All posts in Banks/Finance

Compliance made easy

Well, at least easier.

Last week I urged everyone in the customer engagement industry to write the FCC about the need to clarify and update their rules implementing the TCPA. That's because as presently written and state calling compliance Compliance made easyinterpreted, the TCPA makes many legitimate, non-marketing uses of autodialers, recorded messages and system delivered text messages legally risky for companies who want to better engage with their customers.

While I certainly hope the FCC takes our comments to heart, it does beg the question of what we should do in the meantime. After all, consumers still need payment reminders, potential fraud warnings, and flight delay notifications. We have to deliver these without unwarranted legal risk, in compliance with the laws as they stand today.

That's why Varolii helps our clients, including one of the largest banks in the world, stay inside the legal guardrails of state and federal regulation. We configure their customer engagement applications on the Varolii Interact platform to comply with restrictions governing the frequency of contact, the hours of contact and the ability to send communication to mobile devices. We do this in close consultation with their compliance professionals and our own regulatory experts, all without custom programming by their overburdened IT staff. Then we provide detailed reports that confirm their applications performed as required.

Will the laws ever catch up with technology? Maybe not, but we are working toward that end. Whatever the result of that effort, compliance will always be a priority; it just doesn't need to be hard.

 

The Nine Most Terrifying Words

CFPB's defines their recently released mortgage servicing rules

According to Ronald Reagan, the nine most terrifying words in the English language are “I’m from the government and I’m here to help” but my recent experience with the CFPB calls that into question.

During the recent MBA National Mortgage Servicing conference in Dallas, David Silberman, the CFPB's Associate Director of Research, Markets and Regulation, gave a brisk 90 minute review of the bureau's recently released rules for mortgage servicing.

How can I call a 90 minute review brisk? Considering the rules and accompanying analysis check in at over 800 pages, anything less would have provided only a glimpse at what lies within. Instead, Mr. Silberman did an admirable job of running the attendees through the soup to nuts of the meal we will all be consuming for the foreseeable future.

He also acknowledged there will inevitably be questions about the meaning and intent of many of the rules. That's why I was pleased, if somewhat skeptical, when he promoted the Office of Regulation's hotline (202-435-7700) as where you can "ask questions on how to interpret or apply the Bureau’s specific regulations."

Really? OK, then let's give that hotline a test drive.

Since among other things, Varolii helps our servicer clients communicate with borrowers who are behind on their mortgage payments, I was interested in better understanding Section 1024.39 of their Mortgage Servicing Rules under the Real Estate Settlement Procedures Act (Regulation X) which addresses “Early Intervention Requirements for Certain Borrowers”.

One of these requirements states that:

“A servicer shall establish or make good faith efforts to establish live contact with a delinquent borrower not later than the 36th day of the borrower’s delinquency and, promptly after establishing live contact, inform such borrower about the availability of loss mitigation options if appropriate.”

That is all well and good – we’d expect most servicers to establish contact with their borrowers before they were 36 days past due, even without this rule, to reduce delinquency. But what is meant by "good faith efforts"?

To answer that question, the paragraph continues with the following:

“Good faith efforts to establish live contact consist of reasonable steps under the circumstances to reach a borrower and may include telephoning the borrower on more than one occasion or sending written or electronic communication encouraging the borrower to establish live contact with the servicer."

Now we're getting somewhere, but "electronic communication" isn't defined here or anywhere else in the document.

Time to call the hotline. Here's a rundown of my experience, including a couple of lessons learned should you wish to do the same.

Lesson 1: Don't bother calling. The hotline is answered by a recording that directs you to email your inquiry to cfpb_reginquiries@cfpb.gov. So you might as well start there, which I went ahead and did asking:

Would the term "electronic communication" include the following:

  1. Text messages sent to a mobile phone number provided by the borrower
  2. Emails sent to an email address provided by the borrower
  3. Push notifications sent to a smartphone application provided by the lender/servicer and installed by the borrower
  4. Interactive voice messages delivered to the borrower at a phone number they have provided

After hitting send, I got the following automatic response from the CFPB:

"Thank you for emailing the Consumer Financial Protection Bureau about your question regarding the Bureau’s regulations.  Please note that we do not provide written responses to questions and that generally we are not able to respond to questions the same business day.  Actual response times will vary depending on the number of questions we are handling and the amount of research needed to answer the question."

A bit disappointing - it seems you have to submit your question in writing, but they are not going to return the favor. And there is no clock ticking on the response time.

