KIN THC B CH I VI CN B TN DNG

Cho vay th ai cng mong ngi mn tin tr n ng hn, y . Nhng thc

t khng hn lc no ngi vay cng hon thnh ngha v tr n ca mnh. M
ngc li, s c ngi vay day da khng tr , hoc thm ch khng tr c
n.
Tn dng l nghip v hng u ca cc Ngn hng, do cng khng trnh khi
vic vng phi nhng khch hng c pht sinh n xu. V vy Ngn hng lun
yu cu cc cn b tn dng phi bit qun l cc ri ro gim thiu t l n xu
ny.
Vi hn 4 nm lm tn dng, Dithel t tin tuyn b khng c khch hng b qu hn, vi
t l 100% khch hng u thu gc v li hng k, Dithel chia s vi cc bn mi
vo ngh bng chui blog ch : "Lm th no gim n xu (n kh i) trong
ngh tn dng" vi hi vng gip cho cc anh em mi vo ngh 1 cht kinh nghim.
Phn 1: Nhn bit ri ro t khi mi tip cn khch hng.

Ngun tip cn khch hng rt a dng:

Nu thng qua quan h ca bn (do bn b, ngi thn, khch hng gii thiu,
...) th mc tin cy ca nhng khch hng ny kh tt. C bn v bn b ngi
thn mnh cng nh gi c phn no nhng khch hng ny.
Nu khch hng t ch ng tm n Ngn hng, th kh nng ng tin cy l
kh tt, v thng thng cc khch hng ny c y cc h s Ngn hng yu
cu, h c phng n vay ph hp v c kh nng tr c n kh n.
Nu thng qua cc c (hin nay cc i tng ny rt nhiu, v l mt phn
khng th thiu ca ngh tn dng). Cc khch hng ny tim nng ri ro rt ln,
c th v h s xu ko vay c ( tng/hin c n qu hn, TSTC khng
iu kin, ...), hoc do ngi gp Ngn hng, hoc do thiu chng t chng minh
(khng chng minh c thu nhp, khng chng minh c mc ch vay vn).
Nu thng qua cc ng nghip t cc Ngn hng khc: Cc h s nay ri
ro hn, v khch hng c thng tin v tnh hnh tr n. Tuy nhin nn khn
kho hi trnh hng nhng khon kh i t NH khc chuyn sang (i khi
cc ng nghip cng chi xu bng cch y cc khch hng xu cho mnh
gnh nng cho h).
Do , ty tng i tng m mnh xc nh mc ri ro c th, t s khai thc nhiu
thng tin hn thm nh khch hng.

Ci quan trng nht ca vic cho vay l nh gi kh nng thu nhp ca khch
hng, bi v c thu nhp th mi c tr n c. Mc d c th KH khng chng minh
c thu nhp, nhng thc t h c nhng cng vic n nh, c thu nhp u n
(thm chi cao, nh cho vay nng li, KD bt ng sn t do, ...) th qua cch khai thc
thng tin mnh c th nhn thy c nng lc v kinh nghim, quan h, cng nh nng
lc ti chnh ca h.
Bn c mnh dn khai thc, v tht s y l lc bn v KH c c hi ni chuyn
nhiu nht, v KH cng rt sn lng trnh by vi bn.

Tuy nhin, nhy bn tm k h trong cu chuyn ca khch hng th i hi bn

phi c kinh nghim 1 cht.
Tm li, trong bc ny, nu bn nhn thy KH l ngi t v nhit tnh ni, lun
ming ha, ... th nn cn trng, cc i tng ny do tm l s ko vay c nn lun
tm cch th hin, tuy nhin khi bn tp trung khai thc th h s nhanh chng li im
yu ang c che y (ang b v n, ang vay nng bn ngoi n hn phi tr, ang
cn tin cho vic bt chnh ,...) V bn khn kho ra v vi nhng li ha chung chung
(lu ko tr li thng l khng ng , v nu vy bn s nhn c thi ko thin ch
ca KH, ng thi cng s lm kh ngi gii thiu). Hoc cch tt nht l bn c bo
v xem li h s, xin kin Sp ... ri bo cho ngi gii thiu l bn khng th cho
vay khch hng ny. Ngi gii thiu s ... tm NH khc hoc s bo li cho khch
hng.
THU NHP v KH NNG TR N ca khch hng mi l yu t hng u
trong vic xem xt cho vay. Ti sn m bo ch l th yu, ch dng phng h
khi bn khng thc hin c ngha v tr n nh cam kt. Do c mt s
khch hng d ko c ti sn vn c cho vay hng trm t ng, v ngc li c
ngi c ti sn tt nhng cng ch c cho vay mc gii hn trong kh nng
thu nhp tr n.
Tuy nhin, thng thng vi cc khch hng cha c uy tn trong giao dch vi Ngn
hng, th Ngn hng yu cu Khch hng phi c ti sn m bo cho khon vay th
mi ng cho vay.

