From chatbots to image generators, artificial intelligence (AI) has captured consumers' attention and spurred joy — and sometimes a little fear. It's not too different in the business world. There are amazing opportunities and lenders are increasingly turning to AI-driven lending decision engines and processes. But there are also open questions about how AI can work within existing regulatory requirements, how new regulations will impact its use and how to implement advanced analytics in a way that increases equitable inclusion rather than further embedding disparities. How are lenders using AI today? Many financial institutions have implemented — or at least tested — AI-driven tools throughout the customer lifecycle to: Target the right consumers: With tools like Ascend Intelligence ServicesTM Target (AIS Target), lenders can better identify consumers who match their credit criteria and send right-sized offers, which enables them to maximize their acceptance rates. Detect and prevent fraud: Fraud detection tools have used AI and machine learning techniques to detect and prevent fraud for years. These systems may be even more important as new fraud risks emerge, from tried-and-true methods to generative AI (GenAI) fraud. Assess creditworthiness: ML-based models can incorporate a range of internal and external data points to more precisely evaluate creditworthiness. When combined with traditional and alternative credit data*, some lenders can even see a Gini uplift of 60 to 70 percent compared to a traditional credit risk model. Manage portfolios: Lenders can also use a more complete picture of their current customers to make better decisions. For example, AI-driven models can help lenders set initial credit limits and suggest when a change could help them increase wallet share or reduce risk. Lenders can also use AI to help determine which up- and cross-selling offers to present and when (and how) to reach out. Improve collections: Models can be built to ease debt collection processes, such as choosing where to assign accounts, which accounts to prioritize and how to contact the consumer. Additionally, businesses can implement AI-powered tools to increase their organizations' productivity and agility. GenAI solutions like Experian Assistant accelerate the modeling lifecycle by providing immediate responses to questions, enhancing model transparency and parsing through multiple model iterations quickly, resulting in streamlined workflows, improved data visibility and reduced expenses. WATCH: Explore best practices for building, fine-tuning and deploying robust machine learning models for credit risk. The benefits of AI in lending Although lenders can use machine learning models in many ways, the primary drivers for adoption in underwriting include: Improving credit risk assessment Faster development and deployment cycles for new or recalibrated models Unlocking the possibilities within large datasets Keeping up with competing lenders Some of the use cases for machine learning solutions have a direct impact on the bottom line — improving credit risk assessment can decrease charge-offs. Others are less direct but still meaningful. For instance, machine learning models might increase efficiency and allow further automation. This takes the pressure off your underwriting team, even when application volume is extremely high, and results in faster decisions for applicants, which can improve your customer experience. Incorporating large data sets into their decisions also allows lenders to expand their lending universe without taking on additional risk. For example, they may now be able to offer risk-appropriate credit lines to consumers that traditional scoring models can't score. And machine learning solutions can increase customer lifetime value when they're incorporated throughout the customer lifecycle by stopping fraud, improving retention, increasing up- or cross-selling and streamlining collections. Hurdles to adoption of machine learning in lending There are clear benefits and interest in machine learning and analytics, but adoption can be difficult, especially within credit underwriting. A recent Forrester Consulting study commissioned by Experian found that the top pain points for technology decision makers in financial services were reported to be automation and availability of data. Explainability comes down to transparency and trust. Financial institutions have to trust that machine learning models will continue to outperform traditional models to make them a worthwhile investment. The models also have to be transparent and explainable for financial institutions to meet regulatory fair lending requirements. A lack of resources and expertise could hinder model development and deployment. It can take a long time to build and deploy a custom model, and there's a lot of overhead to cover during the process. Large lenders might have in-house credit modeling teams that can take on the workload, but they also face barriers when integrating new models into legacy systems. Small- and mid-sized institutions may be more nimble, but they rarely have the in-house expertise to build or deploy models on their own. The models also have to be trained on appropriate data sets. Similar to model building and deployment, organizations might not have the human or financial resources to clean and organize internal data. And although vendors offer access to a lot of external data, sometimes sorting through and using the data requires a large commitment. How Experian is shaping the future of AI in lending Lenders are finding new ways to use AI throughout the customer lifecycle and with varying types of financial products. However, while the cost to create custom machine learning models is dropping, the complexities and unknowns are still too great for some lenders to manage. But that's changing. Experian built the Ascend Intelligence Services™ to help smaller and mid-market lenders access the most advanced analytics tools. The managed service platform can significantly reduce the cost and deployment time for lenders who want to incorporate AI-driven strategies and machine learning models into their lending process. The end-to-end managed analytics service gives lenders access to Experian's vast data sets and can incorporate internal data to build and seamlessly deploy custom machine learning models. The platform can also continually monitor and retrain models to increase lift, and there's no “black box" to obscure how the model works. Everything is fully explainable, and the platform bakes regulatory constraints into the data curation and model development to ensure lenders stay compliant. Learn more * When we refer to “Alternative Credit Data," this refers to the use of alternative data and its appropriate use in consumer credit lending decisions as regulated by the Fair Credit Reporting Act (FCRA). Hence, the term “Expanded FCRA Data" may also apply in this instance and both can be used interchangeably.

