LAS VEGAS — Through a collaborative effort, SAFE Credit Union has been able to build stronger relationships with members who came in via the indirect lending route.
The $1.3 billion SAFE partnered with SegmentOne, an outbound sales provider and Better Branches, a CUSO specializing in front and back office workflow solutions to bring more services to those members–many in the industry have expressed frustration with not being able to cross sell products and services.
In one year, SAFE garnered 6,700 leads and for every 1,000th lead, brought in $1.3 million in new loan deposits, according to Greg Darling, president on SegmentOne. The CU was also able to bring in roughly 35% in new cross-sell opportunities and bring two new accounts to the indirect member's household.
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"The keys to success are price promotion, place and profit" applied to the technology environment, Darling said. Taking it a step further, Darling suggested credit unions talk to members at pivotal times that are important to them. New members who have recently joined the credit union are a good entry point, he said.
Better Branches and SegmentOne teamed up in January to offer a complete outbound sales solution designed to increase cross-selling ratios for members obtained through indirect lending channels.
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