Cho vay cn c TSB phng nga ri ro

Ti sn m bo th c nhiu loi, mi loi c tnh m bo v thanh khon khc nhau,
cc cn b tn dng bt buc phi nm vng cc loi ti sn ny. Trong ring mi
loi ti sn u cha ng ri ro ca n. Ti sn m bo cng tt, th kh nng thu
hi n cng cao do khch hng buc phi tr n ly li ti sn ny. V ngc li,
vi cc ti sn c ri ro cao, th tng ng l ngi vay c xu hng th vic tr
n do ngh rng ... cng lm th NH s ly ti sn b tr, hoc c mt ti sn cng
chng sao, n c ... t t tr.
Dithel gii thiu mt s ti sn thng thng c dng m bo v cc ri ro hay
gp i vi mi loi ti sn ny
1./ BT NG SN:
a./ t ai + Nh : ci ny bt di bt dch, c tnh m bo v thanh khon tt do
ngi cng ngy cng ng, m t th ch tng, nn c mi ngy li ln gi cht t. V
t c ch quyn c chng nhn bng cc giy t do nh nc cp (s , s hng,
giy trng, ...) nn rt an ton.

Bt ng sn thng c Ngn hng a chung nht

Tuy nhin ng vi ch quan m khng xem xt k ti sn loi ny, bi v cc ti
sn ny cng cha ng nhiu ri ro nh sau:
t nng nghip, t rng, t d n cha san lp ...rt kh xc nh din
tch v ranh gii. Khch hng ch vo 1 khu t v bo rng t ... hng cy kia
n con sng kia l ca h, nhng thc t t c cc ct mc xc nh. Do
thng thng NV Tn dng phi yu cu khch hng c bn v hin trng v tr
t, thng tin quy hoch d n chi tit, ... tng tnh m bo cho ti sn.
S gi: Thc t c nhiu khon vay i vo b tc khi pht hin ra khch hng
cm c s gi, n khi pht hin th khch hng ... ngoi vng ph sng. Do
, an ton bn phi thc hin ng theo quy trnh ng k giao dch m bo,
t khu cng chng cho n khu ng k ti P.Ti nguyn mi trng ca y
ban Qun. C nhiu khch hng vin c cn tin vay nhanh, v quen bit c ng
k ny n, nn yu cu khch hng a h s cho khch hng t v qun ng
k, m thc cht l tip tc lm gi lun cc giy t chng nhn trn. V vy nhn
vin Ngn hng bt buc phi t thc hin quy trnh trn m bo an ton.