Strategic automotive marketing and measurement are getting more complicated with the increase in consumer channels and devices. This makes it harder for marketers to obtain a complete measurement picture. Measurement terminology is also evolving. Here's a look at some of today’s key definitions to familiarize you with the nuances and challenges it may already bring to your analytics. What is the open web? The open web is the web as a whole or the public side of the web with all the millions of sites that do not require a subscription or fee to use them. For example, in our industry, this would be an auto manufacturer’s website, a dealership’s website, or an online consumer shopping portal where you list your vehicles for sale – all of these are on the open web. These sites use open-source standards to deliver content to consumers without a separate app or company acting as gatekeepers. However, tracking approaches on the open web will shift as cookies will eventually disappear. What is a walled garden? A walled garden is a closed platform or ecosystem (e.g., Amazon, Apple, Facebook) wherein the platform provider controls the content, applications, and/or media and restricts access as it sees fit. The publisher offers consumer privacy and rich first-party data to advertisers, but the measurement is limited to activity within the ‘walls’ of the garden.  From an advertising perspective, buyers can only access these platforms through their own buying tools; they do not give access to any independent platforms. The publisher (the Walled Garden) handles all the buying, serving, tracking, and reporting within their ecosystem.  So, let’s say you are an automotive consumer checking out vehicles. If you’re reading your Facebook feed on your phone and you see an advertisement for a vehicle or a dealership, that OEM or dealership is advertising in a walled garden – in this case, the walled garden is Facebook. The challenge to an advertiser is that they can only measure activity that occurred within that ecosystem using the walled garden’s platform and measurement tools. What is a hedged garden? The “hedged garden” is a new industry concept. A hedged garden is when a network of publishers work together to activate first-party data sets in a privacy-compliant way across many partners at scale. These publishers run their businesses with large amounts of first-party consumer data. They often do not own or operate complete buying stacks. For example, companies like Target and Walmart let advertisers employ their data on shoppers for ad targeting, but brands can use their own buying tools. Other examples of a hedged garden might include Connected TV platforms such as Vizio’s or Samsung’s in-house ad businesses. If you’re sitting on your couch watching your Vizio-connected TV and you see an advertisement for a dealership or a manufacturer, they are advertised within that hedged garden.  As an advertiser, the advantage is that you can use their buying tool when targeting shoppers for your advertising. How to fill in the gaps the walled garden may leave open The walled garden can challenge marketers who desire cross-channel activation and measurement. If you're a marketer working within a walled garden, we can work with the data you have to give you a complete picture of your audience’s digital journey. Our experience and vast databases, including vehicle, credit, and customer insights, allow us to continue building strong partnerships within the fast-growing (Hedged Garden) ecosystem. We can help. Our Subject Matter Expert, Laurel Malhotra will be happy to answer any questions you may have. Contact her today.

According to Experian’s Automotive Market Trends Report: Q3 2022, new vehicle registrations were down 16.4%, going from 12.2 million through Q3 2021 to 10.2 million this quarter. Used vehicles experienced a 12.6% decline, coming in at 29.8 million through Q3 2022, from 34.1 million the previous year.

In recent blog posts, we’ve discussed growing in a down market and getting ahead with a proactive outreach and engagement strategy. In this article, we’ll focus on audience segmentation and multichannel marketing. As the market has shifted, effective cost management is a top priority. Lenders who get the most bang for their buck tend to use data to create their audience, segment and message. Best practice #1: audience segmentation It’s hard to beat the combination of credit and property data for mortgage lenders. Obtaining a holistic consumer view and property details (if they’re a homeowner), can help lenders determine the best mortgage product and refine their messaging. Many of our partners have great success leveraging a combination of property and credit insights to identify consumers for a home equity line of credit (HELOC) or new first mortgages. Let’s look at HELOC as an example. From a process perspective, we use property data to identify borrowers with properties that qualify for the lender’s HELOC program – sufficient equity, owner occupied, no tax liens, not listed for sale, a value below their upper lending bound, etc. Once the initial population is identified, we further segment their target population by adding key credit insights, such as current score and outstanding unsecured debt. This allows the lender to identify borrowers who qualify for their HELOC program and do specific outreach for either debt consolidation or remodel. By performing the equity and credit analytics with a single vendor, the lender can increase their speed to market.  The results? Lenders succeed by quickly reaching the right borrowers, with the right offer and message. Additionally, they don’t waste money on or disappoint applicants who don’t meet their program guidelines. Best practice #2: refining the message The next best practice I’d like to focus on is refining the message with relevant demographic and consumer behavior data. Experian studied the differences among consumers who recently purchased a home, those who recently secured a HELOC, and the general consumer population.   Look at these four categories from our Mosaic Group and consider how you would adjust your messaging if you really know your prospect? Might you incorporate different imaging for a Power Elite homeowner in your HELOC campaign than a Flourishing Family to whom you are marketing a first mortgage?   Or consider how different decision-making styles would impact the information you highlight in your outreach?  Look at the difference between HELOC borrowers and first mortgage borrowers in terms of their decision-making style. Different messaging will appeal to a consumer who is a brand loyalist versus someone who is a savvy researcher.  Best practice #3: omnichannel marketing strategy Finally, let’s focus on how best to reach the consumer. Not only is it important to meet consumers on their preferred channel, but a best practice is to execute an omnichannel strategy. We increasingly see lenders using emails in prescreen campaigns with invitations to apply, or ITAs, across multiple communication channels.  