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  • Unsecured Loan Participations: Getting a Handle on the Risk

    Jun 28, 2021 | Lorena Paredes

    With loan demand down and cash deposits up, buyer demand for unsecured loan participations has increased over the past year, and many credit unions are broadening their loan participation policies to include unsecured loans. Although a great option for higher-yielding assets, it’s important to analyze the associated credit risk factors.
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  • Unsecured…to be, or Not to be? That is the Question.

    Apr 30, 2021 | Jeff Hamilton

    Before the pandemic era, interest in unsecured loan participations was minimal. However, in recent months, the Member Credit department at Catalyst Corporate has received increased inquiries from buyers looking for any type of loan participations, including unsecured loan portfolios.
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  • As Painful as it May Be…Invest!

    Jan 4, 2021 | Leah Schlangen

    Since March 2020, we’ve received many questions regarding the economy, market and rates. With so much economic and COVID-19 data available, it is hard to synthesize everything and come up with one conclusive answer regarding the future or what the new “normal” may be. The new normal for credit unions will vary depending on membership base, asset size and services offered. However, one aspect we must adjust to is the low interest rate environment.
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  • The Gifts of 2020...

    Dec 21, 2020 | By Chris Shipman, CFA, CFP®

    If the year 2020 could be characterized, I would relate it to Uncle Eddie, from National Lampoon’s Christmas Vacation – great intentions, but always seems to say or do the wrong thing. As we reflect, the year started with great intentions. After all, we were in the longest bull market in U.S. history, with no real end in sight. Then the pandemic hit, and it has been the gift that keeps on giving.
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  • The Basics of Backtesting

    Dec 18, 2020 | Theresa Batoon

    At one time or another, you’ve probably heard the term “backtesting” from your auditors or ALM provider. Backtesting is simply the comparison of your actual income statement to your projected income statement. This technique can provide valuable insights into the accuracy and reasonableness of your interest rate risk model.
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  • What Will it Take for Mortgage Rates to Rise?

    Dec 7, 2020 | Zane Wilson

    You’ve likely seen articles predicting that mortgage rates will rise in 2021. The rationale for these predictions is complex, but when I think about the direction of mortgage rates, there is really only one major factor I consider: economic growth. However, for mortgage rates to increase, one final variable must be realized: the 10-year Treasury yield needs to rise above one percent and remain within a range of 1.33-1.60 percent.
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  • Examining Investment Decisions Based on the Yield Curve

    Nov 30, 2020 | Casey Peterson

    The year 2020 has been like no other, and the financial services industry – like most – has felt its share of turmoil during the COVID-19 pandemic. Credit unions have endured a nationwide lockdown, modified branch activity and accelerated timelines for digital solutions and online banking. Over the last eight months, two major economic byproducts have also emerged: 1) deposit/share growth and 2) record low interest rates.
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  • The (Tur)Key to Understanding Asset Liability Management

    Nov 23, 2020 | Maryssa Crews

    Asset liability management (ALM) can be somewhat daunting. You may be wondering, “What is the best way to allocate the balance sheet to minimize risk and optimize earnings?” To fully grasp ALM, you need an understanding of different types of risk and how the balance sheet composition affects those risk levels. With the holiday season fast approaching, it may be helpful to compare risk assessment tools to a Thanksgiving feast.
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  • SOFR So Good, but Transition from LIBOR Will Come with Risks…

    Nov 16, 2020 | Dan Abdill

    In the U.S., LIBOR’s “heir apparent” is the Secured Overnight Financing Rate (SOFR). Regardless of the chosen benchmark, transitioning from LIBOR has its risks. In July 2020, the Federal Financial Institutions Examination Council (FFIEC) – of which the NCUA is a member – released its “Joint Statement on Managing the LIBOR Transition.” The statement enumerates the types of risk examiners will focus on but does not endorse a specific replacement benchmark.
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  • FOMC Guidance Sets New Tone for Future Rate Forecasting

