans that get refinanced within a specific period, providing valuable insight into the sustainability of your portfolio.

The Importance of Refinancing Rate

The Refinancing Rate [RR] is particularly significant for subprime lenders due to subprime borrowers’ inherently volatile financial situations.

A high RR could signal an urgent need to recalibrate loan amounts, terms, or interest rates to better suit the borrowers’ repayment abilities.

By effectively managing the RR, lenders can enhance the profitability of their refinancing ventures, provided they balance the associated risks appropriately.

To illustrate, suppose a lender has 100 outstanding loans at the beginning of the year; by the end, 20 of these loans are refinanced.

The RR for that year is 20%, signifying that one in five loans was refinanced.

Opportunities Through RR

Refinancing provides an effective customer retention strategy.

If a borrower struggles with their repayment plan, refinancing allows an adjustment to their plan, fostering long-term customer relationships and potentially enhancing profitability.

Moreover, refinancing often involves fees, creating an additional revenue source for lenders.

However, lenders must balance this with the risk of overburdening borrowers, potentially leading to loan defaults.

Subprime lenders can also benefit from offering variable interest rates, adjusting rates in response to economic fluctuations to maintain income from interest.

Refinancing Rate Challenges

Improving the RR comes with several hurdles.

Regulatory frameworks governing subprime lending can impede a lender’s ability to manage their RR.

Technological constraints can also affect a lender’s capacity to assess borrowers’ creditworthiness accurately and set suitable loan terms.

Finally, lacking skilled personnel can hinder the lender’s ability to manage the RR effectively.

Deep-Dive: RR by Tranches

Subprime Lenders can achieve a deeper analysis by reviewing it tranche-by-tranche.

This method involves categorizing the loan portfolio based on risk attributes like loan size, loan term, borrower’s credit score, repayment history, or the type of financial emergency facing the borrower.

This detailed analysis can help identify segments with higher refinancing prevalence, pinpoint areas of higher risk, or highlight segments where loan terms or amounts may need adjustment.

Investor Perspectives

Investors may interpret a high RR as a positive or negative sign, depending on their risk tolerance.

Some may appreciate the high-interest rates and fees that come with frequent refinancing, while others may perceive it as a sign of poor loan underwriting and high risk.

Untapped Opportunities

Lenders can enhance their revenue by offering credit insurance or other loan protection products as part of a refinancing package.

This offers added security for the borrower and more income for the lender.

Additionally, implementing technological innovations like AI and machine learning can help predict borrower behavior and assess refinancing risk more effectively.

These predictive analytics can optimize the RR, enhancing profitability.

Advanced RR strategies & improvements.

1. Enhanced Data Analytics: Lenders should consider investing in sophisticated data analytics tools. By utilizing big data, lenders can uncover hidden patterns and correlations that could provide deeper insights into borrowers’ behavior and their likelihood to refinance. This can help lenders to identify potential risks earlier and make necessary adjustments proactively.

2. Behavioral Economics: Incorporating principles of behavioral economics into loan strategies could help manage the RR. By understanding what motivates borrowers’ behavior, lenders can design incentives that encourage timely repayments and reduce the need for refinancing.

3. Customer Education: Another potential strategy could be customer education. Lenders could offer their customers educational resources on financial planning and management, helping them understand their loan commitments better and reducing the need for refinancing. This approach could also foster a stronger lender-borrower relationship, enhancing customer retention in the long run.

4. Portfolio Diversification: While the article discussed viewing RR on a tranche-by-tranche basis, it didn’t explore the possibility of portfolio diversification to manage RR. Lenders can hedge their risks and better control their overall RR by maintaining a diverse portfolio with loans of different amounts, terms, and interest rates.

5. Strategic Partnerships: Subprime lenders might consider forging strategic partnerships with fintech companies or other financial institutions. These collaborations could offer advanced technological solutions and shared knowledge that helps improve the lender’s ability to manage their RR.

"Reacts" vs. "Refinance Rates"

The term “reacts” in the context of subprime lending typically refers to a situation where a borrower who has fully paid off a loan (or is close to doing so) initiates a new loan with the same lender.

Essentially, “reacts” reflect the repeat business with existing customers, which is crucial for lenders as it can reduce customer acquisition costs and signify a positive lender-borrower relationship.

On the other hand, the “Refinancing Rate” (RR) is a KPI that measures the proportion of existing loans that get refinanced into new loans within a given time.

Refinancing means replacing an existing debt obligation with a new one under different terms.

Borrowers may refinance their loans for several reasons, such as taking advantage of lower interest rates, consolidating multiple debts into one, or extending the repayment period to reduce their monthly payments.