Li vo qu hp (hm di 1m), khng c li vo, cc ti sn ny c tnh thanh

khon thp do ngi mua nh t ai chn nh c hm qu nh nh th ny. Do
nu NV tn dng ch cn c vo din tch t cho vay, th c th s b h so vi
gi tr thc t ca loi nh t ny. Nn hn ch t l vay ca ti sn ny m
bo.
Nhiu ngi cng ng tn chung ti sn: Mt s c nhn trn c nhn tha
k t ng b li, trn s in mt list cc Mr/Ms ng tn. Cc Mr/Ms ny y
quyn li cho 1 ngi i vay, v mi ngi ph tr mt phn. Tuy nhin n
khi tr n th ngi ny li nnh ngi kia, cha chung khng ai khc, ri dn n
kin tng kh khn do vng mt ngi ny, thiu ch k ngi kia. Mt trng
hp khc na l s ch do 1 ngi ng tn, nhng thc cht l nhiu anh em
khc cng c quyn hng (1 ng ng tn cho gn, th tc, ngi ny thng
l ngi ln trong nh nh anh c, ch c, ...). Ngi ny t th chp, n khi
khng tr c n th ngi nh mi bit v la li, tranh chp t l.
Ch s ch l ngi bo lnh (bn th 3) ch khng phi l bn vay, v 2
ngi ny khng c quan h h hng, huyt thng. Thc cht c nhiu trng
hp vay h, vay k, ngha l bn c ti sn nhng bn ko chng t chng
minh, nn bn dng ti sn m bo cho 1 ngi khc vay do ngi ny c
y giy t cn thit. Bn ly tin v lm n tht bi, khng tr c n, Ngn
hng tin hnh i tin ngi vay th ngi vay li bo l ch vay gim ch ko s
dng vn, dy da cui cng kh i c n, ...
b./ Cn h, nh d n: Thng thng cc ti sn l cn h ca cc d n chung c, ta
nh ...ch c hp ng gp vn, hp ng mua bn, ... ch cha c s hng, nhng vn
c nhn th chp, v c xc nhn phong ta mua bn chuyn nhng bi ch u
t cng trnh. Do cng tim n nhiu ri ro nh:
Ch u t b d cng trnh: Do khng hong kinh t, gi vt liu tng, li vay
Ngn hng cao, lm ch u t khng th thc hin tip tc cng trnh, buc phi
dy da thi hn bn giao nh ... lm cho khch hng cng khng bn c ti
sn tr n, chuyn nhng cng ko ai mua, khch hng cng b tng li khon
vay, dn n mt dn kh nng tr n.

Nhiu d n b ngng v b hoang, khng thanh khon c

Php l cha n: Mt s trng hp khng c hp ng mua bn nh m ch c
hp ng gp vn, v c chuyn nhng t ngi ny qua ngi khc bng
xc nhn c ng du ca ch u t (cha c hp ng mua bn t ch u t
vi ngi mua cui cng). Khch hng vn c ch quyn i vi ti sn, tuy
nhin khi dng ti sn ny th chp th rt kh Ngn hng tin hnh x l
ti sn thu n do cn lin quan n nhiu i tng mua bn trc.
Khu vc b phong ta, cha hon thnh d n: Mt s d n do ch u t
lm chui, hoc cha c quyt nh chnh thc t tnh/thnh ph, nn mt s nh
u c mua tt n u ly gi r, nhm hng mc chnh lch cao sau khi d

n c php chnh thc mua bn. Tuy nhin do s thay i chnh sch, hoc do
ko di lu nm, khin cho cng trnh khng thc hin c, s vn vay ca
khch hng b chn chn, nh hng n kh nng
Ri ro chy n, sp: Khc vi nh ph l d c chy nh vn cn nn t bn
tr n, ch chung c m chy hoc sp th s hng cng ch l t giy. Vic i
ch u t bi thng (nu ch u t c li) hoc c quan bo him bi thng
(nu nh bn c mua bo him) th cng l mt vn ln, v thng dy da
ko di. Do trng hp ny xy ra xem nh bn mt kh nng i n.
c./ Nh xng, kho bi: Mt s doanh nghip dng nh xng v cc cng trnh xy
dng trn t lm ti sn th chp. Tuy nhin do a s cc khu sn xut ny u l t
thu (t do Nh nc giao c thu tin s dng t hng nm), do b gii hn v thi
hn vay v tr n, hoc kh nng thanh khon ca cc loi ny thp do gii hn i
tng mua bn (ch c nhng ngi c nhu cu nh xng tng ng nh hin ti mi
ng mua li, hoc phi ph b ht xy li cho ph hp vi dy chuyn cng
ngh), dn n vic thu hi pht mi ti sn kh khn hn.

