Commercial Banking Management BAF 421

HO # (7)
Chapter Eighteen

Consumer Loans, Credit Cards, and

Real Estate Lending
THIS HANDOUT COVERS:
CLO#8: List and define types of loans granted to individuals and families
CLO#9: Define real estate loans and examine factors to be considered in evaluating
applications for Real Estate Loans
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 Key Topics
• Types of Loans for Individuals and Families
• Unique Characteristics of Consumer Loans
• Dodd-Frank, the Consumer Protection Bureau,
and CARD
• Evaluating a Consumer Loan Request
• Credit Cards and Credit Scoring
• Disclosure Rules and Discrimination
• Consumer Loan Pricing and Refinancing
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 Introduction
• Consumer debt has become one of the fastest growing
forms of borrowing money
▫ Nearly $14 trillion in volume (including both mortgage and
nonmortgage consumer debt) in the U.S.
• The modern dominance of banks in lending to households
stems from their growing reliance on individuals and
families for their chief source of funds – checkable and
savings deposits
• Consumer credit is often among the most profitable services
a lender can offer
▫ However, services directed at consumers can also be among
the most costly and risky financial products

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 Types of Loans Granted to Individuals
and Families
• Consumer loans are classified by
▫ Purpose – what the borrowed funds will be used for
▫ Type – whether the borrower must repay in installments or
repay in one lump sum
• Residential Loans
▫ Credit to finance the purchase of a home or fund
improvements on a private residence
▫ Usually a long-term loan, typically bearing a term of 15 to
30 years
▫ Secured by the property itself
▫ May carry either a fixed interest rate or a variable
(floating) interest rate
▫ Banks are the leading residential mortgage lenders today
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 Types of Loans Granted to Individuals and
Families (continued)
• Nonresidential Loans:
▫ Installment Loans
▫ Short-term to medium-term loans, repayable in two or more
consecutive payments (usually monthly or quarterly)
▫ Used to buy big-ticket items (e.g., automobiles, furniture, and
home appliances) or to consolidate existing household debts
▫ Noninstallment Loans
▫ Short-term loans individuals and families draw upon for
immediate cash needs that are repayable in a lump sum
▫ May be for relatively small amounts and include charge accounts
that often require payment in 30 days or less
▫ May also be made for a short period (usually six months or less)
to wealthier individuals and can be quite large

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 Types of Loans Granted to Individuals and
Families (continued)
• Credit Card Loans and Revolving Credit
▫ One of the most popular forms of consumer credit today is
accessed via credit cards
▫ Credit cards offer their holders access to either installment
or noninstallment credit
▫ Approximately two-thirds of all credit cards have variable
rates of interest
▫ Installment users of credit cards are far more profitable due
to the interest income they generate
▫ Card providers also earn discount fees (usually 1 to 7
percent of credit card sales) from merchants who accept
their cards.

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 Types of Loans Granted to Individuals and
Families (continued)
• New Credit Card Regulations
▫ New credit card regulations appeared early in 2003
to slow the expansion of card offers to customers
with low credit ratings
▫ There was evidence that some customers were
charged high fees but encouraged to make only low
minimum payments
▫ Resulted in negative amortization
▫ Regulatory agencies warned lenders that federal
examiners would begin looking for excessive use
of fees and unreasonably liberal credit terms
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 Types of Loans Granted to Individuals and
Families (continued)
• New Consumer Regulations: Dodd-Frank, CARD Act, and the
New Consumer Protection Bureau
▫ Tricks and Traps – The CARD Act and Revised Regulation Z
Appear
▫ Despite the repeated efforts of credit card regulators to
deal with problems in the credit card industry, consumer
complaints continued
▫ Congress passed the Credit Card Accountability,
Responsibility, and Disclosure Act (“CARD Act”) in May
2009
▫ The new legislation restricted card issuers from raising
Annual Percentage Rates (APRs) unless adequate written
notice of a rate change was given
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 Types of Loans Granted to Individuals and
Families (continued)
• New Consumer Regulations: Dodd-Frank, CARD Act, and the
New Consumer Protection Bureau
▫ Tricks and Traps – The CARD Act and Revised Regulation Z
Appear
▫ Customers must be told the reasons why credit terms
were being changed
▫ Card companies are required to post their contracts on the
Internet so customers can “shop around”
▫ Card holders must receive periodic billing statements at
least three weeks before monthly payments are due
▫ An expanded “box” must be included on each monthly
billing statement, indicating the amount of interest paid
and the consequences of paying the minimum amount
▫ Fall within the Federal Reserve Board’s Regulation Z
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 Types of Loans Granted to Individuals and
Families (continued)
• Dodd-Frank Reforms and Protections Push the Rules Farther
Down the Road
▫ The Dodd-Frank Wall Street Reform and Consumer Protection
Act
▫ Named after Senator Chris Dodd and Congressman
Barney Frank
▫ Was signed into law by President Obama in July 2010
▫ Creates the Consumer Financial Protection Bureau
(CFPB)
▫ The new bureau is directed to write new rules applying to
such financial services as:
▫ Making of consumer and credit card loans
▫ Warning consumers of possible damaging financial
practices that could result in losses
▫ Promoting financial literacy among consumers
▫ Improving the clarity and transparency of financial-
service contracts for the benefit of the public
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 Types of Loans Granted to Individuals and
Families (continued)
• Dodd-Frank Reforms and Protections Push the Rules Farther Down
the Road
▫ The Dodd-Frank Wall Street Reform and Consumer Protection
Act
▫ The new CFPB is to be housed within the Federal
Reserve but operate independently with its own
budget
▫ The consumer protection bureau is expected to be
controversial because it must write hundreds of
rules that will likely impact the consumer
services side of financial-service providers

