Loan File Preparation: Mortgage Finance And Motor Vehicle Equipment

Credit Transfer for Previously Completed Units

Either the Mortgage Finance or Motor Vehicle Equipment Checklist must be submitted with the fully completed assessment. This must encompass all documents from initial contact with the clients until settlement of the loan. Documents must be submitted in a suitable logical order and consist of all relevant NCCP documents.

The documentation required should be consistent for all submissions, however student submissions will vary in regards to outcomes based on the interpretation of the data and “client” responses during the interview process.

Task 1: Case Study – Loan application preparation

You will notice that there are two options of Case Study within this assessment – the first (A) is more specifically for Mortgage Brokers, the second (B) for brokers in the Plant & Equipment and Motor Vehicle field. Please complete only the stream relevant to you and indicate this on the assessment cover sheet.

Choosing only one of the case studies presented below, prepare a loan file from your initial contact with the clients to preparing the loan application for lodgement with the client’s lender of choice, through to settlement. Please refer to the document checklists in this Task for the relevant steps required.

In completing this task, you need to demonstrate to your assessor that you are competent in the following areas and able to:

communicate ideas and information
collect, analyse and organise information
plan and organise activities
work with others in a team
use mathematical ideas and techniques
solve problems by providing solutions
use technology.

To do this you will need to compile a report (Client Needs Review/Fact Find) indicating your thoughts and processes on different aspects of your application. These may include, but are not limited to:

the choice of loan product for your client and the information about the loan product that you presented to them. Where you located the product information. Remember there is no right/wrong answer to this area, it is always subjective.
the use of technology to compare the product/fees, find information on the products etc.
how you would work in a team situation with your co-workers, lenders, real estate agents, mentor etc.

In areas where you do not have copies of actual supporting documentation, insert a page with the name of the document you would include e.g. copy of driver’s licence for the client.

There are a number of templates in the Member’s Area under ‘Useful Resources’ that you could use in your submission.

Remember there is no right or wrong answer as each client you see presents a new challenge and if you can provide solutions for those challenges you will be well regarded and successful in this industry.

Because this course is taken nationally, we ask that you localise addresses and places of employment so that you can have familiarity with the assessment.

You will have to take into account any necessary adjustment of stamp duty concessions for first home buyers. This will have to be considered when discussing and setting out the fees and costs with your clients. You will have to contact your Office of State Revenue to determine the correct amount of benefits to which your clients are entitled.

o Case study A (Residential mortgage)

Background

Henry Leslie from Leslie Accounting Services has referred you his clients Frederick John and Margaret Anne Everybody. He has mentioned that they are looking to purchase their first home. Whilst in their early ‘40s, they have previously not owned a home due to the husband being an engineer with the Australian Defence Forces. Because of this and constant moving they really weren’t in a position to buy in one location. Frederick has since left the services and has been working with BHP Billiton on their mining projects. This entails working on a ‘two weeks on, one week off’ basis. Frederick enjoys an annual income, paid monthly, of $115,000 with a subsidised rent when on location on the job.

Margaret works at the local council child care centre on a permanent/part time basis and earns $29,000 annually, paid weekly. She is a qualified nurse.

They have two children. Joshua, 18, is employed fulltime, lives at home and pays $75.00 per week board. Melanie, 13, is in her first year at high school and is dependent on her parents.

Currently the couple is renting in a suburb near you and paying $420.00 per week to the local Ray White real estate office. Due to diligent saving and being beneficiaries of a family deceased estate they find themselves in a sound financial position and ready to purchase their own home and settle into one area. They are conscious of the current economic times and wish to entrench their current situation by also considering future investment opportunities.

One of the most important questions you will ask when completing your Client Needs Review is about Risk Protection. Have the clients considered the ramifications of financial hardship caused by illness, accident or death? The Q & A component of the CNR covers this adequately. You are made aware their contents are insured but they have no insurance policies covering life, trauma and income protection. This is where you ask what cover they consider is enough in view of the financial commitments they are now planning? Will Margaret have to visit Centrelink if an unforeseen event happens to Frederick? Should they have to change their lifestyle? Just remember your Duty of Care.

They have around $184K plus the FHOG available and are looking to buy land with a purchase price of $240K and construction in the vicinity of $350-360K. (Students in all jurisdictions will have to adjust the land and construction costs to fit in the capped amount criteria.) They estimate they will spend an additional $60K on furnishings and garden. You are to interview the clients and propose a loan structure that will suit their needs. They have indicated that they would like to be provided a minimum of three (3) sound lending strategies acceptable with different providers. They normally clear (swipe) their credit cards monthly with the exception of Mrs Everybody’s Myer 1 account.

It may be to their benefit to clear the car loan account with Esanda. These are the points of discussion that should appear in your interview notes.

