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6/13/2012

Finding & Maximizing Loan Opportunities Michael Bartoo Regional Manager michaelb@gomarquis.com 214-778-3025 Twitter: @MBartoo 1

op路por路tu路ni路ty (pr (pr--tn tn--t, -ty ty--) n. 1.

a. A favorable or advantageous circumstance or combination of circumstances. b. A favorable or suitable occasion or time. time

2.

A chance for progress or advancement. advancement

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LSCU Lending Council - Confidential

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6/13/2012

Opportunity is missed by most people because it is dressed in overalls and looks like work. Thomas Edison

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Opportunities Where are they? • •

Internal External

How do we leverage them? How can we maximize results? 4

LSCU Lending Council - Confidential

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6/13/2012

Internal Opportunities •Credit Requests •Other Requests •New Relationships •Data 5

Credit Requests •Mortgages •HELOCs

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LSCU Lending Council - Confidential

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6/13/2012

One thing in common:

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Upsell

Requested vs. Qualified

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LSCU Lending Council - Confidential

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6/13/2012

Cross--sell Cross Discovery: •Application •Credit Report •Discussion 9

Other Requests •Deposit/Share Products •Transactions/Services/Changes •Bill Pay/ Pay/----•? 10

LSCU Lending Council - Confidential

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6/13/2012

New/Changed Relationships • New Members • New Account Relationships • Changed Relationships 11

Data • Mortgage Application • Maturing Loans • -----------ss • ---s ---s • “-----------------------”” 12

• OBSERVATION

LSCU Lending Council - Confidential

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6/13/2012

External Opportunities

•---------------------•---------------------13

External Opportunities

• -------- Triggers • Potential -----

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LSCU Lending Council - Confidential

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6/13/2012

Leveraging and Maximizing Opportunities

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Keys to Leveraging Opportunities

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LSCU Lending Council - Confidential

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6/13/2012

1. Timing

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2. Convenience

“Involving little trouble or effort”

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LSCU Lending Council - Confidential

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6/13/2012

Upsell

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Three Reasons 1. Reduce risk 2. When they need‌.. 3.

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LSCU Lending Council - Confidential

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6/13/2012

Internal Opportunities Upselling/Cross--selling from Upselling/Cross Applications, Service Requests, etc.

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New/Changed Relationships Excellent Opportunity for Discussion Onboarding • •

Targeted Relevant

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LSCU Lending Council - Confidential

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6/13/2012

Internal Data

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Maturing Loans Autos

HELOCs

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LSCU Lending Council - Confidential

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6/13/2012

Select Employee Groups • Specialized Loan Types • Business Loans • Opportunities? 25

“Profiling” •

Which members already have it?

?

How do they do business with me?

?

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LSCU Lending Council - Confidential

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6/13/2012

External Opportunities Credit Triggers

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Marketing Considerations (Onboarding, Onboarding, Outbound Efforts, etc.)

The better it is targeted (relevant and timely), the more successful it will be. It MUST be easy for them to take action. 28

LSCU Lending Council - Confidential

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6/13/2012

Marketing Considerations (Onboarding, Onboarding, Outbound Efforts, etc.)

Does it make sense to pursue? Investment Required (Time and Money) vs. Potential Benefit 29

Mike Bartoo michaelb@gomarquis.com 214--778 214 778--3025 Twitter: @MBartoo @MBartoo

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LSCU Lending Council - Confidential

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