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Term Project: Home Loans

Customer Acquisition

Agenda
1. Introduction
2. Risk Management
3. Loan Disbursement
Introduction to Home Loan
Customer Engagement
Loan Application
Factors affecting Home Loans
Performance
Supply Demand
Real estate sector and Population
Market conditions
Operational efficiency
Strategy
Interest Rates
Income
Age
Other Liabilities
Loan amount and Repayment capacity
HDB Loan Vs. Bank Loan
HDB Loan Bank Loan
More forgiving
Monthly repayments capped at 40% of
your income
Willing to defer repayments
Higher rate which rarely changes
HDB loan rate : 2.6%
Fixed for whole tenure
Consistent repayment
Down payment using CPF
No early repayment penalties
No concessions as such
No such condition
Repayment is expected regardless of
your circumstances
Variable rates and usually lower
http://www.smartloans.sg/
Fixed for few years
Uncertainty of your cash flow
Down payment is in cash
Early repayment penalties
Up to - 1.5%
Customer Acquisition Process
Customer
Engagement
Loan
Application
Verification
Risk
Management
Account
Maintenance
Loan
Disbursement
Customer Engagement
Customer Identification
Target Market for Home Loans
Identify Channels
Internet or Mobile , Call-center and Branch
Define & Execute strategy
Best strategy to reach the customers
Review & Update
Product (as per customer needs)
Process (technology, competition)
Home Loan Application
Customer
Enquiry
Complete
Application
Submit at
Branch
Eligibility and Monthly Installments
Home Loan Interest Rates
Home Loan Application Forms
Customer Verification
Verification
Risk Management
Client On-boarding
Client
On-
boarding
Client
Communications
Anti-Money
Laundering
Countering the
Finance of
Terrorism
Know Your
Customer
AML/CFT
What is Money Laundering

Money Laundering Process
Money Laundering Process
Layering
Disguise origin of
initial through:
Multiple transfers
Multiple transactions
Integration
Use layered
funds to
purchase clean,
legitimate assets
Money assets
Fixed assets
Businesses
Illicit
Activit
y
Placement
Disposal of bulk
cash
Smuggling bulk
currency
Mix illicit proceeds
with legitimate
deposits
Deposit amounts in
small denominations
Subdivide bank or
commercial
transactions
AML/CFT
What is Money Laundering

What is Terrorism Financing
Money Laundering Process
Sources & Methods of Terrorism Financing
Risk Management- Know your Customer
Initiative
KYC
Standard customer due diligence
Capture KYC data, risk parameters for new customers
Integrate and pull customer data from disparate banking systems for existing customers
Customer data cleansing, de-duplication
Risk
Profiling
Customer categorization in Low, Medium, High risk based on risk parameters
Uncovering commercial/personal relationships
Identifying co-owners/beneficiary owners
PEPs profiling
Customer
Identificatio
n
Identity & Address proof verification process
Screening black/watch lists
Enhanced customer due diligence for high risk customers
Workflow based customer verification
Complete audit trail, Compliance alerts for suspicious clients
KYC
Compliance
Customer on-boarding
Existing customer compliance
Re-KYC at policy defined intervals
Convert risk profiles into risk scores
Integrate risk scores into AML systems
Risk Management- Internal Policies,
Procedures and Controls
CDD measures
Record retention
Detection of unusual and suspicious transactions, making
suspicious transaction reports
Use of new or developing technologies
Employee hiring and training
Reviewing periodically the adequacy of customer
information
Ongoing monitoring
Leading Software for Money-Laundering
Research and Monitoring

Credit Analysis
Credit Scoring
Credit Scoring:
DP Credit Bureau/Credit Bureau of Singapore
DP-DELPHI SCORE
FICO Mortgage Score

Other Considerations:
Total Debt Servicing Ratio: Your credit cards
determine your housing loans
Loan-to-Value (LTV)

Mortgage Credit Scoring-New Solution
Mortgage Fraud for Housing
Mortgage Fraud is the intentional misstatement,
misrepresentation, or omission of information used
to determine whether or not to approve
A single loan where the borrower provides falsified
information(employment information, income, etc.)
LoanSafe Fraud Manager


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