According to CUNA Mutual, the program being piloted by 13 CUs to turn indirect members into deeper relationships found:
* Members welcome phone calls from their credit union. Outbound call representatives received positive responses from members when they identified themselves as representatives of the credit union.
* The phone call has a relationship-building effect “even if the initial call doesn’t deepen the relationship.”
* The pilot’s pre-screening process enabled credit unions to obtain a member profile with valuable data that helped matched products to member needs.
* A key finding of the study is that credit unions can find success with outbound calling in indirect auto lending. “New members view it as a personal touch.”(c) 2008 The Credit Union Journal and SourceMedia, Inc. All Rights Reserved.http://www.cujournal.com http://www.sourcemedia.com
