In the afternoon, the all-staff meeting of the planned credit department after the merger of Hubei sub-branch was held in the conference room of the sub-branch. Pen "Fun" Pavilion www.biquge.info

"Today we have a meeting and the topic is about credit work," Summer said. This was the first meeting of the Planning Department and the Credit Department, and in order to let the two comrades who were engaged in planning adapt to the atmosphere of the department as soon as possible, although they were talking about credit work today, they were also asked to participate. First of all, we welcome Comrades Yuan Aiping and Xiong Zilun to work with you; second, we hope that the comrades of the plan will quickly adapt to the working environment of our section and do their own work well. So, is it possible that the comrades who were originally in the credit posts have adapted to the working environment? This is exactly the problem I want to solve today. ”

Summer watched the attendees, whether it was a master's degree graduate like Gao Youhua, or junior high school and high school graduates such as Liu Aihua and Li Guolan taking notes, and he was satisfied, and continued: "We sometimes see on TV that diplomats are always polite and speak so appropriately when dealing with people. Why is this so? It turns out that it was trained. When we hear speeches on diplomatic occasions, we always say, 'Ladies and gentlemen, friends, comrades!' Generally speaking, the leader should greet the leader first, if you want to shake hands, the leader stretches out his hand, and the subordinate hands him over to let the leader shake it; if a man and a woman meet to say hello, generally the man should take the initiative. ……”

At this time, Li Guolan said, "Manager Xia, if I meet you in the corridor, you must speak first?"

Summer smiled and said, "It should be like this." ”

Zhang Bo asked, "Manager Xia, what if a male subordinate meets a female superior?"

Summer said: "This situation is not explicitly stated in the book. ”

At this time, Ren Erwei said to Zhang Bo: "Isn't this what a chewing gum advertisement that is now being broadcast on Guangdong TV says: 'Silly boy, let me teach you a principle of being a man!' -- Let me tell you: You first discharge this female superior with your eyes to see if she reacts? If she also discharges to you, you can do whatever you like! You have grown to this age, are you really stupid or fake stupid?"

After Ren Erwei finished speaking, the atmosphere of the meeting was much warmer.

Summer waited for everyone to finish laughing, and then turned to the topic and said, "Today I will talk about a few questions. ”

"First, the premise of the speech.

At the same time, if we want to gain a foothold and develop in Shenzhen, we must combine our own wisdom with the situation of the work unit in order to create a new situation.

This is our common need, but the important point is that you need it more, I have struggled in Shenzhen, looking back at myself, every time I go to a unit to open up the work situation will not exceed three months.

Second, as an old comrade who has participated in bank work for many years, I have a responsibility to remind friends who are destined to work together to avoid detours and avoid wasting time in the process of starting a business.

Third, at present, the Citizens Bank has just been established, and the mechanism is not smooth, so it is necessary to strengthen communication between former employees and new employees, between new comrades and old comrades, and between superiors and subordinates, and to have a concept of cooperation and innovation, so as to overcome the difficult period in operation. ”

After Xia finished talking about the above three points, his expression gradually became serious, and he said with a straight face: "Fourth, I have participated in the counterpart meeting of the Credit, Planning and Legal Department of the head office, and got to know the counterpart section chiefs of these offices and branches, and I am qualified to train loan officers in the Citizens Bank as a credit teacher at the Provincial People's Bank Cadre School, and at the same time I am employed by two colleges and universities with more than 120 hours of actual teaching hours.

In view of the above considerations, I would like to express the following views on your training, progress and work with comradely and colleague feelings.

2. Be a mature loan officer.

1. How to mature:

First of all, in terms of dedication, it is necessary to have such a motivation to understand the situation related to the production and operation of the enterprise (production equipment capacity, employee status, marketing direction and means, and project-related situations) to avoid blindness.

Secondly, in terms of ideology and understanding the relationship between banks and enterprises, we should firmly remember that banks are secondary. There is an idiom: 'If the skin does not exist, the hair will be attached?' From the perspective of deposit and bank efficiency, this is still the case in Shenzhen at present. With good customers, there is the spring of the bank. This is the basis of our credit work. Only when you establish this kind of thinking will it be possible for you to advance and retreat freely and flexibly in terms of work methods and methods, and will you be able to form a working method of calmly observing and objectively handling problems.