Look at the overall research for email, text, and direct mail. Increasingly, savvy marketers are asking us for emails in their prescreen campaigns, and it’s no surprise. Based on the research, a tailored email campaign can be very effective. Perhaps most surprising is the level of mortgage borrower engagement in streaming TV! This is just the tip of the iceberg in terms of how data can be sliced and diced to drive your omnichannel engagement strategy. In short, when executing a mortgage marketing campaign, it’s important to leverage available data for audience segmentation. Once your audience is identified, you’ll want to refine your message to resonate with each segment. Lastly, instituting a multichannel marketing strategy is key to ensuring you’re getting in front of your audience in the channel they’re most likely to engage. By adopting these best practices, you’ll reach the right borrower, with the right message, in the right channel, which, in-turn, will help boost the ROI of your marketing program.  To learn about Experian Mortgage solution offerings, click here. Learn more

Financial wellness is defined by the United States Consumer Financial Protection Bureau as “a state of being in which you can fully meet your current and future financial obligations while feeling secure in your financial future and making choices that allow you to enjoy life,” as cited by Annuity.org.[1] This is a sense of security that most people strive for, but many have trouble achieving. When you provide financial wellness services to your customers, your likelihood of acquiring and retaining better customers who make smarter choices, borrow more money, and accumulate more wealth may increase. Increasing the number of these financially stable customers is crucial for business success. So how can financial wellness offerings create better business opportunities? 1. Build customer loyalty Loyal customers are key to the success of your business. Long-standing customers tend to spend more, try more new products, and provide more useful feedback than newer customers. By investing in the financial well-being of your customers, you could establish trust while creating longer-lasting relationships with the people you do business with. This could ultimately lead to higher customer retention and an increase in revenue for your business.  2. Help customers manage their financial stress Financial stress can have serious negative consequences if left unchecked. 88% of Americans see room for improvement in their overall financial wellness, and 71% say they are likely to set financial goals in 2023.[2] For this reason, it’s important to provide valuable financial information and resources to your customers as well as reassurance that they are not alone. Financial services such as credit alerts and identity monitoring can empower your customers to take a more proactive approach to reducing their stress and achieving financial wellness. 3. Encourage good customer habits Financial well-being is not attained overnight. For customers to feel confident with their finances, they need to practice good habits on a regular basis and see meaningful progress as a result of their efforts. Friendly reminders and encouragement for sticking to a solid financial plan are effective ways to keep your customers in good standing, and they also portray your business as a trusted resource for best practices. Tools like credit score trackers and financial calculators can offer valuable insights to your customers as they strive to maintain healthy financial habits. Providing financial wellness services for your customers could have a positive impact on your business and your bottom line. When your customers show loyalty to your business, feel less stress, and maintain good habits, they may be more likely to continue doing business with you and potentially refer your products and services to friends and family. By helping your customers achieve financial well-being, you are more likely to set your customers and your business on a path to success. Learn more about our financial wellness services [1] Annuity.org. 2022. Financial Wellness. [2] Lincoln Financial Group. 2022. Most Americans See Room to Improve Their Overall Financial Wellness in 2023, Says New Lincoln Financial Group Study.

With an abundance of loan options in today’s market, retaining customers can be challenging for banks and credit unions, especially small or regional institutions. And as more consumers look for personalization and digital tools in their banking experience, the likelihood of switching to institutions that can meet these demands is increasing.1 According to a recent Experian survey, 78% of consumers have conducted personal banking activities online in the last three months. However, 58% of consumers don’t feel that businesses completely meet their expectations for a digital online experience. To remain competitive in today's market, organizations must enhance their prescreen efforts by accelerating their digital transformation. Prescreen in today's economic environment While establishing a strong digital strategy is crucial to meeting the demands of today’s consumers, economic conditions are continuing to change, causing many financial institutions to either tighten their marketing budgets or hold off on their prescreen efforts completely. Fortunately, lenders can still drive growth during a changing economy without having to make huge cuts to their marketing budgets. How? The answer lies in digital prescreen. Case study: Uncover hidden growth opportunities Wanting to grow their business and existing relationships, Clear Mountain Bank looked for a solution that could help them engage customers with money-saving product offers while delivering a best-in-class digital banking experience. Leveraging Digital Prescreen with Micronotes, the bank was able to identify and present dollarized savings to customers who held higher-priced loans with other lenders. What’s more, the bank extended these offers through personalized conversations within their online and mobile banking platforms, resulting in improved digital engagement and increased customer satisfaction. By delivering competitive prescreen offers digitally, Clear Mountain Bank generated more than $1 million in incremental loans and provided customers with an average of $1,615 in cost savings within the first two months of deployment. “Digital Prescreen with Micronotes supplied the infrastructure to create higher-quality, personalized offers, as well as the delivery and reporting. They made prescreen marketing a reality for us.” – Robert Flockvich, Director of Community Outreach and Retail Lending at Clear Mountain Bank To learn more about how you can grow your portfolio and customer relationships, read the full case study or visit us. Download the case study Visit us 1The Keys to Solving Banking’s Customer Loyalty & Retention Problems, The Financial Brand, 2022.