While both “Reacts” and “Refinancing Rate” deal with the continuation of a financial relationship between the lender and borrower, they represent different aspects:

Different Motivations: Refinancing usually occurs due to changes in the borrower’s financial situation or market conditions (e.g., lower interest rates), prompting the borrower to seek more favorable loan terms. “Reacts,” on the other hand, are typically driven by the borrower’s need for additional credit, often after successfully completing a previous loan repayment.
Implication on Credit Risk: A high Refinancing Rate might suggest that borrowers are struggling to repay their existing loans under the initially agreed terms, indicating higher credit risk. In contrast, a high rate of “reacts” often signifies that borrowers can repay their loans and are willing to continue their relationship with the lender, which can be a positive signal for credit risk management.
Revenue Generation: Both “reacts” and refinancing present opportunities for revenue generation. Refinancing could generate income from fees associated with the process, and the newly refinanced loan could carry higher interest if market conditions have changed. Meanwhile, “reacts” represent a new lending opportunity, which means new interest income for lenders.

As a subprime lender, managing and monitoring both metrics is crucial.

A balanced approach to encouraging “reacts” while managing the Refinancing Rate could result in a healthy, sustainable loan portfolio.

Lenders should strive to foster relationships that encourage repeat business (“reacts”) and simultaneously ensure that their loan terms are sustainable and manageable for borrowers to keep the Refinancing Rate reasonable.

Both these metrics can provide valuable insights into the lender’s performance, the profitability of their loan portfolio, and their borrowers’ financial behaviors and needs.

By understanding the interplay between “reacts” and the Refinancing Rate, subprime lenders can make more informed decisions to maximize profitability and minimize risk.

Conclusion

Though a crucial KPI for subprime lenders, the RR shouldn’t be viewed in isolation. It should form part of a comprehensive analysis that includes other KPIs and business aspects. To optimize the RR, subprime lenders could invest in more sophisticated technology, upskill their staff, or adjust their loan terms to suit borrowers’ abilities better.

A well-managed RR can strengthen customer relationships, control risk, and augment revenue streams, making it an essential tool for strategic decision-making in subprime lending.

More KPIs

KPI: Loan Charge-Off Rate [LCR]

KPI: Cross Sell Ratio [CSR]

Want our list of 70 kpis?

We’ve nearly completed our breakdown of the 70 KPIs subprime lenders must have to manage their loan portfolios!

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06
Jul

KPI: Cross-Sell Ratio [CSR] for Subprime Lenders

Posted by Team Jer / KPIs

Boost Your Bottom Line: Cross-Sell Ratio Tactics for Subprime Lenders

Definition and Precise Measurement of CSR:

The Cross-Sell Ratio refers to the ratio of the number of products or services sold per customer.

It measures how effectively you can increase the number of services or products a single customer uses. For your lending institution, it measures the number of different loan products, such as installment, payday, or title loans, that a single customer uses.

To calculate the Cross-Sell Ratio, divide the total number of loan products or services sold by the number of customers.

For example, if you have sold 500 loan products or services to 250 customers, your Cross-Sell Ratio would be 500/250 = 2.0. This means that, on average, each customer uses two different loan products or services from your subprime loan business.

Current KPI Values:
As of my last consultation, the average Cross-Sell Ratio for subprime lenders in the market ranged between 1.5 to 2.0.

However, this general average can differ based on the specific market and lending strategies employed.

Aiming for continuous improvement rather than chasing a set number is best. Progress could be measured weekly or monthly, depending on your organization’s capacity and resources.

Specific Challenges:

One of the biggest challenges with improving the Cross-Sell Ratio requires a deep understanding of your customer’s needs and financial capacities.

It also requires a diverse range of loan products catering to these different needs.

Regulatory hurdles, especially those regarding predatory lending practices, can limit the type of products you can offer.

Technological issues related to CRM and data analytics could also limit your ability to track and improve this KPI.

Furthermore, staffing limitations may limit your ability to follow up with customers and offer additional loan products.

Investor Expectations:

Investors view a high Cross-Sell Ratio as an indication of customer satisfaction and loyalty.

It shows that your business can meet a broad range of customer needs, which could lead to increased revenues and profitability.

However, concerns about over-lending and customers becoming over-indebted in the subprime market could arise. Thus, a balance must be maintained.

Additional Commentary

While focusing on CSR, it’s vital to consider cross-selling quality, i.e., providing services that genuinely meet customers’ needs and not just pushing products to increase the ratio. Furthermore, while the subprime market offers an opportunity for high returns, it’s also associated with high risk. Maintaining a robust risk assessment and management framework is essential.

As a lender focusing on subprime consumers, CSR can be a crucial tool to measure your business’s growth and performance, but it should never compromise the ethical considerations of lending.

Cross Sell Examples

Here is a list of potential cross-sell products and services a brick-and-mortar and online subprime lender might consider.

The key here is to consider the variety of your customers’ financial needs and how you could provide services to meet those needs.