If you are in a State or Territory that FHOGs are available to both forms of home purchasing, choose either an existing or new home acquisition for your case study (you do not have to complete one of each).

Submission Requirements

Answer:

Loan application for Fredrick John Everybody and Margaret Anne Everybody

Loan amount:- $6,60,000

Last date for approval:- 31/08/2018

If you are in a State or Territory that only offers a FHOG on new and not established homes, you will have to choose that option for a case study.

Answer:

Reasons for loan

Mr. Frederick John Everybody was a former engineer in Australian Defence Forces. For this reason, the family could not live in one place. But now as Mr. Fredrick is being working for BHP Billiton Company, the family can have a stable place to live in. For this reason, they are looking for to buy a new house to settle down in one area. Their financial condition is also stable at present.

Employment

Mr Frederick is an engineer working on the mining projects of BHP Billiton Company and Mrs. Margaret is currently working at a local council child care centre as a nurse. Both of them are working as a permanent employee in their companies.

Income

The income of Mr. Frederick is calculated as $115,000 per annum which is paid to him monthly. Apart from this, Mr. Frederick enjoys a subsided rent when on location on the job. Mrs. Margaret earns $29,000 annually which is paid to her in weekly basis.

Recommendation

The loan application is recommended to this family for several reasons. At first, they are having a permanent job and enjoying a decent amount of money as their salary every month. They are also having a stable financial condition which made them think of buying their first house. The income of the family is annually $144,000 and the liabilities made by them are being paid regularly. The amount of their total assets is $531,001 and the total amount of their liabilities is $638.29. They are also eligible to receive a FHOG of over $184,000. Thus it can be considered that the family is totally eligible for the loan.

If at some later stage the FHOGs rise or fall, please adjust the applicable purchase prices to cater for those changes as this task forms an important part of the assessment process and must be completed.

o Case study B (Plant & Equipment, Motor Vehicles)

Billy and Lisa Smith have decided to upgrade their main vehicle and will give their Mitsubishi to their son. The Holden ute will still be used by Billy to travel to work.

They are seeking to fund the full purchase of a Nissan X Trail and have provided you with an Invoice from the dealer. The new vehicle is required to do a lot of country travel and tow a caravan as they intend to take a number of trips.

Mr and Mrs Smith have full time employment and been working for the same companies for over 5 years since moving from interstate.

Mrs Smith is the bookkeeper for FSR Consulting Pty Ltd and is responsible for all invoicing and reporting. Mr Smith works fulltime for Large Mining Group Pty Ltd.

They have also completed a personal statement of position which is enclosed with the documents.

Other information provided:

· Intend to keep the vehicle for at least 5 years

· Wish to keep repayments as low as possible

· Happy to consider a Residual which would be reflective of the value of the vehicle at end of loan

· Fixed Rates and flexibility important with the loan being sought

· May look to purchase own premises in about two years

· Have asked for advice on Insurance for the vehicle.

· Have own superannuation funds but not averse to having them reviewed

· Both clients are unsure of what personal insurances they have but have made an estimate of coverage

· Client statement of position
Referred by:	Peter Michael	Consultant:	Ian Harris
Date:	27/10/20XX	Source:	Accountant- 3 Smith St, Nth Sydney- Ph 02 94250000
Applicant 1:	Mr/ Mrs/ Ms/ Miss	Applicant 2:	Mr/ Mrs/ Ms/ Miss
Surname:	Smith	Surname:	Smith
First name:	Billy	First name:	Lisa
Date of birth:	21/10/62	Date of birth:	13/06/67
Address:	1 Joseph Street	Address:	1 Joseph Street
	Huntingdale NSW 2132		Huntingdale NSW 2132
Phone:	02 93850000	Phone:	02 93850000
Mobile:	0417000000	Mobile:	0418000000
Business:	Large Mining Group Pty Ltd	Business:	FSR Consulting Pty Ltd
Occupation:	Storeman	Occupation:	Bookkeeper
Business gross profit:		Business gross profit:
Income-gross-net	$82,003 $54,762	Income-gross-net	$54,086 $37,381
Current lender:	ANZ	FSR bank detail	Westpac 032 000 123456
Estimated market value:	$540,000	Mortgage balance:	$100,000
Payment:	$933.00		Mthly/Fortnightly/Weekly
Years to run:	4	Interest rate:	7.05%

	· Asset values $	· Liabilities amount owing $	· Monthly payments $	· Lender ·
Existing properties:
1.	540,000	100,000	933.00	ANZ
2.
Furniture	100,000
Motor vehicles:
2002 Holden Ute	22,000
Credit card (1) Limit $5000		1,000	150.00	ANZ
(2) Limit $10000		3,000	300.00	Citibank
Overdraft
Personal Loans:
Superannuation:	Mr 160,000
	Mrs 230,000
Insurances: Mr Mrs
Life: y/n 400,000 300,000	700,000
Trauma: y/n 100,000 50,000
Income prot. 61,502 40,564
Wills: y/n
Power of attorney: y/n

