by Jeff Sovern
Though many of the postings on this blog concern breaking developments, sometimes it's uesful to bring to light something that, even though not a new development, may not be well known and still bears on an issue of today. In that spirit, let me call your attention to the testimony of "Jim Dough," (the pseudonym of a self-described former employee of a finance company) taken during a hearing before the Senate Special Committee on Aging on March 16, 1998, titled “Equity Predators: Stripping, Flipping and Packing Their Way to Profits.” The testimony helps explain how predatory lenders persuade consumers to agree to terms that are not in their best interests. Unfortunately, the link connects only to the prepared testimony, and interesting points were also made during "Mr. Dough's" discussion with Senator Breux. For that reason, and fot those who don't want to read the entire statement, I'm going to paste in here some of the highlights of the testimony, drawn from both the prepared statement and the colloquoy:
Finance companies try to do business with blue-collar workers, people who haven't gone to college, older people who are on fixed incomes, non English-speaking people and people who have significant equity in their homes. In fact, my perfect customer would be an uneducated widow who is on a fixed income -- hopefully from her deceased husband's pension and social security -- who has her house paid off, is living off of credit cards, but having a difficult time keeping up her payments, and who must make a car payment in addition to her credit card payments.
* * * [W]e were trained to sell the monthly "savings," that is, how much less per month the customer would be paying if we flipped the loan. In reality, the "savings" that we were trained to sell to customers were just an illusion. The uneducated customer would jump for the "savings," thinking that he would have more money to buy other things.