MADISON, Wis. — The white paper report, "Developing Members from Indirect Borrowers: Lessons Learned," that was presented at CUNA Mutual's Discovery Conference back in June is more relevant now than ever, according to Heather Thiltgen, CUNA Mutual's vice president of consumer programs.
"The economy now just strengthens the case of needing to do this [turn indirect borrowers into members]. With smaller numbers of loans coming in you've got to make sure you keep them as members," Thiltgen said.
The white paper report was based on a CUNA Mutual pilot project where 13 credit unions looked to build relationships with indirect borrowers through a call center. Callers made outbound calls to indirect borrowers and found that they welcomed calls from their credit union. The pilot project also found that the most successful product offered to indirect borrowers through the outbound calls was a line of credit.
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