Complex Lending and Broking - Task 1a

The article provides a list of questions that can be asked to Ray Murdoch and Steve Brown to identify their complex broking needs and understand the potential benefits and risks associated with the intended equipment purchase. The questions also help in understanding the financial aspects of the transaction and the current financial position of the business.

Written Assignment
Complex Lending and Broking
(DIPMB2_AS_v2)
Student identification (student to complete)
Please complete the fields shaded grey.
Student number 10395520
Written Assignment result
(assessor to complete)
Result — first submission (Details for each activity are shown in the table below)
Parts that must be resubmitted:
Result — resubmission (if applicable)
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First submission Resubmission (if required)
Task 1 Demonstrated Demonstrated
Task 2 Demonstrated Demonstrated
Task 3 Demonstrated Demonstrated
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(assessor to complete)
[insert assessor feedback]
DIPMB2_AS_v2

Before you begin
Read everything in this document before you start your written assignment for the Complex Lending and
Broking (DIPMB2v2) subject.
About this document
This document is the written assignment and includes the following:
• Instructions for completing and submitting this written assignment
• Section 1: Case Study A – Ray Murdoch and Steve Brown – Commercial Equipment Finance
– Task 1a – Identify the clients’ complex broking needs
– Task 2a – Develop complex broking options
– Task 3a – Implement complex loan structures
• Section 2: Case Study B – Bill Smith and John Jones – Commercial Premises Finance
– Task 1b – Identify the clients’ complex broking needs
– Task 2b – Prepare complex broking options
– Task 3b – Implement complex loan structures
How to use the study plan
We recommend that you use the study plan for this subject to help you manage your time to complete the
written assignment within your enrolment period. Your study plan is in the KapLearn Complex Lending and
Broking (DIPMB2v2) subject room.
Page 2 of 27

Instructions for completing and submitting this written
assignment
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The written assignment
The information and data you need to complete this written assignment is presented in the case studies at
the beginning of each task.
This written assignment covers complex lending and broking and requires you to answer the questions for
one (1) of the two (2) available case studies. Each case study focuses on a different lending scenario.
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suggested word count. Please do not include additional information which is outside the scope of the
question.
Additional research
When completing this assignment, assumptions are permitted although they must not be in conflict with
the information provided in the Case Studies.
You may also be required to source additional information from other organisations in the finance industry
to find the right products or services to meet your client’s requirements, or to calculate any service fees
that may be applicable.
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Your assessor will mark your written assignment and return it to you in the Complex Lending and Broking
(DIPMB2v2) subject room in KapLearn under the ‘Assessment’ tab.
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have demonstrated competence in each question.
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You must be deemed competent in all assessment items in order to be awarded your qualification,
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• all of the exam questions
• the written assignment.
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originally provided for you. Do not change any comments made by a Kaplan assessor.
Units of competency
This written assignment is your opportunity to demonstrate your competency against these units:
Unit code Unit name DIPMB2 Complex
Lending and Broking
DIPMB3 Business
Management Skills
FNSFMB502 Identify and develop broking options for
clients with complex needs
Started Completed
FNSFMB503 Present broking options to clients with
complex needs
Started Completed
FNSFMB504 Implement complex loan structures Started Completed
FNSCUS501
Develop and nurture relationships with
clients, other professionals and third
party referrers
Started Completed
FNSPRM602 Improve the practice Started Completed
Note that the
Written Assignment is required to meet the requirements of the units of competency.
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technical advisers or student support staff.
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Section 1: Case study A — Ray Murdoch and Steve Brown –
Commercial Equipment Finance
Background
You have just met with Ray Murdoch and Steve Brown, referred to you by another commercial client.
Ray Murdoch and Steve Brown jointly own a successful and growing business that manufactures metal
pallets. They trade under the name Pallets-R-Us Pty Ltd. The pallets are manufactured using material that is
lightweight and durable. There has also been a very structured approach to the research and development
for the engineering and design of the pallets. The pallets are used in all industry sectors. Part of the process
involves powder coating the finished product, which is currently outsourced to a local well-established
contractor.
It is critical that Ray and Steve’s product meets market needs. They need to maintain sustainable
production and operating costs if they are to forecast their sales and cost of sales.
They have a well-established client database that provides them with repeat ‘business-to-business’
dealings. While they have only been trading for 30 months, they have a solid business plan with written
supply contracts with three major business clients and several smaller business clients.
