Induction → 9.2.7. Summary - Buyers Choice eAcademy

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Induction

Induction

Curriculum

30 Sections
190 Lessons
Lifetime

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01. The History of Mortgage Broking in Australia
2
- 2.0
  1.1. The History of Mortgage Broking in Australia
- 2.1
  01. Quiz – The History of Mortgage Broking
  5 Questions
02. Mortgage Broking Today
8
- 3.0
  2.1. Introduction
- 3.1
  2.2. Size and Scope
- 3.2
  2.3. Business Models – Franchising and Aggregation
- 3.3
  2.4. Commission and Fees
- 3.4
  2.5. Choice of Lenders and Lender Relationships
- 3.5
  2.6. Diversification
- 3.6
  2.7. Summary
- 3.7
  02. Quiz – Mortgage Broking Today
  5 Questions
03. The Australian Residential Property Market
7
- 4.0
  3.1. Introduction
- 4.1
  3.2. Scope of the Market
- 4.2
  3.3. Residential Property Prices
- 4.3
  3.4. First Home Buyers
- 4.4
  3.5. Summary
- 4.5
  3.6. Further Reading
- 4.6
  03. Quiz – The Australian Residential Property Market
  7 Questions
04. Understanding the Key Terms
3
- 5.0
  4.1. Understanding the Key Terms
- 5.1
  4.2. Further Reading
- 5.2
  04. Quiz – Understanding the Key Terms
  10 Questions
05. Owner Occupied Lending
1
- 6.0
  5. Introduction
05.1. Owner Occupied Lending - About the Lenders
6
- 7.0
  5.1.1. How it all Started
- 7.1
  5.1.2. Four Pillars
- 7.2
  5.1.3. Lending Institutions Today
- 7.3
  5.1.4. Summary
- 7.4
  5.1.5. Further Reading
- 7.5
  05.1. Quiz – Owner Occupied Lending – About The Lenders
  7 Questions
05.2. Owner Occupied Lending - About the Borrowers
7
- 8.0
  5.2.1 Introduction
- 8.1
  5.2.2 Personal Borrowers – First Home Buyers
- 8.2
  5.2.3 Personal Borrowers – Upgraders
- 8.3
  5.2.4 Personal Borrowers – Non-Residents
- 8.4
  5.2.5 Summary
- 8.5
  5.2.6 Further Reading
- 8.6
  05.2. Quiz – Owner Occupied Lending – About the Borrowers
  8 Questions
05.3. Owner Occupied Lending - About the Loans
6
- 9.0
  5.3.1 Introduction
- 9.1
  5.3.2 Loan Characteristics
- 9.2
  5.3.3 Loan Features
- 9.3
  5.3.4 Loan Types
- 9.4
  5.3.5 Summary
- 9.5
  05.3. Quiz – Owner Occupied Lending – About the Loans
  10 Questions
05.4. Owner Occupied Lending - Understanding the Purchase and Structuring the Loan
10
- 10.0
  5.4.1. Introduction
- 10.1
  5.4.2. Property Purchase Basics
- 10.2
  5.4.3. Purchase Price and Costs
- 10.3
  5.4.4. The Loan Amount
- 10.4
  5.4.5. The Borrower’s Contribution
- 10.5
  5.4.6. Valuations
- 10.6
  5.4.7. Loan to Value Ratio (LVR)
- 10.7
  5.4.8. Summary
- 10.8
  5.4.9. Further Reading
- 10.9
  05.4. Quiz – Owner Occupied Lending – Understanding the Purchase and Structuring the Loan
  9 Questions
05.5. Owner Occupied Lending - The Loan Application and Documentary Evidence
8
- 11.0
  5.5.1. Introduction
- 11.1
  5.5.2. The Loan Application
- 11.2
  5.5.3. Supporting Documentation
- 11.3
  5.5.4. What to look for in Supporting Documentation
- 11.4
  5.5.5. Understanding and Reviewing the Income Evidence
- 11.5
  5.5.6. Summary
- 11.6
  5.5.7. Further Reading
- 11.7
  05.5. Quiz – Owner Occupied Lending – The Loan Application and Documentary Evidence
  13 Questions
05.6. Owner Occupied Lending - Lender Assessment
11
- 12.0
  5.6.1. Introduction
- 12.1
  5.6.2. Borrowing Capacity
- 12.2
  5.6.3. Borrower’s Contribution
- 12.3
  5.6.4. Acceptable Security
- 12.4
  5.6.5. Servicing and Security – Finding the Balance
- 12.5
  5.6.6. Credit Worthiness
- 12.6
  5.6.7. LMI Impact on the Lenders Assessment
- 12.7
  5.6.8. Approval Checklist
- 12.8
  5.6.9. Summary
- 12.9
  5.6.10. Further Reading
- 12.10
  05.6. Quiz – Owner Occupied Lending – Lender Assessment
  10 Questions
05.7. Owner Occupied Lending - Other Owner Occupied Transaction Types
13
- 13.0
  5.7.1. Introduction
- 13.1
  5.7.2. Making Changes to a Home Loan
- 13.2
  5.7.3. What is the Difference Between Transactions?
- 13.3