Undelivered notices should be returned to:

GPO Box 5300
Sydney NSW 2001

Lisa Smith
1 Joseph Street Your Tax file number is
Huntingdale NSW 2132 456 259 725

Date Issue
3 July 20XX

Income Tax Assessment Act 1936
NOTICE OF ASSESSMENT
For the year ended 30 June 20XX (or substituted accounting period)

Your Taxable Income is $54,086 $

Tax on Taxable Income A 12648.12DR

Medicare Levy O 811.29DR

Your HECS repayment is X 3245.16DR

– based on a debt of $9413.00 (excludes any debt incurred since 1 June 20XX)

PAYG withholding credits E 19744.00CR

Tax Offsets and other credits G 484.00 CR

Balance of this assessment L 3523.43CR

A refund cheque for this amount is below

**************************Additional information***************************

Tax offsets and Other Credits include $20.00 Franking tax offset.

PAYG amounts withheld for HECS are included in the total credit at label E

PLEASE SEE THE REVERSE FOR IMPORTANT INFORMATION ABOUT YOUR ASSESSMENT.

S.C. Ashmore-Smith
Deputy Commissioner of Taxation
Sydney Office, Sydney NSW

BN: 91 765 432 100
ACN: 7654321

Detailed Balance Sheet
as at 30 September, 20XX

	· 30/09/20XX $	· 30/06/20XX $
Current assets
Shareholders loans	111,837	89,878
Total current assets	111,837	89,878

Non-current assets
Plant and equipment	2,197	2,197
Less accumulated depreciation	(443)	(350)
Total non-current assets	1,754	1,847

Intangible assets
Formation expenses	1,142	1,142

Total assets	114,733	92,867

Current liabilities
GST owing	4,271	4,423
PAYG tax payable	7,040	5,031

Total current liabilities	11,311	9,454

Non-current liabilities	0	0

Total liabilities	11,311	9,454

Net assets	103,422	83,413

Shareholders equity – retained profits	103,422	83,413

Fantastic Nissan ACN: 009 071 444 ABN: 47 009 071 444	TAX INVOICE
To: Billy and Lisa Smith	For delivery to: Billy and Lisa Smith

INVOICE DATE	INVOICE/STOCK NO	NEW/USED	VEHICLE MAKE	MODEL	REGISTRATION NUMBER
17/10/20XX	1425361	NEW	NISSAN	X-TRAIL T1 AUTOMATIC	TBA
ENGINE NUMBER	CHASSIS NUMBER	COMPLIANCE DATE	COLOUR	CONTACT	ORDER NUMBER
QR25230948	JNITBNT30A0044491	20XX	TWILIGHT	CLINT NESBITT	Due on receipt

QUANTITY	DESCRIPTION	AMOUNT
1	Nissan X-Trail Window Tint Genuine Tow Bar Dash Mat Floor mats Rear Cargo Tray Full tank Pre Delivery	$34,718.18 450.00 450.00 Included Included 110.00 Included 995.00
		Sub Total	36,723.18
		GST	3,672.32
		Stamp Duty	2,379.00
		Registration	535.00
		Total Price	$43,309.50
		Total amount payable	$43,309.50
Make all cheques payable to Magic Nissan

ABC ABC Financial Services ACN: 91 987 987 987 ABN: 04 791 987 987	TAX INVOICE Date: October 29, 20XX INVOICE 78

To: Macquarie Leasing Pty Ltd GPO Box 5435CC Melbourne VIC 3001

DESCRIPTION	AMOUNT
Upfront broking commission –	$
		Sub Total
		GST
		Total price
		Payments/credits
		Balance due	$
Make all cheques payable to ABC Financial Services Thank you for your business!

NB: Where evidence is required i.e. payslip/offer & acceptance/financials etc., AAMC Training will accept the evidence being typed on a blank piece of paper rather than supplying copies of the required evidence.

For example: “This represents the payslips for Frederick John Everybody for the periods ending 14^th and 28^th February 2015.”