Nh xng, hng ha, dy chuyn cng ngh dng th chp

s kh thu hi khi b chy
Hoc c trng hp, c nh xng v dy chuyn cng ngh b chy ht, trong
khng phi lc no cng c bo him 100%, v k c trng hp c bo him th vic
xc nh trch nhim bi thng cng l kh nan gii.
Tm li, cc bt ng sn mc d c tnh thanh khon tt v an ton, tuy nhin
vn lun tim n nhng ri ro m nu ch quan s ko thy hoc d b b qua. Do
, l mt cn b tn dng, iu cn thit l phi thc hin ng quy trnh lin
quan n ti sn, c bit cc khu lin quan n c quan nh nc.
2./Ri ro khi nhn th chp bng GIY T C GI:
Cc giy t c gi thng thng c th chp l s tit kim, chng khon, tri
phiu, k phiu, ... l cc chng nhn s hu mt s tin ti mt t chc pht hnh.
Vi cc ti sn ny th c tnh m bo v c tnh thanh khon cao do d dng quy
i thnh tin mt. Cc ri ro n t cc ti sn th chp ny ch yu l hnh thc lm
gi s liu, lm gi chng t. VD nh gn y pht hin 1 nhn vin Ngn hng lm gi
s tit kim ca 1 ngn hng khc, ri dng s ny vay, chim ot tin i kinh
doanh nhng b thua l hng t ng.

Th tc cho vay cm c giy t c gi thng c thc hin nhanh,

nn d mc sai lm b gi chng t
Ri ro khc l do s mt gi, s chnh lch gi, v d nh cc s tit kim tin ng
dng vay vng, khi vng ln gi qu nhanh vt c hn mc ca s tin ng, khch
hng ko c kh nng mua vng tr li, dn n qu hn.
Hoc th chp bng cc chng khon, c phiu, ri ro t tnh hnh th trng lm cho c
phiu mt gi, mt thanh khon, gi tr gim hn s tin vay trong khi nh u t li
ang thiu vn nn ko tr n c, Ngn hng cng phin phc khi phi lm th tc
chuyn nhng mua bn c phiu ca khch hng.
Mt s loi giy t c gi khc l cc chng t lin quan n quyn s hu hng
ha: nh hi phiu, cc b h s ngun gc xut x ca l hng (b chng t
xut/nhp khu), ... Cc ri ro thng gp l: do khch hng quen nn khu kim tra
chng t c thc hin nhanh, hoc b sung sau, tuy nhin n lc b sung li khng
th hon chnh c (do hi quan ko xc nhn, do hng ha khng ng nh trong t
khai, cht lng khng ng, s lng khng , ...), thi gian b sung tu chnh lu,
hoc Ngn hng nc ngoi khng chp nhn thanh ton (do NH trong nc thy
ng, nhng NH nc ngoi li thy cha ), dn n tranh chp ko di gia ngi
mua v ngi bn, nh hng n dng tin v ca khch hng v nh hng kh nng
tr n cho Ngn hng.
Do , i vi cc chng t c gi ny, gim ri ro th nn cn thn, th chm
m an ton, kim tra tht k v i chiu, xc nhn phong ta, kim tra vic phong
ta trn h thng v t ni pht hnh, sau mi tin hnh gii ngn. ng thi
lin tc cp nht bin ng th trng iu chnh t l vay, hoc ct khon vay
khi t l m bo n mc b e da (90 95% tr gi TSB). Vi cc b chng t
hng ha th phi gi cho b phn c nghip v kim tra, xc nhn, thc hin bn
giao y ri mi gii ngn.
--------------------------------------------------------------------------------------------------------------3./Ri ro khi nhn th chp bng PHNG TIN VN CHUYN, MY MC
DY CHUYN SN XUT:
Mt s khch hng thng vay mua xe, tu bin, my mc sn xut v th chp bng
chnh cc ti sn ny. im chung l cc ti sn ny khu hao nhanh qua thi gian
s dng, d mt gi do tc pht trin cng ngh hin i qu nhanh, thnh
thong b mt mt (c bit l xe). Thng thng cc ti sn ny ngn hng ch gi
giy chng nhn s hu (c vt xe, giy chng nhn ng k, t khai ngun gc hng
ha), cn ti sn th khch hng vn trc tip s dng.
Do khi c mt mt ti sn (c bit l xe), hoc chy n my mc th vic i n b
t c quan bo him cng rt phc tp v phi chung chi nhiu, vic khi kin nu c
cng kh khn do khng c ti sn pht mi, hoc ti sn khng tr n. Ngoi

ra, khng loi tr kh nng khch hng lm gi b chng t, trong khi b chng t tht
v hng ha u em bn cho ngi khc.