Ray and Steve now require finance to assist them with the purchase of a sophisticated machine, using the
technical platform system CNC. This machine can be programmed to rapidly fabricate multiple components.
The machine has an expected commercial lifespan of at least 15 years with operating software to be
updated every three years. This software and upgrades is included in the purchase price of $800,000.They
need to import the machine from the US. Initial enquiries with the US supplier have indicated that they will
require a letter of credit for the import of the machine.
Their business employs five people and, with the expected increase in business through the automation
of production, they have forecast that they will need to recruit an additional two staff members in the next
3–6 months to meet sales/production demands.
Ray has been in the metal fabrication field all his working life. He has an MBA and understands financial
management. He also has solid engineering skills and developed the majority of the design works for the
business. He is married and has no dependants. His wife is a school teacher and she will be retiring at the
end of the year.
Steve worked with Ray at ‘Protech’ as a foreman. His skills are in production and managing project/job
flow. He has high level technical skills and can complete works to specification at a high standard.
Steve and Ray have provided the last two years financial accounts for the trading business, as well as
interim accounts for the current financial year. Ray’s brother provided business with a loan $500,000 when
the business commenced and he is being repaid interest plus a principle repayment of $30,000 per annum.
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Applicant information
Client Ray Murdoch Steve Brown
Current address: Unit 43, 25 High St Northville, <Your State> and
has lived there for six years
23 Desmond Lane Northville, <Your State> and has lived
there with Kate for seven years. They own property jointly.
Home phone: [phone] 1212
Status Ray is divorced with no dependent age children Steve is married with no dependents
Employment Self-employed business owner Self-employed business owner
Income $100,000 per annum $100,000
Property value $750,000 $900,000
Cash at bank $12,500 $9,600
Contents $100,000 $85,000
Superannuation $250,000 Steve $350,000, Kate $60,000
Motor vehicle $40,000 $55,000
Home loan $250,000 repayments $2,068p.m., P & I, 18 years
remaining
$350,000 repayments $2,645 p.m., P & I, 22 years
remaining
Credit card $25,000 limit with debt of $15,000 payment @3% $10,000 limit with debt of $3,000 payment @3%
Car loan $0 $15,000 repayment $746p.m., remaining term 4 years
The business
Year 1 net profit after tax $200,000
Year 2 net profit after tax $220,000
Current year interim profit (10 months trading) $200,000
Wages to partner 1 – years 1 and 2 $100,000
Wages to partner 2 – years 1 and 2 $100,000
Principal repayment to Ray’s brother repaid annually $30,000
Key balance sheet items
Cash $25,000
Debtors $220,000
Creditors $100,000
Notes The business currently meets all creditor payments at 30-day terms.
Debtor collection has been solid. They invoice an upfront payment of 50% of the sale price, which assists in
funding their production.
They have orders of $1m over the next 3 months and have made an increase in their gross profit margin.
The orders are from several clients, so their debtors will be well spread.
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Task 1a — Identify the clients’ complex broking needs
Prepare a list of questions that you would need to ask Ray and Steve about their history, experience,
business performance and the intended equipment purchase.
In preparing your list of questions you should ensure that you cover the following:
• the complex features in importing and purchasing this equipment and benefits that will come to the
Company from such purchase
• the identification of potential risks in such a transaction and Ray’s and Steve’s tolerance of risk
• the financial aspects of the transaction and current financial position of the business.
(800 words)
Student response to Task 1a
The question list which is prepared is focused for the business undertaken by Ray Murdoch and Steve
Brown and helps to understand the nature of the business and also its operations. In addition to this, the
questions will also be useful in getting an insight in the financial requirements of the business and also
obtain useful information about the day to day operations and needs of the business. The question list is
also prepared for the reason for assessing and identifying the risks which are associated with the business.
The question will able help in identifying the current financial obligations of the clients. The questions are
presented below:
Question 1: What is the present age and role in business of Ray and Steve?
Question 2: What is the average yearly income made by Ray and Steve from Business?
Question 3: Why Ray and Steve are so eager to purchase the machinery?
Question 4: How much income does Ray and Steve anticipate to generate from the use of the
machine in business?
Question 5: What is the estimated budget which is required for purchasing the machinery?
Question 6: What is the annual expense incurred by Pallets-R-Us Pty Ltd?
Question 7 Give an account of aims and objectives behind purchase of machinery by Pallets-R-Us
Pty Ltd?
Question 8: Could you provide a choice regarding the investments you are looking for the project?