Preparing a Loan File for Mortgage Finance and Motor Vehicle Equipment

A sample of the forms mentioned above can be found in the AAMC Members’ Area under “Useful Resources”


EVIDENCE	ENCLOSED
Y	N	N/A
1. A fully completed AAMC Training Assessment Cover Sheet	?
2. A fully completed AAMC Training Document Checklist (this page)	?
Case Study – Loan Application Preparation (Task 1) 3. File notes from first contact through to settlement in chronological order	?	?	?
4. Authorised Credit Representative Credit Guide and Licensee Credit Guide	?	?	?
5. Client Needs Review or Fact Find	?	?	?
6. Privacy Statement and Consent form	?	?	?
7. Combined Credit Quote and Proposal	?	?	?
8. Product Comparison Report (at least three options)	?	?	?
9. Preliminary Assessment	?	?	?
10. Costing sheet for Fees and Charges	?	?	?
11. Fully completed Lender Loan Application or Copy of Online lodgement	?	?	?
12. Lender’s loan Document Check List (Normally forms part of loan application)	?	?	?
Process Applications for Credit (Task 2) 13. A completed serviceability calculator (refer to useful resources)	?	?	?
14. Loan Comments/Lender Comments	?	?	?
15. Evidence of Income (Pay slips, Employers Letter, PAYG Summaries)	?	?	?
16. Evidence of an Offer & Acceptance or a Contract of Sale or a Purchase contract	?	?	?
17. Evidence of Council approved plans (House and Land , Off the Plan packages) Plus a Fixed Price Building Contract	?	?	?
18. Evidence of savings/ equity and other loan commitments	?	?	?
19. First Home Owners’ Grant application (These can be downloaded from your Office of State Revenue)	?	?	?
20. Anti Money Laundering/Counter Terrorism Financing ID requirements Note: 2 forms of identification is required for each applicant to the loan and a separate AML ID form is required for each applicant.	?	?	?
21. Evidence of Valuation successfully completed	?	?	?
22. A Compliance file checklist	?	?	?
Completing Customer File (Task 3) 23. Fully completed Settlement document pack (Refer to the Settlement File Checklist to ensure all relevant documents are completed and submitted)	?	?	?
24. Create a customer/referrer database (Task 4 A) You are required to prepare and submit your data-base on contacts made from this transaction by using your internal CRM or a suitable program i.e. Excel.	?	?	?
25. Short Answer Questions (Task 4 B) Complete and submit all Short Answer questions	?	?	?

For example: “This represents the payslips for Frederick John Everybody for the periods ending 14^th and 28^th February 2015.”

*Samples of the abovementioned forms can be found under Useful Resources of the Utilities tab at your login Dashboard – either in the Loan Application, Complex Lending or Useful Forms folders.


EVIDENCE	ENCLOSED
Y	N	N/A
1. A fully completed AAMC Training Assessment Cover Sheet	?
2. A fully completed AAMC Training Document Checklist (this page)	?
Case Study – Loan Application Preparation (Task 1) 3. File notes from first contact through to settlement in chronological order	?	?	?
4. Authorised Credit Representative Credit Guide and Licensee Credit Guide	?	?	?
5. Client Needs Review or Fact Find	?	?	?
6. Privacy Statement and Consent form	?	?	?
7. Combined Credit Quote and Proposal	?	?	?
8. Product Comparison Report (at least three options)	?	?	?
9. Preliminary Assessment	?	?	?
10. Costing sheet for Fees and Charges	?	?	?
11. Fully completed Lender Loan Application or Copy of Online lodgement	?	?	?
12. Lender’s loan Document Check List (Normally forms part of loan application)	?	?	?
Process Applications for Credit (Task 2) 13. A completed lenders serviceability calculator (refer to useful resources)	?	?	?
14. Evidence of Income (Pay slips, Employers Letter, PAYG Summaries)	?	?	?
15. Evidence of the Offer To Purchase/Suppliers Sales Tax Invoice showing serial numbers etc., to identify title	?	?	?
16. Evidence of Motor Vehicle Registration Papers (Some lenders require this information)	?	?	?
17. Evidence of Trade-in equity, Cash Contribution (Receipt) and other loan commitments	?	?	?
18. Anti Money Laundering/Counter Terrorism Financing ID requirements Note: 2 forms of identification is required for each applicant to the loan and a separate AML ID form is required for each applicant.	?	?	?
19. A Compliance file Checklist	?	?	?
Completing Customer File (Task 3) 20. Fully completed Settlement instruction document pack (Refer to the Settlement File Checklist to ensure all relevant documents are completed and submitted)	?	?	?
21. Evidence of qualifications and experience of Third Party Declarer/Observer	?	?	?
Create a customer/referrer database (Task 4A) 22. You are required to prepare and submit your data-base on contacts made from this transaction by using your internal CRM or a suitable program i.e. Excel.	?	?	?
Short Answer Questions (Task 4B) 23. Complete and submit all Short Answer questions	?	?	?

For example: “This represents the payslips for Frederick John Everybody for the periods ending 14^th and 28^th February 2015.”

*Samples of the abovementioned forms can be found under Useful Resources of the Utilities tab at your login Dashboard – either in the Loan Application, Complex Lending or Useful Forms folders.

