At Extensia Financial, we take a uniquely effective approach to client retention.
Since 1998, Extensia Financial has been partnering with credit unions and brokers across the country to originate and service commercial real estate (CRE) loans. But we don’t stop there. We not only manage every single phase of a loan’s lifecycle but also actively forge long-standing relationships with our partners and their borrowers.
At the helm of this is Extensia’s Portfolio Retention Officer, Marvin Vuicich. He has nearly 40 years of sales and retention experience working for national and community banks as well as Savings and Loans (S&Ls).
For all of Extensia’s existing loans, Vuicich’s role is to regularly connect with borrowers as loans mature to offer options for renewing the loan, refinancing or preparing a new CRE loan. The former being the best option for the borrower, as it saves time and closing costs.
So, in many ways, Vuicich is the face of Extensia to our existing client pool. This adds value to CUs in that he’s essentially a seasoned extension of their team, and it’s widely valuable to borrowers because the relationship can save them significant time and money.
“My goal is to create and foster long-term relationships,” says Vuicich. “We’re not focused on transactional-based relationships but rather ones rooted in trust, collaboration and solid business sense for all parties involved.”
Within the world of lending, the fact we have a team member dedicated to client retention is rather cutting-edge. And the benefits are many, such as:
- Keeping borrowers happy and serviced
- Proactively combating loans going into default
- Helping maintain liquidity for credit unions
- Absorbing strain put on CUs given their limited resources to manage the loans themselves
What’s more, our hands-on approach to client retention comes with a high success rate.
Of course, all this assumes the borrower is adhering to the loan covenants, making payments on time, has no major changes to their finances and there aren’t negative changes to property value. Should any of these factors occur, we mitigate the chances of a borrower default.
“We’re a soup-to-nuts provider,” Vuicich says. “We all work together to better serve everyone who touches these loans. That’s what makes us special as a truly full-service CUSO.”
About Extensia Financial
Established in 1998 and headquartered in Simi Valley, CA, Extensia Financial is one of the most seasoned credit union service organizations (CUSO) focused on commercial lending. For decades, we have partnered with credit unions across the country to offer competitive and collaborative CRE loans. We also uniquely support and guide our partners through the entire lifecycle of our loans. Extensia Financial is a proud member of the AVANA Family of Companies.