Question 9: Can you specify whether the machinery will be used for official use or even for non-
official use as well?
Question 10: What is the current cash position of the business as per bank statements?
Question 11: Can you identify how much capital will be required for the purchase of machinery?
Question 12: What are the requirements do you expect us to fulfil?
Question 13: Have all the rules and regulations which are provided by Australia law followed for the
purpose of investment?
Question 14: Could you specify the reason due to which the purchase of this machinery plan is being
followed?
Question 15: Please specify the primary and secondary source of income for Pallets-R-Us Pty Ltd?
Question 16: What actions will be taken if the value of the machinery falls in next 20 years?
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Question 17: What are your anticipation regarding the improvement, short term gains or long-term
gains?
Question 18: In case of loss, what is the immediate action taken by the business?
Question 19: Can you identify the major risks which can affect the business of Pallets-R-Us Pty Ltd?
Question 20: Specify the steps which are taken by the business when making investments which
aims to reduce the risks of the investments?
Question 21: What is your understanding about the functions and workings of investment markets?
Question 22: Give an example of a past investment made by business and how did it impact the
returns of the business?
Question 23: Could you specify the criteria which the business is pursuing?
Question 24: Could you provide the details which the business of Pallets-R-Us Pty Ltd follows
regarding borrowings when purchasing a machinery?
Question 25: What is the investment pattern which can be identified for Pallets-R-Us Pty Ltd?
Question 26: What risks can be identified in investment patterns of the business?
Question 27: Can you provide a description about the financial status of the business?
Question 28: What other investments have you considered for inclusion in portfolio of Pallets-R-Us
Pty?
Question 29: Would the business of Pallets-R-Us Pty Ltd prefer higher returns with higher risks in
business?
Question 30 What requirements does Pallets-R-Us Pty Ltd consider before making any investments
in any asset?
Question 31: What experience does the business of Pallets-R-Us Pty Ltd have in trading practices of
Pallets-R-Us Pty Ltd?
Question 32: What are the qualities and qualification expected from a consultant working in Pallets-
R-Us Pty Ltd?
Question 33: What are the negotiations which the management of Pallets-R-Us Pty Ltd can bring
about in the purchase of the machinery?
Question 34: Is there an alternative for the machinery which the business wants to purchase?
Question 35: What is the present ROI which is achieved by the business during the year?
Question 36: What are the other types of investments which are considered by Pallets-R-Us Pty Ltd?
Question 37: What other machinery is the business of Pallets-R-Us Pty Ltd currently using in the
business?
Question 38: What methods are used by the business for selecting the best possible machinery in
the market? Is the method used by the business reliable or not?
Question 39: What are the collaterals which the business is considering for the loan?
Question 40: Will the business be able to effectively service the loan with the given level of income
of the business?
Question 41: What policies are formulated by Pallets-R-Us Pty Ltd towards risk management of the
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business?
Question 42: Have you considered purchasing a second-hand model of the machinery?
Question 43: Have you conducted NPV analysis for the machinery option and an alternative option
for estimating future cashflows?
Question 44: Could you provide some details regarding the current disposable income of Pallets-R-
Us Pty Ltd?
Question 45: Have you taken any loan from other financial institution?
Question 46: Does the business of Pallets-R-Us Pty Ltd have an understanding of Gearing and
Solvency ratios?
Question 47: In case a better model is available in the market I next five years will the business
consider replacement options?
Question 48: What is the expected level of depreciation of the machinery and what method of
reporting for the same is considered by the business of Pallets-R-Us Pty Ltd?
Question 49: Have the business considered leasing or hire purchase options?
Question 50: Have the business consider the useful life, impairment losses and residual value of the
machinery?
Assessor feedback for Task 1a:
Resubmission required?
No
Page 11 of 27

Task 2a —Develop complex broking options
You are required to prepare a full report addressed to Ray and Steve outlining available loan options; the
process and the risks (potential and real) of which they should be made aware.