Settlement File Checklist

The provision of all the information detailed below will ensure prompt issuance of your qualification. Any omissions will cause AAMC Training to seek the missing data which can prove costly to both parties. You must include this checklist in the submission of your assessment.


Type	Data	Enclosed
Y	N	N/A
M/PEVC	File Notes from first contact through to Settlement in chronological order	?	?	?
M/PEVC	Evidence of loan approval	?	?	?
M only	Loan/letter of offer from lender	?	?	?
M/PEVC	Borrowers checklist (Document sign-up)	?	?	?
M only	Correctly signed home loan contract (including transfer of land and mortgage of land relevant to the State.)	?	?	?
PEVC	Correctly signed Consumer Loan contract for the Lender chosen	?	?	?
M/PEVC	Insurance details – Home Certificate of Currency or Motor Vehicle Certificate of Currency	?	?	?
M only	Borrowers Authority and Instructions	?	?	?
M only	Evidence of settlement related communications between all parties. (IE. Broker, Conveyancer, Lender, Client) e.g. a letter or email showing settlement communications between all parties.	?	?	?
M/PEVC	Letter of successful settlement from broker	?	?	?
M/PEVC	Service Questionnaire or relevant example of feedback from client	?	?	?
Other
		?	?	?
		?	?	?
		?	?	?

1. Financial Services Credit Guide/Credit Guide	Along with the ACR’s profile this guide is handed to the clients at initial interview and it sets out the services that are offered along with the Privacy Policy of that organisation and the complaints procedure.
2. Authority to Act & Privacy Consent Form	The authority to act allows the finance broker to act on behalf of the client when dealing with the lender and other related parties to loan. The privacy consent form allows the finance broker to store and use relevant client information to assist in the loan application process without breaching privacy laws. This will most likely be contained in the credit proposal (mentioned below).
3. Authorised Credit Representative profile	This form is which sets out the Authorised Credit Representative’s profile and authority to act on behalf of a credit licence holder and what products the ACR can introduce to under that authority. At initial interview the clients must be handed a copy. This may be an addendum to the Credit Guide.
4. Data Collection – Business or Personal Consumer Client Needs Review/fact Find	By using a Client Needs Review/Fact Find you will have all the information required to form an opinion as to what type of loan best suits the clients’ requirements. At the same time you are acting with due diligence in asking the clients questions about their financial security in the event of an unforeseen circumstance that causes financial hardship. You have a legal obligation to yourself and the clients to make them aware of the ramifications of an unexpected illness, accident or even death. By signing a Client Needs Review they can accept your offer of a referral to an insurance professional or alternatively decline your recommendation, thereby you have documentary evidence of your professionalism. You do not have to sell Risk Products but you have complied with the requirements under the Duty of Care by having adopted the above actions.
5. Costing sheet for fees and charges	Estimate of total fees and charges payable to the financier in relation to applying for the finance will form part of the credit proposal. However the broker may want to complete a cost analysis to determine savings or equity versus costs associated with the purchase and finance. This is not a requirement of the submission but may rather be a process you may want to adopt for purchases.
6. Interview notes	A file copy of your interview notes will go a long way to avoid any adverse opinions from any audit that may be undertaken by any aggregator company or ASIC official. Whilst documents required under NCC such as a fact find/client needs review, preliminary assessment and credit proposal will highlight requirements and recommendations they may cover all conversations/ time lines between the broker and client.
7. Preliminary Assessment	Based upon your enquiries as to the financial situation, requirements and objectives of your client you are required to conduct a preliminary assessment to determine whether the proposed credit contract/lease is ‘not unsuitable’ for the client. This must be done prior to suggesting the client applies for, or providing assistance applying for a particular credit contract.
8. Credit Quote and Credit Proposal Documents	These forms may be incorporate into the one document. The Credit Quote outlines the maximum fees and charges payable to the credit representative and licensee for credit assistance. Must be provided before credit assistance is provided. The Credit Proposal document outlines the fees, charges and commissions relating to the particular credit contract or consumer lease and to whom/by whom they are payable.
9. Statement of Credit/Mortgage Advice	This is the document the client signs giving the Authorised Credit Adviser authority to act on the client’s behalf and also give privacy consent for the personal details to be passed onto the lending institution. It also advises the amount of commission a broker will receive as well as the costs involved in taking out the loan. A copy of this appointment must be given to the client and a copy kept on your file. This document may be a combination of industry known documents as stated above and not required if you have completed credit proposal and credit quote

