Summary of personal work of loan salesman
65438+February 65438+May, joined xx Branch of xxxx Information Consulting (Beijing) Co., Ltd.
Xxxx Information Consulting (Beijing) Co., Ltd., as a well-known small and micro loan consulting service professional organization in China, is committed to providing fast and convenient xx financial services for urban and rural high-growth people, namely small and micro business owners, wage earners, college students and farmers. Xxxx has a senior expert management team from the financial services industry and the credit industry to recommend a wide range of loan funds for individual customers, formulate a reasonable and comprehensive financial planning, and tailor the best loan plan.
Time blew with the north wind, making the leaves fall and people dance, so time passed quietly with the north wind, and finally came to 65438+1October 3 1, 20xx, and my work in Yixin came to an end.
Looking back on my one and a half months working in xxxx, I was deeply touched and certainly gained a lot. After a month and a half of work and study, I still haven't done well enough, and there are still many shortcomings. However, under the careful care and guidance of the team manager and colleagues, through my unremitting efforts, I have a preliminary understanding of the business process and risk management of xx Company. I will summarize my internship experience from the following aspects.
I. Work experience
1, business operation process
Through training, I learned about various products of xxx, xxx, xxx and other xxxx companies, as well as the applicable people and application conditions of each product. The main customer groups of xxxx products are: small and medium-sized enterprises, individual industrial and commercial households and office workers. As a new branch of xxxx Company in xx, all products are credit products at present, that is, customers do not need mortgage and guarantee when applying for loans. As a new intern of account manager, it is necessary to be familiar with every step of business operation process. After the company's training, I also learned a lot. Its business process is mainly divided into three steps: customer consultation (or telemarketing by account manager), customer submission and account manager application. Each process is closely linked, and there are many marketing skills and places to grasp.
In the process of dealing with customers' inquiries, the account manager not only needs to be very familiar with the company's various products, but also needs to have the ability to improvise to deal with customers' sudden thorny problems. In the process of customer submitting materials, the account manager is also required to deeply understand each product of the company, which products the customer belongs to and what materials need to be prepared, which product the customer is more suitable to apply for and whether the materials prepared by the customer are complete when the application conditions of several products are met at the same time. These are all issues that account managers must pay attention to in this process. The application submitted by the account manager is the most important part of the business process. In this process, the account manager needs to verify the authenticity of customer information, and there must be no false information, otherwise even if the application is submitted, it will not pass, or even if the application is passed, it will bring the company the risk of overdue repayment of customers.
2. Risk control
For small loan companies, there are many risks, but in practice, the main risks we face are credit risk and operational risk. The main means for xxxx company to control credit risk is to ask customers to provide personal credit reports or companies authorized by customers to inquire about customers' credit reports on their behalf. If the customer's credit history is overdue for more than 3 months or more, he can't apply for a loan. In addition, if a customer has applied for a loan in xxxx before, but refuses to lend because the information is untrue, then he can't apply for a loan from xxxx company in the future.
In the aspect of operational risk control, the main control means of xxxx company mainly focus on the process from the customer's application for loan to the company's loan and then to the customer's repayment. When a customer applies for a loan, he needs to provide relevant materials according to the requirements of the company, fill in the loan application form, and then the customer information will be reviewed by the account manager. The audit means is that the account manager will contact the family contact person, other contact person (friend or relative) and work contact person filled in the loan application form to audit the authenticity of the information provided by the customer from the side. After the account manager reviews, the team manager needs to review, and the final review is conducted by the customer service manager, which is a triple review of the loan application. Before lending, the company will also conduct an audit and refuse to lend if it is different from before. If the funding amount is high, the team manager needs to conduct on-the-spot credit investigation before the loan. Finally, in the risk control of customer repayment, the practice of small loan companies should be similar, that is, the repayment method of equal principal and interest every month should be adopted, and if customers fail to pay back after the deadline, they should be collected.
Through this one and a half months internship, I really learned a lot.
