Loan officer is a very common job in small loan companies, and a good loan officer can bring great benefits to the company. So, what is a good loan officer like? How should small loan companies judge when recruiting loan officers? Do you have six abilities and three skills that a loan officer should have?

First, the loan officer should have the ability:

1. Strong professional knowledge and business skills. In the process of handling credit business, we must firmly grasp the following five points: 1, carefully examine the license, 2, choose the correct text, 3, fill in the contents, 4, sign and seal, 5, straighten out the procedures.

2. Rich relevant knowledge. A qualified loan officer should not only have proficient professional theories and knowledge, but also have rich relevant knowledge, which is more conducive to the smooth development of credit work.

3. You should have interpersonal skills. Have a keen intuition and understanding of customers' personality, emotions and needs. Able to flexibly use a variety of interpersonal skills and methods for different situations and different communication objects; When interacting with customers, they can show their understanding and concern for customers; Flexible, able to bear greater psychological pressure.

4. Ability to observe and judge. Be able to observe the quality of customers through their behavior and social relations; Objective judgment; Be good at observing words and feelings; Before the loan is issued, we should focus on the customer's character. Generally, a loan will not take more than one week from application to issuance. In this short period of time, loan officers should timely and accurately grasp the personality and character of customers.

5. compression resistance. Small business loan officers are under great pressure of performance, so they need to maintain a good positive attitude, overcome difficulties, adjust their emotions in time and maintain sufficient confidence. In particular, overdue customers need patience and endurance.

6. Have brains. Loan officers should have a certain mind and be good at analysis and thinking. In the work of credit management, some enterprises may whitewash their financial statements to cover up their real financial situation and operating results for their own benefit.

Second, the loan officer should have the skills:

1. Strengthen business knowledge learning and enhance credit marketing awareness.

Here we compare credit marketing to selling products, but the products we sell are very special because we sell money. If you want to successfully sell your own products, gain customers' recognition and achieve marketing success, you must first know what you are selling and the advantages and disadvantages of the products you are selling, so you must strengthen the study of credit business knowledge for external marketing. Secondly, it is necessary to be prepared for marketing at any time and bring three things at any time: mobile phone, business card and pen. Get everything ready. Finally, the information after finding the target is grasped. You can ask for further information in a follow-up way during the conversation, and it is best to get useful information such as customer name, contact number or business address.

2. Create a pleasant marketing atmosphere and define the general direction of marketing.

I like marketing very much now. First of all, marketing makes me happy. Secondly, every colleague in the small business loan center is not much different in age, full of passion in work and full of service enthusiasm, and actively sells externally here. Finally, although there is no monetary reward and promotion for marketing customers in the small business loan center, the salary is also the salary of junior clerks, and there are some marketing expenses, but marketing has brought me a kind of self-confidence. Successful marketing has brought me a sense of pride and accomplishment. In this way, happy marketing has entered a benign and successful marketing cycle model. With a clear marketing direction, such marketing can get twice the result with half the effort and finally achieve marketing success.

3. The marketing of "initiative+enthusiasm+sincerity+gratitude" embodies the uniqueness of our marketing.

Some people in our bank are afraid to go out for marketing, so they complain about our credit products, marketing methods and so on. In fact, I think there is a more important reason why I am not brave enough to go out for marketing. Satisfying customers' credit demand through door-to-door credit service, sincere service enthusiasm and fastest credit service fully embodies our advantages of high efficiency, good service quality and flexible business handling.

3. Twelve skills of loan collection

It is an indisputable fact that it is difficult to collect arrears. Now I would like to share with you the relevant experience of payment collection, which also has certain reference significance for the collection of overdue non-performing loans by private lending institutions such as microfinance companies.

1. If you want to achieve a good collection effect, you must straighten yourself.

Therefore, when you meet the first sentence of a customer who owes money, you must establish your own dominant mentality. It is usually emphasized that I supported you and paid a certain price. For example, "Your brother did business without money. It took me a long time to convince the finance department! " "Especially for a customer with poor payment, when you see him, you don't have to say hello to him for too long. You should tell him directly before he shows you kindness or complains that the purpose of your visit is not to ask him to place an order with himself, but to ask him to pay you a sum of money to come here specially.

2. Strengthen confidence, and let the customers in arrears dispel any thoughts of procrastination, procrastination, pushing and hiding.