10. Evidence of income	Lenders require documentary evidence of income to support a loan application. Verifying employment may be in the form of two or three consecutively dated payslips plus a PAYG summary that indicates regular overtime or allowances/commissions. A letter or employment contract from the employer will also suffice in the absence of payslips. Other income will require documentary evidence as determined by the lender.
11. Self-employed/ Commercial clients	A copy of the last two years individual’s and company tax returns/financial statements along with a serviceability assessment for self-employed individual/partner.
12. Signed statement of assets & liabilities (SOP)	This information allows lenders to readily ascertain the financial standing of the applicants.
13. Cash flow forecast	When you are arranging funding for the larger type loans, whether it is for plant and equipment or say, a commercial factory unit a Cash Flow Forecast is essential as it will assist the lender in appreciating where the business is headed. But remember it will have no bearing on the lender’s decision-making as it will look only at anecdotal evidence.
14. Serviceability	When submitting an application you are to include a Serviceability Assessment sheet which shows the lender you have ensured the clients can afford the loan. You will find these assessment tools form part of the lenders’ online broker toolkit and are relatively simple to use. When you undertake your accreditation training each lender will provide the facility or you will have access to all the tools through your aggregator.
15. Copy of the Offer and Acceptance (WA) or Contract of Sale	Lenders need a copy of the completed O&A or COS to verify the purpose of the loan and for the ordering of valuations, if required. You will be advised of their requirements when you complete the accreditation courses. It is also worth noting that some lenders will only carry out a kerb-side valuation when the LVR is 80% or less.
16. First Home Owners Grant application	Whilst the Federal Government provides the funding for these concessions each State and Territory Government administers the schemes. Therefore so your clients can get the maximum benefits available, your task is to research this area of funding thoroughly by visiting the Office of Revenue in the jurisdiction in which you operate. These forms are to be completed to accompany your case study files.
17. First Home Buyers Stamp Duty Concession application	As explained above there are variances in what concessions are available. However notwithstanding the fact that in some areas solicitors/conveyancers or settlement agents handle this aspect of the transaction, we at AAMC believe it is up to the Broker to ensure that there is a smooth settlement transition. This will happen if the Broker provides the clients with the necessary paperwork, has it completed correctly and keeps it on file for presentation to the correct parties when settlement is due to take place.
18. Fully completed loan application	Let us first accept that all lenders require the same information, however with the layout of their application forms it just appears in different places. You are not only expected to provide the clients’ full personal details, but you are obliged to be honest and frank about the information you are submitting. As a Broker you are also obliged to inform either the lender or the client of any information of which you become aware that may have a material effect on the transaction. If you do not follow this principle you could well become the subject of legal action from either party. The application forms are quite simple to complete provided, however, you have gathered all the information to make it a simple task. There is one area on confusion and that is the completion of the “Declaration of Purpose”. By completing this incorrectly you may jeopardise your clients’ rights under the National Consumer Credit Protection ct 2009.
19. Notes to Lender/	Lenders when assessing a loan rely heavily on information provided. They do not have the privilege of sitting down and interviewing the clients. As you have already learnt, Brokers must provide as much information as possible when submitting a loan application, of any nature, to ensure a fair and reasonable decision can be made by the lender. Therefore it is in everybody’s interests to highlight valid points in a Cover Sheet. Shown below this table are two options that tell a tale. Please do not just copy these examples and submit – use your initiative and present a cover sheet along similar lines as we have demonstrated. There will be many and varied reasons why you think an application should be approved so let the lender share your reasons. Don’t make them second guess. If you follow this path, it will stand you in good stead with the lenders and exhibit a standard of professionalism that unfortunately not enough Brokers take seriously. Half measures or the attitude “Close enough is good enough” does not wash in today’s competitive economic climate. Lenders that receive half-baked applications will put them to one side and get on with the fully detailed ones to acknowledge the correct presentation.
20. Lenders/Broker document checklist	All lenders have a checklist to ensure you have submitted the application correctly with all the supporting documentary evidence. Please ensure this is completed.
21. Anti Money Laundering/ Counter Terrorism Financing	Due to criminal activities and money laundering you have to provide the necessary identifying documents to support the application. Where you are dealing with a client’s existing lender, note on your cover sheet that you haven’t supplied the information because client is known to the lender. Some lenders carry out their own verification through their branch network.
22. Business Registration/ Constitution and/or Trust Deed	Business registration legitimises the authenticity of the applicant. The Constitution and/or Trust Deed reflect the authority of those able to act for and on behalf of the company.

NOTES TO LENDER TEMPLATE

This form is for guidance only, you will need to create your own method.

YOUR LETTERHEAD

Loan application for XXXXXX & XXXXXXXX
Loan amount $00000000
Latest date for approval ………/………/…………

Please find loan attached application for the above clients.

