Anyone can become a banking agent. You don't need to have the appropriate education to do this. The main thing is to be a competent person and have a desire to understand the services that the bank provides to the population. You will be provided with training for this. In some credit institutions Agents are assigned an employee whom they can always contact. Having such a mentor makes your work much easier, because you can call him at work time and clarify some point.

To receive an agency fee from the bank, you don’t have to look for clients on the side. Perhaps your relatives, acquaintances or friends will be interested in the products of a credit institution. If you are interested in obtaining a loan or debit card appeared in a certain bank after your consultation, the person applies there on your recommendation. You can also provide your bank with the contacts of a person who is ready to agree to receive services after a conversation with you.

Bank employees will contact him and conclude an agreement. And you will receive an agreed percentage for the transaction or fixed size rewards.

You can offer bank services not only to your own people. If you look for clients online, you are likely to earn more income than by consulting with your family and your social circle. In addition, you can combine the work of a bank agent with your main activity. If you are working with a specific database individuals, you can attract someone from it. Just remember, this is not necessary during working hours and only with those with whom you have established informal, almost friendly relations.

Remember that doing personal entrepreneurial activity during work, it is officially prohibited in many companies, as is the use of client databases for purposes other than work.

Advantages and pitfalls

Working as a banking agent has both advantages and... Among the first, it should be noted a free schedule, independent drawing up of a work plan. The downside is the lack of a guarantee of results. The fact is that the essence of an agent’s job is to attract clients. People may apply to a bank based on your recommendation for a loan, but not receive approval from an inspector. It turns out that you did your part of the work, but did not receive a reward, because it is paid only for new clients.

To become a credit or mortgage broker, you need to learn how to assess the creditworthiness of clients, study the conditions of lenders in the region of work, organize the flow of clients and find a place to meet with clients. In the article we will briefly go through each point and provide links for detailed study.

A credit (or mortgage) broker is an intermediary between banks and borrowers. It helps the borrower get a loan if banks refuse. The broker does not lend money from his own pocket. He advises borrowers and selects lenders for them. He is paid to perform credit checks, provide advice, and assist in obtaining a loan.

Learn to assess creditworthiness

A credit assessment helps a broker match a client with the right lender and loan product. For example, a client with no lending experience approaches a mortgage broker. The client needs a mortgage, but the banks refuse. The broker will help you build a credit history so that any bank will approve the mortgage.

Another example: a client approaches a broker with late payments on a loan. I urgently need a loan, but they refuse everywhere. Broker finds credit cooperative who is ready to give a loan secured by an apartment. The client closes the overdue payments, his credit history improves, and he can get a loan.

To learn how to assess creditworthiness, articles, videos, courses and your own experience will help.

The broker also needs credit assessment tools: credit history, credit rating, scoring and others - .

Research lenders in your region of operation

To select a suitable lender for a borrower, you need to know the loan products and the “entry threshold” of different banks, microfinance organizations and credit unions. For example, an individual entrepreneur approaches a broker: he needs money to develop his business. The broker knows that Zoloto Bank does not lend to small businesses at all, Serebre lends against real estate, and Olov allows you to get a loan without collateral. If the individual entrepreneur has collateral, the broker will send it to Serebro; if there is no collateral, he will send it to Olovo.

For convenience, brokers create a table with credit organizations cities. In this table they record credit institutions, credit products, interest rates and requirements for borrowers. We recommend updating this table at least once a quarter, because lending conditions and interest rates change frequently.

Fragment of a table with credit organizations

Organize the flow of clients

Typically, brokers use three tools to attract clients: online, outdoor advertising and word of mouth. The last tool is activated over time - when you have many satisfied clients who recommend the broker to their friends. Practice shows that 3-4 months of active work are enough for clients to start returning on their own, bringing acquaintances, colleagues and friends.