Installment Loans: These are larger loans that are repaid over a set period of time. They can be used for major purchases or to consolidate other debts.
Payday Advance Loans: These are short-term loans designed to cover a borrower’s expenses until they receive their next paycheck.
Line of Credit: This service provides a pool of money that customers can draw from. It provides flexibility as the borrower only pays interest on the amount used.
Vehicle Title Loans: If your customer owns a vehicle, they may be interested in a loan where their car is collateral.
Secured Credit Cards: For customers who have poor credit but are looking to rebuild it, offering a secured credit card can be an excellent service.
Debt Consolidation Services: These are particularly useful for customers with multiple high-interest debts. It allows them to consolidate their debts into a single payment with a lower interest rate.
Financial Counseling Services: Providing financial education and counseling services can help your customers better manage their finances, which could reduce default rates.
Credit-Building Loans: These are small, short-term loans reported to the credit bureaus to help customers build or rebuild their credit histories.
Insurance Products: Providing insurance for items such as automobiles, health, or life could be an additional revenue source. This will depend on regulatory restrictions and partnerships.
Emergency Savings Account: This can provide a safety net for your customers and reduce the likelihood they will need high-interest loans in the future. Offering a competitive interest rate could make this attractive.
Tax services can be an excellent cross-selling strategy for a subprime lender.

Here’s why: Synergy with Core Business: Tax services align well with lending services, as both require a good understanding of a client’s financial situation.

Attract and Retain Clients: Many people find tax preparation confusing and time-consuming. Offering these services can attract new clients and encourage existing ones to use more of your services.

Increase Revenue: Tax services provide an additional source of revenue. Customers seeking tax help might also be interested in your other financial products.

Build Trust: By helping clients with their taxes, you establish a level of trust which could make them more willing to use your lending services in the future.

Financial Health Check: Offering tax services provides an opportunity to review the client’s financial health. This could lead to the identification of suitable cross-sell opportunities.

Seasonal Cash Flow: Tax season can generate significant business, aiding in cash flow during this period.

Considering the logistics and regulations involved in providing tax services is essential. This includes ensuring that you have trained staff who are up-to-date with the latest tax laws and software. Consider the cost of professional liability insurance and whether you must register with the IRS as a tax return preparer.

IMPORTANT: Some companies provide turnkey solutions for lenders who want to offer tax preparation services to their customers. Reach out to me for introductions. [TrihouseConsulting@gmail.com

Overall, tax services can be a valuable addition to your service offering, benefiting your clients and business.

While selling these additional products and services can boost revenues and improve customer retention, ensuring that products align with the customer’s needs and financial situation is essential. Always be mindful of responsible lending practices and regulations.

So! Now you have a comprehensive understanding of the Cross-Sell Ratio KPI.

Feel free to reach out if you need further clarification or assistance.

Now go make some SERIOUS MONEY! Jer : Discovery Call Calendar

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03
Jul

Subprime Lender Loan Charge-Off Rate (LCR) – Definition and What It Measures

Posted by Team Jer / KPIs, Strategy

Loan Charge-Off Rate (LCR) – Definition and What It Measures

The Loan Charge-Off Rate (LCR) is a Key Performance Indicator (KPI) that quantifies the rate at which a lender’s loans are deemed unlikely to be recovered and written off as a loss. It measures the risk and effectiveness of a lender’s credit decisions and recovery efforts. It is calculated by dividing the total value of loans charged off during a specific period by the total value of the loan portfolio at the beginning of that period.

LCR = (Total value of charged-off loans during the period) / (Total value of loan portfolio at the beginning of the period)

For example, if a lender has a loan portfolio worth $1,000,000 at the beginning of the quarter, and during that quarter, it charges off loans worth $25,000, the LCR for that quarter would be 2.5% ($25,000 / $1,000,000 * 100%).

Importance and Use of LCR for Subprime Lenders

For subprime lenders, the LCR is a critical KPI. Since subprime borrowers are generally considered riskier due to their credit history, the likelihood of loans being charged off is typically higher than with prime borrowers. As such, a subprime lender’s ability to manage and limit its LCR significantly indicates its operational effectiveness and risk management capabilities.

Managing and improving the LCR involves multiple facets, including but not limited to improving underwriting standards, enhancing collections efforts, and possibly restructuring loans. It’s important to note that while lenders want to keep the LCR as low as possible, a too-low rate might suggest overly strict lending standards, which could limit loan volume and overall profitability.

Challenges in Improving LCR

Subprime lenders face several challenges in improving their LCR. Regulatory hurdles, such as limitations on collection practices, can make it more difficult to recover funds from delinquent borrowers. Technological issues may also be a factor, notably if the lender lacks advanced analytics capabilities to predict which borrowers are most likely to default. Additionally, staffing can be a limitation if there are not enough trained personnel to manage collections effectively.

Investor Expectations

Investors in subprime lenders generally understand the higher risk associated with this market segment. However, they still expect lenders to manage their LCR effectively. A high LCR can indicate poor underwriting standards or ineffective collection practices, impacting profitability. Therefore, investors typically prefer lenders with lower LCRs, all other things being equal.

Unique Considerations for Subprime Lending

Given the nature of subprime lending, lenders should be aware of the additional risks this market presents. They should also be prepared to comply with additional regulatory requirements, such as stricter reporting requirements or limitations on collection practices. Borrower expectations may also differ, with subprime borrowers potentially requiring more flexibility in terms of payment schedules.

Signup for more in our Series, “Subprime Lender KPIs.”

