Your business: how to become a loan broker

B2b business Financial services

Loans have long become a familiar way of solving financial problems, and therefore it is not surprising that the services of credit brokers are becoming more and more popular.

Moreover, a company that decides to make money in this niche can both limit itself to providing consulting services, helping to choose a bank, prepare documents and so on, or fully represent the interests of the bank leading the client from the initial consultation to obtaining a loan.

For this, it is necessary to sign a cooperation agreement with a credit institution, which will give the broker the right to represent the interests of the client in the bank. In addition, the partner will receive a complete list of information about loan products and document forms. A number of banks transmit special software to intermediaries that allows a credit institution and a broker to exchange information via the Internet and greatly simplifies the work.

The more partner banks have brokers, the more customers they have.

The key to business success is the right location. Some are looking for premises in close proximity to the places where potential customers congregate - large retail outlets or car markets. Others prefer to open an office in the business center of the city, where everyone can easily get to.

With a good layout, a good location will provide you with 40-70 customers every month.

Now about the office itself. It can be small - about 15 meters, on which you place 3 manager-brokers. These are the key specialists of the bureau. They will explain to clients the pros and cons of loan products, tell them what documents are needed to get a loan, help draw up paper, assess the chances of potential borrowers to get a loan and more.

The salary of managers consists of a salary (6-10 thousand rubles) and a percentage of the transaction. On average, a manager receives from 0.5 to 1% of the amount of each loan issued. Practitioners advise to pay salaries only the first two to three months, while the new employee has not yet mastered. Then the specialist must ensure a decent salary at the expense of interest alone.

Of course, every employee needs to equip a workplace. Get ready to arrange about one workplace to spend about 40 thousand rubles.

A separate item of expenses is the purchase of a telephone line and a dedicated Internet channel.

In addition to managers, a system administrator and accountant will be required. The tasks that these specialists solve can be outsourced. It is enough for an IT specialist to appear in the office once every three months. Each of his visits will cost about 1-1.5 thousand rubles. For part-time accountants, credit brokers pay 10-15 thousand rubles. per month.

But back to the managers. Since the specialist should be well versed in the process of obtaining loans, be able to assess the solvency of the borrower, it is best to hire former employees of the credit departments of banks or to accept the position of manager of graduates of related specialties and teach them independently.

The average amount of a loan issued through brokers, according to experts, reaches 250-350 thousand rubles. The most popular loans are consumer loans. Second place in popularity are used car loans.

The lowest demand is for mortgage lending support services. Independent brokers have strong competitors in this segment - real estate agencies.

Brokers prefer not to specialize in certain types of loans so as not to narrow their client base.

Credit bureaus use two systems of payment for services: some take a percentage of the amount of the loan issued, others a fixed fee. In cases where the bank refuses to lend to the client, the company does not receive money for its services. On average, full support until the loan is received costs the customer 5-10% of the loan.

It is most effective to promote the services of credit brokers through an outdoor advertising system located near the office. The Internet also performed well.

It is worth posting ads on specialized sites and actively offer their services in forums. Experts recommend creating your own company website and posting information on services, organization contacts and “general educational” articles on types of loans and their features.

Payback periods directly depend on the quality of the broker. On average, 30-40% of 40-70 customers who come to credit bureaus every month receive loans: brokers themselves refuse to work with some, banks are screened out by others.

According to experts, at first the new player can count only on 15-20 visitors per month. But the customer base is growing rapidly. According to experts, an active advertising campaign and a good office location guarantee a loan broker an increase in the number of customers by 20% per month, which can recoup costs in three to four months.

Based on an article by Dmitry Shlykov published in the magazine Business District

* The article is more than 8 years old. May contain outdated data


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