Online you can go in two ways: create a platform for collecting visitors and set up advertising traffic, or buy ready-made applications. A classic example of a site and traffic: website + contextual advertising. If you type “help in obtaining a loan” into Yandex, you will see advertisements for credit brokers in advertising spaces.

Contextual advertising of credit brokers

Outdoor advertising: billboards, announcements at bus stops, leaflets, etc. Compared to online advertising, outdoor advertising is more expensive. You need to develop a layout and print it. For example, broker from Yekaterinburg Pavel Babushkin. Outdoor advertising is also riskier: to test its effectiveness, you need to print a whole batch. Online testing is much cheaper. We recommend that novice brokers start with online advertising, and when a stable flow of clients from the Internet appears, connect offline channels.

Word of mouth- a nice bonus for brokers who do their job well. They come based on recommendations loyal customers, you don’t have to pay to attract them. To encourage referrals, some brokers offer cash bonuses to clients. For example, broker Ibrahim Badalov, from whom the client came.

Find a place to meet clients

You don’t have to rent an entire office to receive clients. Can be rented workplace in a coworking space, and with advanced clients, limit yourself to “meetings” on the Internet: email, instant messengers, Skype calls. For example, Moscow broker Alexander Dmitrishin, and the already mentioned Pavel Babushkin.

But if you still decide to rent an office, it is better to be closer to the city center, at the intersection of transport routes. If rent in the center is not affordable, options near the metro or large hubs are suitable public transport. The office should be located in a decent building so as not to scare off visitors. The main rule is transport accessibility from all areas of the city. Otherwise you will lose some clients.

Banks have followed the path of sellers of cheap cosmetics and weight loss products. They are increasingly using network marketing tactics, inviting everyone to try themselves as freelance agents selling loans and deposits. Such programs allow banks to save on personnel, but threaten reputational risks and a decrease in the quality of the loan portfolio. Nowadays they even began to resort to such unconventional methods large banks. The latest example is Uralsib.

Banks are increasingly resorting to network marketing

Cases of hiring freelance agents have been noted before. If at the turn of 2008-2009. players using agent networks, were betting on deposits, then today, after resuscitation credit programs, banks are trying to attract freelancers to sell loan products. So, in 2008, OTP Bank began selling loans, and later deposits, through agents. Both Flexinvest Bank and Renaissance Credit are doing this. The latter offers any individual to enter into an agreement under which the agent receives up to 1% of the deposit amount for each depositor referred. The agent can also receive remuneration for raising funds from legal entities. Advertisements with offers to become a bank agent also appear on websites whose audience is primarily made up of specialists from the financial sector. It turns out that the bank is not against employees of investment and management companies sending their clients to it for a fee. Considering that in the future the possibility of sales through agents and shares of mutual funds is being considered, according to bank representatives, the bank is pleased with the return from freelancers. A similar scheme operates at Flexinvest Bank: for the deposit attracted, the agent receives 0.8% of the amount, and for each cell rented by the client - a fixed amount of 500 rubles.

Uralsib Bank, the 13th largest bank in terms of assets, also recruits agents to conclude agreements for credit products. Russian bank. His payment is fixed: depending on the number of borrowers involved, the payment is 1200-1800 rubles. per loan, per each activated card When a client is brought to the bank, the agent receives up to 900 rubles. SKB Bank offers agents a fixed payment: for each loan issued through a freelancer, the bank is willing to pay up to 1 thousand rubles. depending on the loan amount, and Flexinvest Bank pays a percentage of the amount - for a mortgage it is 0.2% of the amount. Perhaps, Moskomprivatbank uses the network marketing method more actively than others when selling its products. Here you can become an agent by filling out an application for credit card, and receive a reward (for a deposit the bank pays 0.25% of the amount, for credit products - a fixed cost, from 40 rubles to 750 rubles) not only for attracting clients, but also for recruiting new agents. There is even a social network of agents created on the bank’s website.