I hope this explanation provides a comprehensive overview of the LCR and its implications for subprime lenders. Do you have any other questions, or is there anything else you would like me to expand on? Reach out: TrihouseConsulting@gmail.com

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16
Jun

Supreme Court Rocks the Boat: Native American Tribe Lenders Subject to Bankruptcy Laws

Posted by Team Jer / Laws, Tribe

In the case of Lac du Flambeau Band of Lake Superior Chippewa Indians v. Coughlin, the Supreme Court ruled that Native American tribes are subject to bankruptcy laws like any other creditors.

Lac du Flambeau Band owns an online payday lending operation and argued that their sovereign immunity excluded them from an automatic stay of the Bankruptcy Code when a customer files for bankruptcy.

The Supreme Court, however, affirmed the lower courts’ decisions that such an exemption does not exist.

Justice Ketanji Brown Jackson, speaking for an 8-1 majority, asserted that a congressional statute only overrides sovereign immunity if Congress uses “unmistakably clear” language.

According to Jackson, the Bankruptcy Code satisfies this criterion as it unequivocally includes any and all government entities within its scope, including federally recognized tribes.

One point of contention was whether a federally recognized tribe qualifies as a “governmental unit.”

Jackson argued that the comprehensive nature of the definition of “governmental unit” within the Bankruptcy Code, which includes a broad range of governments of varying sizes and types and concludes with a catchall phrase that encompasses ‘other foreign or domestic governments,’ would naturally include such tribes.

An important part of Jackson’s argument was her interpretation of the phrase “foreign or domestic .”

She argued that pairing these two extremes indicates all-inclusiveness, providing examples like ‘rain or shine’ and ‘near and far.’

She contends that placing this pair at the end of an extensive list signals an intent to cover all forms of government.

Furthermore, Jackson reasoned that if enforcing regulatory authority during a bankruptcy or tax collection can be applied to governmental units, excluding certain governments from this definition would be inconsistent, particularly when these governments, like states and the federal government, also engage in tax and regulatory activities.

Given the governmental functions performed by federally recognized tribes, she concluded that the Bankruptcy Code also categorically applies to them.

Jackson dismissed arguments from the Band and dissenting Justice Gorsuch that the statute does not mention tribes explicitly, noting that the rule is not a “magic-words requirement” and doesn’t necessitate an explicit mention of Indian tribes.

She refuted Gorsuch’s claim of a rigid division between foreign and domestic governments, arguing that all governments fall somewhere on the spectrum between foreign and domestic.

The justices’ near-unanimity suggests a lack of willingness to twist the language of the Bankruptcy Code to exempt tribes from it, especially when such immunity is not granted to the states or the federal government.

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12
Jun

The $500 Loan That Shook the Financial World: An Allegory of Hope and Resilience

Posted by Team Jer / Uncategorized

I Had a Dream That Shook the Financial World

Once upon a time, in a bustling town filled with towering buildings and busy streets, there lived a humble individual named Alex.

Alex had always been a hardworking soul, dedicated to his job and striving to make ends meet.

However, life had thrown a series of challenges his way, and he was trapped in a web of financial struggles.

One sunny morning, as the birds chirped and the city buzzed with activity, disaster struck. Alex’s faithful old car, which had faithfully carried them to work day in and day out, finally succumbed to the weight of its age and broke down.

Panic surged through Alex’s veins as he realized his car’s vital role in keeping his job and making a living.

With his heart sinking and a sense of urgency in his every thought, Alex turned to the advice of organizations like PEW and The Center for Responsible Lending. They have produced countless articles claiming that securing a bank or credit union loan has never been easier.

Hope bloomed in Alex’s weary heart, for it seemed like a glimmer of light in his otherwise bleak situation.

With renewed determination, Alex marched into the nearest bank, clutching his worn-out bank statement and a paycheck stub confirming his dedication and work ethic.

He approached the loan officer, his eyes filled with desperation and a faint glimmer of hope.

“I need a loan,” Alex uttered, their voice trembling slightly. “Just $500 to fix my car so I can continue working and supporting myself.”

The loan officer, donning a crisp suit and an air of detached authority, glanced at Alex’s credit history and shook her head, her face void of sympathy.

“I’m sorry, but your credit score does not meet our requirements. You must have an account with us for at least 12 months, have a direct deposit of your payroll proceeds, demonstrate an ability to pay, and maintain a 25% debt-to-income ratio. Come back when you fulfill these conditions.” Oh, PS; we charge $15/month for checking accounts here if you fail to maintain a $1,000 balance at ALL times!”

Frustrated, Alex left the bank, feeling like a heavy cloud had settled over his weary soul.

His journey to secure a loan became a cycle of hope and despair as he approached various banks and credit unions, only to be met with stringent requirements and rejected repeatedly.

With each rejection, Alex’s spirit dwindled further.

He felt as if he were trapped in a vicious maze with no way out. The world seemed to be closing in on him, suffocating his dreams and aspirations.

Alex stumbled upon a small, modest storefront wedged between two towering banks in his darkest hour.

The sign above reads “Community Funding – Lending a Helping Hand.”

With a last flicker of hope, Alex stepped inside and was greeted by a warm smile from an elderly gentleman behind the counter.

