How It Works: How SoFi Makes Money



How It Works is an ongoing series here on our blog, exploring and demystifying topics about which we hear often from our members and the public. Today, we’re taking a look at how SoFi makes money.

[UPDATED 9/25/19 to include information on how SoFi Crypto makes money]

[UPDATED 5/7/19 to include information on how our SoFi-branded ETFs make money]

[UPDATED 3/6/19 to include updated information on how SoFi Invest makes money]

[UPDATED 11/29/18 to include information on how SoFi Money makes money! We also updated how we make money on our Invest product.]

SoFi is able to offer products and services at competitive rates to members because we’re more efficient than traditional financial institutions. As with any time a company invents a new way of doing things, people may wonder, “Is there a catch?” We’re here today to explain how we make money‒it’s something we think every consumer should know about the companies they do business with, in finance or any other sector. Since we offer a variety of products, we’ll break this down by product area.

Our Lending Products

 

First, our lending products (that’s Student Loan Refinancing, Personal Loans, and Home Loans). There are many different ways companies make money in lending – some make their money on origination fees and get paid when a borrower takes a loan, others by holding the loans and making money from the interest the borrower pays, and others by selling loans after they’re made to investors while maintaining some ownership for themselves.

We employ a blend of the last two approaches at SoFi, but primarily make money the third way, through securitizations and whole loan sales. The buyers in these securitizations are institutions like pension and insurance funds, as well as other asset managers, who pay a premium upfront for the future potential cash flows from the loans. We’re able to make money through securitizations because investors trust the quality of our loans.

This enables us to have access to funds at a very competitive rate – often, on par with large commercial banks with big balance sheets—without “selling” our relationship with our members. We then pass those savings on to our consumers by offering them loan products at an interest rate below their current rate, but above our cost of financing. This represents a win-win: the member saves money on their loan payments and SoFi makes enough money to keep doing what it’s doing.

Who Buys SoFi’s Loans?

 

Who buys SoFi’s loans? Investors like pension and insurance funds, as well as other asset managers. They are willing to pay a premium above the principal value of the loan upfront for the future potential cashflows. We sell these loans in two ways: (1) “whole loan sales” where we sell a group (called a “pool”) of loans in their entirety to investors, and (2) “securitizations” where we group the loans together and their combined cash flows pay specific groups of investors (called “tranches”) in a specific sequence. Having multiple ways to sell our loans ensures we have cost-effective financing and reduces the risk that the market disrupts our business.

To break the process down more simply, here’s an example: let’s say SoFi extends a student loan that pays 5% APR for five years with the principal due at the end of those five years. Because our borrowers were paying 7% APR originally, they now save a whopping 2% APR each year. Nice!

The value of the total loan is 125% of the original loan amount (5% APR x 5 years in interest; 100% in principal). We sell the loan to investors for 105%. For taking on the risk of loan repayment, investors will get 20% (125% – 120%) over five years; SoFi will get 5% upfront to cover its cost of borrowing funds, its operations, and the memberships perks it offers to its clients. Double nice!

Our Investment Products

For SoFi Invest, we used to make money from management fees, but we recently decided to offer our Automated Investing (formerly known as SoFi Wealth), a robo-advisor, with no SoFi management fees.

We also offer Active Investing, the ability to buy and sell individual stocks and ETFs, without any account minimums or commissions. Through Active Investing, we earn revenue in a variety of ways, all of which help to keep the service free for our members! We earn interest from both uninvested cash held in the account (through an FDIC sweep program that also helps keep your cash safe) and from securities that are lent to institutions that need to borrow shares.

We also earn a small amount of money from rebates that we receive from market makers through our clearing firm, Apex Clearing, for choosing them as our execution partner. This practice, called payment-for-order-flow, has been the source of some debate , but we have heavily researched the practice and have found it to be in the best interest of consumers (as we said above, it is one of the things that allows us to offer this service without commissions). It’s important to note, as a regulated broker-dealer, we are always legally required to give you the best price, called Best Execution, on the stocks or ETFs you want to buy.

On SoFi Crypto, we make money by applying a markup of up to 1.25% to all transactions.

You may have heard that we recently launched our own SoFi-branded ETFs. We make money on those from the expense ratio on the ETFs multiplied by the amount of assets purchased, minus the expenses it costs us to run the ETFs. Given that we waived the fees* for the first two (SoFi Select 500 and SoFi Next 500) until June, 30, 2020, we’re actually losing money on those. For SoFi 50, the expense ratio is 29 basis points and for SoFi GIGE, the expense ratio is 59 basis points.

Our Deposit Account

 

With SoFi Money, like with other debit and credit cards, we earn a small amount of interest on the money in the accounts and from the merchant with each swipe of the debit card. But unlike most banks, SoFi has lower costs from doing business online, so we pass those savings on to our members in the form of higher interest paid on deposits—and we don’t charge extra account fees on top.

Most banks charge an average of $329 in account fees per year,1 whereas SoFi Money charges zero. Not unlike Wealth, this is a newer product for us, and we expect to offer many more features and perks in the years to come.

We also offer Term Life Insurance through our partnership with Ladder Life. For life insurance, we earn a set marketing fee every time a member submits an application for life insurance.

Check out the other blogs in our “How It Works” series on customer data collection and protection and how we use credit scores. And leave a comment if there’s a topic you’d like to see next!


Before investing you should carefully consider the Fund’s investment objectives, risks, charges and expenses. This and other information is in the prospectus. A prospectus may be obtained by visiting www.sofi.com/invest/etfs. Please read the prospectus carefully before you invest.
*Investors buy and sell ETF shares through a brokerage account or an investment adviser like ordinary stocks, brokerage commissions and/or transaction costs or service fees may apply. Please consult your broker or financial advisor for their fee schedule. The Fund’s investment adviser has agreed to waive its Management Fees for SoFi Select 500 ETF and SoFi Next 500 ETF until at least June 30, 2020
Investing involves risk including loss of principal. Please visit each fund’s page for specific fund risks.
SoFi ETFs are distributed by Foreside Fund Services, LLC.
SoFi Lending Corp. is licensed by the Department of Business Oversight under the California Financing Law, license number 6054612. NMLS #1121636.
Neither SoFi nor its affiliates is a bank.
SoFi MoneyTM is offered through SoFi Securities LLC, member FINRA/SIPC.
Advisory services offered through SoFi Wealth LLC (SFW) a SEC Registered Investment Adviser.
SoFi Money®
SoFi Money is offered through SoFi Securities LLC, member FINRA / SIPC .
Neither SoFi nor its affiliates are a bank.
SoFi Invest® and Relay
The information provided is not meant to provide investment or financial advice. Investment decisions should be based on an individual’s specific financial needs, goals and risk profile. SoFi can’t guarantee future financial performance. Advisory services offered through SoFi Wealth, LLC. SoFi Securities, LLC, member FINRA / SIPC .


ABOUT SoFi SoFi helps people achieve financial independence to realize their ambitions. Our products for borrowing, saving, spending, investing, and protecting give our more than half a million members fast access to tools to get their money right. SoFi membership comes with the key essentials for getting ahead, including career advisors and connection to a thriving community of like-minded, ambitious people. For more information, visit SoFi.com. Want an easy and convenient way to manage your financial life? Get the SoFi app. For iOS and Android.


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