Assessment cover sheet
In order for your assessment to be marked you must complete and upload all tasks and this cover sheet via the AAMC Training Group portal. Your assessment tasks must be uploaded in an electronic format i.e. Word, Excel, PDF or Scan. A maximum of five (5) attachments (maximum 20MB each) can be uploaded for this assessment. Please see the step-by-step instructions in your Member Area on how to upload assessments.
Student details
Course name
Assessment name Loan Application Process Assessment
Surname
Given name
Address
Postcode
Email
Phone
Phone (other)
Current occupation
Industry
Years in industry
When you upload your assessment you will be asked to confirm that your assessment submission to AAMC Training is your own work and NOT the result of plagiarism or excessive collaboration, and that all material used from any third party has been identified and referenced appropriately. AAMC Training may conduct independent evaluation checks and contact your supervisor to discuss your assessment.
Checklist of attachments:
? Task 1 – Case Study ? A OR ? B
? Task 2 – Report/Written Test
? Task 3 – Report/Written Test
? Task 4 – ? A (Activity) and ? B (Short Answers)
Please indicate style of course undertaken:
? Face to face Trainer’s name:
? Correspondence ? Online
Once your assessment has been successfully uploaded it will be pending review with your nominated course assessor. Your assessor will mark your assessment and you will receive an email advising you if you have been assessed as satisfactory. If you are marked as not yet satisfactory you will be contacted and asked to provide additional information or re-visit the assessment and re-upload your amended case study or written tasks.
Please contact our head office if you need assistance with your assessment:
Office: +61 8 9344 4088 Fax: +61 8 9344 4188 Email: info@aamctraining.edu.au
LOAN APPLICATION PROCESS ASSESSMENT
CREDIT TRANSFER
You may be able to claim credit transfer for a unit/s of competency that you have previously completed with AAMC Training or another RTO. If you have been awarded a record of result or statement of attainment for any of the units detailed below then please go to the Credit Transfer tab in your Learning Centre and follow the prompts.
This assessment relates to the following units of competency:
• FNSFMB401 Prepare loan application on behalf of finance or mortgage broking clients;
• FNSFMB402 Identify client needs for broking services
• FNSFMB403 Present broking options to client
• FNSINC402 Develop and maintain in-depth knowledge of products and services used by an organisation or sector
• FNSFMB501 Settle applications and loan arrangements in the finance and mortgage broking industry
• FNSCUS501 Develop and nurture relationships with clients, other professionals and third party referrers.
• FNSCRD301 Process applications for credit (this unit is only applicable to those completing the Certificate IV in Finance and Mortgage Broking FNS40815 course).
Please refer to AAMC Training’s full Recognition Policy for further details.
IMPORTANT NOTES: AAMC Training only wants to see your own work. Please do not upload blank assessment tasks or instructions on how to complete same. When this extra information is uploaded it presents unnecessary work for the assessors and in turn delays our assessment responses.
Task 1: 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.
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.
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.

CASE STUDY ASSESSMENT OPTIONS:
1. 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).
2. 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.
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.

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

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 14th and 28th February 2015.”
A sample of the forms mentioned above can be found in the AAMC Members’ Area under “Useful Resources” (www.aamctraining.edu.au)

AAMC TRAINING DOCUMENT CHECKLIST
LOAN APPLICATION PROCESS ASSESSMENT
MORTGAGE FINANCE
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 ?
?
?
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 14th and 28th 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.
AAMC TRAINING DOCUMENT CHECKLIST
LOAN APPLICATION PROCESS ASSESSMENT
MOTOR VEHICLE & EQUIPMENT
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) ?
?
?
Create a customer/referrer database (Task 4A)
21. 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)
22. Complete and submit all Short Answer questions ?
?
?
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 14th and 28th 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.
DOCUMENTS
MORTGAGE (M) AND/OR
PLANT, EQUIPMENT, VEHICLE FINANCE/COMMERCIAL LENDING (PEVC)
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
?
?
?
?
?
?
?
?
?
o
Samples of the below-mentioned 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.
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:
SIGNED…………………………………………………………… Date…………/…………/………………

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.

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.
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:
1. 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
2. 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.
3. 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.
4. 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.

Task 4: A (Activity) and B (Short Answers)
Create a customer/referrer database
A. 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.
B. Please answer the following questions in relation to your database and building/managing your business contacts:
1. Why is important to build a database of clients/referral sources?
Many mortgage and finance brokers rely on referrals to build their business. Recommendations generate trust, which is essential for a financial services provider in order to make a sale. And receiving referrals is certainly more cost-effective than many forms of advertising and marketing. Customers who are happy with the service you provide to them will often provide you with a testimonial that you can use to promote your business on your website and social media sites. With the right encouragement, they may even be willing to recommend you to their own friends on social media, which could widen and extend your reach enormously.
It’s important to remember that in order to be a successful mortgage broker, you must maintain successful relationships with referral sources in order to maintain a steady flow of mortgage referrals. This isn’t going to happen overnight; you need to work diligently in order to convince each source that your services are valuable.
2. Why is it important to develop professional relationships?
Building solid professional relationships with referral sources and clients isn’t something commercial mortgage brokers should take lightly if a new study is anything to go by. Doing business with a proactive and positive attitude will inspire confidence in borrowers, referral sources and commercial lenders. You need to convince people that working with you is a good idea if you want to succeed as a commercial mortgage broker.
2. When is it not appropriate to contact a person and why?
3. 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?
Interpersonal skills include a wide variety of skills, though many are centred around communication, such as listening, questioning and understanding body language. ... They are able to communicate effectively with others, whether family, friends, colleagues, customers or clients. In the workplace, you need to recognize that you will be networking with people form different cultural backgrounds. When dealing with people of diverse backgrounds, you need to understand their cultures, perceptions, how they act and their ability to communicate.Interpersonal skill is the ability to interact with people through listening and communication Interpersonal relationships that you form at work serve a critical role in both your work success and career progress. Positive interpersonal relationships will allow effective communication and understanding with clients. ... Keep lines of communication open.
The seven types of interpersonal skills that are needed to succeed in an organizational environment are:
• Verbal communication.
• Non-verbal communication.
• Listening skills.
• Negotiation.
• Problem-solving.
• Decision-making.
• Assertiveness.
4. Explain why you think it would be important to follow up any business referrers as quickly as possible.
Follow ups with business referrers is very important in any business. As business referrers are the best sales opportunities. Referrals cost you nothing to acquire. They are borrowed trust. Your sales process moves faster. Most sales that start with a referral move through the sales process more quickly. Sales come faster because, again, you start at a higher point of trust. Many prospects come to you predisposed to do business with you. Prospects and clients you meet through referrals will follow your suggestions because they know their friend or colleague has had a good experience in following your. A client obtained through a referral is more likely to give referrals. And since many clients will give you multiple referrals over time, your business growth is exponential.
5.What methods could you use in developing new business i.e.; advertising and promotion of your services?
? Broadcast Media: Television and radio are two traditional broadcast media long used in advertising.
? Print Media: Magazines and newspapers are the two traditional print media. .
? Support Media
? Purchased Online Ads. ...
? Social Media Marketing. ...
? Public Speaking. ...
? Door Hangers and Flyers. ...
? Event Sponsorship.
? Public relations or publicity.
? Sales promotion.
? Direct marketing.
? Personal selling.