A smart new business loan for people with no credit | Shivani Siroya

翻译人员: Yolanda Wei 校对人员: Gu Yu

How much do you need to know about a person

你需要多了解一个人

before you'd feel comfortable making a loan?

才能放心地借钱给他？

Suppose you wanted to lend 1,000 dollars

假设你想借出1000美金

to the person sitting two rows behind you.

给那个和你坐着隔着两行的人

What would you need to know about that person

你需要知道这个人的哪些信息

before you'd feel comfortable?

你才能感到放心呢？

My mom came to the US from India in her late thirties.

我妈妈在她三十多岁 的时候从印度来到美国

She's a doctor in Brooklyn,

她是布鲁克林的一名医生

and she often lets friends and neighbors come to see her for health services,

她也经常为她的朋友 和邻居提供健康服务

whether they can pay right away or not.

不管他们能不能立刻付款

I remember running into her patients with her at the grocery store

我记得有一次 和她在食品杂货店或者是在人行道上

or on the sidewalk,

遇到她的病人

and sometimes they would come and pay her right on the spot

有时他们会立刻向她付款

for previous appointments.

而且预约

She would thank them,

她会向他们表示感谢

and ask them about their families and their health.

还问他们家庭和健康的情况

She gave them credit because she trusted them.

她借钱给他们是因为她相信他们

Most of us are like my mom.

我们中的大多数就像我的妈妈

We would give credit to someone we know

我们会借钱给我们认识的人

or that we live next to.

或是住在我们附近的人

But most of us are probably not going to lend to a stranger

但是我们中的多数人 不会借钱给陌生人

unless we know a little something about them.

除非我们对他们有一定的了解

Banks, credit card companies and other financial institutions

银行、信用卡公司和其它金融机构

don't know us on a personal level,

不是在个人的层面了解我们

but they do have a way of trusting us,

但他们有信任我们的一套方法

and that's through our credit scores.

就是通过我们的信用评分

Our credit scores have been created

我们的信用评分

through an aggregation and analysis of our public consumer credit data.

从对我们的消费者信贷资料 的整合和分析中产生

And because of them, we have pretty much easy access

而且因为它，我们能更容易

to all of the goods and services that we need,

获得我们需要的商品和服务

from getting electricity to buying a home,

从用电到买房

or taking a risk and starting a business.

到承担风险去开办公司

But ...

但是

there are 2.5 billion people around the world

世界上有25亿的人

that don't have a credit score.

没有信用评分

That's a third of the world's population.

这就相当于世界人口的1/3

They don't have a score

他们没有评分

because there are no formal public records on them --

是因为他们没有正式的公共记录

no bank accounts,

——没有银行账号

no credit histories

没有信用记录

and no social security numbers.

没有社保账号

And because they don't have a score,

而且因为他们没有信用评分

they don't have access to the credit or financial products

他们不能获得

that can improve their lives.

可以提高他们生活品质 的贷款和金融产品

They are not trusted.

他们不被信任

So we wanted to find a way to build trust

所以我们想要探索方法去建立信用

and to open up financial access for these 2.5 billion.

让这25亿人获得各种金融产品

So we created a mobile application

所以我们创造了一个手机应用

that builds credit scores for them using mobile data.

可以帮他们通过移动数据 建立信用评分

There are currently over one billion smartphones in emerging markets.

目前在新兴市场上有 超过10亿的智能手机

And people are using them the same way that we do.

人们和我们一样在使用他们

They're texting their friends, they're looking up directions,

他们也给朋友发短信 也看地图查方向

they're browsing the Internet

他们也浏览互联网

and they're even making financial transactions.

他们甚至进行金融转账

Over time, this data is getting captured on our phones,

长久以来， 这些数据都存在我们的手机里

and it provides a really rich picture of a person's life.

它能提供关于一个人生活的全面的图景

Our customers give us access to this data

我们的顾客允许我们获得这些信息

and we capture it through our mobile application.

我们通过手机应用获得它

It helps us understand the creditworthiness

它帮助我们了解

of people like Jenipher, a small-business owner in Nairobi, Kenya.

像肯尼亚内罗毕的小生意人— 詹妮弗的信誉度

Jenipher is 65 years old, and for decades has been running a food stall

詹妮弗现在65岁

in the central business district.

经营一个 在中心商业区的食品摊位数十年

She has three sons who she put through vocational school,

她把她的三个儿子都送到了职业学校

and she's also the leader of her local chama,

她也是当地协会和节能团队

or savings group.

的负责人

Jenipher's food stall does well.

詹妮弗的食品摊位生意红火

She makes just enough every day to cover her expenses.

她每天能赚足够一天开销的钱

But she's not financially secure.

但是她没有经济的保障

Any emergency could force her into debt.

任何紧急情况的发生 都会让她陷入债务

And she has no discretionary income

而且她没有可以自由支配的收入

to improve her family's way of living,

去提高她的家庭的生活水平

for emergencies,

应对紧急状况

or for investing into growing her business.

或者投资去扩展她的生意

If Jenipher wants credit, her options are limited.

假如詹妮弗想要贷款 她的选择也很有限

She could get a microloan,

她可以申请微贷款

but she'd have to form a group that could help vouch for her credibility.

但是她一定要组织一个团队 来帮助保证她的可信度

And even then, the loan sizes would be way too small

而且即使如此， 她能贷款的额度也非常小

to really have an impact on her business,

以至于不能真正改善她的生意

averaging around 150 dollars.

