In preparation, loan officers should not only know their loan products like the back of their hands, but also classify their customers in detail. For example: customers who focus on car loans, customers who want mortgages, customers with collateral, and customers who want equity pledge.
Only by classifying customers in detail can loan officers make appropriate loan plans, thus improving the success rate of interviews.
2. Draw up a detailed interview outline.
Before the interview, the loan officer needs to prepare a detailed interview outline, which can ensure that the loan officer has clear ideas and logic in the process of interviewing customers, and can let your loan officer know the customer's situation more comprehensively and in detail. On the one hand, it allows you to design loan products that are more suitable for customers' needs; On the other hand, it can also let you know what you are doing.
The interview outline includes: customer profile, customer's credit demand, loan products recommended by loan officers, etc.
Form of outline: list, question form or theme outline.
Through the detailed outline preparation, the loan officer can have a clearer understanding of the customer's loan demand during the interview with the customer, and know how much the customer cares, what the acceptable interest is, what the repayment source is and how the repayment ability is.
Second, the interview content
In the next interview, the loan officer usually conducts an interview according to the interview outline. If the loan officer has questions that are not included in the preparation, but he feels it necessary to ask them during the interview, he can also ask the customer during the interview. Generally speaking, the questions asked by customers include:
Customer's personal status, company status, loan demand, repayment ability, repayment source, acceptance of collateral, relationship with banks and non-financial institutions, etc. When interviewing customers, loan officers should also inform customers of the company's business requirements and specifications, conditions, cooperation methods and other information, so that customers can measure.