The only thing constant is change. And as 2022 wraps up and businesses and consumers look toward 2023, the need for insights and data is at an all-time high to help forge the path ahead. With recent slowing economic growth, and uncertain macroeconomic and geopolitical climates, leading organizations are turning to credit, market, and economic trends, to help shape and inform future strategies. The challenge? With so many sources of information, it can be overwhelming to determine which information is relevant.  Experian Edge, our new thought leadership hub, compiles proprietary Experian data, and economic, credit and market trends in a single, easy-to-consume place. Covering the automotive, financial services, healthcare, retail and small business sectors, Experian Edge helps businesses navigate tomorrow with today’s insights.   Featured Publication: 2022 Experian Edge Chartbook  The data stories told during 2022 - particularly credit and economic trends - run the full gamut. From economic growth and the labor market, to consumer health and inflation, there is no shortage of insights to glean. The inaugural 2022 Experian Edge Chartbook compiles those key insights giving a comprehensive look at economic and credit trends and what they could mean for 2023. Download 2022 Experian Edge Chartbook Want more insights? Examples of what else you’ll find on Experian Edge include:  State of the Automotive Finance Market Report: Exclusive quarterly report on the latest trends and analysis of the U.S. automotive finance market. State of Alternative Credit Data Report: A deep dive into the uses of alternative data in consumer and small business lending.  State of Claims: 200 executive healthcare professionals shed light on the current claims environment.  Holiday Retail Guide 2022: Learn what types of behaviors you can expect to see from consumers this holiday shopping season. Beyond the Trends Report: Quarterly insights and commentary on economic conditions and future small business performance. Visit and bookmark Experian Edge for the latest intel you need to propel your business forward.  Visit Experian Edge

Driving growth in a down mortgage market can be tricky. It’s a mad scramble to obtain quality mortgage leads that convert into profitable loans. At Experian Mortgage, we have a front row seat into the efficacy of different lead generation strategies, and what we know for certain, is that data matters in both the audience creation and outreach approach. I’ve compiled several best practices for identifying qualified prospects early in the homebuying journey and using analytics to focus your outreach on those most likely to convert. Best practice #1: credit-based triggers First, let’s focus on borrower-behavior triggers, as they’re key for getting ahead of the competition. I occasionally hear skepticism about tried-and-true credit-based prospect triggers, but many find them indispensable. Credit triggers alert you when borrowers apply for credit and when other indicators meet your specific lending criteria, including credit scores, score trends, credit limits, utilization and much more.  They’re effective – and not just for big lenders. Our clients leverage credit-based triggers to quickly pursue “hot leads,” and have reported higher response rates, lower acquisition costs and revenue growth. Best practice #2: property listing triggers Another borrower behavior to watch is listing a property for sale, which can be done using property listing triggers. You can use listing triggers to monitor current customers – and with Experian, you can prospect for new customers outside your portfolio. One of our clients instituted property listing triggers and immediately identified 40,000 homeowners in their footprint who had recently listed a property for sale. Experian research shows that a homeowner lists their property for sale, on average, 35 days before applying for a new mortgage. This means this lender had over a month to reach those consumers with a tailored message. Now that’s getting a jump on the competition! But what about those homeowners who list a property for sale but don’t move? We hear anecdotally about more homeowners putting their homes on the market to see what offers they can get. According to recent data, a higher percentage of listings fail to sell today than last year. While property listing remains one of the most predictive behaviors for purchase, there’s room to optimize. Whether your prospect came to you via a property or credit trigger, there’s an opportunity to improve your ROI by identifying trigger leads most likely to convert. Best practice #3: in-the-market models A key best practice in audience segmentation is to incorporate in-the-market models (ITMM). A good model is based on sophisticated analytics across hundreds of data elements and millions of loan applications. Additionally, a good model is tailored to your product. A consumer in the market to buy their first house will “look” very different than a consumer in the market for a Home Equity Line of Credit (HELOC). Experian clients are doing two impactful things with ITMM. First, they create their audience list by bundling ITMM with credit, income, and property data to identify qualified consumers likely to be in the market soon. Second, they optimize an existing marketing list. However, when it comes to a mortgage lead generation program, you can only optimize what you measure. Experian has been helping clients by analyzing their lost leads and lost loans. Several clients recently asked us to analyze their efficacy with marketing lists originating from digital mortgage lead aggregators (i.e., lists of consumers who sought information online about mortgages). I’ll focus here on the leads who did NOT originate a mortgage with our clients, but DID open a tradeline with someone else. My first observation is that prospects who opened a tradeline were significantly more likely to open a credit card than a mortgage. My second observation is when the prospect opened a mortgage loan with a different institution, 80% of the time that lender was a non-bank. This is higher than the current non-bank share of the market, which indicates non-banks are aggressive with their leads and poised to grow their share. Here’s where ITMM comes into play. By incorporating an ITMM specifically for your product – HELOC, purchase, refinance – you can focus attention on borrowers most likely to open a mortgage. In summary, instituting credit and property triggers is a critical best practice and will open the door to a plethora of prospects. If you want to level up your marketing strategy, incorporating an ITMM is key and will help you segment the trigger leads and home in on those that are most likely to convert. Be sure to check out the final blog post in this series, Lead Conversion Through Tailored Messaging and a Multichannel Mortgage Marketing Strategy. To learn about Experian Mortgage solution offerings, click here. Learn more