——只有平均150美元

Loan sharks are always an option,

高利贷总是一个选择

but with interest rates that are well above 300 percent,

但是他们的利息率在300%以上

they're financially risky.

这是经济上的冒险

And because Jenipher doesn't have collateral or a credit history,

而且因为詹妮弗 没有抵押或者信用记录

she can't walk into a bank and ask for a business loan.

她不能到银行去申请商业贷款

But one day,

但是一天

Jenipher's son convinced her to download our application

詹妮弗的儿子说服她 下载了我们的应用

and apply for a loan.

并申请了一笔贷款

Jenipher answered a few questions on her phone

詹妮弗用她的手机回答了几个问题

and she gave us access to a few key data points on her device.

并给了我们使用她手机上 几个关键数据的权限

And here's what we saw.

这就是我们看到的

So, bad news first.

那么，先说坏消息

Jenipher had a low savings balance and no previous loan history.

詹妮弗储蓄余额低 之前也没有贷款历史

These are factors

他们是

that would have thrown up a red flag to a traditional bank.

传统银行拒绝贷款的原因

But there were other points in her history that showed us

但是她的历史中有几点

a much richer picture of her potential.

向我们更全面地展示了她的潜能

So for one,

第一点

we saw that she made regular phone calls to her family in Uganda.

我们看到她定期 给乌干达的家人打电话

Well, it turns out that the data shows

数据显示

a four percent increase in repayment

那些经常和亲密的联系人联系的人

among people who consistently communicate with a few close contacts.

偿还贷款的可能性要高4%

We could also see

我们同时也能看到

that though she traveled around a lot throughout the day,

虽然她一天会去到很多地方

she actually had pretty regular travel patterns,

她实际上有相对固定的路线

and she was either at home or at her food stall.

不是在家里就是在食品摊位

And the data shows a six percent increase in repayment

数据显示

among customers who are consistent

生活路线规律的人

with where they spend most of their time.

偿还贷款的可能性要高6%

We could also see that she communicated a lot

我们也能看到

with many different people throughout the day

她一天和很多不同的人交流

and that she had a strong support network.

也就是她有很强的支持网络

Our data shows

我们的数据显示

that people who communicate with more than 58 different contacts

和超过58个不同的人联系的人

tend to be more likely to be good borrowers.

更容易是及时还款的贷款者

In Jenipher's case,

在詹妮弗的情况中

she communicated with 89 different individuals,

她和89个不同的联系人交流

which showed a nine percent increase in her repayment.

她的偿还可能性又提高了9%

These are just some of the thousands of different data points

这只是上千个我们用来

that we look at to understand a person's creditworthiness.

了解一个人的信誉度的 不同数据中的一部分

And after analyzing all of these different data points,

在分析所有的数据之后

we took the first risk

我们走出了第一步

and gave Jenipher a loan.

向詹妮弗提供了贷款

This is data that would not be found on a paper trail

这些数据不会体现在书面记录

or in any formal financial record.

或者其他形式的经济记录中

But it proves trust.

但它证明了信任

By looking beyond income,

通过看收入以外的方面

we can see that people in emerging markets

我们发现在新兴市场中的人们

that may seem risky and unpredictable on the surface

表面上看来有风险、不可预测

are actually willing and have the capacity to repay.

但实际上愿意而且有能力去偿还贷款

Our credit scores have helped us deliver over 200,000 loans in Kenya

我们的信用评分帮助我们 仅仅在去年一年

in just the past year.

在肯尼亚借出超过二十万笔贷款

And our repayment rates are above 90 percent --

我们的偿还贷款的比率在90%以上

which, by the way, is in line with traditional bank repayment rates.

——也就是传统银行的偿还率

With something as simple as a credit score,

通过一些像信用评分一样简单的东西

we're giving people the power to build their own futures.

我们给人们建设自己未来的能力

Our customers have used their loans for family expenses,

我们的顾客用贷款支付家庭开支、

emergencies, travel

紧急情况、旅游、

and for investing back into growing their businesses.

投资扩展自己的生意

They're now building better economies and communities

他们正在建设更加繁荣的经济和社会

where more people can succeed.

在这个社会中更多的人能取得成功

Over the past two years of using our product,

通过过去两年使用我们的产品

Jenipher has increased her savings by 60 percent.

詹妮弗的存款增加了60%

She's also started two additional food stalls

她也开始了两个额外的食品摊位

and is now making plans for her own restaurant.

而且正在计划开自己的餐馆

She's applying for a small-business loan from a commercial bank,

她正在从商业银行申请小企业贷款

because she now has the credit history to prove she deserves it.

因为她现在有了 能够证明自己的资格的信用历史

I saw Jenipher in Nairobi just last week,

我上星期在内罗毕见到了詹妮弗

and she told me how excited she was to get started.

她告诉我她能着手准备有多激动

She said,

她说：

"Only my son believed I could do this. I didn't think this was for me."

“只有我儿子相信我能做到这些， 我都不相信这些都是为我准备的。”

She's lived her whole life

她曾经以为一部分世界的大门

believing that there was a part of the world that was closed off to her.

已经向她关闭了

Our job now is to open the world to Jenipher

我们的工作就是 向詹妮弗以及像她一样的

and the billions like her that deserve to be trusted.

值得被信任的几十亿人口 打开世界的大门

Thank you.

谢谢

(Applause)

（掌声）