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

譯者: Kuan-Yi Li 審譯者: SF Huang

How much do you need to know about a person

你要多瞭解一個人，

before you'd feel comfortable making a loan?

才能夠放心地借他錢？

Suppose you wanted to lend 1,000 dollars

假如要你出借 1,000 美金

to the person sitting two rows behind you.

給坐你後兩排的人。

What would you need to know about that person

你需要先知道哪些資訊，

before you'd feel comfortable?

才能夠放心呢？

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

我的母親在快四十歲時 從印度來到美國。

She's a doctor in Brooklyn,

她是布魯克林的醫生。

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

她經常為朋友、 街坊鄰居提供健康服務，

whether they can pay right away or not.

無論他們是否有能力當場付錢。

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

記得曾和她在路上 遇到病人──在雜貨店

or on the sidewalk,

或人行道上──

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

有時候他們會當場掏錢，

for previous appointments.

付上次看病的費用。

She would thank them,

她會說謝謝，

and ask them about their families and their health.

然後聊聊對方的家庭和健康。

She gave them credit because she trusted them.

她讓他們賒帳，因為她信任他們。

Most of us are like my mom.

多數人就跟我母親一樣。

We would give credit to someone we know

我們會借錢給熟識的人，

or that we live next to.

或身邊的人。

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

但大部分的人大概 不會借錢給陌生人，

unless we know a little something about them.

除非我們某種程度地瞭解對方。

Banks, credit card companies and other financial institutions

銀行、信用卡公司和其他金融機構

don't know us on a personal level,

並不認識我們個人，

but they do have a way of trusting us,

但他們有種信任機制，

and that's through our credit scores.

便是透過我們的信用積分。

Our credit scores have been created

信用積分的建立，

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

是透過彙整與分析公開消費資訊所得到的結果。

And because of them, we have pretty much easy access

因為有它，我們有了方便的管道

to all of the goods and services that we need,

獲得各式各樣的商品和服務，

from getting electricity to buying a home,

從獲取電力到購買房子，

or taking a risk and starting a business.

或是冒點風險創立事業。

But ...

然而，

there are 2.5 billion people around the world

全球約有 25 億人

that don't have a credit score.

沒有信用積分。

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

這佔了世界三分之一的人口。

They don't have a score

他們沒有積分，

because there are no formal public records on them --

因為缺乏正式的公開紀錄──

no bank accounts,

沒有銀行帳戶、

no credit histories

沒有信用記錄、

and no social security numbers.

沒有社會保險號碼。

And because they don't have a score,

因為他們沒有積分，

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

他們沒機會接觸信用或金融商品，

that can improve their lives.

也無從以此改善生活。

They are not trusted.

他們不被信任。

So we wanted to find a way to build trust

所以我們想要找到建立信任的方法，

and to open up financial access for these 2.5 billion.

對這25億人打開金融的大門。

So we created a mobile application

我們做了一個手機應用程式，

that builds credit scores for them using mobile data.

利用手機資料 來創造他們的信用積分。

There are currently over one billion smartphones in emerging markets.

目前在新興市場， 有超過 10 億支智慧型手機。

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

使用方式和我們沒什麼不同。

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

他們傳訊給朋友、查地圖、

they're browsing the Internet

瀏覽網頁，

and they're even making financial transactions.

甚至用手機進行交易。

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

這些資料會不斷地 被擷取、紀錄下來，

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

並活靈活現地描繪出 一個人生活的樣貌。

Our customers give us access to this data

客戶授權我們取用這些資料，

and we capture it through our mobile application.

讓我們用手機程式記錄下來。

It helps us understand the creditworthiness

它幫助我們瞭解一個人的信譽。

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

例如：珍妮佛── 一位在肯亞奈洛比的小企業主。

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

珍妮佛 65 歲，幾十年來 都經營著一家食物攤，

in the central business district.

就位於中心商業區。

She has three sons who she put through vocational school,

她有三個讀了職校的兒子，

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

她同時也領導著當地的

or savings group.

地區性儲蓄團體。

Jenipher's food stall does well.

珍妮佛的食物攤經營得不錯。

She makes just enough every day to cover her expenses.

她每天的收入恰好能應付支出。

But she's not financially secure.

但她經濟上並不安全。

Any emergency could force her into debt.

突發事件可能把她打入負債。

And she has no discretionary income

而她沒有多餘的收入，

to improve her family's way of living,

來改善家裡的生活、

for emergencies,

應付突發狀況，

or for investing into growing her business.

或是投資、擴展自己的事業。

If Jenipher wants credit, her options are limited.

若珍妮佛想要積分，她沒什麼選擇。

She could get a microloan,

她可以申請小額貸款，

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

但她必須先找一群人 來做她的保證人。

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

即便成功，貸款金額還是太低，

to really have an impact on her business,

無法對事業有實質上的幫助──

averaging around 150 dollars.