In a suitable report format you should cover the following:
1. the parties to the loan
2. outline the type of letter of credit (LC) likely to be used, the parties to the LC and the high-level steps
involved in setting up and establishing LC to enable import of the equipment
3. the product options that are available to finance an equipment purchase once it has arrived in Australia
4. your recommendation of best product option, including amount, security/collateral, term, potential
interest rate and residual value (if any)
5. name three (3) lenders that would consider and potentially approve this transaction and advise Ray
and Steve about product type, loan term, interest rate, balloon payment (if applicable) and monthly
repayment they offer
6. the procedure to commence the import of the equipment and the loan, including documentation Ray
and Steve need to provide
7. the client responsibilities, so Steve and Ray fully understand the facility being proposed
8. outline the risks (potential and real) of which Ray and Steve should be made aware
9. whether personal guarantee will be required from the Director’s spouse
10. a summary of all fees and charges — including those for setup and those of the lender
11. advise which relevant disclosures need to be made
12. a request for client to inform you of any questions about the transaction and/or provide an
instruction to proceed.
(800 words)
Notes: Any assumptions you make should be listed, and not be in conflict with the case study information
already provided.
You are to write a report to your clients, demonstrating your professional writing skill — not simply
commenting on each of the points detailed above.
The use of tables in the report to set out some of the numeric information may be of benefit.
Student response to Task 2a
Dear Ray and Steve
You are both the owners of Pallets-R-Us Pty Ltd and the company is jointly owned by both of
you. The business intends to achieve financial aid to purchase the machinery which can bring
about improvement in the operations of the business.
The report aims to provide insights regarding the risks which the business can face while
purchasing the machinery and also considers the applicability of loan provision which can be
made available to the business. The report also shows the available resources of the business
and the various loan schemes which the business can use. The report also considers possible
sources of loan which the business can apply from and the details for the same are explained
below:
Pallets-R-Us Pty Ltd Year 1 Year 2
Net profit after tax $200,000 $220,000
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Wages to partner 1 – years 1 and 2 $100,000 $100,000
Wages to partner 2 – years 1 and 2 $100,000 $100,000
Dividend to private investor $45,000 $45,000
Loan options
Instalments loan The business of Pallets-R-Us Pty Ltd can effectively selected
instalment loans which will help them in proper servicing of
loan facility. Th loan which is being taken for machinery can
effectively be done with this option as the burden of interest
will be based on instalment system. The tenure of such loans
can range from 25 to 30 years.
Line of credit loans This is another loan option which is available to Ray and
Steve which is line of credit loans in which a certain line of
credit is provided to the clients and interest is charged on
such a part. The loan is generally provided for a period of 5
years and the interest rate on such loans are generally
floating in nature.
Balloon loans This type of loan allows the clients to bear the interest
payments initially and later on when the loan period expires
the principle amount can be paid. The interest rate in this sort
of loan can be fixed or floating as per the preference of the
bank.
Alternative Source of Equipment Financing
Lease One alternative option which is available to the business is to take
the machinery on a lease for a particular period and the person
taking the asset on lease is charged interest. The lease agreement
can be of short term as well as long term in nature depending on the
requirement of the business.
Chattel Mortgage It is a type of loan which is provided against a security arrangement
against a movable property of the business. There is wide difference
between traditional mortgage and Chattel Mortgage, as the legal
relationship between the lessor and lessee is reversed in the case of
the latter.
Commercial Hire
Purchase
A commercial Hire Purchase agreement allows the businesses to
hire an asset on a rental basis for which a fixed interest is to be paid.
The hire purchase agreement allows the business to take the assets
on a long term basis for meeting the processes of business.
Ray and Steve can apply for instalment system loans which will allow the business to effectively
service the debt in instalments which will be including both interest and principle amounts. The
loan will help the business to purchase the machinery and also manage the burden of the loan
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on Ray and Steve which will be spread over the months in an appropriate manner.
Loan Providers Commercial loan
BOQ  Interest rate 4.99%
 No Application Fees
 No Annual Fees
 5 to 15 years minimum term loan
 $200,000 to $100,000,000 loan amount provided
 LVR 65%
SUNCORP Bank  Interest rate 4.29%
 No Application Fees
 No Annual Fees
 5 to 15 years minimum term loan
 $10,000 to $1,000,000 loan amount provided
 LVR 60%
ANZ  Interest rate 7.02%
 No Application Fees
 No Annual Fees
 5 to 30 years minimum term loan
 $10,000 to $100,000,000 loan amount provided
 LVR 80%
Commercial Bank  Interest rate 7.81%
 No Application Fees
 No Annual Fees
 Maximum 15 years term loan provided
 $25,000 to $100,000,000 loan amount provided
 LVR 85%
The risks which can affect the business of Pallets-R-Us Pty Ltd relating to purchase of
machinery are discussed below:
Types of Risk Explanation
Inflation Risk The risks which is faced by Pallets-R-Us Pty Ltd relating to inflation
risks are nil as the interest rate is fixed in instalment loan option and
therefore the management should be concerned with the same.