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 Characteristics of Consumer Loans
• Lenders regard consumer loans as profitable credits with
“sticky” interest rates
▫ Contract interest rates often do not change readily
with market conditions as do interest rates on most
business loans
▫ As a result, many consumer loans are subject to
significant interest rate risk
• Consumer loans are usually priced so high that
market interest rates on borrowed funds and default
rates on the loans themselves would have to rise
substantially before consumer credits would
become unprofitable
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 Characteristics of Consumer Loans
(continued)
• Why are interest rates so high on most consumer loans?
▫ Consumer loans are among the most costly and most
risky to make per dollar of loanable funds committed to
them
▫ Consumer loans tend to be cyclically sensitive
▫ Household borrowings appear to relatively interest
inelastic
▫ They are more concerned about the size of the
monthly payment rather than the interest rate that
they are charged
▫ Education and income levels materially influence
consumers’ use of credit
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 Evaluating a Consumer Loan
Application
• Character and Purpose
▫ Key factors in analyzing any consumer loan
application are the character of the borrower and
the borrower’s ability to pay
▫ Consumer lenders nearly always check with one or
more credit bureaus concerning the customer’s
credit history
▫ In the case of a borrower without a credit record or
with a poor track record of repaying loans, a
cosigner may be requested to support repayment
▫ Many lenders regard a cosigner as primarily a
psychological device to encourage repayment of
the loan
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 Evaluating a Consumer Loan Application
(continued)
• Other Important Items For Lenders
▫ Income Levels
▫ Deposit Balances
▫ Employment and Residential Stability
▫ Pyramiding of Debt

• How to Qualify for a Consumer Loan

▫ Home ownership or ownership of any form of real
property
▫ Maintain strong deposit balances
▫ The most important thing to do – truthfully answer
all of the loan officer’s questions
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 Credit Scoring Consumer Loan Application
• The basic theory of credit scoring is that lenders and
statisticians can identify the financial, economic, and
motivational factors that separate good loans from
bad loans
• Underlying assumption: the same factors that
separated good loans from bad loans in the past will
separate good loans from bad ones in the future
within an acceptable risk of error
• Such an automated credit determining system
removes personal judgment from the lending process

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 Credit Scoring Consumer Loan Application
(continued)
• The FICO System
▫ Developed by the Fair Isaac Corporation
▫ Most famous of all credit-scoring systems currently in use
▫ Scores range from 300 to 850 with higher values denoting less
credit risk to lenders
▫ FICO score are based on five different types of information (most
important to least important):
1. The borrower’s payment history
2. The amount of money owed
3. The length of a prospective borrower’s credit history
4. The nature of new credit being requested
5. The types of credit that the borrower has already used

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 Laws and Regulations Applying to
Consumer Loans
• Numerous laws and regulations limiting the activities of
consumer lending institutions have been enacted
• These laws fall into two categories:
1. Disclosure rules
▫ Mandate telling the consumer about the cost and other
terms of a loan or lease agreement

2. Antidiscrimination laws
▫ Prevent categorizing loan customers according to their
age, sex, race, or other irrelevant factors and denying
credit to anyone solely because of membership in one or
more of these groups

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 Laws and Regulations Applying to Consumer
Loans (continued)
• Customer Disclosure Requirements
▫ Truth-in-Lending Act
▫ Fair Credit Reporting Act
▫ Fair Credit Billing Act
▫ Fair Debt Collection Practices Act

• Outlawing Credit Discrimination

▫ Equal Credit Opportunity Act
▫ Community Reinvestment Act

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 Laws and Regulations Applying to Consumer
Loans (continued)
• Predatory lending
▫ An abusive practice among some lenders where lenders may
require excessive fees as well as unnecessary and excessive
loan insurance
• Subprime Loans
▫ Granting loans to borrowers who have below-average credit
scores
• The Home Ownership and Equity Protection Act was
passed in 1994 to protect home buyers from loan
agreements they could not afford
• Subprime lending is difficult to regulate