So imagine my surprise when less than 4 hours later, I get a call from an attorney at the CFPB.

First the bad news - she tells me I can't rely on what she says as legal advice, then reiterates the prohibition on providing a written response, quipping "what I say is not worth the paper it's written on" (I didn't laugh).

The good news is she said that all four of the methods I asked about would qualify as electronic communications, and if they encouraged the borrower to make live contact with the servicer, would demonstrate the good faith effort required by the rule.

Exactly what I wanted to hear, which brings me to:

Lesson 2: Keep a tape recorder handy. Based on this experience, I'd give the CFPB regulatory hotline a B+ for effort and solid B for results, marking them down only for the ethereal nature of their response. I'd encourage anyone with questions about their rules to try it out. You might even want to ask them the same thing I did to see if they are consistent in their response. If they are, this would be the first time I can honestly say I had a pleasant and productive encounter with a regulator.

Consumer Financial Protection - A Good Thing?

Alphabet soup of governmental oversight on customer service engagement

The Consumer Financial Protection Bureau, better known as the CFPB, recently announced they were going to pay close attention to how mortgage servicers handle the transfer of accounts from one company to another. Ordinarily in reaction to such news, I’d be writing a rant about yet another expensive regulatory intrusion into an industry already struggling under the weight of consent decrees, AG settlements and often conflicting oversight from an alphabet soup's worth of governmental and quasi-governmental agencies.

But not this time.

Driven by market and regulatory pressures, several large banks have recently either off-loaded the servicing of huge numbers of mortgage loans or even their entire mortgage servicing business to other players in the industry. Many of these loans involve distressed borrowers who are struggling to make their payments and who are actively seeking any alternative to losing their home to foreclosure. For such borrowers, there are valid concerns that progress they’ve already made with their current servicer to modify their loan, or perhaps negotiate a short sale, may get lost in the process of a servicing transfer. Even borrowers who are current on their payments can be anxious about such a change in how their single largest obligation (and in some cases investment) is being managed, especially when they have no choice in the matter and the transfer is made from their name brand lender to a servicer they may never have heard of.

To prevent these borrower fears from becoming an unfortunate reality, the CFPB is expecting both the transferor (the one giving up the servicing) and transferee (the one getting the servicing) to work closely to insure there are no errors and no surprises in the transition. In particular, CFPB examiners will look for what the new servicer is doing to provide consumers accurate information about their loans, such as the amount they owe, the status of their loss mitigation application or plan, and their delinquency status, if relevant.

If you are a servicer taking on new loans through such large scale transfers, here are some things to consider doing with regard to providing consumers with accurate information, over and above the minimum regulatory requirements of a written notice:

  • Communicate with the borrower through multiple channels, including voice, text and email.
  • Use these contacts to verify loan details such as property address, principal balance, interest rate, monthly payment and status of the account. Also let them know how to enroll in automatic debits or where they should send their next payment.
  • Provide a way for the borrower to immediately connect with a knowledgeable representative (sort of a SPOC for the transfer transaction) if any of the information seems in error or if they are concerned about the status of any loss mitigation they were pursuing with the prior servicer.

Varolii recently assisted a top ten servicer in on-boarding a portfolio of over 300,000 loans with a campaign of interactive voice messages that did just these things. The servicer split the portfolio between Varolii and a call center outsourcer who used call center agents to make a call to the borrower. The Varolii solution cost 30% less per welcomed borrower, and the first payment default rate fifteen days after the first payment was due to the new servicer was 17% lower on Varolii treated accounts than those treated by the outsourcer.

The comparison suggests protecting the consumer does not necessarily mean breaking the bank.

Mortgage Delinquency Redux

I’m getting tired of looking at this chart.

MBANDS3Q2012 1024x694 Mortgage Delinquency Redux

I’ve posted it in this blog every quarter for the past two years and it has hardly changed, although some might regard the 59 basis point drop in the mortgage delinquency rate over the past 12 months as a hopeful sign of progress toward historical norms.

But seriously, when you’re measuring improvement in basis points, you have to know you’re whistling past the graveyard.

Especially when there are plenty of competing voices declaiming that lenders owe every past due borrower a principal reduction or lower interest rate. Or that strategic default makes the most economic sense if your house is “underwater” at the moment.

Against such siren songs, lenders and servicers have no choice but to re-educate borrowers as to what is in their best interest. We’ve got to roll up our collective (or should I say “collector”?) sleeves and convince the delinquent borrower that prompt payment of the monthly mortgage is good for them.