Banks do not resort to risky methods of distribution because they have a good life

Mass recruitment of freelancers willing to work for remuneration is a very convenient way sales for banks that do not have a large branch network or with limited advertising budgets, bankers say. “There is no need to create a network of full-time sellers, pay them a salary - agents work for a percentage or for a fixed amount specified in the contract. The reward is paid for a client brought to the bank who has applied for one of the loan products or opened a deposit,” explains Dmitry Orlov, vice-president of the First Republican Bank. Some of them would not mind following the example of their competitors and also introducing agency sales. But the risks outweigh the obvious savings on personnel and the opportunity to quickly increase the loan portfolio. “The client will bring a new depositor, the bank will pay a reward, and the next day the deposit will be closed ahead of schedule. Or where is the guarantee that there will be at least some turnover on a card opened on recommendation?” - noted in Absolut Bank.

“We do not plan to introduce such methods of attracting depositors in the near future,” says Elena Novikova, head of the payment, commission and deposit products Bank absolute. And a freelance agent, in pursuit of his own profit, can bring a borrower to the bank who will not be able to repay the loan. It is not known whether it is agents who increase the bank’s overdue debt on the loan portfolio, but it is a fact: banks that use freelancers have overdue debt on consumer loans often higher than the market average. Renaissance Capital Bank (which includes Renaissance Credit) has overdue debt of 40%, OTP Bank - 12%, Moskomprivatbank - 22%, while the market average is 7.5% (as of April 1 2010). Following in the footsteps of sellers of weight loss products, banks cause problems with free funds. The same Renaissance, which recently got involved in network marketing, is among banks with a dangerously low level of liquidity (not exceeding 0.5% of assets with a safe level of 2%).

Reputational risks from the work of agents are also dangerous for the bank. According to market participants, unqualified sellers often spoil the bank's reputation. For example, overly assertive agents can discourage potential clients the desire to entrust your money to a bank or take out a loan from it. And the bank itself, having created a wide base of agents, may not calculate its ability to pay for the work of freelancers. The result is delays in remuneration payments and indignation of agents accusing the bank of deception, as was the case with Moskomprivatbank: “in order to solve the problem, they are blatantly lying! To do nothing and not pay agents remuneration,” is one of the many indignant messages on the Moskomprivatbank forum.

Alexander POTAPOV, Olga MARKOVA

Credit brokers are people who act as intermediaries between borrowers and banks. In some situations, only with the help of a loan can you cope financial problems Therefore, the services of such specialists are in great demand.

Brokers provide clients with advice and also help them arrange all primary documentation. Before turning to such a specialist for help, read reviews from former clients on the Internet to assess the level of his training. If you decide to work in this direction on your own, you should know that before becoming a credit broker, you must first undergo special training.

Where to start a brokerage business?

In any case, first of all you need to draw up a competent business plan for a credit broker.

It should consist of the following items:

• Service list;
• Office location;
• Staff;
• Level of competition;
• Payback of a business project.

To understand everything in more detail, you need to read step by step business a plan on how to become a credit broker, and study each of its points separately.

Business registration

To start a commercial activity, you need to open an LLC or register an individual entrepreneur. If you don’t have enough time or money for this, before becoming a broker, you can work with your first clients without official registration, as an individual. But in order to avoid problems in the future, documents must be completed. At first, you can work as an individual entrepreneur under a simplified taxation system.

No certificates, licenses or other permits are needed for intermediary activities in the field of lending.

Services

Some banks provide special program, through which they exchange information with the broker via the Internet. Thanks to this, the work is greatly simplified. The more partner banks you have, the more visitors your company will receive.

Office location

It is advisable that office space was located near a bank, business center or car market. If you can choose the right location, the flow of clients to your company will be stable.

You don't need a large office to work. It is enough to rent a room of 10-20 square meters. meters. It should be equipped with workplaces for managers who will provide clients with information about credit products different banks, as well as their advantages and disadvantages.