OPTIONS

Reason for loan

They have just arrived in Australia

They have moved from interstate due to employment transfer

They shared first division in Saturday’s lotto

Mum & Dad gifted them $80000

They are upgrading

Refinancing to use equity for investment or renovations, holidays or for whatever

Divorce – marriage split

Downgrading- kids left home

Employment

Just received promotion

Changed jobs for more income and permanency

Stable employment

Interstate transfer

Income

Single income is supported by Serviceability Assessment

Joint

Permanent staff for long period and expecting promotion.

RECOMMENDATION

We recommend this application in view of the following:

Stable employment

Stable address

Sound financial position

Sound income

Nothing adverse known

Security is in new expanding area

We recommend this application in view of the following:

Task 2: Report/Written Test
Process Applications for Credit (Mortgage Loans Only)

You are required to demonstrate that you understand the lenders policy and procedures for processing an application for credit i.e. from the point of view of a lenders credit analyst. Once your loan application is ready to be submitted you must provide supporting evidence that you have:

Checked and verified application details including all information to support the application are in accordance with the lenders credit policy and procedures.
Your assessment decision to recommend the credit application refers to/is within the lenders policy and procedures.
Maintaining application records and completing necessary documentation are according to the lenders legislative requirements and lenders organisational policy and procedures.

Overall, to support your understanding of how an application for credit is processed by the lender; you are required to complete research and provide the following information which is also covered in the learning material:

Detailed notes regarding the lender’s organisational approval policy and procedures for the chosen product in your selected case study. Briefly explain why the loan met the policy guidelines and how you researched the product and the guidelines. Including maximum LVR, serviceability ratio, minimum loan etc. If you are unable to access the lenders information readily the alternative is to access the Lender Mortgage Insurers (i.e. Genworth/QBE) guidelines which are readily available on their web pages. Although the case studies provided did not require LMI it is helpful to understand policy guidelines as many types of lenders and loans require LMI cover.
Explain the approval guidelines i.e. who can approve/delegation; timeframes etc.
Ensure you are adherence to relevant legislation with reference to checking and verifying application/client details and maintaining records i.e. how file and records are maintained, how movements/milestones are monitored etc.

Answer:

The Australian banks and lenders mortgage insurers have specific lending criteria that they use to assess loans applications. If the client failed to fulfil those criteria, the bank or mortgage insurers cannot provide the loan to that individual client. For an individual loan, the person must be 18 years or above in age and must be a permanent citizen of Australia. In case of non-residents of Australia, the loan amount which is to be sanctioned is 90% of the LVR for the citizens of New Zealand and 70% of the LVR for other non-residents. A guarantor is also required to take loan form a bank or mortgage insurers. Some savings may also be required in order to take loan from the lender. The percentages of saving determine how much the person can get from their LVR.

Competency Areas Covered in the Assessment

The amount of income and the employment status is also necessary for applying for loan from a bank. There are several criteria for getting loan from a bank. The person must be working for minimum 12 months with the current employer to be eligible for the loan. The 100% income of the person will be accepted if the person fulfils the employment criteria. The Loan to Value Ratio (LVR) is one of the major indicators of risk and a primary consideration that banks and mortgage insurers take into account.

The maximum base LVR is 95-97% including capitalised LMI. The maximum loan amount is also based on the percentage of LVR. The higher the LVR will be, the maximum loan amount will be decreased. Where a person can take up to $750,000 loan for 95% LVR, the same person can borrow up to $2500000 of loan for 60% LVR. There are exposure limits also for a borrower or a group of borrower for the maximum amount of loan that can be borrowed from the mortgage insurer. In this case, the amount is disclosed as $2.5 million. The minimum amount of loan that the mortgage insurer can provide is of $10,000.

As time advances, the lenders are shortening the approval timeframes of approving loans to the borrowers. But still the approval process follows certain guidelines to approve loans. As soon as the loan application is submitted, the loan officer reviews the form and submits the loan application to the computer system. Then the credit report of the borrower is cross-checked again. After that another investigation can be done to ensure the truthfulness of the documents. Then the income source of the borrower is being examined.

Thereafter the assets list that the borrower provided is being evaluated. The lender also checks the credit history and outstanding debt of the borrower. The insurance report of the borrower for the property is also required to met the coverage standards. After that the file is being reviewed and scrutinised by the lender. Then additional reports or documents can be required if the lending authority needs it. Then the loan package is being forwarded to the underwriter. Hence the loan can be approved if the underwriter finds each and every document is legit.

Task 3: Report/Written Test – Completing Customer File

You are to submit a fully completed loan application form as well as:

A lenders cover sheet detailing the background of the applicants, structure of the loan, loan product applied for, serviceability criteria.
Supporting documents for the loan submission as requested by the lender

Finally as a result of your client interview, completing relevant client documents and loan application for the lender; you are now required to complete the remainder of customer file supporting several of your obligations and responsibilities as a Finance Broker. These important steps being the approval process, documentation, settlement and ongoing relationship management. In areas where you do not have copies of actual supporting documentation, insert a page with the name of the document, an explanation of the document and its purpose. You would include e.g. copy of formal/unconditional approval stating conditions of settlement.

