#04 - Treinamento Empréstimo Consignado - Como vender a Portabilidade de Empréstimo Consignado

Summary

In this training session, the focus is on explaining the concept of portabilidade (portability) in the context of consignado credit. The video compares it to the portability process in mobile phone services, where customers can transfer their contracts to a new bank for better conditions. It discusses how banks offer lower interest rates to attract clients, potentially reducing monthly payments or even offering additional funds. The trainer also explains the steps involved in the process, including simulations and using Excel tools for calculations. The session concludes by highlighting the importance of understanding the details for successful sales in consignado credit.

Takeaways

• 😀 **Portability in payroll loans** works similarly to mobile phone portability, where clients can transfer their loan from one bank to another.
• 😀 **Banks offer portability** to acquire new clients, especially those with existing contracts, as it’s easier to transfer these clients than attract completely new ones.
• 😀 **Portability benefits** include reduced loan installments or the possibility of releasing additional funds (called 'troco') to the client.
• 😀 When a client receives an offer for portability, the new bank must offer a **better deal** (e.g., lower interest rates) to convince the client to make the switch.
• 😀 Clients may benefit from **reduced monthly installments** when they switch to a bank offering a lower interest rate, which can lead to significant savings over time.
• 😀 In some cases, clients can receive **extra funds** if the new bank offers a higher loan amount due to the reduced interest rate.
• 😀 The **refinancing process** is different from portability, as refinanced loans stay with the same bank, while portability involves transferring the loan to a new bank.
• 😀 **Banks and clients benefit** from portability: banks gain customers and have more money to lend, while clients may enjoy reduced payments or additional funds.
• 😀 **Self-regulation** in the banking industry affects portability deals, such as a rule that a loan is not eligible for commission if it has been active for less than 12 months or 360 days.
• 😀 The **calculation process** for portability is similar to refinancing, but it requires determining the outstanding debt with the current bank and recalculating loan terms with the new bank.
• 😀 The **CIP (Câmara Interbancária de Pagamentos)** plays a crucial role in the portability process by providing the outstanding balance to the new bank and facilitating the transfer.
• 😀 In some cases, clients may choose between saving on installments or receiving extra funds, with both options clearly presented during the portability process.

Q & A

What is the main topic discussed in this video?

The main topic of the video is 'portability' in the context of credit, specifically focusing on porting a loan from one bank to another and the benefits and processes involved.

What is the key difference between refinancing and portability?

Refinancing involves taking out a new loan with the same bank to pay off an existing loan, whereas portability allows a borrower to transfer their loan to a different bank that offers more favorable terms, such as a lower interest rate.

Why would a customer consider transferring their loan to a new bank?

A customer might consider transferring their loan to a new bank if the new bank offers a better interest rate, which could reduce their monthly payments or free up more money for other expenses.

How does a bank benefit from offering loan portability?

A bank benefits from offering loan portability because it can attract new customers by offering more competitive terms, such as lower interest rates, and build a customer base faster than by targeting new clients who haven't yet taken out loans.

What is a possible benefit of loan portability for the customer?

A customer can benefit from loan portability by either reducing their monthly payments or receiving additional funds (known as 'troco') if they extend their loan term or receive a loan with a lower interest rate.

What does 'troco' mean in the context of loan portability?

'Troco' refers to the extra amount of money a customer can receive when they transfer their loan to a new bank. This happens when the bank allows the customer to borrow more than the remaining loan balance, usually after reducing the interest rate.

What are the two main options a customer has when transferring a loan to a new bank?

The customer can either opt for a reduction in their monthly payment or receive additional funds (troco) while keeping the same monthly payment amount.

What is the significance of the 12-payment rule in loan portability?

The 12-payment rule states that a loan can only be transferred between banks for a commission if at least 12 payments have been made. This rule applies to loans from banks that adhere to self-regulation but does not apply to new banks or banks with physical branches.

How does the CIP (Câmara Interbancária de Pagamentos) play a role in the portability process?

The CIP acts as an intermediary in the loan portability process by receiving the debt balance request and directing it to the bank holding the contract. This bank then has up to five working days to contact the customer and either retain them or release the balance to the new bank.

What tools are available in the training mentioned for loan portability simulations?

The training provides Excel-based simulators that allow users to calculate the loan balance, potential reductions in payments, the value of 'troco,' and other key calculations necessary for managing the loan portability process efficiently.