A credit broker can run his own business without an office. In this case, all you need to work is a table, a chair and a computer with Internet access. You can also consult clients by visiting them at home. This service usually costs more, so it brings additional profit.

Staff

To work in a brokerage office you need to hire the following personnel:

• Managers;
• System Administrator;
• Accountant.

Managers must objectively assess the solvency of clients, and also clearly know the procedure for applying for a loan. Therefore, it is advisable to hire former bank employees or graduates with a higher economic education for such a position, with their subsequent practical training.

Such specialists are paid a constant salary of 6–10 rubles and a certain percentage of each transaction. Employees receive 0.5–1% from each loan. When things get better, the salary can be withdrawn, since the interest will generate a quite decent salary. Each employee must have his own workplace, the arrangement of which will cost 40 thousand rubles. You will also have to purchase a dedicated Internet channel and a telephone line.

You can hire employees from an outsourcing company as an accountant and IT specialist. The system administrator will come to the office once a quarter. For each visit he will have to pay approximately 2 thousand rubles. An accountant charges an average of about 20 thousand rubles per month for his services.

As you can see, the business idea of ​​a credit broker does not require large investments, but at the same time allows you to get a good profit.

Promoting business and fighting competitors

In order to promote this business, it is advisable to use outdoor advertising and the Internet.

If your company has a corporate website, this will significantly raise its status. On it you can post information about prices and services. Also, promote your business through forums and advertisements in print publications.

Payback

The payback period for the initial investment largely depends on how well the company operates. Of the 60–70 clients who visit monthly brokerage office, 30–40 people receive loans. Some are weeded out by banks, and the specialists themselves refuse to work with the rest. At first you will have about 20 visitors per month. But over time, the client base will begin to grow and income will increase. Success in work is ensured by a successful advertising campaign. If circumstances are favorable, you will return start-up capital in 3–4 months. Now you know how to become a broker in Russia, so everything is in your hands.

Main difficulties

Beginning businessmen face many problems that prevent them from gaining a foothold in the market. First of all, it is searching for clients. This question is the main one in any type of business. Many clients are simply afraid to contact such specialists, because there are many scammers among them. If you charge a large advance for your services, you are unlikely to have many visitors to your office.

In addition, clients want a broker to guarantee that they will be able to obtain a loan. Most often, these are people who cannot officially confirm their income, or clients with poor credit history.

Video on the topic Video on the topic

Remember that a solvent client with a positive credit history cannot be refused by several banks at once. If this happened, it means he hid some information from you. Therefore, do not forget to check all documents so as not to get into an unpleasant situation.

Main problems

If you have firmly decided that I want to become a broker, you must first familiarize yourself with all the problems that may arise in the process of work.

Most banks refuse to cooperate with unknown specialists. They believe that a conscientious borrower will come to them for a loan without asking for outside help. Therefore, it is quite difficult to understand how to become a successful broker without having any connections with the bank’s management.

conclusions

Once you know what it takes to become a broker, you can get started. Promoting your own brand without connections in banks and a large customer base is not so easy. To understand all the intricacies of this business, you should first work as a credit agent and study everything in detail

One of the channels for selling loans and guarantees of the Bank is an agency scheme, implemented through partner banks, regional guarantee organizations (RGOs) and companies (including specialized legal entities, microfinance funds, microcredit companies, individual entrepreneurs).

SME Bank JSC implements two areas of cooperation within the agency scheme:

Who can become an agent of SME Bank JSC? Banks are partners, regional guarantee organizations (RGOs) and companies (including specialized legal entities, microfinance funds, microcredit companies, individual entrepreneurs) that satisfy.

