| 1 Borrower Support Services for Alternative Financing Programs Session 3 _________________________ Setting Up Borrower Support Services Internally Patti Lind, Facilitator

| 2 Homework...  Identify 1 or 2 borrower supports  Develop your “Dream Team” of partners based on support services to be provided

| 3 The Challenge... For borrower supports provided internally, we are committed to quality, but our resources are limited. Identifying need – Auditing needs of existing markets – Planning for future markets From your list of services you need and want to provide, what one(s) can be provided internally? – Do we have existing expertise in-house? – What resources are available? Human Resources/Staffing Curriculum/Train the Trainer Funding opportunities

What needs are obvious today?? What types of loans are you making? 1)Vehicles & vehicle modifications 2)Home modifications 3)Hearing Aids 4) Computers & Peripherals 5) Others? What services would build better borrowers? 1) 2) 3) 4) 5) | 4

What needs may be there tomorrow? What does your strategic plan identify as areas for growth? Does your sustainability plan address growth needs/concerns? – Products → Borrower Supports Example: Home Repairs | 5

Consideration for Internally Providing Borrower Supports Surveying in-house expertise – Ready to go – Train the Trainer Staffing up for Borrower Supports – Corporation for National and Community Service AmeriCorps Vista Program – Volunteers as facilitators | 6

| 7 Funding Options Renewal funding – Including funding for borrower supports as a growth opportunity Traction invites growth New Funding – Federal and state funding for lending typically requires borrower supports – Foundation funding

| 8 Next Week...  Develop a quick plan to market one borrower support service Identify Marketing method(s) Intended outcome Cost of implementation of marketing plan Questions? Contact Patti at Toll Free ext 224 Next Telemeeting: Monday, April 14, 2PM Eastern