Commercial Mortgage Broker Mentoring

About the Commercial Mentoring Course

There are 6 modules to the Commercial Mentoring Program. Each module can be viewed in the Course Overview section. Each Module takes approximately 2-3 hours to complete. Some modules are delivered over 2 sessions. Refer to the Course Schedule below.

Each Module is designed to be skill building and from the outset the Mentee will definitely feel like they are learning and this will in turn boost their confidence and their outcomes. Each Module enables the Mentee to begin to position themselves as an expert – it enables the Mentee to begin their journey as a successful Finance Broker.

The Assessments for the Commercial Modules

There are 4 assessments for each module. The students have one fortnight to complete these assessments. The assessments are not onerous and are only there to enhance learning. 

Course Schedule & Next In-take

MODULEDATETIMELOCATION
1a: Commercial Lending Basics Part 1Wednesday 4th November 20209:30am - 12:30pmZOOM
1b: Commercial Lending Basics Part 2Wednesday 11th November 20209:30am - 12:30pmZOOM
2a: Commercial Property Purchase & Refinance Part 1Wednesday 18th November 20209:30am - 12:30pmZOOM
2b: Commercial Property Purchase & Refinance Part 2Wednesday 2nd December 20209:30am - 12:30pmZOOM
3: Asset FinanceWednesday 16th December 20209:30am - 12:30pmZOOM
Holiday Break
4: Development FinanceWednesday 3rd February 20219:30am - 12:30pmZOOM
5: Working CapitalWednesday 17th February 20219:30am - 12:30pmZOOM
6: Business Purchase & RefinanceWednesday 24th February 20219:30am - 12:30pmZOOM
Presentation lunch & certificates
Wednesday 24th February 202112.30pm – 2.00pmZOOM

All dates are subject to change.

Course Overview

Module 1 – The Basic Skills of Commercial Lending

  1. Why offer Commercial Lending?
  2. What is Commercial Lending and Lenders Risk Appetite?
  3. Security Types – Leasehold – Going Concern
  4. Business Cycles
  5. The Commercial Fact Find
  6. Cash flow Versus Profit and Loss
  7. Ratios
  8. Commercial Lending Products
  9. Your Toolkit and Assessments

Module 2 – Commercial Property Finance

  1. The Legislation – NCCP Act
  2. Should I Charge Brokerage?
  3. Insurance for the clients, is that my problem?
  4. Loan Types
  5. Owner Occupied
  6. Investment
  7. SMSF – Purchase / Refinances – Owner occupied/ Investors – LVR, structure, Lender Requirements / The Importance of competent
  8. Lawyer /Financial Planner
  9. The supporting documents and getting your submission ready
  10. Compliance Documentation for this proposal – Your ACR and ACL requirements
  11. Case study
  12. Your Toolkit and Assessments

Module 3 – Asset Finance

  1. A Snapshot of the Asset Finance Industry – Types of assets and categories
  2. Key concepts – Legislation – Personal Property Securities Act (PPSA)
  3. Key concepts – Lease and non-Lease Agreements
  4. How is this type of finance assessed?
  5. The products available for Asset Finance
  6. Importing equipment – The additional necessary step
  7. Brokerage
  8. Calculating repayments and residual payments
  9. Legislation & Compliance Documentation – ACR and ACL requirements
  10. Case study
  11. Your Toolkit and Assessments

Module 4 – Development Finance

  1. Terminology for Development Finance – LVR, LTC, Presales, Sunset Clauses, Tri Partite Agreements
  2. Fact Find – Capturing relevant information
  3. Feasibility Study – The essential tool to avoid timewasters
  4. Minimum Lender Requirements – What are the lenders ideal clients – pre-Sales, asset backed, experienced developer, overseas pre-sales
  5. Types of Funders – Banks, second tier lenders, private lenders
  6. Stakeholders – Valuers, Quantity Surveyors, Builder, Estate Agents
  7. Brokerage – mandates
  8. Case Study
  9. Your Toolkit and Assessments

Module 5 – Working Capital

  1. A Snapshot of the Players in this space – Ondeck, Scottish Pacific, Prospa, Banks etc
  2. Key concepts – Let’s look at the products and why use these products – Overdrafts, Short term loans, Debtor finance, trade loans
  3. How is this type of finance assessed?
  4. Brokerage
  5. Legislation and compliance documentation – Your ACR and ACL Requirements
  6. Case study
  7. Your Toolkit and Assessments

Module 6 – Business Acquisition

  1. A snapshot of the industry – Is this a secured or an unsecured lend or part both ?
  2. Business Plans – Dual Applications
  3. How to structure debt – Debt/EBITDA ratio as a measure for cashflow lending
  4. The different products and combinations– Invoice Finance- Longer Term Debt – Short Term Debt
  5. Supporting documentation requirements – business plan, budgets
  6. Legislation Compliance Documentation your ACR and ACL Requirements
  7. Marketing yourself as a Finance Broker – Show your expertise – Gain clients for life
  8. Case study
  9. Your Toolkit and Assessments