How to become an agent of SME Bank JSC? To organize cooperation in the provision of agency services, it is necessary to provide to the Bank at the address (address: Sadovnicheskaya str., 79, Moscow, 115035, Russia) a package of documents for participation in the agency scheme of SME Bank JSC for on paper. A package of documents for participation in the agency scheme of SME Bank JSC is formed depending on the type of counterparty (Bank, Regional Guarantee Organization (RGO) or Company/IP/Microcredit Company (MCC)). If an incomplete package of documents is provided as part of an application for participation in the agency scheme of SME Bank JSC, the application will not be accepted until the comments on the package of documents are eliminated.

SME Bank JSC carries out procedures to select an agent and provides an agency agreement for signing.

Important! Agency agreements include a condition prohibiting the collection of commissions by agents from SMEs related to the provision of credit guarantee support to SME Bank JSC

SME lending agents

The lending agent implements the functionality to attract and select SME borrowers and/or support their loan obligations. The agent is paid a remuneration depending on its functionality.

Agents have the ability to attract SME borrowers for lending within the Bank’s product range.

Recruiting agents bank guarantees within the framework of 223 and 44 Federal Laws

Bank guarantees are provided to SME companies that are executors of contracts concluded under 44-FZ and 223-FZ. Agents for attracting bank guarantees within the framework of Federal Laws 223 and 44 implement the functionality of attracting and selecting SME companies.

As part of this area of ​​cooperation, the agent can attract borrowers under guarantees within the framework of Federal Laws 223 and 44 within the Bank’s product range

Requirements of SME Bank JSC for agents

1. Availability of a database of potential clients – SMEs

2. The potential Agent has experience in providing guarantees to SMEs (to perform the functionality of attracting and selecting SMEs to provide bank guarantees in order to ensure procurement of SMEs within Federal laws No. 223-FZ and No. 44-FZ)

3. Absence of termination of the Agency Agreement concluded between the Bank and the Agent at the initiative of the Bank.

4. The presence in the extract from the Unified State Register of Legal Entities/Unified State Register of Individual Entrepreneurs of the potential Agent of at least one of the OKVED codes (64.19, 64.9, 64.92, 64.92.7, 64.99, 66.1, 66.19, 66.19.4, 66.3, 66.30, 70.22, 82.9, all group codes 94 ), allowing activities related to the functionality of agents.

5. At least 6 months have passed since the date of registration of the organization.

6. Lack of information that the organization / individual entrepreneur is in the process of liquidation or bankruptcy, the head or ultimate owners (individuals) of the organization, as well as the person acting as an entrepreneur, are in the bankruptcy register as a debtor

7. Absence of comments on the reputation* of the manager and ultimate owners (individuals) of the organization owning more than 10% of the authorized capital of the organization, as well as persons acting as an individual entrepreneur

8. Absence of information regarding the potential Agent about involvement in extremist activities, legalization (laundering) of proceeds from crime, or financing of terrorism and financing the proliferation of weapons of mass destruction, as well as the absence of a potential Agent in the lists of the Bank of Russia and Rosfinmonitoring

9. The absence of pending arbitration processes in which the potential Agent acts as a plaintiff or defendant with government authorities, government organizations(ministries and departments), supervisory, tax and regulatory authorities, as well as during the last two years in litigation involving a potential Agent as a defendant related to non-performance or improper execution obligations under Agency agreements

10. Lack of information about the potential Agent in the register of unscrupulous suppliers

11. Lack of organization on the list legal entities, not representing tax reporting more than a year, according to information from the Federal Tax Service of Russia

12. No unfinished enforcement proceedings on debts on taxes and fees, on payments to Pension Fund, social and mandatory funds health insurance in relation to the inspected organization in the amount of more than 30 thousand rubles or for a person registered as an individual entrepreneur - in the amount of more than 10 thousand rubles, as well as for debt on wages to employees

13. Absence of the fact that the director, the ultimate owners of the inspected organization or a person registered as an individual entrepreneur held the position of a member of the board of directors (supervisory board), a collegial body (board), as well as a sole executive body credit organization 6 months before the date of revocation of this organization’s license to carry out banking operations