Xe b hng, mt mt th Ngn hng kh thu hi n do khch hng mt ngun thu,

ti sn th chp cng ko cn m bo
Ti sn th chp l vt rng buc gia Ngn hng v Khch hng vay, v vy ty
thuc vo ti sn th chp m Ngn hng buc khch hng phi tr n y . Do
cn phi gim thiu ti a cc ri ro ca ti sn m bo c th gim c
cc khon n xu pht sinh t y.
Vic mang tin cho vay th d, ch c thu hi n gc v li y th mi kh. Vay
ngn hng cng vy, vic lch 1 cch linh hot c th cho khch hng vay l
chuyn m CB tn dng no cng lm c, tuy nhin vic thu li n hng thng
t khch hng mt cch y th khng phi CB Tn dng no cng lm tt.
Thm ch c ngi gy ra hng lot v n qu hn ti NH ny ri b ca chy ly
ngi, xin vic NH khc.
Khng bn n vic trch nhim ca nhng ngi b chy, y Dithel ch mun chia
s mt cht kinh nghim trong vic qun l khon vay ca khch hng gim cc ri
ro c th thi. Dithel tng cho vay c trm khch hng, tuy nhin cha bao gi c
khon no khng thu c y . Vic thu n v x l n c rt nhiu cch, trc mt
Dithel gii thiu cc cch thng thng cc bn mi vo ngh c th hiu c.
1./ Gi bn k hoch tr n cho khch hng:
Thng thng, khi i vay th KH c gi 1 bn hp ng vay, ghi r s tin v thi hn
vay, li sut vay, ... Tuy nhin do KH ngh tnh cht quan trng ca Hp ng (c lin
quan n nh ang cm c), nn KH thng kp chung vi cc giy t quan trng ri ...
giu lun trong t (kt st). Do vy m hng thng KH ch nhm nhm s tin phi tr
m ko c s chnh xc.
Mt khc, do KH c th v bn rn nn ko nh c ngy tr n c th cn i
ngun tin trc vi ngy.

Lch tr n gip khch hng chun b tt hn cc khon tin cn ng,

dn dn s to thi quen ch ng tr n

V vy, CB Tn dng phi in cho KH mt ci lch tr n (vi bn nu cn), ghi r chi tit
s tin gc v li hng thng, s tin cn li ca thng ..., KH c th d dng bit
c con s phi ng. T hnh thnh trong tm tr KH vic cn i s tin, KH s
thng ngh n con s ny hn. Mt tc dng ph na l vi nhng bn lch tr n nh
th ny KH lun v tr tin xem hn (trong k bo gia nh, trn gc ging, bn
lm vic, .. ) do KH cng s c nhiu dp c ... t nhc n chnh mnh hn.
Dn dn KH hnh thnh thi quen t ch ng theo di cc khon n v ng ng hn.
2./ Nhc n tch cc nhng thng u tin:
Nhng thng u sau khi vay rt quan trng. Nu bn khch hng dy da t
nhng ngy u tin, hu qu l KH s c nhng tin l xu, nh hng n nhng ln
thu n sau ny.
Trc khi n ngy tr n khong 5 ngy, bn nhn tin / email / gi in bo s tin
cho KH bit. y cng l iu KH mong mun xem s tin mnh d tnh c ng ko,
hoc yn tm rng s tin mnh ng l . Thng thng KH s rt vui lng tr li
bn (do thng u tin m, p lc tr n cha nhiu)

Gi in nhc n gip khch hng thy c khon vay ca h

ang c quan tm k lng
n trc ngy thu n 1 ngy, bn ch ng gi in hi thm KH xem vic s dng
vn th no (thng KH mi vay nn vic gp g gia bn v KH cn kh thn quen),
sau y km theo li nhc kho l chiu nay khch hng gh ng lun sng mai c
tin trong ti khon NH thu sm, hoc nu KH ni mai ln ng ng ngy th nhc
KH n sm 1 cht NH thu n (thc cht l ku KH ng sm phng h chm
tr ng m mnh cn nhc, ch ko di qua ngy sau s b thm li pht).
n ngy thu n, tm khong 10h bn kim tra ti khon KH, nu thy vn cha np
th gi in hi KH khong thi gian no KH s ng, ri n thi gian y bn li
check v gi li nu cn. Trng hp bn kim tra thy KH ng th bn gi in li
bo l thy np tin KH yn tm (mt s KH rt k, h c th gi in bo cho
bn np tin, nn vic mnh ch ng bo li s to n tng tt cho KH).