Third, in terms of the way of thinking, we must have the awareness of constantly accepting new things and new concepts, and adapting to the new environment, and we must not rest on our laurels. We can't deny that people have a lot of capital, and if you carry him on your back, you will have a heavy burden. For example, when it comes to age, the younger can look down on the older because the young have room for development, but the older can also look down on the younger: 'He just got out of school, let him hit the wall!' means that he has no experience. When it comes to work experience, comrades with rich experience are apt to rest on their laurels; when it comes to academic qualifications, they read too many books, and they are also apt to regard books as capital.

However, Shenzhen is a place where results are not about the process, and nothing is important in this environment. I can talk about my experience: just now, I bragged to you that I was a credit teacher, and that's true. However, it is also true that I learned credit from my students in Shenzhen, and not just from one person. When I first came to Shenzhen, I was entrusted with important tasks by the organization, and in less than half a year, I had about 30 section chiefs in charge. Once, the leader talked to me and said that he wanted to transfer a master to bring his wife, who also had a master's degree, to work. The leader said to me: 'Lao Xia, these two in-laws are our rice bowls, and your official transfer procedures will be given to them first, and you can pick them up at the train station and settle them down.' ’

You see, how enthusiastic we were, and we paid the price, even giving up my mobility quota to them. However, after they came for half a year, they found it useless, and we fired them mercilessly. Now, the woman teaches dancing every morning in Lychee Park to make a living.

The computer is a good thing, and when I was at the financial services agency, I had one on my desk, but it was true that I was so busy at the time that I never turned it on. Recently, I learned that the keyboard has a enter key and learned a new word: 'zero'. That's right, we have to always reset our minds to zero.

Finally, in terms of working methods and methods, we should constantly review whether we are appropriate, and what experiences or lessons we have, so as to continuously improve ourselves. At the same time, it is necessary to constantly follow up on the situation of the customers under its jurisdiction, follow up on their successful or failed operations, and have a sense of identity that shares honor and disgrace. Establish a principled, intimate partnership and personal relationship with the client. In this case, the occasional tantrum is a little rough in the means, and people are understanding. When you look at my lenders, don't they often say that they are not, and sometimes they even scold each other, and we have a falling out?

2. How to be considered mature.

The signs of a mature loan officer can be roughly said to be very enthusiastic about major economic issues of the country or region; will devote more energy to changes in the financial industry; have both feelings and distance from the customers under their jurisdiction, and know how to use different methods to draw closer or appropriately distance themselves from each other at different times; be able to calmly and independently analyze and judge the situation of the enterprise; and understand the opportunity of 'there is a fixed law for things, but there is no fixed rule' or 'there is a fixed rule for everything, but there is no fixed law for everything' in the handling of business. ”

As Summer spoke, the mobile phone on the table was vibrating, and when Summer looked at it, it was the phone number of the credit office of the head office. He said to his colleagues: "The head office should answer the phone first. After finishing speaking, he turned on his phone and asked, "Hey, hello, who are you?"

The other party said: "I'm Yi Muzi, I read the loan materials of Shenzhen 38 Co., Ltd. that you reported, that land was bought so cheaply at that time, and now the appraisal price is so high, okay?

Xia said: "The appraisal price as the market price is based on the use of the land after the municipal planning department has determined, and it is related to the construction volume ratio, it is already a real estate certificate, indicating that there is no problem of making up the land price." In fact, whether the land price is made up or not does not affect us to borrow the new to repay the old. ”

Yi Muzi said dissatisfiedly: "How can you do things so casually!"

Xia was confused, and immediately said, "Director Yi, do you think this will work: I will report to you directly tomorrow morning?"

Yi Muzi said: "You can do it." ”

Summer turned off his phone and whispered to himself, "This is the head office." Some people don't necessarily have the ability to really make a big deal, but they sit in different positions, and the words they say are bullish. If someone invests 10 million yuan in him and me, it is still uncertain who will make more money. ”

Everyone seemed to be listening to what Summer was whispering, and looking at Summer, they saw him calm down for a moment and then said, "Continue the meeting." Now that I've talked about the second question, let's move on to the third. ”

After speaking, his eyes flashed sharply, glanced at his colleague, and continued:

"Third, several issues that should be paid attention to at present.

As I said, today is to talk about some work from a colleague perspective, not to assign tasks, so I will talk about:

1. Whether it is a comrade with a high degree or a comrade with a low education, everyone who enters this door must return to zero, neither overconfidence nor inferiority. A high degree of education, in general, indicates that there is a lot of knowledge and a quick ability to accept. But there are also cases where the opposite is true. Twenty years ago, I was an intern at the People's Bank of Jiangmen, where there was a high-achieving student who graduated from a four-year college of finance and economics and became a statistician for life. And the college student statistician still worked as his statistician until he retired, just as our master for a while.