14. Lack of affiliation of the head of the organization or its ultimate owners / individual entrepreneur with the Bank’s employees

15. Absence of negative publications in the media regarding the potential Agent that are significant in terms of reputational risks for the Bank

16. Absence of information regarding the potential Agent and legal entities and individuals legally affiliated with him about the presence of negative experience of cooperation with the Bank on the following grounds:

• provision of knowingly false information and documents to the Bank;
• defaults of legal entities, individuals and (or) legally affiliated with the Agent individual entrepreneurs on credit transactions with the Bank;
• disclosure and subsequent failure to fulfill recourse claims on time under guarantees issued by the Bank, issued under the obligations of the Agent;
• failure to fulfill contractual obligations under business contracts.

* By “reputation comments” we mean information of a criminal nature, belonging to a high-risk group (drug addiction, alcoholism, mental illness, etc.).

Requirements for banks:

• Availability of a database of potential clients – SMEs.
• Lack of measures taken by the Bank of Russia to prevent bankruptcy of credit institutions in the form of financial recovery, appointment of a temporary administration to manage the bank, introduction of a moratorium on satisfying creditors’ claims
• The absence of unfinished arbitration processes, significant in terms of reputational risks, in which the potential Agent Bank acts as a plaintiff or defendant, with government authorities, government organizations (ministries and departments), supervisory, tax and regulatory authorities
• Lack of information, including in the media, about claims from the Bank of Russia to the activities of a potential Agent Bank, the application of sanctions against it, as well as information negatively affecting its business reputation (taking into account Appendix No. 5 to this Procedure), in including, on the suspension or delay by a potential Agent Bank of making payments, on the introduction of restrictions on transactions, on the suspension of opening accounts or the termination of acceptance or issuance of deposits
• Lack of affiliation of the head and ultimate beneficiaries of the Agent Bank (individuals) with the Bank and its employees

Criteria additionally applied to banks when applying to attract and select SME borrowers and support (servicing) their loan obligations:

• Lack of reserve(s), actually under-created by the potential Agent Bank compared to the amount required in accordance with regulations Bank of Russia (Bank of Russia Regulation No. 590-P “On the procedure for credit institutions to form reserves for possible losses for loans, loan and similar debts", Regulation of the Bank of Russia No. 283-P "On the procedure for the formation of reserves for possible losses by credit institutions", Directive of the Bank of Russia No. 1584-U "On the formation and amount of reserves for possible losses for operations of credit institutions with residents of offshore zones”, Bank of Russia Directive No. 2732-U “On the peculiarities of the formation by credit institutions of a reserve for possible losses on transactions with securities, the rights to which are certified by depositories") in an amount exceeding 5 (Five) percent of the amount of equity capital.
• No losses during the last 2 (two) reporting dates.
• Absence of overdue debt in the amount of at least 12 (Twelve) percent of the total loan portfolio (determined by balance sheet accounts Section 4 of the chart of accounts “Loans provided, other funds placed”, approved by the Bank of Russia).
• Lack of customer settlement documents not paid on time due to insufficient funds in correspondent accounts (accounts No. 90904; No. 47418).
• Lack of data on a decrease in the value of the adequacy standard own funds(capital) of the bank (N1.0) to the level of 10.2 (Ten point two) percent and below.
• Lack of data on a decrease in the value of the bank's basic capital adequacy standard (hereinafter referred to as N1.1 standard) to the level of 6.5 (Six point five) percent and below.
• Lack of data on a decrease in the value of the bank's fixed capital adequacy ratio (N1.2) to the level of 8.0 (Eight point zero) percent and below.
• Lack of data on the share of loans of III-V quality categories exceeding 50 (fifty) percent in loan portfolio
• Lack of data on the share of loans of IV-V quality categories exceeding 10 (Ten) percent in the loan portfolio.
• No evidence of non-compliance established by the Bank Russia mandatory standards for 3 reporting dates.