Liquidity Risks There is a risk of liquidity in the business as the machinery would
require significant amount of funds which will definitely affect the cash
position of the business and affect the ability of the business to
appropriately service the loan.
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Specific Risk or
systematic risk
There is no specific risk which can affect the business of Pallets-R-Us
Pty Ltd as the risks are mainly associated with equity investors
Market Risk The market risks refer to the changes which takes place in the market
which can affect the revenue of the business which is a hinderance to
the plan of the business.
The loan amount which is required by the business can be obtained effectively from ANZ bank
as the loan can be taken for a longer period which reduces the risks of liquidity as the loan can
be serviced on instalment basis effectively. Therefore, the best choice available for the business
for taking the loan is from ANZ.
In order to take the loan, the owners of Pallets-R-Us Pty Ltd needs to provide certain guarantees
and securities. The securities which can be offered can be specific charges on the assets of the
business or even the owners can attach personal properties and even shares of the business as
collateral securities for the loan. The partners Ray and Steve can also provide personal
guarantee on behalf of the business for the loan which is taken by the business. The partners
can also mortgage or pledge certain assets as collateral securities against loan of the business.
The management needs to provide a letter of credit to the company where the partners are
importing the new machinery. The partners must use importer’s letter of credit for acquiring the
machinery which the partners want to incorporate in the business. The letter of credit will be
including approval from the bank of ANZ and also a guarantee which is provided by the bank in
respect of the credit which is required to purchase the property. The letter of credit would be
including signature of the banking authority and also specify the amount which the banking
authority will be covering the amount which is offered by the business.
The maximum LVR of a Bank can help with the liquidity risks of the business.
Particulars LVR Year 1 Year 2
Purchase price $800,000 Nil
Deposit Nil Nil
Cash contribution Nil Nil
ANZ EMI Payment 80% 497408 -
SUNCORP Bank EMI
Payment t
60% 373056 -
BOQ EMI Payment 65% 404144 -
Commercial Bank
EMI Payment
85% 528496 -
The important documents which will be required by the business for the purpose of taking the
loan are as follows:
 Relevant Contract papers of the Machinery
 Proof of residence of business and also income statement for the same
 Documents for collaterals for the loan.
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The business will be applying for the loan and the bank will take consideration for following:
 Analyse how much the business can borrow
 Calculate the cost of loan
 Investigate the machinery investment option for which the loan is being taken.
 Award pre-approval for the loan
The steps which can be taken are:
 Determine the interest rate for the loan
 Determine the time period for the loan
 The expiry period of the loan also needs to be determined.
Client Responsibilities
 You will be responsible for paying a portion of the principle loan amount along with
interest amount.
 You are also responsible for informing the lender regarding changes in address, changes
in payment schedule.
State Revenue Requirements
 Stamp duty
 Import taxes and also other taxes.
The following documents needs to be provided to the lender as a proof and assurance for the
loan:
 The financial statement of the business including interim statements showing current
performance for the year.
 A copy of the bank statement to show the cash position of the business which needs to
how last 3 months
 The income tax returns of the business and any other lease agreements and any current
loan document.
 Track record of the personnel and also financial information regarding the same is also to
be provided.
 The registration certificate and also the license to operate in business are also
demanded by the lenders.
In order to sanction the loan amount, the lender also needs a guarantor who can vouch for the
owners Ray and Steve and in case of any default on their parts will be held responsible for the
loan amount. The guarantor can be the spouses of the owners or any other individual.
The suggest list of lenders for the loan amount are:
 ANZ bank
 BOQ bank
 Suncorp bank.
I shall be remunerated by the owners in form of commission payable which will be disclosed
after an appropriate option is selected. The commission will be payable after appropriate option
is selected by the business.
Assessor feedback for Task 2a:
Resubmission required?
No
Page 16 of 27

Task 3a — Implement complex loan structures
Ray and Steve have accepted your recommendations and have given you authority to proceed with their
application.