Alex poured out his story, his voice a mixture of desperation and longing.

The gentleman listened attentively, his kind eyes filled with understanding. “We may not have the same requirements as the big banks and credit unions, but we believe in helping those who need it the most,” he said.

“We will take a chance on you, Alex.”

Tears welled up in Alex’s eyes as he realized that someone finally saw his worth beyond a credit score.

Community Funding granted Alex the much-needed loan, allowing Alex to repair his broken-down car and keep his job.

Alex felt renewed purpose as his car’s engine purred to life.

He knew he had been given a second chance and was determined to seize it with all his might.

From that day forward, Alex became an advocate for change, shedding light on the struggles faced by subprime borrowers. He stood up against the unjust barriers that trapped hardworking individuals in a cycle of poverty and financial instability.

With renewed determination, Alex contacted local organizations, sharing his story and advocating for fair lending practices.

He attended community meetings, spoke with lawmakers, and connected with others who had faced similar challenges.

His voice echoed through the town, raising awareness and inspiring others to take action.

Slowly but surely, the oppressive grip of the traditional banking system began to loosen as more people realized the need for accessible financing options, especially for those marginalized and deemed unworthy due to their credit history.

Alex’s efforts did not go unnoticed. Community Funding, where Alex had found solace and support, grew in prominence, drawing attention from the media and influential figures.

The doors of opportunity opened wider, and more individuals rejected by conventional lenders found a helping hand at Community Funding.

As the movement gained momentum, banks, and credit unions were forced to reevaluate their practices. They recognized the power of inclusivity and the potential of subprime borrowers.

Slowly, they began implementing changes, loosening their strict requirements and offering more flexible lending options to those with less-than-perfect credit. [OK, maybe I’m laying this on too thick?]

Alex’s journey had transformed from a lonely struggle to a catalyst for change. His once-depressing quest for a $500 loan had blossomed into a revolution, shedding light on the financial industry’s systemic issues.

He symbolized resilience and hope, reminding everyone that no one should be judged solely by their credit score.

In the end, it was not just Alex’s car that was repaired but also the broken system that had failed him.

The town became a beacon of financial inclusivity, offering support and opportunity to all who sought it.

The once-insurmountable barriers that hindered subprime borrowers began to crumble, creating a fairer and more compassionate lending landscape.

Alex’s journey had taught him the true meaning of perseverance and the power of unity.

He discovered that change was not achieved by a single individual alone but by a collective voice demanding justice.

Through their allegorical tale, Alex had not only secured the funds to fix his car but had paved the way for a brighter future for countless others.

And so, the story of Alex, the subprime borrower in search of a $500 loan, became a testament to the resilience of the human spirit and the transformative power of fighting for what is right.

It serves as a reminder that every journey, no matter how challenging, has the potential to bring about positive change if met with unwavering determination and a belief in a better tomorrow.

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06
Jun

Lifesaver Credit Solutions for the Subprime

Posted by Team Jer / Marketing Ideas

lending to the Masses

Let’s set sail on a voyage with our ship named “Lifesaver Credit Solutions.”

We navigate the unpredictable seas of the finance world, charting a course through the vast ocean of potential subprime customers.

With innovative marketing tactics, we can reach our desired destination: scaling loan originations, minimizing FTPDs, and achieving a superior ROI.

Initially, we must understand the sea we are sailing in and the nature of the winds that propel us.

The subprime ocean is filled with potential borrowers who have been tossed about by financial hardships and have lost faith in the traditional banking shores.

They seek a vessel that understands their plight, empathizes with their predicaments, and extends a lifebuoy in their time of need.

Our first tool for navigating these challenging waters is our digital compass – our online presence.

Achieving Digital Success: Unlocking the Power of Our Website

A well-crafted website is our lighthouse, standing tall and illuminating our unique selling propositions, loan terms, and stories of those we have rescued from financial storms.

Utilizing Search Engine Optimization (SEO), we ensure that when a sailor in need searches for a lifesaver, our lighthouse shines brightly on top of their search results, guiding them safely to us.

Content Marketing: Building Trust with Our Sailors

In our quest to build trust with our sailors, we turn to content marketing, our trusty map.

This map includes educational blogs, articles, and videos that enlighten our potential borrowers about subprime loans and how they can serve as a lifesaver in financial rough seas.

The treasure trove of knowledge we provide positions us as expert navigators of these waters and helps our sailors see that we are reliable allies in their journey toward financial stability.

The Social Puzzle: Understanding Relationships and Interactions

Our next vital tool is social media, our talking parrot. Like a faithful pet, social media repeats our message far and wide across the vast digital ocean.

Regularly sharing posts, customer success stories, and interactive content keeps our sailors engaged and attracted to our services. The talking parrot also allows us to target our calls, ensuring we reach the sailors most likely to need our help.

The Mobile Generation: Keeping Up with Fast-moving Sailors

But what about the sailors who are always on the move, exploring new waters?

For them, we have mobile marketing, our swift dolphin.