3. Develop business
The quality of customer resources determines the business structure, profitability and competitiveness of microfinance companies. Limited customer resources determine the fierce competition in the microfinance industry, so as an account manager, I also feel great work pressure. In fact, in the micro-loan industry, the exhibition channel has long been fixed. The traditional exhibition mode is to post advertisements, place orders, worship strangers, then customers recommended by previous customers, and then online publicity. At present, the traditional exhibition mode is still the most direct and effective way, while the customer's recommendation is slightly less, and online publicity is a lasting advertisement.
Although I will encounter all kinds of problems in the process of presentation, or I can handle them independently or need the help of team managers and colleagues, the process of solving problems is undoubtedly a process of learning and exercising my ability, as in any job.
Secondly, I have many shortcomings in my work.
1, the professional level needs to be improved
An obvious problem in my work is that my oral expression ability is still not professional enough. As an account manager, I will encounter various problems in the process of developing customers. In the process of talking with customers, the language must be accurate and professional, so that customers can feel that I am providing professional microfinance services for them, so that customers can trust me and become my real customers, and I can make better achievements.
2, the direction of the exhibition industry is biased, not enough reflection.
The direction of the exhibition industry determines the effect of the exhibition industry.
As the saying goes, birds of a feather flock together, which determines that different intervals represent different customer groups, that is, high-quality customer groups and ordinary customer groups. At the same time, not everyone will have a loan demand. Therefore, in the process of exhibition industry, we must learn to reflect on what interval the exhibition industry should use and what exhibition mode should be adopted in different intervals. Because my reflection is not strong enough and deep enough, I will always make the same mistake, which will eventually lead to less customer resources and more qualifications for ordinary customers.
If I want to get more returns and better performance in my future work, then I must learn to reflect on my past exhibition direction and take my colleagues with good performance as my reflection direction.
3. Self-restraint is not strong enough
No matter what you do in any industry, if you want to be an excellent employee, you must have strong self-discipline ability, know what you should and should not do, set a work goal for yourself at the same time, and then make a feasible and effective work plan. After you have a work goal and work plan, what you need is to work hard and strive to achieve the goal!
Success is watered by sweat, and there is always only one secret of success: hard work!
4. The degree of grasping the problem is not comprehensive enough.
Small loan industry is a risky industry, but as the staff of this industry, we should try our best to reduce its risks, so we will review all kinds of information provided by customers. Sometimes I can't think from multiple angles, and I can't find problems in customer information in time and tell customers to correct them.
In view of the above shortcomings and problems, I will continue to do well in my future work, and make up for my shortcomings and improve my ability through the following aspects:
(1) Make daily, monthly and annual work plans, continue to strengthen the study of the company's systems and businesses, sit down and have a comprehensive and in-depth understanding of the company's systems and businesses, and learn marketing methods and skills in depth.
(2) Improve your working ability with theory and practice in all directions. While paying attention to theoretical knowledge learning, pay close attention to practice, use what you have learned to guide practice in practice, and often consult teachers humbly. For the problems in the marketing process, we should learn to draw inferences from one case to the other, so as to cope with the constant changes.
(3) Cultivate your own decision-making ability and keen insight into finding things. On the premise of visiting customers many times, talking with customers and accumulating experience, we can deal with all kinds of unexpected problems quickly, accurately and timely. At the same time, pay more attention to current affairs policies, update brain information in time, cultivate your own insight, and implement it in your work to help you make correct and decisive judgments.
Third, sum up experience.
After working in xxxx for one and a half months, I deeply realized the importance of meticulous work, because every detail will affect the risk of this loan. This internship will greatly promote my future life. Only by persisting in learning new knowledge can I improve myself even more, and there is such an atmosphere here.
At work, we must have a strong sense of responsibility, and the investigation of customer information should be targeted and authentic. At the same time, it is necessary to cultivate good work habits and good learning methods, learn from others with an open mind, and cultivate teamwork spirit with colleagues. Learn to arm yourself with professional knowledge, face work with professional attitude, inspire life with professional spirit and serve customers with professional quality.
No pains, no gains. No matter what occupation or work you are engaged in, you must adhere to the work attitude of "doing one line and loving one line" and treat your occupation with a sense of honor in order to make better achievements.