Loan Marketing

   A mortgage loan is a low risk, high return of financial products, this article attempts from the operating principle of the bank -- safety, profitability, liquidity, explore the mortgage loan marketing aspects, inadequate please the reader criticism.

On the mortgage loan marketing

   The operating principle of the bank is safety, liquidity and profitability, mortgage loans also have security, liquidity and efficiency requirements.

   A security, mortgage loans

Safety of mortgage loans mainly displays in three aspects, one is the price in the long term trend, value-added, two is the mortgage loan principal month after month a shrinking trend, the price difference between double the borrower default costs are high, the loan security, three is the calculation of the loan amount is net income to workers on the basis of also of interest, monthly and owing on the loan guarantee.

   1, property value

   Property prices are determined by what? Short term price depends on market supply and demand, the middle price depends on the rate of inflation, the long-term price depends on the growth of per capita income level. Dongying city population is little, the market demand is limited, short-term prices will not have much room to rise, but in the medium term, the annual growth rate is relatively high, such as the two OOO year Dongcheng housing about 100000 yuan, now the price is 250000 yuan, n=7, pv=10, fv=25, according to the time value formula, according to the calculation of compound interest, the average annual growth rate of 13.99%, far higher than the rate of inflation. Assuming an annual growth rate of 8%, if there are 500000 yuan of real estate (the first payment of 30%, can the issuance of mortgage loans 350000 yuan), the loan period of 10 years, n=10, pv=50, i=10%, ten years after the property value of 1079500 yuan, 350000 yuan is enough to cover the risk of mortgage loan. The city's per capita income growth rate is very high, twenty years, n=20, pv=100, fv=2500, per capita income, the growth rate of about 17.46%, even with a 10% rate mortgage growth rate, n=20, pv=25, i=10%, 20 years after the property value is 1681900 yuan. So we think, because the property value, the risk of mortgage loans is very low.

   2, mortgage principal showed a downward trend month by month

   The bank is generally used in matching interest repayment, the monthly repayment amount is fixed, the remaining principal is less and less. Mortgage loans to the remaining principal less, loans more security.

   3, the loan amount is determined by the net income

   Suppose every family under the staff two people of husband and wife a monthly income of 5000 yuan, 3000 yuan for living expenses or other purposes, net income was 2000 yuan, as mortgage interest, for a period of 10 years, interest rates for the benchmark downward float of 10%, n=10, fv=0, i=5.751%, fv=185048 yuan, up on the bank mortgage loans 185000 yuan, under normal circumstances, does not exist the problem of insufficient funds, loan interest.

   Profit two, mortgage loans

   Mortgage revenue includes three parts, one is the marketing and management cost is low, the two is the interest rate on the loan proceeds and owing on the loan, there are three Shoufu deposit use value.

   1, marketing and management of low cost

   Mortgage loan management mode is the mass marketing, batch management, can form scale effect, can effectively reduce the cost of marketing and management.

   Profit 2, loan interest rates and repayment methods

   The actual income influences the way banks owing on the loan, such as monthly charge interest on the loan, monthly interest rate is 5.751%/12=0.4792%, at the annual yield of (0.4792%+1) 12-1=5.91%. The repayment of mortgage loans into matching matching repayment of principal and interest of two, banks generally use is matching interest repayment, the main reason is the same for the monthly repayment amount, calculation, and its rate of return than matching the principal high 5% - 10%.

   3, Shoufu deposit use value

   For example, 10000000 yuan of loans, Shoufu ratio is 30%, then the first payment is 4280000 yuan, if the developers will be 1/2 of the first payment, i.e. 2190000 Yuancun in my line, which is equivalent to the banks actually put a (1000-219) =781 million mortgage loans, 5.91%/ (781/1000) =7.57%, if the benchmark interest rate 6.39% of mortgage, the actual annual income rate will reach about 8.33% (involving customer monthly repay part of the loan principal, the principal amount decreased month by month, the real yield increased month by month, specific benefits of mortgage loans is even higher). Of course, this also has 2190000 yuan cost, the cost is the enterprise cost of deposit, the cost is generally earn back, way is to save money on the headquarters, two loans, three is a branch of the inter lending, banks in the practice of capital operation ability is different, if the use of funds is ineffective, it may become a burden if appropriate, the use of capital, can give full play to the role of leverage, to create more value. The first payment of the value creating function, for loans and marketing enterprise deposits have referential significance.

   4, the investment rate of return line is composed of four parts, one is the risk free rate (such as LIBOR rate, money market interest rates, interest rates, according to investors as the bank, the enterprise or individual has the difference, the inflation rate (two) is the enterprise investment and personal investment should be taken into consideration), three is the risk premium, that is enough to cover the risk of loss of part of the proceeds, four is the operation and management cost (personal investment is not be considered). Loan pricing is the investment rate of return line based, above the line to generate revenue, or loss. And the mortgage loans almost no risk premium, and the management of low cost, many commercial banks favour.

   Three, liquidity of mortgage loans

   Three principles of banking is safety, liquidity and efficiency, the three are not balanced, safe and high returns, high return flow, security, flow of high returns, not as long as the external cooperation, risk transfer, innovation within the bank, a high safety, effectiveness, financial product liquid is almost impossible, at present only mortgage loans to meet the safety and efficiency of the demand. Mortgage loan liquidity management is mainly to deal with bad loans, the current domestic not many mortgage bad treatment, is a mortgage loans less, two is the national rules and regulations are not complete, the three is the financial industry management, organization lacks arrangement. The large non-performing loans through Asset Management Co, national treatment, or securitization process, in order to improve the liquidity of the assets.

   Four, the mortgage loan marketing

   According to the classification of real estate mortgage varieties, divided into commercial housing loans, housing loans and small high-level, villas and other high-end housing loans, according to the classification of the use of the loans, can be divided into decoration, home purchase loans, the classification of some commercial bank is vague, and even in the control of risk, as long as the real estate mortgage, gave a revolving loan position, let it free to use within the limit at.

   Three mortgage loan marketing is the procedures to complete the program, legal, developers want to good. In the procedures and the procedural requirements, one is to have identity documents, the two is a proof of income or debt paying ability, three is a purchase contract, letter of intent, agreement or legal documents of approval; four is the first proof of payment issued by the developers, the five is a mortgage, ownership certificate, list valuation evidence etc.. The developers have five requirements, one is to have the strength and the background, to avoid personal contract traps, two is the development of real estate lots better, look with the eyes of development, sometimes a lot downtown only need two or three years time, three developers to offer reasonable price, high, can affect human entry and subsequent development, opened lower, should pay attention to its facilities are Quejinduanliang, four is the developer of property rights permits to complete, with the "use of state-owned land", "construction land planning permit", "commercial housing pre-sale permit", the five is to have five pass and good environment, electricity, ventilation, traffic, water, postal, banks, schools, shopping malls, supermarkets, markets The more, the better.

                                              (Dongying City Commercial BankWei Zhijie.