Page 8 - NIBAF-Training Matters January - March 2022

3-day programs on Agri
Lending Techniques at
Gilgit, Quetta, Hyderabad
and Sukkur

During the quarter, four 3-day pro-
grams on Agri Lending Techniques
were arranged at different cities in-
cluding Gilgit, Quetta, Hyderabad
and Sukkur with participation of al-
most 100 personnel from different
banks. The objective of this pro-
gram was capacity development of
banking officials for enabling them
to better market their agri products.
Topics included types of agri-fi-
nancing and matching potential
customers, risk profiling, assess-
ment and understanding of requi-
site documents, conducting mar-
keting surveys, identification of
competitive advantage, under-
standing marketing cycle & seg-
mentation and buiding customer
relationship. The course also high-
lighted various financing products
and features of SBP Re-finance &
Credit-Guarantee schemes. Partici-
pants were also given the oppor-
tunity to apply the sale model tech-
niques for selling a product through
role plays and developing business
strategy in groups.

The increasing demand of housing demand of housing units in the documentation, comparison of
units in Pakistan is creating im- country, NIBAF has been regularly home loan vs mortgages, market-
mense potential for banks to scale offering comprehensive training ing & sale techniques, challenges &
up their operations to meet the re- programs in the area. Over the pre- opportunities. The training was very
quirements of affordable housing fi- ceding quarter, one online training interactive and participants shared
nance for all income levels. De- program on housing finance was their views on housing finance risks
spite this demand, the housing sec- conducted to highlight the im- and deliberated on current housing
tor remains highly under-devel- portance of housing sector, in- finance schemes & regulatory di-
oped and untapped, primarily due creasing demand for housing units, rection. Participants also appreci-
to lack of mortgage products and scope of housing financing in Paki- ated NIBAF for organizing trainings
banks’ financing structures and stan, SBP regulatory framework, on such important areas and
also owing to lack of relevant skill- Government Low-cost Housing providing them an opportunity to
set. In order to develop banks’ hu- Schemes and banking products , discuss different aspect of housing
man resource capacity in the area important concepts of house mort- finance with industry specialists.
of housing finance and enhance gages & its types, risk assessment
their ability to meet the burgeoning & mitigations, collateral & security