m bo thu n y t nhng ln u tin s to thi quen tr n tt,

trnh tin l du di cho khch hng d ch 1 ln

Vic tch cc nhc n v thu n thng u rt quan trng, n s lm cho KH thy

rng khon vay ca h c theo di rt k, v vic tr n l cc k quan trng.
Hy nh rng nu bn cho KH du di 1 vi ngy, th h s c suy ngh rng th t
t cng c, ng thm my ng li cng chng ng, dn n vic h s dng
tin vo vic khc (thng vi cc khon vay nh), c khi vic chm tr ko di
lm thng ny tr n i thm tin thng kia, KH nhn vo con s s thy ln v b
tm l ngn n.
3./ Theo di n hng thng, x l ngay khi c du hiu xu:
Trng hp KH c ch ng u u tr n th khng c g ng bn, iu cho thy
bn thm nh tt v lm khu hng dn KH tr n tt t nhng bc u. Tuy
nhin nu n thng m bn kim tra thy KH cha np tin, mc d ha l s ln
ng vo ngy no gi no. Th bn phi ngh n phng php thu n mi.

To thi quen tr n t nhng thng u tin

s gip bn to c mt khch hng tt
Vic qua ngy tr n m vn cha thy KH ng, th ngay hm sau bn phi gi in
cho KH bng ging iu khc, c phn cng hn. Bi v KH n 1 ngy th kh nng l
s n nhiu ngy na. Do mnh phi nm ngay trng hp ca KH ln phng n
x l:

Nu KH v l do khch quan: (ang c vic quan trng nh ci hi, i tnh ko c

NH trong h thng, chuyn tin b ghi sai s ti khon, ...) th bn cn c vo mc tin
cy ca bn vi KH nh gi kh nng thc hin ca KH. V khng qun dn KH
rng mai mt c pht sinh nh vy th KH phi bo trc cho bn, gi ngay cho bn khi
c vn bn ch ng v yn tm.

Nu KH v l do ch quan: C th KH ang b kt chuyn g m khng ni ra

c (phi tr n ngi khc, c vic quan trng hn phi dng s tin ny (mua ci
tivi, xe my b thiu cht t, ...) nhng do KH ngi ni vi bn v ngh rng vic chm
tr vi ngy / thng cng ko b pht bao nhiu. Th thng qua vic trao i, bn s nh
gi c KH c thc lng tr n hay ko, vic quanh co ca KH s d dng b l ty khi
bn tch cc hi v bc m. Tt nhin l bn phi c kinh nghim hi hoc phi mnh
dn hi ch khng c ngn ngi g (bn l ngi thu n m bn ngi th ngi cht
trc l bn ). Sau , ty vo KH m bn gia hn cho ngi ta vi ngy (ti a di
1 tun, v phi m bo trc ngy cui thng). Trong nhng ngy ny bn phi thng
xuyn gi in, mc d bit l cu tr li vn nh vy.
Vic lin tc theo di v hi thc KH tr n c th s to cm gic hi bc cho KH, tuy
nhin nu KH c biu hin hi bc (nh l ch hi thi nh) th bn thnh cng, v iu
cho thy KH c kh nng tr n c, vic h chm tr l do h c vic ring, h
hon ton c th ch ng tr c n. Ngc li, nu KH khng bc m ch ha, th
bn cn lo lng hn, v KH ha t nht 2 3 ln trc vi bn ri m h vn cha thc
hin, th li ha ln ny gi tr tin tng cng chng cao hn bao nhiu. Bn phi dng

hnh thc nng hn l ni nng vi KH 1 cht, ng thi cho KH bit rng vic tr n
nh vy ko ch to tin l n xu cho KH m cn nh hng n vic kinh doanh ca
bn, ca ngn hng.