Ensuring our website is mobile-friendly and developing a mobile app helps us keep up with these fast-moving sailors, making it easy for them to apply for loans, track their loan status, and make payments, even in the choppiest of seas.

Value of Alliances: Partnering for Success

While our ship is strong, we know the value of alliances.

That’s where partnerships come in, our fleet of ally ships.

By joining forces with businesses like auto repair shops, high-risk insurance [non-standard auto insurance] agencies, buy-here-pay-here auto dealerships, and home rental agencies, we can help one another navigate challenging waters and reach more sailors in need.

Word-of-Mouth: The Powerful Sea Shanty

Word-of-mouth, our sea shanty, is a powerful tool in spreading our reputation across the ocean.

By implementing a customer referral program, we reward our loyal sailors for sharing our shanty, attracting new sailors to join us on our journey.

Referrals from our allies help us reach more subprime borrowers, amplifying the impact of our services and fostering collective prosperity.

Navigating Ethically in the Subprime Sea

The most crucial tool in our kit is our flag of trust. The subprime sea is fraught with predatory sharks.

We must stand out as a reliable ship, one that’s committed to ethical practices and exceptional customer service.

Our flag of trust flies high and clear, letting our sailors know they can count on us.

Gamified Customer Experience: Introducing the Treasure Hunt

We introduce a gamified customer experience, our treasure hunt, to ensure we keep our sailors engaged and excited.

Offering a playful and interactive experience brings joy to our sailors and educates them about our services and financial health in general.

Whether it’s a points system that can be redeemed for special offers or a quiz that helps them understand their loan better, the treasure hunt is an effective way to keep our sailors on board.

Community Outreach: Extending Lifeboats to Local Communities

Our vessel isn’t just about navigating the rough seas; it’s also about extending help to the surrounding islands.

Community outreach programs act as our lifeboats, venturing into local communities to educate people about financial planning and the role of subprime loans in financial recovery.

These lifeboats help create goodwill and strengthen our brand image, making us the ship that’s not just in business but also in service of the community.

Webinars and Online Workshops: The Captains’ Assembly

Through webinars and online workshops, our captains’ assembly brings together experts in the field to share their knowledge on responsible borrowing, improving credit scores, and managing finances.

These regular meetings ensure that we provide our sailors with the best advice, helping them chart their journeys toward financial stability.

Personalized Loan Plans: Offering Customized Sails

Finally, every sailor is different, and so should be our sails.

Offering personalized loan plans serves as our customized sails, catering to the unique financial circumstances of each borrower.

By showing our sailors that we understand and can adapt to their specific needs, we enhance customer satisfaction and loyalty, encouraging them to stay aboard our ship on their voyage to financial solvency.

Charting Our Course Towards Growth and Success

Our voyage on the subprime ocean is challenging and filled with unique perils and opportunities.

But with our innovative marketing tactics as our navigational tools, we can effectively chart our course, attract and retain sailors, and sail towards the horizon of business growth and success.

This is the voyage of the Subprime Lender, the ship that brings hope to the financially stranded sailors, steering them towards the shores of financial stability.

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20
Apr

Maximizing Results: How AI-Driven Persuasion is Transforming Call Center Debt Collection

Posted by Team Jer / Collections

Unraveling the Art of Persuasion: The Cozy Alliance of Persuasion and AI in Revamping Debt Collection Call Centers

Debt collection is a tricky business, and for those hardworking folks at call centers, mastering the gentle art of persuasion is absolutely vital.

Picture this: call center agents smoothly chatting away, employing just the right persuasive techniques to help customers and their organizations find their way to financial stability.

Sounds like a win-win, right?

The world keeps spinning, and the debt collection industry is no exception.

To keep up with the fast pace, call center management and employees must be on their toes, learning about the newest strategies and tech tools that can help them navigate the winding road of consumer debt collection.

By being in the know, they’ll be better prepared to charm and negotiate with consumers, making everyone happier in the end.

Imagine the boost in employee performance when they have access to AI-powered platforms and a warm, supportive work environment.

Now, that’s the recipe for success in the debt collection world!

But wait, there’s more!

Note: This Article is a portion of the Collections Chapter in our “bible:” The Business of Lending to the Masses.

A Warm Welcome: The Crucial Role of Persuasion in Debt Collection

Let’s dive into the tough yet fascinating world of debt collection, where call center agents must gracefully wield the art of persuasion to retrieve those pesky bad debts from consumers who’ve stumbled into default.

With the right persuasive techniques in their arsenal, they can amp up their debt collection success rate, paving the way for financial stability for businesses.

In this friendly read, we’ll uncover a range of easy-to-follow methods designed especially for those call center heroes dealing with debt collection.

Establishing Trust and Rapport

Building trust and rapport with consumers during debt collection calls is crucial for successful negotiations. To establish trust and rapport, call center employees should:

Be empathetic and understanding of the consumer’s situation
Use a calm and respectful tone throughout the conversation
Identify themselves and the purpose of the call
Remain honest and transparent about the debt and the consequences of non-payment

Utilizing Social Proof

Leveraging social proof can help call center employees demonstrate that others in similar situations have successfully resolved their debts. To use social proof, employees can:

Share stories of other consumers who have successfully paid off their debts
Mention the positive outcomes experienced by those who have resolved their financial obligations
Highlight how the company has helped numerous individuals in debt

Crafting Customized Payment Solutions

Offering tailored payment solutions can encourage consumers to commit to repaying their debt.