  • It’s good for their budget, since the monthly late charge on a past due mortgage averages 5% or $75 on a $1500 mortgage payment. That’s nearly $1000 in late fees per year for borrowers who are perpetually delinquent.
  • It’s good for their credit history, which is critical if they want to borrow money again at a reasonable rate, or get cell phone or cable service without a hefty deposit, or even if they want to get some jobs.
  • It’s good for their wealth, as over the long term owning a home has proven to be a good investment that also provides a critical life need today – a home.

So how are we doing in meeting this challenge? Since it starts by having a trusted relationship with the borrower, it’s encouraging that JD Power’s 2012 U.S. Primary Mortgage Servicer Satisfaction Study found overall satisfaction among at-risk customers, those who are behind on their mortgage payments or are concerned about making future payments, improved by 27 points from 2011. And better communication was a key component of the improvement.

Higher satisfaction is not necessarily correlated with lower delinquency, but it can't hurt. And when walking past graveyards, it is better than whistling.

Is HARP finally plucking all the right strings?

harp

If so, then why are so few borrower's dancing to the tune?

A Federal Housing Finance Agency report released Friday shows there were 180,000 refinancings completed under the Home Affordable Refinance Program (HARP) in the first quarter of 2012, up from roughly half that number the prior quarter. The agency attributed the increase to the removal of HARP's prior 125% Loan-To-Value cap, which allows severely underwater borrowers to take advantage of today's low interest rates. And it didn't hurt that the program also eliminated or reduced certain loan fees.

Despite this joyful noise, its not clear everyone is hearing the music. The real estate marketing company Zillow estimates there are 15.7 million US mortgages underwater.  It would seem many more borrowers should be trying to take advantage of HARP to lower their monthly payments.

Part of the problem might be borrower education (or lack thereof).

harp study Is HARP finally plucking all the right strings?

To address this knowledge gap and in the process improve the chances they will retain their credit worthy borrowers (who just happened to buy a house at the wrong time), lenders should consider undertaking an outreach campaign to promote HARP.

Bank of Oklahoma did just that and were pleasantly surprised with the results. Working from a list of 12,000 high loan-to-value accounts, the bank reached 4,000 of their borrowers with an interactive voice message and qualified interest in a HARP refinance with over 1,500 of them. Susan Millspaugh, SVP of Marketing and Mortgage Production, summed up the results this way:

"In the past we’ve relied on direct mail to promote offers to our borrower base and were happy with a 2% response rate. Using the interactive voice message, we got five times that response and our program cost was less than one-third what it would have been using direct mail."

Is HARP the answer for every underwater loan at high risk of default? No, it only applies to loans guaranteed or owned by Fannie Mae and Freddie Mac, and the borrower must be current in their payments to qualify. But for those that can benefit from the program, HARP can help turn them away from a strategic default and keep them in their home.

But this will only happen if they are invited to the dance.

Live From Interaction 12 – Speed Sells

One of the most interesting insights shared by a Varolii client at our annual users conference was the impact making a rapid response to a shopper’s web inquiry has on the likelihood of making a sale.

The client in this case is a large mortgage lender, but the finding is applicable across industries that use the web as a lead source for high value sales.

Such large transactions are typically completed in steps, with the process beginning when a shopper fills out some qualifying information on a short web form, which is then followed up on by a sales rep. While the first step is initiated on the web, the sale is usually consummated over the phone. As shown in the chart below, the faster a sales rep calls out to a web lead, the more likely they are to make contact with the prospect. While not all such contacts convert to a sale, no contacts almost never do.

sales lead contacts by delay minutes Live From Interaction 12 – Speed Sells

Responding to a web lead in 15 minutes is more than twice as likely to reach the prospect than if the delay is 20 minutes. Attempting the outcall within 10 minutes is three times more likely to result in contact than 15 minutes. And if you can make the call within 5 minutes, you’ll get five times the contacts you would at 10 minutes.

In this case, lack of speed kills.

Unfortunately, before working with Varolii, our client was experiencing average call back delays of over 40 minutes. By implementing a real-time SOAP integration between his Salesforce.com lead management application and the Varolii Interact platform, we were able to get his lead response time down to an average of just 3 minutes.

The results? Contact rates are over 80%. Lead to sale conversion rates are through the roof. Sales reps are making loans and making money…and not even noticing that they are on the phone talking to prospects almost continuously.

Do you have a web lead program performing below expectations? Better get Salesforce & Varolii…fast!