Do

Find a way of gaining attention

Deliver your value proposition passively to all around - do not ‘sell’

Show market knowledge and awareness

Deliver Empathy

Take 5 minutes after every discussion to plan follow up - book in CRM – think how you can help.

Gather business cards

Automate contact attempting to seem personal

Talk others down

Ignore the follow up – everything becomes a waste of time

Forget, every conversation leaves a legacy

We are an extension of any vendor’s brand. They are entrusting us with their business, their clients, their livelihood. This must be in our hearts during every conversation.

A finance option is purely a sales tool to help our vendors sell ‘more of their product’. It isn’t about us, the focus is purely on helping our partners be more successful. If we focus on this, success will follow us.

Communication with Vendor

Communication with Salesperson

Communication with Client

Communication with Accountant (if applicable)

We have great technology available to our partners, but it is only great if we follow the plan and nurture our relationships to use the technology. Set up in Hubspot, note down the sales team’s preferences (how much communication) they want for their clients. Note down the Management/Owners preferences (how much communication) they want to their salespeople (EDM’s/education/case studies etc).

Must come across as:

-Sharp

-Enthusiastic 

-Expert

Highs / lows / pauses / power

Open / inviting / mirroring / engage people

Only 10% - just don’t talk rubbish

Grab attention, and then direct questions anyway you like

Race to Rapport - empathy & understanding

Some funders only require a referral agreement; however, others require us to be accredited. To get accredited, email the new funder (the contact should be provided by the broker requesting this to be setup) and ask them what the process is. They will send the list of requested documents through to you. These usually include copies of certificates/documents that can be found in-

MG Admin > Certificates (Memberships, Insurance,etc)

Make sure these certificates are kept up to date. The expiration dates on these should be put into Luke’s/admin calendar in advance so they are updated in time.

Once completed, the referrer agreement or accreditation form should be saved in the below file.

MG Admin > Accreditations & Referral Agreements

The day after settlement, forward the original deal remittance to the below email addresses with the below verbiage.

Angle Finance

enquiries@anglefinance.com.au

Hello, can we please have an amortisation schedule for this one? Thank you.

Azora Finance

info@azorafinance.com

Hello, can we please have an amortisation schedule for this one? Thank you.

Capital Finance

customerservice@capital-finance.com.au

EDIT TO REMOVE RATES BEFORE SENDING (two lines with %)

Hello, can we please have an amortisation schedule for this one? Thank you.

Finance One

brokers@financeone.com.au

Hello, can we please have an amortisation schedule for this one? Thank you.

Flexi Commercial

asset.lifecycle@flexicommercial.com

Hello, can we please have an amortisation schedule for this one? Thank you.

Macquarie Leasing

Through their portal – Document Request

Use the ELN from remittance

Metro Finance

Through their portal – Doc/Verification > Generate > Amortisation Schedule (Customer Rate)

Pepper Money

assetservice@pepper.com.au (email must come from the original introducer)

I confirm that I hold the customer’s consent to request and receive by email the requested information: amortisation schedule please.

We are the originating introducer- Matias Group.

Resimac

RAF.CustomerCare@resimac.com.au

Hello, can we please have an amortisation schedule for this one? Thank you.

Include the application number, client's name and address.

ScotPac

afpayments@scotpac.com.au

Hello, can we please have an amortisation schedule for this one? Thank you.

TL Rentals

clientservices@tlrentals.com.au

Hello, can we please have an amortisation schedule for this one? Thank you.

Vestone

customerservice@vestonecapital.com

Hello, can we please have an amortisation schedule for this one? Thank you.

Westpac

businessfinanceopsenq-nsw@westpac.com.au

EDIT TO REMOVE RATES BEFORE SENDING – (two lines with %) Same as CFAL (see above for image)

Hello, can we please have an amortisation schedule for this one? Thank you.

Westlawn

brokerassist@westlawn.com.au

Hello, can we please have an amortisation schedule for this one? Thank you.