    Nov 9, 2020 | Jonathan Jackson

    In late August, a new update to FOMC policy framework was introduced which included a major shift in strategy for potential rate hikes. In an effort to provide further clarity, the FOMC issued explicit guidance, reinstating its commitment to leaving rates unchanged until the new set of economic parameters is met. Here's a closer look at the new criteria.
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    Clearing Loan Participation Hurdles without Breaking Stride

    Jul 11, 2019 | Mark DeBree, CFA

    Is liquidity tight and loan demand strong at your credit union? In the past, you’ve likely looked at selling loan participations to ease liquidity and create balance sheet capacity for continued loan demand. However, as interest rates rose, you may have been hesitant to enter into a loan participation sale due to potential pricing below par. But with the potential for falling interest rates ahead, are there reasons to revisit this decision?
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    What to Consider when Selecting Liquidity Management Solutions

    Mar 28, 2019 | Kathy Gensler

    With total loans/shares on the rise and interest rates uncertain, liquidity management can be challenging. Squaring away available funding sources and stress testing your credit union's liquidity are two essential components of effective liquidity risk management.
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The Art of Loan Pricing

by Catalyst Corporate | Nov 18, 2022

There are two kinds of art: the first is free flowing, up for interpretation and often varies in its intrinsic value. The second is a somewhat idealized form with which you can continually strive for, but never quite attain, perfection.

Loan pricing is an art of the latter kind. Truly artful loan pricing is a delicate balance between providing the best possible value to your credit union and offering a rate that members ultimately accept. For most products, however, there is no clear market indication for how to price a loan…that’s where it becomes an art. The tipping point is different for each member, loan and rate.

How to price loans

Poor loan pricing can deeply impact a credit union. Let’s look at some of the tangible and intangible results of poor loan pricing:

Tangible impacts

  • Lower earnings
  • Weaker liquidity
  • Less control of the balance sheet

Intangible impacts

  • Uncontrolled loan growth
  • Transfer of value from core members to non-core members

Financial theory suggests the existence of a “risk-free” rate. Though every loan contains some degree of risk, the U.S. Treasury rate is considered the risk-free rate in practice.

Fairly pricing a loan should build off the risk-free rate concept. Adding adjustments for borrower unique risks, such as credit, illiquidity, loan basis and cost of servicing will establish a sound loan pricing model.

Building pricing models takes time, data and patience. Testing, refining and adjusting the model to improve accuracy are vital steps before implementing any loan pricing model. What models are most useful in pricing loans? A few are listed below:

Concepts for building a loan pricing model

  • Base Rate: Using Prime or a U.S. Treasury rate for a term equaling the weighted average life (WAL) of the loan.
  • Servicing Spread: Includes the annual employee and overhead costs to process payments, make collection calls, send reminders, etc.
  • Credit Spread: Includes the average losses over time for each credit band for “like” products.
  • Liquidity Premium: Compensates for the inability to quickly turn a loan into cash without excessive loss.
  • Dealer Reserves: Accounts for the annual amortization cost of dealer reserves.
  • Earnings Spread: Compensates the credit union for deploying member funds to produce a return above the risk-free rate.

Loan stability & flexibility

Stability and flexibility are also factors to keep in mind when setting loan rates. When building a loan pricing model, using the one-week or two-week average U.S. Treasury rates can stabilize volatility in the Base Rate. It’s important to update loan pricing regularly to stay current with any market rate changes.

Consider building in a tolerance level for proposed rate changes. For example, your credit union might not want to change loan rates for a 5-basis-point change in market rates. If 25 basis points is a more realistic threshold, incorporate a tolerance level of +/- 25 basis points to create added stability. Just ensure the tolerance range does not exceed the earnings spread.

Loan pricing experience matters

Like any art, experience is one of the most important components to accurately and consistently pricing loans. Catalyst Strategic Solutions’ ALM team offers countless resources, including monthly ALM Loan Guidelines, to help credit unions make informed decisions about loan pricing and other business activities.