  5.7.4. Refinance
- 13.4
  5.7.5. Loan Increase
- 13.5
  5.7.6. Product Switch
- 13.6
  5.7.7. Delivering the Outcomes
- 13.7
  5.7.8. Other Loan Options
- 13.8
  5.7.9. Pre-Approvals
- 13.9
  5.7.10. Guarantors
- 13.10
  5.7.11. Summary
- 13.11
  5.7.12. Further Reading
- 13.12
  05.7. Quiz – Owner Occupied Lending – Other Owner Occupied Transaction Types
  10 Questions
06. Investment Lending - Borrowers and Loans
11
- 14.0
  6.1.1. Introduction
- 14.1
  6.1.2. Borrowers
- 14.2
  6.1.3. Personal Borrowers – Investors
- 14.3
  6.1.4. Personal Borrowers – Non-Residents
- 14.4
  6.1.5. Non-Personal Borrowers – Company Borrowers
- 14.5
  6.1.6. Non-Personal Borrower – Trustee for a Trust
- 14.6
  6.1.7. Investment Loans
- 14.7
  6.1.8. Self-Managed Super Fund Lending
- 14.8
  6.1.9. Summary
- 14.9
  6.1.10. Further Reading
- 14.10
  Borrowers and Loans Quiz
  8 Questions
06.2 Investment Lending - Costs and Loan Structuring (Multiple Properties)
11
- 15.0
  6.2.1. Introduction
- 15.1
  6.2.2. The Loan Amount
- 15.2
  6.2.3. Contribution
- 15.3
  6.2.4. Investment Lending Costs
- 15.4
  6.2.5. Multiple Properties
- 15.5
  6.2.6. The Loan Application and Documentary Evidence
- 15.6
  6.2.7. Lender Assessment
- 15.7
  6.2.8. Other Transactions
- 15.8
  6.2.9. Summary
- 15.9
  6.2.10. Further Reading
- 15.10
  Costs and Loan Structuring Quiz
  8 Questions
06.3. Investment Lending - Gearing – Positive, Neutral, Negative. What is it?
8
- 16.0
  6.3.1. Introduction
- 16.1
  6.3.2. Benefits of Gearing
- 16.2
  6.3.3. Positive Gearing
- 16.3
  6.3.4. Negative Gearing
- 16.4
  6.3.5. Neutral Gearing
- 16.5
  6.3.6. Positive Cash Flow and Negative Gearing
- 16.6
  6.3.7. Key Risks Associated with Investing in Property
- 16.7
  Gearing Positive, Neutral, Negative Quiz
  5 Questions
06.4. Investment Lending - How to Protect your Investor Clients
4
- 17.0
  6.4.1. Introduction
- 17.1
  6.4.2. Strengthen Investor Client Relationships
- 17.2
  6.4.3. Insulating your Investor Clients Against the Known Reach of Competitors
- 17.3
  How to Protect your Investor Clients Quiz
  4 Questions
07. NCCP, Responsible Lending and Best Interests Duty
9
- 18.0
  7.1. Introduction
- 18.1
  7.2. Not Unsuitable
- 18.2
  7.3. Reasonable Enquiry
- 18.3
  7.4. Verifying Client Information
- 18.4
  7.5. Preliminary Assessment
- 18.5
  7.6. Documentation
- 18.6
  7.7. Best Interests Duty
- 18.7
  7.8. Summary
- 18.8
  NCCP, Responsible Lending, BID Quiz
  10 Questions
08. Understanding the Loan Process and Lender Communication - The Loan Process Overview
6
- 19.0
  8.1.1. Introduction
- 19.1
  8.1.2. CRM & Lodgement Software
- 19.2
  8.1.3. Loan Process Milestones
- 19.3
  8.1.4. Managing the Process – Key Considerations
- 19.4
  8.1.5. Summary
- 19.5
  The Loan Process Overview Quiz
  5 Questions
08.2. Understanding the Loan Process and Lender Communication - Loan Milestones
10
- 20.0
  8.2.1. Introduction
- 20.1
  8.2.2. Enquiry
- 20.2
  8.2.3. Interview
- 20.3
  8.2.4. Submission
- 20.4
  8.2.5. Unconditional Approval
- 20.5
  8.2.6. Settlement
- 20.6
  8.2.7. Beyond Settlement
- 20.7
  8.2.8. Summary
- 20.8
  8.2.9. Further Reading
- 20.9
  Loan Milestones Quiz
  8 Questions
09. Client Meetings - Effective Enquiry Handling
12
- 21.0
  9.1.1. Introduction
- 21.1
  9.1.2. First Contact
- 21.2
  9.1.3. Key Elements of Effective Enquiry Handling
- 21.3
  9.1.4. Using an Enquiry Form
- 21.4
  9.1.5. Understanding the Clients Loan Requirements
- 21.5
  9.1.6. More Tips for Success
- 21.6
  9.1.7. Sending a Confirmation Email
- 21.7
  9.1.8. Loan Interview Preparation
- 21.8
  9.1.9. Success with Online Leads
- 21.9
  9.1.10. Summary
- 21.10
  9.1.11. Further Reading
- 21.11
  Effective Enquiry Handling Quiz
  7 Questions
09.2. Client Meetings - Successful Client Interviews
9
- 22.0
  9.2.1. Introduction
- 22.1
  9.2.2. Mindset
- 22.2
  9.2.3. Interpersonal Skills