Call center employees can create customized payment plans by:

Understanding the consumer’s financial situation and determining a realistic payment schedule
Offering multiple repayment options, such as installment plans or reduced settlements
Emphasizing the benefits of resolving the debt, including improved credit scores and reduced stress

Employing the Principle of Reciprocity

The principle of reciprocity can be a powerful tool in debt collection, as consumers may feel more inclined to cooperate when they believe they are being treated fairly.

Call center employees can apply this principle by:

Offering to waive late fees or penalties in exchange for timely payments
Demonstrating flexibility and understanding in working with the consumer to find a suitable repayment plan
Providing helpful resources, such as budgeting tips or financial education materials, to assist consumers in managing their finances

Tapping into Emotional Appeals

Connecting with consumers on an emotional level can be effective in persuading them to address their debt.

Call center employees can harness the power of emotions by:

Acknowledging the stress and anxiety that debt can cause and expressing empathy for the consumer’s situation
Focusing on the positive outcomes of resolving the debt, such as improved financial stability and peace of mind
Encouraging consumers to envision a future free from the burden of debt

Leveraging the Power of Scarcity

Creating a sense of urgency can motivate consumers to take action and address their debt.

Call center employees can instill urgency by:

Offering limited-time incentives, such as reduced interest rates or settlement offers
Reminding consumers of the potential consequences of non-payment, including legal action or adverse credit reporting
Setting clear deadlines for accepting a proposed repayment plan or offer

Harnessing the Authority Principle

Demonstrating authority and expertise can instill confidence in consumers and encourage them to trust the call center employee’s guidance.

To showcase authority, employees can:

Clearly explain the debt collection process and the consumer’s rights and responsibilities
Cite relevant laws or regulations about debt collection
Provide accurate and up-to-date information on the consumer’s account and the company’s policies

Ten Ideas and Methods for Incentivizing Call Center Employees

Motivating and incentivizing call center employees is crucial for maximizing their performance and efficiency in debt collection.

Here are ten ideas and methods for creating a supportive and rewarding work environment:

Performance-Based Bonuses: Offer monetary rewards to employees who consistently achieve or surpass their debt collection targets.
- Be sure to create incentive plans that reward the individual AND the Team immediately. If not daily, at a minimum, weekly.
Recognition Programs: Implement a system to recognize and publicly acknowledge top-performing employees, celebrating their successes and hard work.
Flexible Work Schedules: Allow employees to choose their work hours or offer remote work options, promoting work-life balance.
Professional Development Opportunities: Provide access to training programs, workshops, or seminars to help employees improve their skills and advance their careers.
Clear Career Paths: Establish transparent career paths within the organization, encouraging employees to strive for growth and advancement.
Friendly Competitions: Organize team-based contests or individual challenges with attractive prizes or incentives for the winners.
Employee Feedback: Implement regular feedback sessions to allow employees to voice their opinions and suggestions, fostering a sense of ownership and engagement.
Team Building Activities: Organize team outings, lunches, or other social events to strengthen employee bonds and create a positive work environment.
Wellness Programs: Offer wellness initiatives like gym memberships or stress-management workshops to support employees’ physical and mental well-being.
Mentoring Programs: Pair experienced employees with newer team members for guidance and support, fostering a culture of collaboration and continuous learning.

Conclusion: Incentivizing call center employees is vital for enhancing their performance in debt collection.

By implementing these motivational techniques and creating a supportive work environment, organizations can empower their employees to excel in the art of persuasion and achieve outstanding results in collecting bad debt from consumers.

Leveraging 24/7/365 AI-Powered Platforms for Enhanced Debt Collection in Call Centers

AI-powered platforms are revolutionizing how call centers approach consumer debt collection.

Call centers can improve efficiency, optimize workflows, and enhance customer experience by incorporating artificial intelligence into the collection process.

Here are some ways AI can play a decisive role in debt collection:

Negotiate Nonstop, 24/7/365:

The modern world of AI collection platforms brings a touch of enchantment through behavioral segmentation.

This means consumers can delight in personalized repayment adventures, customized debt repayment plans, and engaging campaigns.

