The product matching framework: four inputs to one recommendation
The Cross-Sell AI builds a product recommendation from four inputs processed simultaneously. The first is the borrower's current product and their behavior on it — a borrower who makes prepayments on a home loan may be building equity towards a LAP; one who has never missed an SME / small business monthly payment may be ready for a working capital enhancement. The second is the borrower's income and employment type — a salaried borrower's cross-sell path is different from a self-employed proprietor's, whose path differs from an SME / small business's. The third is the borrower's financial trajectory — improving FICO score, growing income credits, reducing DTI — which determines which products the borrower is now eligible for that they may not have been at origination. The fourth is the triggered signals — the specific combination of signals that crossed the readiness threshold determines which product fits the moment, not just the profile.
The output is not a single product name — it is a ranked product recommendation with a fit score for each, a specific loan amount range that the borrower's current profile supports, and the one or two reasons why this product fits this borrower at this moment, expressed in terms specific to their situation.
Product recommendation for Bayview Builders: ranked matches
SME / small business Working Capital Top-Up · $15–20 hundred thousand · 36 months
Bayview Builders has a 14-month track record of on-time repayment on their existing $28L SME / small business term loan. sales tax / federal tax revenue grew 34% YoY. A new sales tax / federal tax registration in Georgia was filed last month — the expansion is underway. The $150,000–$200,000 working capital top-up gives the business the liquidity to fund the Georgia operations before revenues from the new territory come in. The monthly payment calculator use on Nov 12 suggests the proprietor is already modelling something in this range. Expected DTI post-top-up: 61% — within the 65% cap for SME / small business borrowers.
SME / small business Term Loan (standalone) · $20–30 hundred thousand · 48 months
If the working capital top-up is not the right product for the Georgia expansion (e.g., if the borrower needs longer-tenor capital for machinery or infrastructure rather than working capital), a new standalone SME / small business term loan at $20–30L for 48 months is the next match. The borrower's demonstrated repayment capacity on the existing loan supports this ticket. The longer tenor keeps the incremental monthly payment manageable at ~$55,000/month.
Loan Against Property (LAP) · $40–60 hundred thousand · Against business premises
Bayview Builders owns the business premises (declared in loan documentation). If the Georgia expansion succeeds over the next 6–12 months, a LAP against the business premises at $40–60L would be the optimal capital structure for a larger phase 2 investment — secured, lower rate than an SME / small business term loan, longer tenor. The Cross-Sell AI flags this as a future conversation, not an immediate offer.
The product-borrower fit matrix: what the Cross-Sell AI checks for each product
| Product | Borrower profile fit | Key eligibility check | Disqualifying signals |
|---|---|---|---|
| SME / small business working capital top-up | SME / small business borrower with ≥12 months on-time, revenue growing, new market or product line visible | Post-top-up DTI ≤65% · Existing loan at ≥60% repaid · No DPD in last 6 months | sales tax / federal tax filing irregularity · Revenue declining · Outstanding >85% of original |
| Home loan top-up | HL borrower with ≥18 months on-time, property value appreciated, or income significantly grown | Post-top-up LTV ≤75% · Income supports additional monthly payment · No DPD in last 12 months | DPD in last 12 months · LTV would exceed 75% · Property in disputed jurisdiction |
| Loan Against Property (LAP) | Borrower with clear property ownership, income to service, needing larger ticket than SME / small business term allows | Property valuation current · Clear title · LTV ≤60% · DTI post-monthly payment ≤60% | Property in co-name without co-borrower · FICO <650 · DPD in last 6 months |
| Personal loan (top-up) | Salaried borrower with strong repayment history, FICO improvement, personal financial need | Salaried income confirmed · Post-monthly payment DTI ≤50% · FICO ≥700 · No missed monthly payment ever | DTI already above 40% · SME / small business borrower (not appropriate product) · Any DPD in last 6 months |
| Education loan (new) | Salaried borrower nearing home loan maturity, income strong, dependent child approaching higher education age (17–20) | Life stage signal · Income supports education monthly payment · Loan nearly closed = capacity freeing up | No dependent child in profile · Loan still in early stage |
The opportunity score panel: what the Cross-Sell AI shows the relationship manager
The recommendation that is right for the borrower and right for the institution is the only recommendation worth making
A cross-sell recommendation that produces a disbursement the borrower cannot service is a disbursement that will become an NPL / charge-off in 6 months. The institution earned the commission and lost the relationship — and the net credit cost exceeds the commission earned. The Cross-Sell AI's product matching explicitly checks post-disbursement DTI, post-disbursement LTV, and current FICO before recommending any product — not because the institution is conservative, but because a loan that fits the borrower is the only loan that stays performing. A 94% fit score means the product is right for the borrower. It does not mean the borrower will accept — but if they do, both parties benefit.