2. As my advice to my colleagues, we must learn to be a man, and be good at contacting society and customers. I can't come here, it's none of my business, I take care of my newspaper and ignore it. In this way, it is not good for yourself.

When we walk in society, we may have a relationship with a pair of eyes, and when dealing with people, we always like to look at people before making decisions. However, there are times when you lose your eyes. When I was studying in Guangzhou, I once participated in the spring ploughing work of the Provincial People's Bank to support Qingyuan. The team was led by a short and thin chief, and the driver who sent him to Qingyuan was tall and big. With a height of more than one meter and a gross weight of more than 200 catties, I don't even dare to walk too fast, for fear of falling.

When the village party secretary looked at it, he thought that the president of the provincial branch had come down, and he might have some big care, but he didn't see the little man next to him at all, holding the driver's hand and touching and pinching, which was regarded as shaking hands, nodding and busy. The driver said: 'Secretary, you don't have to be polite, we are here to support the peasants, and your politeness is equivalent to increasing your burden.' Later, the driver was so tormented as a leader that he had no choice but to tell the village secretary: 'What do you have to do with him, he is our director.' At this time, the village secretary found out the truth in half-belief. ”

The meeting came to this point, and there were knowing smiles and dripping grunts, and Summer stopped at the right time and looked at everyone with a smile. After a while, he said, "I'll talk about it now." ”

After speaking, he pointed to Wang Xianyao's office and continued:

"Do you see the upstairs of President Wang's office? One floor up, is the office of the boss of a real estate company, the manager is a woman, with the same surname as me, and until today, I only know her name, but I don't know her. However, her finance officer is a young man who has approached you as well as me. Didn't you say that it was difficult to complete the deposit task? They came to you because it was difficult to make a deposit. Brethren, when he came to you, some of you talked in the office, some read the newspaper, and some ignored him. Why? Because he wasn't dressed well, none of you believed he had a deposit to put in. Since no one believed me, then he came to me. I reckon that if I ignore him, he may knock on President Wang's door.

I opened my eyes to look at him, listened to what he had said, and answered his question very politely. In this way, the deposit of 5 million yuan was hung on my salesman's report card. Ladies and gentlemen, a deposit of 5 million yuan is equivalent to completing a quarter of the task.

3. When dealing with borrowers, we should pay attention to grasping the critical point of principle and flexibility, and the common feelings of a gentleman and a gentleman. Those who should be checked must be checked, and the activities that should be participated in should be actively participated.

Experience is accumulated with social experience. In the past, when we went to the enterprise for a meal, we had to pay three taels of food stamps and two dimes, and we did not dare to accept anything from the loan household. When I was a loan officer, I was managing two distilleries. Once, the director of a distillery succeeded in trying out a new product, and he took it to the bank in a hurry and asked our comrades in the credit department to try it. As a result, the bank's reputation for 'decency' became well-known in the departments of finance, taxation, and economic commission, and it also hurt the self-esteem of the factory. How did we handle the relationship well? When the Chinese New Year was approaching, a state cadre at that time gave five catties of pork tickets, and each catty of pork cost one penny to buy them. Many cadres whose families are in rural areas want to go home for the New Year, and they bring five catties of pork home without the face to see their fathers and fellow villagers, and they ask the industry to find a way to increase it. So, the president asked the credit department to get two pigs to be slaughtered at the distillery, and when I told the director, they were very happy, and they sent two live pigs by tractor, which made several of our loan officers boil water, disembowel, shave, and turn pig's intestines, and they were busy all morning.

Everyone understands: I am not mobilizing everyone to ask for things from the enterprise, or to have a good relationship. We can't have conditions when we go to eat other people's food. I have a fellow who works at the Southern Hotel, and I called to tell me that a fellow had tendered for a section of the highway and wanted to borrow some money. I said I could come and talk, but he didn't come, but he wanted to invite him to dinner. As a result, the man borrowed a car, drove the two of us to a small restaurant on Zhenxing Road after work, and spent more than two hours asking about the loan, but he didn't talk about eating, which made me very angry. You know that I am a person who does not like to eat other people's food very much, and secondly, if you want to eat, you can eat happily, and don't pull too long a long passage through the door like singing Peking Opera. Well, he listened to me finish speaking, and saw that there was no hope for the loan, so he made four plates of green vegetables, and it happened to be four people sitting around the table, and when they had finished eating, they dispersed. We have to stay away from utilitarian people like this who are closely linked to whether they can get a loan or not.