Reflections, New Predictions, and What to Expect by 2033.  Where We’ve Been: A Cybersecurity Recap It’s been a decade since Experian released its first forecast. At the time, hacker activity was heating up, and breach "fatigue" was setting in. The report highlighted the budding threat of healthcare incidents, started a conversation about the connection between the cloud, big data, and big international breaches, and was one of the first—if not the first preparedness and response organization to sound the alarm on the cyber insurance surge. Fast forward to 2023: Clever cybercriminals have not slowed, and data breaches are busier and livelier than ever, with cyberattacks costing organizations $2.9 million every minute1, with major businesses suffering losses of $25 per minute.2 Hold on to your keyboard if you’re wondering where the cybercriminals could go next. The Tenth Annual Experian Data Breach Industry Forecast findings offer a road map into the future. findings offer a road map into the future. Literally. It outlines how modern technology, cyber resilience, and cyber recovery will play a role in the next generation of attacks. With six predictions instead of five, this year’s report also candidly reflects on what we got right and where we missed the mark over the last nine years while homing in on what 2023 and 2033 could bring. Nearly 70% of business leaders feel their cybersecurity risks are increasing, and only 5% of companies2 data is probably protected.3 Where We Are: Reality. It’s Not Quite What It Seems With more than 80% of U.S.4 adults expressing some concern about the metaverse and deepfake-enabled attacks up 53% from 2021,5 2023 could see cyberattacks move into unprecedented and unchartered territory. Will keyboards and screens become easy gateways to widespread attacks in seen and unsuspected ways for corporate entities and consumers alike? What about the continued rise of remote work? Will its staying power reveal vulnerabilities? As technology evolves, so too can scams and increased risk. Are you prepared? Globally, cybercrime is on track to cost $10.5 trillion annually by 2025.6 Where We’re Headed: Today and 10 Years From Now The Tenth Annual Data Breach Industry Forecast isn’t a crystal ball, but it’s close. With now ten reports issued and over 18 years of experience servicing, researching, and tracking data breaches, I’ve encountered almost everything in the what-if world of preparedness drills and real-world live incident responses. I’ll end with this fact. Only time will tell what happens next. Until then, if you’re a CISO, cyber risk insurer, CFO, General Counsel, or other professional responsible for or connected to cybersecurity preparedness and response, I recommend you review the Tenth Annual Experian Data Breach Industry Forecast. Your company’s future could depend on it. Read the 2023 Experian Data Breach Industry Forecast 1-2 https://businessinsights.bitdefender.com/what-are-the-biggest-cyber-threats-of-the-future 3 https://www.accenture.com/_acnmedia/PDF-96/Accenture-2019-Cost-of-Cybercrime-Study-Final.pdf#zoom=50 4-5 https://www.varonis.com/ 6 Cybersecurity Ventures, Cybercrime Magazine

Financial institutions have gone through a whirlwind in the last few years, with the pandemic forcing many to undergo digital transformations. More recently, rising interest rates and economic uncertainty are leading to a pullback, highlighting the need for lenders to level up their marketing strategies to win new customers. To get started, here are a few key trends to look out for in the new year and fresh marketing ideas for lenders. Challenges and consumers expectations in 2023 It might be cliche to mention the impact that the pandemic had on digital transformations — but that doesn't make it any less true. Consumers now expect a straightforward online experience. And while they may be willing to endure a slightly more manual process for certain purchases in their life, that's not always necessary. Lenders are investing in front-end platforms and behind-the-scenes technology to offer borrowers faster and more intuitive services. For example, A McKinsey report from December 2021 highlighted the growth in nonbank mortgage lenders. It suggested nonbank lenders could hold onto and may continue taking market share as these tech-focused lenders create convenient, fast and transparent processes for borrowers.2 Marketers can take these new expectations to heart when discussing their products and services. To the extent you have one in place, highlight the digital experience that you can offer borrowers throughout the application, verifications, closing and loan servicing. You can also try to show rather than tell with interactive online content and videos. Build a data-driven mortgage lending marketing strategy The McKinsey report also highlighted a trend in major bank and nonbank lenders investing in proprietary and third-party technology and data to improve the customer experience.2 Marketers can similarly turn to a data-driven credit marketing strategy to help navigate shifting lending environments. Segment prospects with multidimensional data Successful marketers can incorporate the latest technological and multidimensional data sources to find, track and reach high-value prospects. By combining traditional credit data with marketing data and Fair Credit Report Act-compliant alternative credit data* (or expanded FCRA-regulated data), you can increase the likelihood of connecting with consumers who meet your credit criteria and will likely respond. For example, Experian's mortgage-specific In the Market Models predict a consumer's propensity to open a new mortgage within a one to four-month period based on various inputs, including trended credit data and Premier Attributes. You can use these propensity models as part of your prescreen criteria, to cross-sell current customers and to help retain customers who might be considering a new lender. But propensity models are only part of the equation, especially when you're trying to extend your marketing budget with hyper-segmented campaigns. Incorporating your internal CRM data and non-FCRA data can help you further distinguish look-alike populations and help you customize your messaging. LEARN MORE: Use this checklist to find and fix gaps in your prospecting strategy Maintain a single view of your borrowers An identity management platform can give you a single view of a consumer as they move through the customer journey. The persistent identity can also help you consistently reach consumers in a post-cookie world and contact them using their preferred channel. You can add to the persistent identity as you learn more about your prospects. However, you need to maintain data accuracy and integrity if you want to get a good ROI. Use triggers to guide your outreach You can also use data-backed credit triggers to implement your marketing plan. Experian's Prospect Triggers actively monitors a nationwide database to identify credit-active consumers who have new tradelines, inquiries or a loan nearing term. Lenders using Prospect Triggers can receive real-time or periodic updates and customize the results based on their screening strategy and criteria, such as score ranges and attributes. They can then make firm credit offers to the prospects who are most likely to respond, which can improve cross-selling opportunities along with originations. Benefit from our expertise Forward-thinking lenders should power their marketing strategies with a data-backed approach to incorporate the latest information from internal and external sources and reach the right customer at the right time and place. From list building to identity management and verification, you can turn to Experian to access the latest data and analytics tools. Learn about Experian credit prescreen and marketing solutions. Explore our credit prescreen solutions Learn about our marketing solutions 1Mortgage Bankers Association (October 2022). Mortgage Applications Decrease in Latest MBA Weekly Survey 2McKinsey & Company (2021). Five trends reshaping the US home mortgage industry