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 Real Estate Loans
• Depository institutions and finance and insurance
companies make real estate loans to fund the acquisition
of real property
▫ Homes, apartment complexes, shopping centers,
office buildings, and land
• One of the most rapidly growing areas of lending
over the past decade
• Real estate lending is different from other loans
• Real estate loans can be among the riskiest forms of
credit extended to customers

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 Real Estate Loans (continued)
• Differences between Real Estate Loans and Other Loans
▫ The average size of a real estate loan is usually
much larger than the average size of other loans
▫ Mortgage loans tend to have longer maturities
versus other types of loans
▫ Maturities of 15 years to 30 years are typical for single-
family homes
▫ With real estate lending, the condition and value of
the subject property are nearly as important as the
borrower’s income
▫ Appraisals are critical to the loan decision and must meet
industry standards and government regulations
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 Real Estate Loans (continued)
• Factors in Evaluating Applications for Real Estate
Loans:
▫ The amount of the down payment pledged by the
borrower relative to the purchase price of
mortgaged property
▫ The higher the ratio of loan amount to purchase price, the
less incentive the borrower has to honor the terms of the
loan
▫ Lenders may be willing to give a mortgage loan
customer a lower loan rate for a pledge that the
customer will use the lender’s other financial
services
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 Real Estate Loans (continued)
• Factors in Evaluating Applications for Real Estate
Loans
▫ Other aspects of each credit application that require
assessment:
▫ Amount and stability of the borrower’s income
▫ The borrower’s available savings and where the borrower
will obtain the required down payment
▫ The borrower’s track record in caring for and managing
property
▫ The outlook for real estate sales in the local market in
case of repossession of the property
▫ The outlook for market interest rates

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 Real Estate Loans (continued)
• Home Equity Lending
▫ Homeowners can borrow the equity in their homes

▫ Equity is defined as the difference between a

home’s estimated market value and the amount of
the mortgage loans against it.

▫ Two main types of home equity loans:

1. Traditional Home Equity Loan
2. Lines of Credit Against a Home’s Borrowing Base

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 Real Estate Loans (continued)
• The Most Controversial of Home Mortgage Loans:
Interest-Only and Adjustable Mortgages and the Recent
Mortgage Crisis
▫ When housing prices were soaring upward during the
recent housing boom, how could lenders make
extravagantly priced homes affordable?
▫ Make home mortgage loans more readily available to
families of even modest means
▫ More families were encouraged to sign up for
adjustable-rate loans (ARMs) during a period when
market interest rates were at historic lows

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 Real Estate Loans (continued)
• The Most Controversial of Home Mortgage Loans:
Interest-Only and Adjustable Mortgages and the Recent
Mortgage Crisis
▫ When home prices continued to rise, clever mortgage
lenders came up with yet another financial innovation – the
interest-only adjustable home mortgage loan (option ARM)
▫ With this type of credit the home buyer is obligated to pay only
the interest on his or her home loan for an initial period
▫ After that initial time interval passes, the home buyer would
have to pay both principal and interest until the loan was
finally paid off
▫ Looked like predatory lending against lower-income families
▫ In an environment of rising market interest rates, many home
buyers with adjustable-rate loans faced higher interest
payments
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 Real Estate Loans (continued)
• The Most Controversial of Home Mortgage Loans: Interest-
Only and Adjustable Mortgages and the Recent Mortgage
Crisis
▫ Now lenders must disclose more about the actual terms of a
home mortgage loan and not represent a loan’s terms as “fixed”
when those terms can be changed over time
▫ Dodd-Frank Wall Street Reform and Consumer Protection Act
resulted in tough new rules
▫ Lenders who are pooling and securitizing mortgage loans they
create and sell are responsible for at least 5 percent of the credit
risk attached (qualified mortgages are exempt)
▫ Previously lenders “washed their hands” of any responsibility

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 A Revised Federal Bankruptcy Code as
Bankruptcy Filings Soar
• Households in record numbers have sought protection
from their creditors under the U.S. bankruptcy code
• Bankruptcy Abuse Prevention and Consumer Protection
Act
▫ Signed in April 2005 by President George W. Bush
▫ Made filing for bankruptcy more expensive and time-
consuming
▫ Before filing for bankruptcy, applicants must complete a
certified credit counseling program
▫ Intended to discourage consumers from taking on too much
debt and increasing their risk profile

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 A Revised Federal Bankruptcy Code as
Bankruptcy Filings Soar (continued)
• A means test determines whether an applicant must file
under Chapter 7 or Chapter 13 of the bankruptcy code
▫ Means Test - an average of a debtor’s past six months of gross
income
▫ Test determines if the debtor has enough income to pay some of
the debt
• Under the previous bankruptcy code, most individuals filed
for Chapter 7
▫ Wiped out all or most debts and generally allowed for a fresh
start
• Makes it harder for applicants to apply for Chapter 7
▫ More applicants, as a result must file under Chapter 13
▫ Stipulates that at least some debts must be repaid

