Even as it chases new customers, State Bank of India has set its sights on offering existing customers second home loans to grow its retail portfolio.
Increase in disposable income as a result of substantial jump in the pay of employees working in the Government (Central and States), public sector enterprises, banks and private sector firms has prompted the bank to woo existing customers with good track record with an offer of a second home loan. The bank is also encouraging its employees to take a second home loan.
India’s largest lender wants to take advantage of the emerging trend whereby people own their first home by the age of 25 and second by 35. The second home is for investment purposes.
Currently, 96 per cent of SBI home loan borrowers are first-time borrowers.
Capacity to pay
We know that customers’ income is rising. Hence, we look at their Equated Monthly Instalment to Net Monthly Income ratio. If the higher income is sufficient to cover the second home loan, we would make the offer without any hesitation. We don’t look at the value of the property, but the customers’ capacity to repay his/her loan, said a senior official.
This year, SBI is eyeing a 32 per cent year-on-year growth in its home loan portfolio. It plans to disburse Rs 22,000 cr (Rs 17,130 cr in FY2010).
In the first two months of the current financial year, the home loan portfolio has grown by around Rs 2,800 cr, from Rs 71,193 cr as on March 31, 2010 to around Rs 74,000 cr.
Besides sourcing customers, sanctioning and disbursing loans, SBI is laying thrust on follow-up with customers in cases where they fall behind on their mortgage payments.
The bank has roped in SBI credit card which has expertise in soft recovery. The follow-up involves contacting customers on telephone, reminding them about the delay in payment, and reverting to the bank with their response.
The bank is also strengthening the capacity of its 116 retail loan processing centres so that they can process loan application faster.