Experian’s State of the Automotive Finance Market Report: Q3 2022 found that consumers with credit scores between 300 and 660—also considered as the nonprime segments—are continuing to opt for used vehicles rather than new.

Conventional credit scoring systems are based on models developed over six decades. As consumer behavior evolves, it's important to seek newer, fresher sources of data to assess creditworthiness. Because the data used by conventional credit scoring models does not provide the full picture of a consumer's financial health, a large population segment of the United States is excluded from accessing credit.With changing times and new technology, forward-thinking financial institutions are using alternative data1 to gain a more holistic consumer view. A move toward inclusive finance, including incorporating alternative data in credit scoring models, is a crucial step towards promoting financial inclusion and helping millions of consumers achieve their financial and personal goals. More importantly, it provides the insight needed for lender confidence, which can help fuel business growth. Understanding limitations of the conventional scoring system Credit scores can be obtained from any one of the major credit bureaus based on information found in a consumer's credit report and are incorporated into a lender's credit-decisioning process. While there are various credit scoring models based on lender preference that could yield slightly different scores, all traditional scores are comprised of credit characteristics within these categories: payment history, credit mix, credit history length, amounts owed and new credit account inquires. Lenders use past credit performance to predict whether extending credit is a risk, posing a major challenge for credit invisible and thin-file consumers and leaving millions at a disadvantage. This dilemma also limits business growth for lenders. Consumers who are unable to access mainstream credit often turn to the alternative financial services (AFS) industry, a $140 billion market that continues to grow by 7-10 percent each year.2 The AFS industry offers consumers additional products, like payday loans, cash advances, short-term installment loans, and rent-to-own loans, none of which are included in a traditional credit file. With alternative credit data, lenders can obtain a more holistic view of creditworthiness and risk, helping to enhance inclusive lending by broadening their pool of potential loan candidates. Why conventional scoring models simply aren't enough Because of the criteria used to assess creditworthiness, conventional credit scoring models do not accurately capture an individual's financial behavior or health. Indeed, many people demonstrate financial responsibility in other legitimate ways that are not reported to the major credit bureaus.In contrast, non-traditional data considers a consumer's everyday financial behavior to provide a more accurate score for lenders. It can include a range of indicators, such as: Bill payments: Consistent payment history on typical household bills (which may have been paid from a debit account). Bank account data: Shows average balance and withdrawal activity and recurring payroll deposits (indicating that a consumer is employed and receives a regular income). Rental data: Indicates a consumer's long-term stability in making regular, on-time monthly rent payments. Registered licenses: Registered licenses or membership with a skilled  trade or profession can indicate the likelihood to generate income. Including this type of data can benefit both lenders and applicants. According to an Experian report, by adding alternative credit data to a near-prime population, lenders could see an increase in approvals for consumers historically being left behind. When Clear Early Risk Score™ is paired with the VantageScore® credit score, approvals climb to 16 percent of the population inside the same risk criteria, representing a 60 percent lift in credit approvals for near-prime consumers.2 The pool of people from whom this type of alternative data can reliably be collected is growing, with 70 percent of consumers willing to provide additional financial information to a lender if it increases their chance for approval or improves their interest rate for a mortgage or car loan.3 Plenty of available yet untapped data exists that can add value to a consumer's profile and lead to greater inclusive lending. For example, 95 percent of Americans own a cell phone and about two-thirds of households headed by young adults are being rented. Reporting on this data could potentially "thicken" a credit file and provide deeper insight into a consumer's credit behavior.3Indeed, turning to non-traditional data can expand the credit universe and lead to more inclusive credit scoring models, especially by leveraging existing technology and financial inclusion solutions. Research shows that with Lift Premium™, virtually all of the 21 million conventionally unscorable consumers would become scoreable, and over 1 million of them would have scores in the near-prime range or better. Of these, 1.7 million would be Black American and Hispanic/Latino people.3 For lenders, these numbers reveal potential opportunities to grow their businesses. Of the 255 million adults in the U.S., 19 percent of credit eligible adults are left out of mainstream scoring systems. 28 million are considered credit invisible – meaning they have no credit history (11%). 21 million are considered unscorable – have partial credit history but not enough to generate a score using conventional models (8%). Of the remaining credit eligible adults, 57 million were considered subprime (22%). 106 million U.S. adults can't get mainstream credit rates (42%). Adopting inclusive finance lending practices is not only the right thing to do but also provides financial institutions with the chance to reach untapped markets, grow their business and promote a healthier economy. Financial inclusion is not a destination, but an ever-evolving journey. Don't miss out on this critical opportunity to join the movement. Learn more about our financial inclusion tools to help enhance your inclusive lending approach. 1"Alternative Credit Data,” refers to the use of alternative data and its appropriate use in consumer credit lending decisions, as regulated by the Fair Credit Reporting Act. Hence, the term “Expanded FCRA Data” may also apply in this instance and both can be used interchangeably.2Experian: 2020 State of Alternative Credit Data.3Oliver Wyman white paper, “Financial Inclusion and Access to Credit," January 12, 2022.