In view of the harsh conditions of bank loans and the difficulty of financing, many customers may dream of being empty-handed and think that debt is a skill and a manifestation of super financing ability. Faced with this situation, you can't get your debts back without being cruel. Therefore, in the initial dunning for customers, we should show that the company attaches great importance to the management of arrears and the diversification of collection methods, and tell the other party in a firm tone that we would rather spend 20,000 yuan than recover the arrears of 1 10,000 yuan.

3. Grasp the collection opportunity according to the enthusiasm of customers who owe money for repayment.

For customers who pay on time, the agreed time must be advanced and early, which is a trick to collect money. Otherwise, customers sometimes bite back and say, "I waited for you for a long time, but you didn't come." This may also lead to the money that should have been paid to us being used by customers for other purposes.

Do your homework in the company before the door-to-door collection, and make clear the amount of delivery, return and invoicing with the finance department and the material control department. Confirm the exact amount of the payment owed by the other party and know the specific time when the other party owes money.

If the other party keeps saying that there is no money, you should try to insert an "insider" and spend a little money to make the other party's personnel available to me when necessary. When you find that the other party has cash on hand, or just a sum of money in the other party's account, go at once and catch it red-handed.

4. When you go to the customer company to collect the arrears, don't walk away when you see customers and guests.

You must explain your purpose and wait for it. Maybe I can help you collect the money you owe. Because the customer doesn't want his guest to see the creditor come to the door, it will make him feel embarrassed and lose face in front of new friends. If you don't owe much money, he will probably pretend to be happy to pay you back, in order to get rid of you as soon as possible, or make a success for the new partner.

Sometimes customers who are in arrears please you in every way as soon as they meet, and they want to acquiesce in it, but they are very active when they meet.

He will pretend to ask you to wait a little and say that he will get the money back to you right away. But nine times out of ten, I returned empty-handed. At this time, he will apologize to you, and on the other hand, he will say that he has tried his best, so that you can't blame him. This is the customer's plan to slow down. At this time, you must emphasize that you must get the arrears today, or you will never leave.

6. When collecting the arrears, if the other party has the money to deliberately keep your appetite, it must be preparing for the next step, and you should find out the countermeasures in time.

Usually at this time, you can't patiently listen to the other party's explanation. For example, if the customer really encounters natural disasters and man-made disasters, let the customer understand his own difficulties while understanding his own difficulties. You can say that the company asked you not to get paid for a month because you didn't receive the arrears, and even the sales manager's salary was deducted by half. Speak with a serious face and strive for sensibility and reason.

7. You can't talk about business until you get the money. At this time, the other party will take the "potential order" as a bargaining chip with you.

If you can't meet his requirements, he will have the idea of "stimulating" you by not paying back the money. At this time, collection must be regarded as the only major event. If the money is not paid back, even if there is a big business, it is impossible.

8. If you are particularly lucky this day, you accidentally receive a lot of IOUs from a customer who is not active in repayment. You'd better pick up your bag and leave quickly, lest he feel sorry for himself, or think that he is good to you and asks you for benefits.

9. There is a saying that salespeople should treat customers as "thieves" and treat customers as gods at the same time.

Always pay attention to all abnormal situations, such as the client's insolvency is about to close down, or the partners of the partnership withdraw their investment and find someone to go it alone. At the first sign of trouble, we should take immediate measures to nip in the bud and put an end to bad debts and dormant account.

10, you can use the bank's card to collect interest on the arrears of customers who owe money.

Issue a valid written notice in advance, claiming that the bank has collected the loan from the company and set a repayment period for the company. If the company fails to repay the bank loan, the bank will punish the company according to the "what" measures. Therefore, the company requires customers who are in arrears with the sales payment to repay within a certain period of time, otherwise they will be forced to add interest. This is easy for ordinary debtors to accept and makes them feel that the company has to do it.

1 1. For dealer customers, we will temporarily suspend the arrears, but emphasize that "if we want to replenish the goods, we will pay in cash".

Doing so can stabilize dealers and maintain sales. When dealers sell the company's products more stably, which makes it difficult to return or inseparable, it is much easier for them to repay their debts after the company's discount accumulation increases.

12. Seize the opportunity to call for debt collection.

It is easier for the debtor to cooperate with you by calling when he is in the best mood. For example, it's best to start calling at 3:30 pm, because they are usually busy in the morning. It's a good idea to leave debtors half a day to do business, so that they have enough time to enter the normal working state, and they are generally in a better mood when they are more relaxed in the afternoon. At this time, the dunning will be easy to accept. Besides, you must avoid talking on the phone while others are eating.