Lp bin bn giy trng mc en tng p lc i n

Trng hp nu KH vn cha tr nh tip tc ha, th bn tin hnh xung nh lp
ngay bin bn lm vic. Trong c ni dung rng KH ha vi bn nhiu ln m ko
thc hin, ng thi buc KH vit cam kt ngy tr n v iu khon rng buc khi
khng thc hin ng cam kt (nn ghi r rng l ti cam kt nu khng thc hin
ng th ti chp nhn cho Ngn hng n phng x l ti sn th chp thu hi
n). Khi c giy trng mc en r rng, th KH s c phn phi c gng xoay s
tr n hn.
Vic vit cam kt nh trn khng c gi tr thc hin cho Ngn hng (ngha l NH
khng th bn ngay ti sn ca KH thu n mc d ni dung ghi nh vy), tuy nhin
n s h tr cho NH trong vic khi kin khch hng v n cho thy NH thc hin
ng quy trnh: c lm vic vi KH thng lng, v gia hn cho KH m KH tip
tc khng chu tr n. Sau nu NH khi kin th khng cn lm nhng bc ny na.
4./ Gi cng vn cho chnh quyn, nu gp phi KH b qu hn lu:
Nu bn thc hin cc cng vic trn, tuy nhin KH vn th hin trnh ha th bn
buc phi p dng ch thu n c bit hn.
Cc ni bn s gi l: Cng ty ni KH lm vic (ghi r gi cho Ban gim c/phng
nhn s, ..) CA phng, t trng khu ph, ... Tt nhin l bn c cnh bo trc cho
KH v vic ny. Vic gi cho n v ni KH lm vic l hiu qu nht, v ngun thu
nhp ca KH l y nn KH c s rng buc cao nht y. KH v s b sp, ng
nghip, cp di, ... nh gi nn s c tm l c gng tr n hn. Vi CA phng hoc
t trng khu ph, l u mi qun l nhn s ca khu vc th bn phi vt v hn v
cc i tng ny t c s h tr cho bn hn (thc t th no cc bn bit, mnh ko dm
ni), tuy nhin vic bn gi th s th hin bn lm ng quy trnh, sau ny thun
tin cho vic khi kin. Nu may mn, phng s c tc ng n khch hng khi
khch hng thc hin 1 s giao dch (lc hp khu ph, ng k tm vng, khai sinh ...)
5./ Sn sng khi kin
Trng hp xu nht, 2 3 thng m KH vn chy tr n, c hnh vi trn trnh gp
mt, ni chuyn th bn phi ngh ngay n trng hp khi kin. Vic khi kin tuy
kh lu v rm r, tuy nhin nu bn qun l h s tt, c y cc bin php thu n
thc hin, th cng tc thc hin s vt v hn.

Sn sng khi kin nu pht hin khch hng mt kh nng chi tr,
hoc c biu hin trn trnh tr n
Trong vic tin hnh khi kin, bn c ch ng v mnh dn, ng thi c mi khu
bn thng bo cho KH bit h hiu c rng h ang trong tnh trng nh th no.
Thng thng n nc ny th KH buc phi bn nh, hoc vay ngoi tr n, n ty
thuc vo cch bn p khch hng nh th no. Bn phi cho khch hng bit rng mt
khi pht mi ti sn th gi tr m KH nhn c s rt thp, ch ko phi n thun l
NH i bn nh gim khch hng, bi v tt c cc chi ph pht sinh cho c quan Nh
nc (kin tng, n ph, ...), cc chi ph i li ca nhn vin Ngn hng, cng vi mc
li pht kh cao (150% li trong hn), v gi pht mi lun mc kh thp so vi gi
th trng. V vy m bo sau khi tr i n vay th KH s chng cn g m c khi cn
thiu (bn ti sn vn cha ). Do phng n t vn cho KH l bn ngay nh c
gi tng i (thng KH cng mun bn nhng mun bn gi cao b l, chnh v
vy mi dy da tr n, ch nc n c mi chu nhy).
Tm li, vic thu n l mt vic i hi bn phi tch cc + mnh dn truy i,
ng thi phi khn kho trong vic thuyt phc, t vn ng hng x l cho
khch hng. Bn cng theo di n c th bn cng t c kt qu sm. ng
li cho KH trong vic tr n, v c th t trng hp bn l KH i vay n, bn c
thc hin tt c vic tr n hay ko. Do vic lin tc theo di cc khon n v
x l ngay khi c du hiu xu l rt cn thit.