The average person spends nearly seven hours a day online[1]. Much of that time consists of sharing personal information with a variety of websites, which can sometimes lead to bad actors gaining unauthorized access to your personal information for ill-intended purposes. Theft of your personal information – and subsequently, identity fraud – can have seriously damaging consequences. According to a report from the AARP, nearly 42 million Americans fell victim to identity fraud in 2021, costing $52 billion in losses[2]. You can proactively take three easy steps to protect and keep track of your personal information online. 1. Keep your information updated. Outdated information can lead to problems for your online accounts. If an old online account that you no longer use has outdated information such as a previous home address where you no longer live, or an email address you haven’t used recently, that information can sometimes be used to access your current online accounts. If a hacker has access to those details, they could potentially use that information for criminal activity such as making unauthorized transfers from your bank account. Solution: Make sure your information – name, email address, phone number, mailing address, etc. – is up to date across any websites you use frequently. This may include online shopping, financial information, medical records, email accounts, and/or social media networks. It’s also a good idea to delete any online accounts you no longer use and/or remove any out-of-date information from those accounts. 2. Switch up your passwords. Using the same password for too long, or for multiple accounts, can make it easy for hackers to obtain your personal information. Creating a secure password that’s also easy to remember can be a challenge. Many hackers will try to guess your password based on common information that’s easy to remember, such as birthdates, anniversaries, names of family members or pets, or street addresses. Solution: Change your password at least every six months for any websites where you’ve shared your personal information, and make sure this password can’t be easily guessed. Avoid special dates, names, or street addresses. Using a password manager can help you generate stronger passwords and keep track of existing ones across multiple online accounts, while safely storing and protecting your login information in one place. 3. Add two-factor authentication when possible. Without it, hackers can more easily break into your accounts and gain access to your personal information. Two-factor authentication adds a second layer of defense against people who try to gain access to your online accounts without your permission. Without it, a hacker only needs to obtain your email address and guess your password to get into your account and steal your personal information. Solution: Enable two-factor authentication for as many of your online accounts as possible. When this feature is turned on, a temporary code will be sent to your phone or email inbox whenever you attempt to log in to your account. Since hackers will not have access to this code, they will not be able to access your account.  Identity theft is a serious concern with potentially severe consequences. Avoid any unnecessary risk by:   Keeping your information up to date Changing your passwords often Adding two-factor authentication when possible By taking these proactive steps, you can drastically reduce your risk of falling victim to identity theft while maintaining control of your personal information online. Learn more about our identity protection services [1] Oberlo. 2022. How Much Time Does the Average Person Spend on the Internet? [2] AARP. 2022. Identity Fraud Hit 42 Million People in 2021.