As part of implementing their loan application you are required to prepare a formal written loan
submission to the lender for pre-approval. Your loan submission must include the following:
• details of borrower, guarantors and all contact details
• borrowers background
• an overview of the proposal — what the finance is for
• the proposed structure of the facility being recommended — product type, deposit amount (if required),
loan amount, term, interest rate and residual value (if any)
• full details of the security/collateral that is to be provided
• serviceability calculations including Debt Service Cover Ratio (DSCR) calculations, including all personal
borrowing facilities of the directors
• provide a ‘funds-to-complete’ table including statutory costs and any relevant fees
• highlight the relevant risks — industry, business, transactional — and how they are mitigated
• any other information that is relevant to assist the lender provide an approval
• your comments and recommendations
• list attachments
(800 words)
Notes: Any assumptions you make should be listed, and not be in conflict with the case study information
already provided.
You are to write a formal submission to the lender; not simply commenting on each of the points detailed
above.
The use of tables in the report, to set out some of the numeric information, may be of benefit.
Student response to Task 3a
The important information which are available for the business are shown below in a table form
showing the net profit for the current year in case of the borrower:
Pallets-R-Us Pty Ltd Year 1 Year 2
Net profit after tax $200,000 $220,000
Wages to partner 1 – years 1 and 2 $100,000 $100,000
Wages to partner 2 – years 1 and 2 $100,000 $100,000
Dividend to private investor $45,000 $45,000
Borrowing Entity: Pallets-R-Us Pty Ltd
ABN & A.C.N:
Address: Unit 43, 25 High St Northville
Phone: [phone]
Fax: NA
Mobile: NA
Date of birth: NA
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Loan Amount: $800,000
Purpose of the loan
The main intention behind taking the loan for the business is to finance the requirement of a
machinery which will improve the efficiency of operations. The machine is to be imported from
outside the country and so appropriate funding is necessary. The loan will help Ray and Steve to
purchase the machinery and also provide some stability to the liquidity situation of the business.
Funding Position
The requirement of loan is for the purpose of purchasing the machinery for the business and also
improving the liquidity situation of the business. The loan down payments are to be made in
instalments and therefore the same does not affect the liquidity position of the business. In order to
maintain the liquidity position, rate of interest, operating expenditure also play a vital role.
Security
The data which is provided by the business are checked by NCCP for viability purposes and also
provide a basis for the lenders to assess whether they should provide loan facilities or not to the
client based on the credit rating of the client. NCCP takes enquiry of loan amounts and also check
track record for servicing of loan for Pallets-R-Us Pty Ltd.
Description of Machinery
The purchase price of the Machinery is estimated to be $ 800,000 for which the owners intend to
take financial assistance from a lender. The machine is to be imported from a foreign country. This
machine can be programmed to rapidly fabricate multiple components. The machine has an
expected commercial lifespan of at least 15 years with operating software to be updated every
three years. The machine is needed to be imported from the US. Initial enquiries with the US
supplier have indicated that they will require a letter of credit for the import of the machine.
Repayment structure of the New Entity
The loan repayment structure focuses on different requirement of the loan which the business
needs to fulfil. Some of the requirement which needs to be fulfilled are OSR requirement, ATO
Consideration, State Legislations. These requirements are applicable to the business and therefore
must be fulfilled
OSR requirements:  The OSR helps in making distinction between the instruments
which are used for the purpose of recognizing the duty
payables which are there on agreement of loans.
 Furthermore, the OSR additionally helps in distinguishing the
proceedings of the court and loan, which may be given to the
moneylenders.
 It likewise helps in having agreements of loan and the same is
also helpful in property valuation.
 The choices which are made relating to OSR helps in
demonstrating the legitimacy of loan offerings to clients..
ATO Considerations:  The ATO considerations viably give relative rules, which
could be utilized by financial institutions to decide on
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sufficient advances of loans.
 It likewise incorporates relative standards, which may be
considered while assessing the loan credibility of the
lenders.
Particulars LVR Property 1
ANZ EMI Payment 80% = 621760 * 80%
= 497408 loan amount
SUNCORP Bank
EMI Payment t
60% = 621760* 60%
= 373056 loan amount
BOQ EMI Payment 65% = 621760* 65%
= 404144 loan amount
Commercial Bank
EMI Payment
85% = 621760* 85%
= 528496 loan amount
Serviceability Calculations:
The serviceability calculations consider the loan amount which is paid and in relation to the same
the various fees which is incurred by the client business.
Sale Price: $800,000
Stamp Duty: $38800
Lodgement fee: $6500
Transaction fee: $10
Property Valuation review fees: 200
Total: $45,510
Recommendation
The business which is operated by Ray and Steve can utilize the loan option and take the same
from ANZ bank on a instalment payment basis. This loan taken will help the management to
purchase the machinery which will definitely improve the efficiency of the business and also the
production capacity of the business which implies that the profitability of the business will also
increase. It is recommended that the management should move forward with its plan and select
instalment loan system.
