Q2 trend data shows that credit unions are prioritizing member engagement
Last quarter, credit union member growth was the slowest we’ve seen in almost a decade–but that doesn’t necessarily spell disaster for the industry. According to the latest TrendWatch insights from Callahan & Associates, credit unions are successfully nurturing deeper relationships with their members, leading to increased member engagement and higher lifetime value.
With member growth at a meager 2.0% in Q2 2025, it’s clear that credit unions are shifting their priorities: instead of investing in acquisition, they are putting their effort towards member engagement and loyalty–and it’s working. TrendWatch data on member relationships shows that credit union members have increased their average balances by 3.2% in the last year, bringing more value to the table than the past three years.
On top of that, average loan balance has grown significantly, with mortgages leading the pack at 25.5% year-over-year growth. Members have shown a clear trend toward lower-term deposits and focusing on debt reduction, which signals a growing emphasis on financial wellness and stability.
These behaviors suggest a cautious yet ambitious membership—it’s the ideal time for credit unions to capitalize on member trust and foster long-term loyalty with a compelling rewards program. Credit unions who invest in stronger member relationships in Q3 will be more likely to thrive even amidst economic uncertainty.
Why Member Engagement & Lifetime Value Matters
Here’s how higher member engagement can boost your bottom line–even when member growth is lagging behind.
- Engagement = retention: Engaged members are the ideal hedge against member attrition. A member who feels valued as part of your community is more likely to stick around long-term and engage with more products and services
- Acquisition is too costly: Operational costs continued to rise in Q2, including marketing and other acquisition-related expenses. The best returns came from internal growth–members depositing higher amounts and taking out more loans.
- Loyal members have higher lifetime value than new ones: If you narrow your focus to acquiring new members, you’re missing out on your opportunity to generate value from existing members. A long-time member is more likely to take out a loan or add to their balance than one who has just joined and may be more hesitant to make big financial commitments.
- Resilience Through Revenue Volatility: Strong engagement and loyalty help cushion against market fluctuations—like rising delinquency or increased provisions—that have impacted returns recently.
Referral Marketing: A Natural Fit for Credit Unions
With member engagement now a top priority, more credit unions are turning to referral rewards programs that deliver high-value member relationships, all while fueling low-cost organic growth. Their focus on loyalty and community makes credit unions the ideal venue for highly effective rewards programs.
Why referrals work for credit unions:
- They’re built on trust: In today’s economy, consumers don’t make financial decisions lightly. That’s why a referral from a trusted friend makes the best conversion tool–and, as part of a real community, referred friends can be sure that members already believe in the services they’re recommending.
- Low cost + scalable: A referral program amplifies outreach without breaking the budget. It costs less to reward a loyal member for their advocacy than it does to acquire a new member through alternative channels, such as paid media.
- Enhances loyalty: Not only do referrals lead to member growth, but those who refer become even more invested, particularly when you make a point to show your appreciation through compelling rewards.
Best Practices for Crafting a Credit Union Referral Program That Delivers
To get the most out of your credit union referral program, make sure you’re following these best practices:
- Keep it simple and rewarding
Make it easy to refer and earn. Enable one-click sharing between advocates and friends and clearly define any referral program requirements and qualifications so participants know exactly how to get rewarded. The simpler it is, the more likely members will continue to refer, and the more likely their referrals will sign up. - Promote your Program:
Maximizing referral program effectiveness means keeping it top of mind for your customers. Even the promise of a reward isn’t always enough to compel customers to act right away–you need to be strategic about maintaining visibility. Promote your program in key places in your app or online, such as a pop-up right after members log in, or a banner on the homepage. Also surface your program across social channels, email, SMS, and push notifications for users who aren’t directly engaging with your product as frequently. - Leverage personalization:
Use member data to tailor your referral prompts to different audience demographics. Offer a higher reward to members who have already been successful advocates, or tailor special campaigns to new members. Make sure each targeted campaign utilizes messaging, copy, rewards, and placements that align with their user behavior. The more “personal” a campaign feels, the more likely it is to capture member attention and foster loyalty. - Utilize A/B Testing
To optimize your campaign at every level, you should be testing every aspect, from placement to reward value. You may be surprised by what you find–for example, a smaller reward can be more effective at bringing in high-intent members than a high-value reward. Monitor a variety of metrics such as conversion rate, average deposit value, and average referred customer age to determine what is working best for your organization’s needs.
Driving credit union growth in Q3 with a focus on member engagement
As TrendWatch’s Q2 data shows, current credit union member behaviors reflect deeper engagement potential–even while new member growth has slowed. To drive sustainable growth in Q3, credit unions should stop chasing unattainable acquisition goals and focus on the assets they already have–their current customers. When you reward your existing customers for acting as brand advocates, you’ll create deeper, more valuable relationships in addition to unlocking a new growth channel.
Start designing your referral program today with Extole’s enterprise referral marketing software. Extole’s tools let you easily build targeted referral programs, create and test rewards, and analyze key data on member advocacy and engagement. Book a demo today to see how we can help you achieve your Q3 goals.