And the best part? These platforms are always ready for a casual, give-and-take negotiation to reach the perfect solution or agreement, anytime – day or night, with ZERO employee involvement! Think of it! Jeda, your AI powered collector, doesn’t require, time-off, breaks, bonuses, empathy, a company cafeteria… ASTOUNDING! [IOUumpire.com ]
Predictive Analytics: AI algorithms can analyze consumer data to predict payment behavior, enabling call center employees to focus on consumers with the highest likelihood of repayment.
Personalized Communication: AI can help tailor communication strategies based on individual consumer preferences, increasing the chances of successful engagement.
Speech Analytics: AI-powered speech analytics can analyze call recordings to identify patterns and trends, enabling call centers to refine their strategies and enhance employee training.
Automated Customer Segmentation: AI can automatically segment consumers based on their risk profile, allowing for more targeted and effective collection strategies.
Chatbots and Virtual Assistants: AI-driven chatbots and virtual assistants can handle routine inquiries and payment arrangements, freeing call center employees to focus on more complex cases.
Optimized Call Routing: AI can direct calls to the most appropriate agent based on the consumer’s profile and the agent’s expertise, ensuring a more efficient and effective debt collection process.
Natural Language Processing (NLP): AI-powered NLP can analyze written and spoken communication, helping call center employees better understand consumer sentiment and respond accordingly.
Real-Time Performance Monitoring: AI can monitor employee performance in real time, providing instant feedback and suggestions for improvement.
Automated Compliance Monitoring: AI can help call centers to maintain compliance with debt collection regulations by automatically flagging potential violations and providing guidance on corrective actions.
Data-Driven Decision Making: AI can process vast amounts of data quickly, providing call center managers with actionable insights to make informed decisions on staffing, strategies, and resource allocation.

Conclusion: Embracing 24/7/365 AI to Empower Call Center Employees and Enhance Debt Collection

Incorporating AI-powered platforms into call center operations will improve the debt collection process significantly.

By leveraging the capabilities of artificial intelligence, call centers can collect and negotiate 24/7/365 with zero human involvement, optimize their workflows, enhance employee performance, and ultimately achieve better results in collecting bad debt from consumers.

Embracing AI technologies will provide call center employees with the tools and insights they need to excel in the art of persuasion and navigate the challenging world of consumer debt collection.

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Ready to learn more about how to start or improve your subprime consumer loan business?

We strongly suggest you pick up a copy of our 500-page Manual: “How to Loan Money to the Masses! $150.00 will be delivered to your Inbox immediately.

Are you searching for help to launch or improve a consumer loan business?

Do you want to find out how to enter “The Business of Lending to the Masses?”

Jer Ayles: https://www.linkedin.com/in/jerryayles

Twenty + years. Expert in high-risk payday, installment, car title, tribe [TLE], and unsecured lending industries.

Consultant & go-to guy for startups and founders. Expert with both Online and storefront B2C lending strategies.

Do you need help? Solutions? Introductions? Funding? Access to a knowledge base built via “years in the trenches” rather than an academic perspective?

Have you been investing countless hours talking to the wrong people?

Jer at Trihouse Consulting is your Co-Founder, consultant, investor…

Start-ups in installment, payday loan, car title lending, line of credit… Storefront to Online transition is my specialty.

THE BLOG

Posted by Team Jer / KPIs

Let’s take a detailed look at the KPI: “Cost Per Funded Loan” (CPFL).

Posted by Team Jer / Uncategorized

More KPIs

Posted by Team Jer / KPIs

Introduction

The Importance of Refinancing Rate

Opportunities Through RR

Refinancing Rate Challenges

Deep-Dive: RR by Tranches

Investor Perspectives

Untapped Opportunities

Advanced RR strategies & improvements.

"Reacts" vs. "Refinance Rates"

Conclusion

More KPIs

Want our list of 70 kpis?

Posted by Team Jer / KPIs

Boost Your Bottom Line: Cross-Sell Ratio Tactics for Subprime Lenders

Definition and Precise Measurement of CSR:

Specific Challenges:

Investor Expectations:

Additional Commentary

Cross Sell Examples

So! Now you have a comprehensive understanding of the Cross-Sell Ratio KPI.

Feel free to reach out if you need further clarification or assistance.

3 ways I Help lenders

The Bible

Consulting

Discovery Call

Posted by Team Jer / KPIs, Strategy

3 ways I Help lenders

The Bible

Consulting

Discovery Call

Posted by Team Jer / Laws, Tribe

Ready to learn more?

PDF delivered immediately to your Inbox!

Posted by Team Jer / Uncategorized

I Had a Dream That Shook the Financial World

3 ways I Help lenders

The Bible

Consulting

Discovery Call

Posted by Team Jer / Marketing Ideas

lending to the Masses

Content Marketing: Building Trust with Our Sailors

The Social Puzzle: Understanding Relationships and Interactions

The Mobile Generation: Keeping Up with Fast-moving Sailors

Value of Alliances: Partnering for Success

Word-of-Mouth: The Powerful Sea Shanty

Navigating Ethically in the Subprime Sea

Gamified Customer Experience: Introducing the Treasure Hunt

Community Outreach: Extending Lifeboats to Local Communities

Webinars and Online Workshops: The Captains’ Assembly

Personalized Loan Plans: Offering Customized Sails

Charting Our Course Towards Growth and Success

3-Ways we help Lenders

Newsletter

Consulting

Courses

Posted by Team Jer / Collections

How to Loan Money to the Masses

6 In 10 People Don't Have $500 cash!

That's 156,000,000 Adults!

CURO, a publicly traded lender, originates $1 Billion dollars [+/-] in consumer loans every 3 months. They have approximately a 3% market share. What's this mean for you? OPPORTUNITY!

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