放款金額平均 150 美金。

Loan sharks are always an option,

地下錢莊當然是個選擇，

but with interest rates that are well above 300 percent,

但遠超過 300% 的利率，

they're financially risky.

風險實在太高了。

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

且因為珍妮佛沒有 抵押品或信用記錄，

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

她無法向銀行申請企業貸款。

But one day,

但某天，

Jenipher's son convinced her to download our application

珍妮佛的兒子說服她 下載了我們的應用程式

and apply for a loan.

並申請貸款。

Jenipher answered a few questions on her phone

珍妮佛在手機上回答了幾個問題，

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

然後授權我們取用 一些手機上的關鍵資料。

And here's what we saw.

這是我們看到的。

So, bad news first.

先說壞消息。

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

珍妮佛存款偏低， 沒有過往的借貸紀錄。

These are factors

這些因素

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

在傳統銀行就很不樂觀。

But there were other points in her history that showed us

但她紀錄中的其他部分，

a much richer picture of her potential.

顯現出了她的潛力。

So for one,

首先，

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

她很有規律地打電話 給在烏干達的家人。

Well, it turns out that the data shows

而統計資料顯示，

a four percent increase in repayment

還款機率將有 4% 的提升──

among people who consistently communicate with a few close contacts.

如果這個人跟親近的人 有持續性的聯絡。

We could also see

我們還發現，

that though she traveled around a lot throughout the day,

儘管她整天會在各處奔走，

she actually had pretty regular travel patterns,

她的行動模式其實蠻固定的，

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

不是在家就是在她的攤位。

And the data shows a six percent increase in repayment

資料顯示， 還款機率將有 6% 的提升──

among customers who are consistent

如果這個人

with where they spend most of their time.

把大部分時間花在固定地方。

We could also see that she communicated a lot

我們也能看到她的互動很多，

with many different people throughout the day

在生活中和不同的人接觸，

and that she had a strong support network.

擁有強健的社群支持。

Our data shows

資料顯示，

that people who communicate with more than 58 different contacts

和超過 58 人有互動的人，

tend to be more likely to be good borrowers.

較有可能是好的借款人。

In Jenipher's case,

珍妮佛的案例中，

she communicated with 89 different individuals,

她和 89 人有過互動，

which showed a nine percent increase in her repayment.

還款機率因此有 9% 的提升。

These are just some of the thousands of different data points

這只是資料滄海中之一粟。

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

我們用大量的資料 深入瞭解一個人的信譽。

And after analyzing all of these different data points,

分析完所有的資料後，

we took the first risk

我們跨出冒險的第一步，

and gave Jenipher a loan.

給了珍妮佛一筆貸款。

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

這樣的資訊無法在書面上，

or in any formal financial record.

或是金融紀錄裡面找到。

But it proves trust.

但它構築出信任。

By looking beyond income,

將目光放遠不侷限於收入，

we can see that people in emerging markets

我們看見新興市場中的人們，

that may seem risky and unpredictable on the surface

他們表面上看起來 放款風險高、難以預測，

are actually willing and have the capacity to repay.

但事實上具有還款意願及能力。

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

我們的信用積分，已幫我們 在肯亞釋放出 200,000 份貸款──

in just the past year.

僅僅在去年。

And our repayment rates are above 90 percent --

我們的還款率超過了 90%──

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

和傳統銀行的還款率並駕齊驅。

With something as simple as a credit score,

信用積分看似微不足道，

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

卻賦予人們建構自己未來的力量。

Our customers have used their loans for family expenses,

我們的客戶把這些貸款 拿來支付家庭開銷、

emergencies, travel

突發狀況、旅遊，

and for investing back into growing their businesses.

以及投資發展他們的事業。

They're now building better economies and communities

他們正打造更好的經濟及社區，

where more people can succeed.

讓更多的人能夠成功。

Over the past two years of using our product,

採用我們產品的過去兩年，

Jenipher has increased her savings by 60 percent.

珍妮佛的存款增加了 60%。

She's also started two additional food stalls

她還開了另外兩個食物攤，

and is now making plans for her own restaurant.

並打算開自己的餐廳。

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

她正向商業銀行申請小型企業貸款，

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

因為如今她已經有 信用記錄證明她具備資格。

I saw Jenipher in Nairobi just last week,

上週我在奈洛比見到了珍妮佛，

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

她向我表達她當初的興奮之情。

She said,

她說：

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

「只有我兒子相信我能做到。 我不敢相信這一切屬於我。」

She's lived her whole life

她活著的大半生，

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

都認為某部分的世界並不屬於她。

Our job now is to open the world to Jenipher

我們的使命便是向珍妮佛，

and the billions like her that deserve to be trusted.

還有許許多多值得相信的人， 敞開世界的大門。

Thank you.

謝謝。

(Applause)

（掌聲）