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 Pricing Consumer and Real Estate Loans:
Determining the Rate of Interest and Other Loan
Terms
• A financial institution prices every consumer loan by setting
an interest rate, maturity, and terms of repayment

• The Interest Rate Attached to Nonresidential Consumer

Loans
▫ The Cost-Plus Model

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 Pricing Consumer and Real Estate Loans: Determining the
Rate of Interest and Other Loan Terms (continued)
• Annual Percentage Rate (APR)
▫ Annualized internal rate of return that equates expected
total payments with the amount of the loan
▫ Takes into account how fast the loan is being repaid and
how much credit the customer will actually have use of
during the life of the loan
▫ Under the Truth-in-Lending Act, lenders must give the
household borrower a statement specifying the APR
▫ Allows borrowers to compare a particular loan rate with the
loan rates of other lenders

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 Pricing Consumer and Real Estate Loans: Determining the
Rate of Interest and Other Loan Terms (continued)

• Simple Interest Rate

▫ Adjusts for the length of time a borrower actually has use of

credit
▫ If the customer is paying off the loan gradually, this
approach determines the declining loan balance, and that
reduced balance is then used to determine the amount of
interest owed

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 Pricing Consumer and Real Estate Loans: Determining the
Rate of Interest and Other Loan Terms (continued)
• The Discount Rate Method
▫ Requires the customer to pay interest up front
▫ Interest is deducted first and the customer receives the loan
amount less any interest owed

• The Add-On Loan Rate Method

▫ One of the oldest loan rate calculation methods
▫ Any interest owed is added to the principal amount of the
loan before calculating required installment payments
▫ Only if the loan is paid off in a single lump sum at the end
will the add-on rate equal the simple interest rate

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 Pricing Consumer and Real Estate Loans: Determining the
Rate of Interest and Other Loan Terms (continued)
• Rule of 78s
▫ A rule of thumb to determine how much interest income a
lender is entitled to accrue at any point in time from a loan
that is being paid out in monthly installments
▫ Important especially when a borrower wants to pay off a
loan early
▫ Rule arises from the fact that the sum of the digits 1 through
12 is 78
▫ To determine the borrowing customer’s interest rebate from
early repayment of an installment loan, total the digits for
the months remaining on the loan and divide the sum by 78

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 Pricing Consumer and Real Estate Loans: Determining the
Rate of Interest and Other Loan Terms (continued)
• Rule of 78s
▫ Example:
▫ A customer requests a one-year loan to be repaid in 12 monthly
installments
▫ Customer would also like to repay the loan after only nine months
▫ Interest rebate that the customer is entitled to receive back

▫ The lender is entitled to keep 92.31 percent of the finance charges

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 Pricing Consumer and Real Estate Loans: Determining the
Rate of Interest and Other Loan Terms (continued)

• Interest Rates on Home Mortgage Loans

▫ Since the 1930s, most loans to finance the purchase
of new homes were fixed-rate mortgages (FRMs)
▫ In 1981, adjustable-rate mortgages (ARMs) were
authorized for offering by all federally chartered
depository institutions
▫ Created in response to the pressure of inflation
and volatile interest rates

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 Pricing Consumer and Real Estate Loans: Determining the
Rate of Interest and Other Loan Terms (continued)
• Interest Rates on Home Mortgage Loans
▫ Whether a customer takes out a FRM or ARM, the loan officer
must determine what the initial loan rate will be and what the
monthly payments will be
▫ The formula to compute monthly mortgage payments is

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 Pricing Consumer and Real Estate Loans: Determining the
Rate of Interest and Other Loan Terms (continued)
• Charging the Customer Mortgage Points
▫ Home mortgage loan agreements often require borrowers to
pay an additional charge up front called points
▫ Points are prepaid interest and may be deductible as home
mortgage interest
▫ For example, suppose the borrower seeks a $100,000 home
loan and the lender assesses the borrower an up-front charge of
two points

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 Quick Quiz
• What are the principal differences among residential loans,
nonresidential installment loans, noninstallment loans, and credit
card or revolving loans?
• What are the principal advantages to a lending institution of using a
credit-scoring system? Are there any significant disadvantages to a
credit-scoring system?
• What laws exist today to give consumers fuller disclosure about the
terms and risks of taking on credit?
• What is home equity lending, and what are its advantages and
disadvantages for banks and other consumer lending institutions?
• What options does a loan officer have in pricing consumer loans?
• How is the loan rate figured on a home mortgage loan? What are the
key factors or variables?
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