In the past few years, the Indian credit culture has experienced a tectonic change as the new type of lending intermediaries, loan agencies and DSAs (Direct Selling Agents) emerge and control the access of borrowers to financial institutions.
Agents are entering this business with a lot of transparency about the business. Yet, there is quite some confusion on the way commissions work, even when personal loans, home loans, and MSME credit are needed more than ever.
This blog decodes the commission structure in the business of selling and advancing loans in India. It provides an exclusive insight into what loan agents need to watch out for to secure their interest and multiply their income along with a good amount of ethics.
- How Do Loan Agencies and DSAs Earn Commission?
Loan agency receive a commission in case they are able to source and then convert a loan application with partner banks and NBFCs. The commission is normally a proportionate amount of the amount loaned out, and it depends on:
- The kind of loan product (home, personal, business, LAP, etc.)
- The sum of money lent out The amount of money that is lent out
- The in-house incentive plan of the lender
- The individual level of the agent or level of partner slab
For example:
- An amount of 5 lakhs can be provided as personal loans, which could have a commission rate of 1.5 to 2 percent commission which will make the agent earn 7,500 to 10,000.
- A highly advanced home loan may only pay 0.3 percent to 0.5 percent, which has a high value and low margin.
The commission is paid after the disbursal in the majority of cases, and the payout can be:
- Weekly
- Bi-weekly
- Every month or platform or lender-dependent.
Takeaway: The agent does not directly get commission money paid by the borrower. The lender or aggregator has to handle the payout, based on terms agreed with onboarding.
- Aggregator vs Direct Bank Payouts: What’s the Difference?
Loan agents may:
- Engage the banks and NBFCs directly
- Collaborate with loan aggregator websites such as PaisaBazaar, Andromeda, Loanyantra, and so on.
Direct Partnering:
- A bit higher commissions
- Needs individual onboarding by lender Serial numbers
- Increased manual recording and reduced speed of onboarding
Aggregator Platforms:
- The ability to connect with lots of lenders on a single dashboard
- Cheaper rates than direct tie-ups and quicker on-boarding
- Tech support, CRM tools, and real-time lead status reporting
Watch Out: Aggregators may deduct service charges or margins on your commission now and again- make sure you read and understand the payout agreement better.
- Understanding Payout Cycles and Delays
Payout delay is one of the most popular problems of a loan agent. Although the loan might be released, the commission might be time-consuming owing to:
- The documentation checks on the lender side
- Confirmation stimulations on the aggregator
- Process-cut-offs happening on a monthly basis
Most platforms have a cycle of 15-30 days but now some websites offer payout plans based on an instant or weekly basis.
Best Practice: Maintain a Google Sheet or a CRM sheet of:
- Loan amount
- Disbursal date
- Expected payout
- Status (pending, released)
Keep in touch with the support team of the DSA app in India and follow up with them as professionals.
- Incentives and Performance Slabs
Besides the typical commissions, the top-performing loan agents usually have:
- Slab incentive (making a target is worth more)
- Bonus payment (in payment above 50 lakhs/month)
- Referral fees (at recruiting of other agents)
- The rewards can be in the form of cashback or gadgets
- The supplemental benefits have a strong possibility to increase monthly earnings.
Pro Tip: Start working to achieve the status of a premium partner or a gold partner on the platform- this is the step that typically opens up the possibility to earn a higher percentage of commissions and payouts in advance.
- Transparency and Hidden Clauses to Watch Out For
Loan agents should learn to read small print in commission contracts. Watch out:
- Min deposit conditions (pay only upon 5 lahks monthly payment)
- The complications of owning the leads (your lead could be used again or referred to a new lead)
- Conditions to repay or claw-back (called payout reversal in the event that the borrower defaults early)
Terms would be made clear in ethical platforms but it is the task of the agent to put questions and clear doubts prior to signing.
In case you are just entering the loan agency business or simply trying to tune up your existing model, don’t abandon learning, monitoring, and networking with other industry players.
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