Aptus Value Housing Finance Relationship Manager Interview: Rounds, Questions and Preparation

What the job involves

A Relationship Manager in banking, finance and insurance is the primary point of contact for customers, handling loan or insurance enquiries, explaining products, collecting documents, and ensuring timely disbursement or policy issuance. At fast-growing housing finance companies like Aptus Value Housing Finance, the role often involves sourcing new customers, conducting field visits, assessing basic creditworthiness, and maintaining long-term relationships to drive repeat business and referrals. The day typically mixes sales targets, customer service, and coordination with credit and operations teams.

Role and Technical Knowledge

1. 1

   What are the key differences between a home loan and a loan against property?

   Explain that home loans are for purchasing or constructing a house with tax benefits and longer tenure, while LAP is a secured loan against an existing property for any personal or business need, often with higher interest and shorter tenure.

2. 2

   How would you calculate a customer's FOIR and why is it important?

   FOIR is total monthly obligations divided by net monthly income. A strong answer mentions that lenders typically prefer FOIR below 50-60% to ensure the customer can repay without stress.

3. 3

   What documents are typically required for a housing loan application?

   List KYC (Aadhaar, PAN), income proof (salary slips, ITR, bank statements), property documents (sale deed, chain of title), and photographs. Mention that requirements vary for salaried and self-employed.

4. 4

   What is CIBIL score and how does it affect loan approval?

   CIBIL score is a credit score from 300 to 900. A score above 750 is generally preferred; lower scores may lead to rejection or higher interest rates. Mention that the Relationship Manager should check it early.

Practical Scenarios

1. 5

   A customer's loan application is rejected due to low CIBIL score. How would you handle the situation?

   Show empathy, explain the reason politely, suggest steps to improve the score, and offer to reconsider after a few months. Also explore if a co-applicant with a better score can help.

2. 6

   You have a monthly target of disbursing 5 home loans but only 3 applications are approved. What do you do?

   Focus on increasing lead generation through referrals, local events, and builder tie-ups. Also review rejected cases for possible rectification and follow up with pending approvals.

3. 7

   A customer wants a loan but their property has a legal dispute. How do you proceed?

   Do not process the loan until the dispute is resolved. Explain the legal risk, advise the customer to clear the title, and offer to help once documents are clean.

4. 8

   How would you convince a customer who is comparing your interest rate with a competitor's?

   Highlight overall value: faster processing, lower fees, flexible repayment, and personal service. Avoid criticising the competitor; instead, focus on your company's strengths and customer testimonials.

Behavioural and Situational

1. 9

   Tell me about a time you convinced someone to do something they were initially hesitant about.

   Use STAR method: describe the situation, your approach (listening, addressing concerns, offering alternatives), and the positive outcome. Link it to sales or customer service.

2. 10

   How do you handle rejection or a customer who is rude to you?

   Show resilience and professionalism. Mention that you stay calm, listen, apologise for any inconvenience, and try to find a solution. Rejection is part of sales; you learn and move on.

3. 11

   Describe a situation where you had to work under pressure to meet a deadline.

   Give a specific example from college, internships, or part-time work. Highlight planning, prioritisation, and communication with team members to achieve the goal.

4. 12

   Why do you want to work in housing finance and as a Relationship Manager?

   Connect personal interest in helping people own homes, enjoy customer interaction, and are comfortable with targets and field work. Mention growth opportunities in affordable housing.

HR and Company Fit

1. 13

   Are you comfortable with field work and travelling to meet customers?

   Answer honestly and positively. Mention that you understand the role requires meeting customers at their homes or offices, and you are willing to do so to build relationships.

2. 14

   What do you know about our company and why do you want to join us?

   Research the company's focus (e.g., affordable housing, semi-urban markets), its growth, and values. Align your answer with their mission and your career goals.

3. 15

   How do you handle pressure and multiple targets?

   Talk about time management, prioritising tasks, staying organised, and keeping a positive attitude. Give an example of balancing studies and extracurriculars.

4. 16

   Where do you see yourself in three years?

   Show ambition but stay realistic. Mention wanting to master the Relationship Manager role, build a strong customer base, and possibly move into a senior sales or team handling position.