4. Enhance the consciousness of professionalism.

(1) For the customers assigned to their management, they should be familiar with them quickly, and don't always make excuses to shirk;

(2) Dare to conduct business discussions, don't know that you don't understand, and you can't ask people with face;

(3) It is necessary to maintain the fighting spirit of the service agency when it first opened to expand customers.

5. Emphasize two work disciplines:

Article 1: On the premise of finding out the situation of the enterprise, introduce the situation objectively, and do not infiltrate personal grievances. To tell the truth, it also includes whether the situation is learned by telephone, or whether it is learned by going to the enterprise, whether the person who has not been found by the enterprise has been found once, or has it not been found many times, and so on.

Article 2: It is necessary to be good at safeguarding the will and decision of the organization, and not to fan the flames with the intimacy, likes and dislikes of the relationship with the borrowers, and crookedly stab the internal information that should not be leaked, such as whether to lend or not to lend, whether to punish or not to punish, whether to prosecute, and how to clear the loan. If the loan officer violates this article, no matter how strong his ability is, no matter how hard the background is, he is a black sheep and should be resolutely eliminated.

Fourth, the evaluation of the work of Hubei Financial Services Society.

In all fairness, in the past few years, it has not been easy for our financial service cooperatives in Shenzhen to gain a piece of the pie in the fiercely competitive financial industry in Shenzhen, and it is not easy for the employees of the service cooperatives to mix a bowl of rice in the financial service cooperatives. With two difficulties, the so-called 'four basic principles' of loans were derived -- there is a deposit package, a business license, a guarantee, and a mortgage to lend. It has also led to problems in the quality of credit assets in general.

In terms of motivation, there were the following reasons for taking out a loan at that time:

(1) The guiding ideology of financial service cooperatives is eager to scale up as a whole, and they are rapidly lending in order to quickly form a so-called 'first-class service cooperative'.

(2) In order to ensure the benignness of the 94-year deposit-loan ratio assessment, the loan conditions were lowered after the deposit was increased.

(3) In order to avoid the danger of being fired, employees subjectively try to increase performance, increase deposit and loan customers, and reduce loan conditions to make loans.

(4) In order to get the deposit bonus, the employee reduces the loan conditions to make loans.

(5) I have made some favor loans and related household loans.

(6) The loan customers who come to the financial service cooperatives are not of high quality, and they take out loans when they can borrow or not.

From the above rough summary of the reasons, you can see that the formation of our credit assets is very complicated, and it is not simply a mistake in any aspect, nor is it an outsider who can check it and make a discussion that can solve the problem. Why do I emphasize the need to look dialectically, grasp objectively, and emphasize materialism? Because we really have to enter the role to have a fair evaluation. Now, it is on this basis that we are doing the work of collecting the principal and interest of the old loan. ”

Speaking of this, Summer took a sip of tea. He glanced at everyone and said, "This afternoon, I said a little seriously. Now I'm going to talk about the fifth question, which is to sell me as a person. To put it mildly, it can also be said that I sold myself. Of course, whether anyone wants it or not is another matter. ”

Colleagues are laughing.

Xia also said with a smile: "In my more than 20 years of social practice, I have worked as a farmer, a rural cadre, a teacher, a state cadre, managed farmers, students, youth, and workers, grasped industrial, commercial, and infrastructure projects, examined economic cases, and dealt with some thorny problems.

I've heard a lot of my colleagues say about me, and I think I'm not easy to get close to. In fact, after I introduced myself, you don't have to be afraid of me anymore, and we can all chat, drink, brag, play cards, play chess, and make life colorful.

My strengths and weaknesses are:

(1) Strong principle, but also flexible;

(2) I like to listen to the truth, and I especially hate to hear lies;

(3) Dare to rectify people, but have a strong human touch;

(4) The heart is broader than you see;

(5) Like to cultivate the ability of subordinates to be self-reliant in handling things;

In closing, I would like to say: my greatest strengths and weaknesses are frankness. ”

When Xia said this, he was considered to have finished the meeting, and he responded to the statement at the beginning of the meeting with a joking tone, and said with a smile: "Ladies and gentlemen, friends, comrades, are you clear?" Then, he turned his head to Xu Donghai and asked, "What else does Lao Xu have to say?"

Xu Donghai said: "No. ”

"Then adjourn. Summer said.