Mentoring Coursework

Below is an outline for the 24 month coursework your will receive as part of the MBMA mentoring program. The coursework is designed to ensure you have the skills required to find and nurture business, understand credit from basic to complex lending scenarios along with an understanding of how to drive a file from lodgement through to settlement. Our partnership with MFAA ensures this coursework, in conjunction with the weekly framework MBMA deliver will ensure you receive the best mentoring the industry has to offer. You can see a typical weeks mentoring schedule below

 

Stage One - Getting Started

Getting Your Business Started

  1. Become Part of an Aggregator Group

  2. Industry Accreditation

  3. Lender Accreditation

  4. Being Compliant

  5. WH & S

  6. Introduction to Risk

Business Planning

  1. The Benefit of a Business Plan

  2. Starting your Business Plan

  3. Reasons Why

  4. Business Plan Framework

Loans Processing Scenarios

  1. Supporting Documents

  2. Post-Appointment

  3. Loan status Tracking

  4. Home Loan Journey

  5. Lending Skills – Loan Types

Sales Process Checklist – First Contact

  1. Initial Contact

  2. Appointment

Sales Process Checklist – Appointment

  1. Appointment

  2. Appointment Checklist

  3. Agenda

  4. Establish Purpose

  5. Income & Serviceability

  6. Assets, Liabilities & Expenses

  7. Current Funds Position

  8. Confirmation

  9. Present Options

  10. Complete & Explain Next Steps

Time Management

  1. Daily To Do List

  2. Activity Logs

  3. Time Management

  4. Getting Organised

  5. Goal Setting

Structuring – Basic & Intermediate

  1. Cross Collateralisation

  2. Structuring Table

  3. Structuring Theory

Construction, Guarantees & Investment Loans

  1. Lending for the Land

  2. Lending for Construction

  3. The Construction Process

  4. Guarantors & Security Guarantees

  5. Investment Loans

Review – Stage One

  1. Review

  2. Research Project

  3. Business Plan

  4. Compliance

  5. Time Management & Goals

  6. Risk Assessments

 

Stage Two - Up & Running

Advanced Structuring – Part A

  1. Bridging Loans

  2. Buying ‘Off the Plan’

  3. Family Pledge

Advanced Structuring – Part B

  1. Commercial Loans & Leases

  2. Native Title

  3. Heritage Issues

  4. Contaminated Sites

  5. Complex Securities

  6. Documentation Requirements

FHOG – Compliance, Research & Project

  1. First Home Owner’s Grant (FHOG)

  2. When will the Grant be Paid?

  3. Scenarios

  4. Research Project

Advanced Referral – Self Sourcing

  1. Referral & Referrer

  2. Interview your Potential Referrers

  3. Planning your First Phone Call & Meeting

  4. Transforming existing Customers into Referrers

  5. Networking

  6. Referral Business Partners

  7. The Follow Up Process

Customer Life Cycle Management

  1. Life Cycle Journey

  2. Moments of Truth

  3. Levels of Service

  4. Business Impacts

Structured Business Planning

  1. Business Planning

  2. Marketing

  3. Budgets

  4. Cash Flow

Risk Management

  1. Understanding Risk

  2. Types of Risk

  3. Controlling Risk/Identification and Assessment of Controls

Review – Stage Two

  1. Review

  2. Research Project

  3. Business Plan

  4. Compliance

  5. Time Management & Goals

  6. Risk Assessments

 

Stage Three - Building Momentum

Research Project – Advanced Structuring

  1. The Research Project

  2. The Scenario

  3. Considerations

Profitability Model – Break Even – Growing Your Business

  1. Growth Stages

  2. Understanding Growth Issues

  3. The Contribution Margin & Break Even

  4. Modelling Growth

  5. Planning For Growth

  6. Evaluating Progress

Financial Management – Reading Financial Reports

  1. Types of Financial Reports

  2. Purpose of Reports

  3. Creating Financial Reports

  4. The Profit & Loss

  5. The Balance Sheet

  6. Cash Flow

  7. Discretionary Expenses

Advanced Skills – Relationship Building

  1. Relationship Selling

  2. Communication – Managerial Decision Style Inventory

  3. Must Do

Review – Stage Three

  1. Research Project

  2. Business Plan

  3. Compliance

  4. Time Management & Goals

  5. Risk Assessment

 

Stage Four - Developing Expertise

Commercial Lending & Equipment Finance - Fundamentals

  1. What is Equipment & Commercial Finance

  2. What is the Market for Equipment & Commercial Finance  a)  Will cross selling products grow my business?

  3. What are the key criteria for choosing Equipment & Commercial Finance?

  4. What product categories are included in Equipment & Commercial Finance?                            

    1. Asset based Financing

    2. Cash Flow & Working Capital Needs

    3. Capital Acquisition 

    4. Business expansion, Mergers & Acquisition, Start-Up funds

Self Managed Super Fund Lending – Introduction

  1. Understand the Market you’re considering

  2. What does a potential client look like?

  3. How are the SMSF Loans structured?  (LRBA)

  4. What is required to obtain approval?

Investment Loans – Advanced Issues

  1. Types of Investments

  2. Key Aspects of Investment Finance Products

  3. Lending Issues

Business Lending – Cashflow Lending

  1. What Product Categories are Included?

  2. Finance Products to suit Cashflow & Working Capital

Review – Stage Four

  1. Review

  2. Research Project

  3. Business Plan

  4. Compliance

  5. Time Management & Goals

  6. Risk Assessment

 

Typical Week - MBMA Mentor Program

Structured learning with the flexibility to enable you to build your broking business simultaneously.

Monday

12:00 - 1:00 - New Lecture - 60 Minute Session

A new topic each week to support you in your journey to become a broker.

Tuesday

Fortnightly One On One

Individual 60 minute coaching session tailored to your personal development needs.

Wednesday

12:00 - 1:00 - Lunch & Learn Session

A mix of tutorials and lender policy and product updates

Thursday

Fortnightly One On One

Individual 60 minute coaching session tailored to your personal development needs.

Friday

10:00 - 11:00 - Group Chat

Open forum Q & A format

 

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