Assessor feedback for Task 3a:
Resubmission required?
No
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Assessor feedback:
[insert feedback]
Date assessed: Click here to enter a date
Does the student need to resubmit? No
Questions that need to be resubmitted
First submission Not yet demonstrated
Resubmission Not applicable
To pass this subject, you will need to be assessed as DEMONSTRATED for either your first submission or
your resubmission.
Page 20 of 27

Section 2: Case Study B — Bill Smith and John Jones –
Commercial Premises Finance
Background
You are meeting with prospective clients, Bill Smith and John Jones. They have been referred to you by
their accounting firm, Buckland Accountants.
The prospective clients need assistance with the acquisition of owner-occupied premises to replace their
current business premises, which they rent and is becoming too small for their growing business.
True Blue Pty Ltd trades as True Blue Real Estate and was purchased as an existing real estate business
three years ago. Bill Smith and John Jones are the directors.
The shareholders of True Blue Pty Ltd are Bill Smith, John Jones and a private investor, Amanda Williams,
who does not work in the business and has no involvement in its day-to-day operation. Each holds an equal
one-third share in the company.
Bill and John have each been in real estate for approximately 15 years, focusing on residential sales and
leasing. They have gained their work experience in the local area. A wealth of knowledge of the area,
coupled with an ever-expanding client base, has resulted in sustained and solid growth for the business.
Details of the property
Sale price of the property is $950,000. (There is no GST requirement as it is being purchased as a going concern.)
A deposit of $95,000 has been paid and is being held in the trust account of the settlement agent/solicitor.
A cash contribution of $233,240 will be made from the general working account of the business.
Property purchase and loan to be in the name of a new entity — True Blue Pty Ltd as trustees for the Smith
Jones Unit Trust. There are a total of 99 units in the trust and the unit holdings mirror the shareholding of
the trading entity, True Blue Pty Ltd.
The property is situated at 100 Smith St, Yourtown, with contracts exchanged at today’s date and an
anticipated settlement date of 90 days.
General observations about the property
The property is in good condition and is well located in the same street as the current rental premises.
It is anticipated that the premises will meet the needs of the business for the next 10 years.
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Summary of initial client fact find
Bill and John have provided the last two years financial accounts for the trading business, as well as interim
accounts for 10 months of the current financial year.
True Blue Real Estate’s financial accounts
Year 1 Year 2
Net profit after tax $92,000 $140,060
Current year projected - $175,000
Add back (rent) $47,000 $49,142
Additional superannuation to director $31,400 $34,539
Wages to partner one $70,640 $70,640
Wages to partner two $70,640 $70,640
Payment to private investor (fixed flat profit fee) $45,000 $45,000
Applicant information — Bill Smith
Personal details
Address 26 Nowry Road, Yourtown, 1234
Date of birth 17 February 1958
Phone [phone]
Financial details
Gross income $70,640
Owner-occupied property valued at $550,000
Outstanding debt on owner-occupied property $210,000 repayable at $1,379 per month P & I, 6.2% p.a.
interest rate
Credit card with limit $15,000 Outstanding debt — $5,000
Superannuation $250,000
Motor vehicle valued at $30,000 (nil debt)
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Applicant information — John Jones
Personal details
Address 14 Mary Street, Yourtown, 1234
Date of birth 14 October 1970
Phone [phone]
Financial details
Gross income $70,640
Owner-occupied property valued at $750,000
Outstanding debt on owner-occupied property $300,000 repayable $2,159 per month P & I, 6.2% p.a.
interest rate
Credit card with limit $5,000 Outstanding debt — $1,000 cleared monthly
Superannuation $200,000
Motor vehicle valued at $45,000
Outstanding debt on motor vehicle $15,000 repayable $623 per month, fixed interest rate
Business details
Cash in business account $400,000
Other information
Applicants’ solicitor Moffat and Co (contact is Maree Moffat)
16 Tatlor Street, Yourtown, 1234
Phone [phone]
Applicants’ accountant and registered office Buckland Accountants (contact is Simon Williams)
28 Mary Street, Yourtown, 1234
Phone [phone]
Applicants’ banker Westcoal Building Society, Yourtown, 1234
Notes:
• Assume for credit card debts, the minimum monthly commitment should be calculated at 3% of the
credit limit.