The collections landscape is changing due to shifting consumer behaviors, demands, regulations and an economy that’s in a constant state of flux. As the market evolves, the need for greater insight and analysis grows. Matthew Baltzer, Experian’s Senior Director of Product Marketing, discusses challenges facing the collections industry and how you can continue to build a profitable portfolio. For more information on enhancing your collections strategy, view our full Q&A video. Q: Which macroeconomic trends should debt collectors be the most aware of and why? A:While we are still seeing a reasonably healthy consumer, there are trends to monitor. The first would be employment, which continues to be strong. Laid-off individuals are typically able to move back into the labor force. Second, we're seeing strong consumer spending, with rates higher than in the past three years and high origination activity. A third is declining savings rates. During the pandemic, consumers stored away extra cash, which has since come to a halt. Part of that is likely due to inflation, but it could also point to signs of financial strain. Q: How could these trends impact debt collections strategies moving forward? A: At a portfolio level, they’re good news. The average consumer’s ability to pay has yet to degrade significantly. So, collectors should be able to continue collecting payments. However, six months from now, the impact of inflation and interest rates could take a toll, and settlement offers, or higher upfront payments, may be important tools to consider. Due to increasing interest rates, many households will send money to creditors, leaving less for everyday spending. Q: How has the average consumer been affected by inflation? A: As I mentioned, both consumer spending and overall debt are up. However, when it comes to spending, certain ‘categories’ are more impacted by inflation than others. Of course, home equity and mortgages are higher, which while important, is less impactful for debt collectors. In our recent webinar, ‘Economic Outlook and the Influence on Debt Collections,’ we highlighted the uneven impact inflation has on lower earners in categories such as rent, food and energy. Due to this, collectors may see a rise in delinquency rates, particularly in unsecured personal loans and potentially automotive loans. Q: How should consumers' response to inflation impact collections efforts? A: There may be an increase in opportunities in certain trades, such as utilities, automotive and unsecured personal loans. Are you positioned as an organization to target and serve those markets? For those in the industry, the real potential for an economic weakness should present an opportunity to evaluate your collection strategy. How will you adapt to a 20 to 30% increase in volume? What about working accounts with smaller balances, which we've seen more of since the last larger recession? Experian offers software and decisioning solutions that help debt collectors optimize their strategies for an improved return on investment. Q: What consumer specific data can help lenders better predict distressed consumers? A: As an originator, the first approach to consider should be leveraging new types of data that were not available during the last recession, such as trended, third-party and alternative credit data. Supplementary data can provide leading indicators that risk is increasing before a consumer goes delinquent and their accounts are past due. Additionally, advanced analytics scoring models can help you determine which accounts are more likely to be recoverable. Experian has a new scoring model that uses a complex blend of attributes to assess each trade's history and position in wallet to better predict the likelihood of that account self-curing and separate accounts that need the most attention from those that may need more time. Finally, with accurate consumer contact data, you can enhance your digital engagement strategy and reach the right person, at the right time, on the channel they prefer There’s no time like the present to equip yourself with a successful debt management strategy. With a more holistic consumer view, you can improve account prioritization, predictability and right-party contact rates. Learn more about our debt management solutions here. Watch on-demand webinar

Today’s mortgage market is challenging. Mortgage lenders and servicers will need to focus on product expansion to continue to grow their business. In a recent Q&A session, Susan Allen, Head of Product for Experian Mortgage, shared best practices for leveraging data for profitable growth.Q: At a high level, how can mortgage lenders and servicers grow their businesses?A: There are a lot of options to increase pipeline. One best practice we’re seeing now is to consider expanding both your product suite and your footprint. Very few lenders offer a comprehensive set of solutions in a national footprint. But demand is strong for solutions that go beyond traditional 30-year fixed-rate mortgages, including options to tap home equity. These types of products can help you grow your business by exposing you to new borrowers and broadening your relationships with clients. For example, we see several clients, even non-banks, venturing into credit cards and personal loans to meet their customers’ broader financial needs.Q: You mentioned demand for home equity solutions is strong. What should lenders consider when it comes to home equity loan growth strategies?A: The current record level of untapped equity makes home equity lines of credit (HELOCs) attractive for borrowers to use for debt consolidation, remodeling or to add to their rainy-day fund. For lenders to decide whether HELOCs would be profitable for their business, they should look broadly at data about borrowers, volumes and indicators of profitability, such as credit lines and utilization.Q: It’s one thing to talk about the HELOC market, but does Experian have any home equity data to show what’s happening in this space?A: Absolutely. We’re seeing several things when it comes to home equity data. First, HELOC volumes have doubled since January 2021, which indicates strong borrower interest. Second, we know that home prices are at record highs across the board, and we see this record of “tappable” equity translating into credit lines well over $100,000. What’s more, we’re seeing borrowers drawing down consistently at $37,000 on average, which is a healthy and profitable utilization rate. Lastly, greater than 90% of HELOC borrowers have a prime or super prime credit score. Our data shows HELOC borrowers have higher credit scores than new purchase borrowers. Additionally, conventional wisdom says that HELOCs are for seasoned homeowners, but according to the data, the younger generation of homeowners has tripled their HELOC originations. I’ve been in this industry for a long time, and to be honest, this shocked me. This makes it clear that it’s always important (especially for industry veterans) to constantly update our understanding of current market dynamics. Q: Wow, it sounds like expansion into home equity solutions is a no-brainer. What am I missing? A: HELOCs are a strong and growing market segment. But it’s not sufficient to look only at opportunity. We must also use the best data at our disposal to evaluate risk. With HELOC performance impacted by property values, recent concern over the stability of home prices is causing some lenders to pause. Clients tell us they would like to expand their HELOC offerings but aren’t sure when or where to start. Q: So, what’s the answer here?A: Data is key to taking the guesswork out of decisions. When it comes to HELOC expansion, lenders voice concern specifically about home price forecasts. Although it is notoriously hard to forecast home prices, you can use actual, current data to inform decisions about where and when to expand a home equity portfolio. For example, lenders can use listing data to gauge markets shifting from a “seller’s market” to a “buyer’s market.”Q: Susan, this has been a great discussion. Any final thoughts? A: As I’ve shared, great opportunities exist. With best-in-class data and analytics, lenders can find these opportunities and propel their businesses forward. Be sure to read the other blog posts in this series:Getting Ahead with a Proactive Mortgage Outreach and Engagement StrategyLead Conversion Through Tailored Messaging and a Multichannel Mortgage Marketing Strategy To learn about Experian Mortgage solution offerings, click here.