- 22.3
  9.2.4. Interview Agenda
- 22.4
  9.2.5. Overcoming Objections
- 22.5
  9.2.6. Post Interview
- 22.6
  9.2.7. Summary
- 22.7
  9.2.8. Further Reading
- 22.8
  Successful Client Interviews Quiz
  8 Questions
10. Using the Software
All you need to know about using the full suite of Buyers Choice software programs.
1
- 23.0
  10.1. MyCRM
11. Business Management
A comprehensive set of learning modules covering everything from goal setting, prospecting for new customers and referral partners, creating your business plan to building a full execution capability.
1
- 24.0
  11. Introduction
11.1 Business Management - Goal Setting and why it is so Important to you and your business
8
- 25.0
  11.1.1. Introduction
- 25.1
  11.1.2. Working Backwards – “Start with the end in mind”
- 25.2
  11.1.3. Sound Goal Setting Principles
- 25.3
  11.1.4. Simple Steps to Effective Goal Setting and Achievement
- 25.4
  11.1.5. SMART Goals – Why they Work and Why they Don’t Work!
- 25.5
  11.1.6. Summary
- 25.6
  11.1.7. Further Reading
- 25.7
  Goal Setting and Why it is so Important Quiz
  6 Questions
11.2 Business Management - Strategic Business Plan - your First 90 Days
8
- 26.0
  11.2.1. Introduction
- 26.1
  11.2.2. Business Planning
- 26.2
  11.2.3. Sales Targets
- 26.3
  11.2.4. Creating the Plan
- 26.4
  11.2.5. Using the Plan
- 26.5
  11.2.6. Beyond 90 Days
- 26.6
  11.2.7. Summary
- 26.7
  Strategic Business Plan – Your First 90 Days Quiz
  6 Questions
11.3 Business Management - Introduction to 'Life Time Value' of a Mortgage Client
7
- 27.0
  11.3.1. Introduction
- 27.1
  11.3.2. What is Client LTV?
- 27.2
  11.3.3. How to Calculate Client LTV
- 27.3
  11.3.4. Why is Client LTV so Important?
- 27.4
  11.3.5. What is the Correct $ Amount to Invest in Generating a New Client?
- 27.5
  11.3.6. What can be done to Increase LTV?
- 27.6
  Introduction to ‘Life Time Value’ of a Mortgage Client Quiz
  5 Questions
11.4 Business Management - Marketing and Lead Generation
10
- 28.0
  11.4.1. Introduction
- 28.1
  11.4.2. Marketing
- 28.2
  11.4.3. Buyers Choice Marketing Support
- 28.3
  11.4.4. Marketing Activities
- 28.4
  11.4.5. Planning Lead Generation Activity
- 28.5
  11.4.6. Measuring Lead Generation Activity
- 28.6
  11.4.7. Getting Started
- 28.7
  11.4.8. The Self-Promotion Habit
- 28.8
  11.4.9. Summary
- 28.9
  Marketing and Lead Generation Quiz
  7 Questions
11.5 Business Management - Overview of Outbound Referrals Policy
6
- 29.0
  11.5.1. Introduction
- 29.1
  11.5.2. Competence of a Referee/Referrer
- 29.2
  11.5.3. Appropriate Qualifications
- 29.3
  11.5.4. Use of the Buyers Choice Name
- 29.4
  11.5.5. Professional Indemnity Insurance
- 29.5
  Overview of Outbound Referrals Policy Quiz
  5 Questions
11.6 Business Management - How to Develop and Maintain Referral Partners
9
- 30.0
  11.6.1. Introduction
- 30.1
  11.6.2. Which are the Best Referral Partners?
- 30.2
  11.6.3. Are you Ready to Learn how to Prospect for New Referral Partners?
- 30.3
  11.6.4. Prospecting Real Estate Agents
- 30.4
  11.6.5. Prospecting Accountants
- 30.5
  11.6.6. Prospecting Local Bank Branch Managers
- 30.6
  11.6.7. Referral Commissions
- 30.7
  11.6.8. Summary
- 30.8
  How to Develop and Maintain Referral Partners Quiz
  5 Questions
12. Introduction to Solutions Products
5
- 31.0
  12.1. Introduction
- 31.1
  12.2. Solutions Products
- 31.2
  12.3. Why Should you Offer Solutions Products to your Clients?
- 31.3
  12.4. Summary
- 31.4
  Introduction to Solutions Products Quiz
  10 Questions

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9.2.6. Post Interview

Buyers Choice Home Loan Advisory Service Pty Ltd ● ABN: 28 097 875 539 ● ACL: 396766 ● Phone: 1300 886 100 ● Head Office: Level 5, 278 Collins Street, Melbourne VIC 3000 ● Email: eacademy@buyerschoice.com.au

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