Additional Recommended Documents to Support your Submission

There are a number of templates in the Member’s Area under ‘Useful Resources’ that you could use in your submission.

You are required to submit your customer as determined by the chosen case study. Therefore your file information must contain the following:

Adding to your Interview Notes – Customer Contact Sheet/Record

You should have already documenting regular communication pre your loan submission. These interview notes incorporate all the correspondence from initial contact to loan preparation and submission. You are now required to provide interview notes from loan submission to post loan application process; with all parties specifically including:

– Customer

– Bank/s

– Referrer/s

– Government bodies, i.e. Stamp Duty, FHOG/ Revs

– Property Valuators

– Settlement Agent

Advice of Loan Approval

Evidence of communication with customer and other relevant parties regarding:

Communication of formal/unconditional approval to customer i.e. lender letter of offer;
Letter to client regarding documentation/settlement expectations;
Communication with Real Estate Agent, Settlement Agent, etc.

Document Sign-Up/Settlement Preparation

Document sign-up checklist and covering letter /communication;
Correctly signed mortgage documents;
Insurance details;
Authority to disburse funds;
Settlement checklist.

Advice of Transaction Completed/Finalised

Communication of successful settlement;
Letter/survey to client asking for client satisfaction feedback on services/support provided. You may wish to ask for referral to friends and family.

Answer:

Task 3

To get an approval for a loan, several criteria have to be fulfilled and certain methods have to be followed. In this process, there are other authorities who are engaged apart from the borrower and the lender. At first, when a customer needs a loan, he/she search for the best possible policy for a loan which can be suitable for his/her needs. In most of the cases, the customer takes the help of a referrer. The referrer works as a middle man between the borrower and the lender. The referrer suggests or advice the customer about certain loan policies which can be more suitable for him. Thus the referrer creates a link between the borrower and the lender.

Then the application form is submitted to the bank. At first the bank needs to make it sure if the application data can meet their criteria or not. If yes, then the bank has to follow the guidelines of several government bodies such as stamp duty, FHOG etc. After all the verification, if the borrower proved eligible for the loan, the borrower has to mortgage equivalent property to the bank for security. Thus it is the duty of the property valuators to provide proper information about the property. If the loan is sanctioned to the customer, and he/she failed to repay it, then the settlement agent has to sell the mortgaged property of the customer for the bank to compensate for the losses.

It is the duty for the agent to make customer aware of each and every details regarding the loan. The policies of the loan, the offers that the lender can provide or the required documents for the loan are included. It is also required to make sure about the condition of the Real Estate Agent and Settlement agents.

It is also required to inform the client about all the necessary documentations for a hassle-free application. The documents should be correctly filled and signed. The mortgage documents and insurance details are needed to be proper and accurate. The policy of settlement should also be cross-checked to avoid any harassment in future.

Task 4: A (Activity) and B (Short Answers)
Create a customer/referrer database

The relationships built in Task 1 Case Study were the clients, referrer, settlement agent and real estate agent.

Prepare a database on contacts made from this task by using your internal customer record system or suitable program, i.e. Microsoft Excel spreadsheet. You are required to submit the Excel file (or PDF/screenshot if other software is used), showing your database layout.

Please answer the following questions in relation to your database and building/managing your business contacts:
Why is important to build a database of clients/referral sources?

answer

It is important to build a database of clients/referrals sources because these sources can bring more revenue to the business in future.

Why is it important to develop professional relationships?

answer

It is important to develop professional relationships because there is a chance that the client might need another help from the business organisation or he/she can refer other people to that organisation due to the good service and relation with the organisation.

When is it not appropriate to contact a person and why?

Answer:

If the client is busy, disturbed, going through a hard time or not interested in other things, it is not appropriate to contact a person because it may hamper the relationship with the client and that may affect the future transactions with the client.

Why is it important to have effective interpersonal styles and methods when dealing with clients/referrers? Why is it important to consider special needs, culture, race, religion, origin, demographics?

Answer:

To deal with the client properly, the agent should adapt the different moods and situations based on the client. It is very important to consider the special needs, culture, race, religion, origin and demography of the client to make an idea of the behaviour of the client.

Explain why you think it would be important to follow up any business referrers as quickly as possible.

Answer:

It is important to follow up any business referrers as quickly as possible because the referrers can bring new clients to the business.

What methods could you use in developing new business i.e.; advertising and promotion of your services The good relationship with the clients and referrers, good quality of service, behave with the clients and referrers according to their moods can be useful in developing a new business and good for advertising.

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