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How did you do in this challenge? As the CU leader, did you answer the questions yourself? Did you pass them on to your team? Let's start the tour and see if your answers match up to ours. |
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Where will you find emerging patterns of delinquency in your loan portfolio? | |
Use MNAUDT #11 - Collections Dashboard or MNCOLL # 4
From this screen you can display the number of accounts and dollar amounts for loans that are delinquent, have a negative balance, are overline, or written off. The statistics are shown for the time periods of last month, last week, and yesterday. To enhance the value of this dashboard even more, you can extract information based on the loan category, collector, or dealer. This dashboard is a window showing number of accounts and dollar amounts for yesterday, last week, and last month.
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Where will you determine the amounts of unused credit available to your members? | |
For the answer to this question, your answer comes from two separate menu options.
Contingent Liability Report: MNRPTD # 7 - Contingent Liability Analysis
This is available in a printed report and view the same data online.
Contingent Liability Online Analysis: MNMGMT # 14 - Contingent Liability Analysis
This online dashboard inquiry for contingent liability is a trending tool for expanding opportunities for your loan officers. Use this inquiry screen to monitor your line of credit lending. Notice how contingent balances flow from one month to the next identifying areas where members could be taking advantage of their available credit. Then create incentives for your lending teams to actively seek and close loan applications. | |
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Where can you instantly compare lending goals for the month to actual results, at any point? | | |
MNLOAN # 8 - Work/View Application Status is your first view of loan activity.
From this main screen use Activity Tracking F17 to display the status 'dashboard' where the efforts of your loan team are easily measured. Follow the numbers of your pending, booked, and denied loans over a range of dates.
From this screen you can view pending, booked (loan accounts created) and denied loan requests. This lending dashboard isn't limited to just the lending team. Any employee can view the status of all loan requests in a centralized place.
Do you want more? Keep going. From Activity Tracking, press Stats F14 and follow the trending patterns across months and even quarter to quarter. A small course adjustment now, could level the adverse trends in your current portfolio and propel you toward a stronger finish.
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Successful sales require consistent follow-up. Where will you find the outstanding follow-ups? | |
A fast path to track the follow-up rate of your staff is MNMAST #18 or MNTRAK #1-Work With Member Follow-ups.
This screen is your dashboard view of conversations, contacts made, contacts pending, due dates, and results. Memorize that menu option because behind MNTRAK is a wealth of insight into the service efforts of your staff: Sales, Collections, Member Service, and Audit. |
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Which loans have been most profitable for your credit union? | |
When you design a loan product, you do so because there's a market for it. What seemed profitable at launch may produce significantly lower returns than planned. One reason could point to loan categories or products that are sensitive to the faltering economy and more vulnerable to collections.
If you're using Risk Based Pricing, you can use MNCOLL #22 - Print Risk Score Analysis Report to compare the performance of your risk based pricing with your loan performance. This report shows a separate category for current (non-delinquent) loans as well as one for all credit union loans. You can select parameters such as loan categories, purpose codes, security codes, branch numbers, and loan officer IDs to see statistics of your complete loan portfolio. There's also a section that breaks delinquent loans down into delinquency aging categories you've defined.
MNAUDT #11 - Collections Summary or MNCOLL #4 is a dashboard to view the status of your loans. On this screen you can follow the trends from last week to the last 12 months. Filter by category, dealer, and even by the collector. Use this dashboard in conjunction with MNMAST #18 or MNTRAK #1-Work With Member Follow-ups, as your action plan to take the heat down a few notches. | |
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Keep Asking Questions! | |
Did you find all the answers? Did you discover some trends or learn some facts about your credit union through this exercise? Have you asked your team if they arrived at different answers from yours? Next month we'll send new questions on a whole other topic. Look for the next CEO Tickler edition in May.
Read back issues of the CEO Tickler at http://www.cuanswers.com/ceo_ticklers/ |
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