• Each of the working directors has appropriate death, income and disability insurance in place.
• A sensitisation factor of 2% should be used when calculating financial commitments.
Page 23 of 27

Task 1b — Identify the clients’ complex broking needs
Prepare a list of questions that you would need to ask Bill and John about their history, experience,
business performance and the property purchase.
In preparing your list of questions you should ensure that you cover the following:
• the complex features of Company and Trust structure and benefits that will come to the Company from
purchase of this property
• the identification of potential risks in such a transaction and Bill’s and John’s tolerance of risk
• the financial aspects of the transaction and current financial position of the business.
In addition to the list of questions, please also comment on any potential risks you identify
(you are
permitted to make assumptions here). In considering these risks you should consider:
– how you would identify the risks and the criteria you used to evaluate these risks
– how you would assess their current debt exposure; the tools you would use in terms of risk
probability, impact and consequences.
(800 words)
Student response to Task 1b
Response
Assessor feedback for Task 1b:
Resubmission required?
No
Page 24 of 27

Task 2b — Prepare complex broking options
You are required to prepare a full report for Bill and John by outlining the process and the risks
(potential and real) of which Bill and John should be aware.
In a suitable format, outline to the directors the options available to them and the process that will need to
take place for them to complete the new property purchase and establish the loan.
In developing your report you should cover the following:
1. the parties to the loan
2. what is the best loan structure for this transaction — provide Bill and John with options to use their
own residential properties as cross security or use a cash contribution and use the property to be
purchased as the property
3. your recommendation of the best option, including amount, security/collateral, term, repayments
and potential interest rate
4. name three (3) lenders that would consider and potentially approve this transaction, and advise the
client of the product type, loan term, interest rate, ongoing fees, balloon payment (if applicable) and
monthly repayment they offer
5. the procedure to commence the loan, including documentation Bill and John need to provide
6. the client responsibilities, so Bill and John fully understand the facility being proposed
7. outline the risks (potential and real) of which Bill and John should be made aware
8. the name in which the client will sign the contract to purchase and, given Trust involvement, in what
name will it be registered
(this varies state to state so please advise which state you are from)
9. a summary of fees and charges — including those for setup and those of the lender
10. a request for client to inform you of any questions about the transaction and/or provide an
instruction for you to proceed
11. advise which relevant disclosures need to be made
(800 words)
Notes: Any assumptions you make should be listed, and not be in conflict with the case study information
already provided.
You are to write a report to clients demonstrating your professional writing skill, not simply commenting on
each of the points detailed above.
The use of tables in the report, to set out some of the numeric information, may be of benefit.
Student response to Task 2b
Response
Assessor feedback for Task 2b:
Resubmission required?
No
Page 25 of 27

Task 3b — Implement complex loan structures
Bill and John have accepted your recommendations and have given you authority to proceed with their
application.
As part of implementing their loan application you are required to
prepare a formal written loan
submission to the lender for pre-approval. Your loan submission must include the following:
• details of borrower, guarantors and their contact details
• borrowers’ backgrounds
• an overview of the proposal — what the finance is for:
– the proposed structure of the facility being recommended — product type, deposit amount (if
required), loan amount, term, interest rate and residual value (if any)
– full details of the security/collateral that is to be provided
– Sensitised serviceability calculations including Debt Service Cover Ratio (DSCR) calculation and all
personal borrowing facilities of directors (
sensitisation rate is disclosed in case background)
– provide a funds- to-complete table, including statutory costs and any relevant fees
– highlight the relevant risks, industry, business, transactional and how they are mitigated
– any other information that is relevant to assist the lender provide an approval
– your comments and recommendations
– list attachments.
(800 words)
Notes: Any assumptions you make should be listed, and not be in conflict with the case study information
already provided.
You are to write a formal submission to the lender, not simply commenting on each of the points detailed
above.
The use of tables in the report, to set out some of the numeric information, may be of benefit.
Student response to Task 3b
Response
Assessor feedback for Task 3b:
Resubmission required?
No
Page 26 of 27

Assessor feedback:
[insert feedback]
Date assessed: Click here to enter a date
Does the student need to resubmit? No
Questions that need to be resubmitted
First submission Not yet demonstrated
Resubmission Not applicable
To pass this subject, you will need to be assessed as DEMONSTRATED for either your first submission or
your resubmission.
Page 27 of 27