If a client wants to change their bank details on a vehicle/asset, simple pre-fill in the form (as much as possible) saved in the funder file in 7 pillars for the client and send to the client for signing. They will need to sign the form with wet ink.

When they send it back completed, let them know that it may take a few days but you will inform them once the change has been processed.

Forward the form onto the funder and ask them to let you know once they have processed the change so that you can inform the client.

Set a task in Hubspot to follow up with the funder in ~1 week IF you haven’t heard form them.

Contacts to send to:

Capital Finance customerservice@capital-finance.com.au

Westpac businessfinanceopsenq-nsw@westpac.com.au

Macquarie Leasing introducer@macquarie.com

For any other funders, reach out to the BDM to ask for the best person to send it to and if they have a form, save it in the file,

Key Points:

· Folder name for deal should be exactly the same as the Hubspot deal name.

· Additional documents relating to the client, not deal, that may be useful in future deals (e.g., trusts deeds, ID, A&L etc) can be loose in the file.

· In bigger companies which have settled multiple deals, file them away by year.

· In cases where Signed Docs have been amended and saved again, all old versions should be deleted so there is only ONE Signed Docs file.

· Remittance MUST be saved in the file.

*Don’t create multiple sub-folders.

Forward the original deal remittance along with the below tex. Include the client/company name and deal number in the email subject.

Hello, we are looking at helping this client upgrade, can you please send through a preferential payout figure?

Luke is the introducing broker luke@matiasgroup.com.au formerly luke@finmax.com.au (email no longer in use).

If the remittance is not available, attach the signed contract or a snippet of the asset details (including the VIN) from the signed schedule.

Email Request To:

Angle Finance

enquiries@anglefinance.com.au

Azora Finance

info@azorafinance.com

Banjo Loans

customerservice@banjoloans.com

Capital Finance

BrokerPayouts@Capital-Finance.com.au (CC in Faisal faisal.qureshi1@capital-finance.com.au)

Flexi Commercial

asset.lifecycle@flexicommercial.com

Macquarie Leasing

Through their portal – Document Request

Metro Finance

mymetro.business@metrofin.com.au

Pepper Money

assetservice@pepper.com.au (email must come from the originating introducer)

Resimac

customercare@resimac.com.au

ScotPac

AFPayments@scotpac.com.au

Thorn

CustomerCare@tbf.com.au

TL Rentals

clientservices@tlrentals.com.au

Vestone

payouts@vestonecapital.com

Westpac - add to verbiage - "I am support staff for Luke Matias so authorised to request and receive this."

businessfinanceopsenq-nsw@westpac.com.au

Any not listed on here, reach out to the BDM or main contact for that funder and ask who to request this from.

Once requested, inform the client that this has been requested and will be sent over as soon as we receive it. Once received, attach to the completed Payout Email Template.

If the client informs us that they have processed the payout, send a quick email to the funder to inform them that this has been processed and request a ‘Finalisation Letter’ to send on to the client for their records.

Then make a note on the corresponding HubSpot deal that this has paid out and change the contract end date (and midway date if necessary) to the day it was paid out. If the client has a Commitment Schedule in their folder, amend this accordingly.

To request these, use the same email addresses and verbiage as the Amortisation Schedule contacts but ask for a Statement of Accounts. These are usually required when the client is applying for home loans etc.

For Macquarie Leasing, send the email to introducer@macquarie.com

A title search is used to generate a Title Certificate proving ownership of a property. See below for how to order one in the different states.

Victoria:

Website: https://www.landata.vic.gov.au/

Username: luke@matiasgroup.com.au

PW: MGOct22!

Log in and select ‘Titles & Property Certificates’ then enter the street address. Confirm the property details. On Step 3, select the top line as per below. It will automatically select a few others- unselect them, they are not needed. The total cost should be ~$15. Proceed to payment. The invoice and Title Certificate will be emailed to Luke shortly afterwards to file away/provide to the broker.

New South Wales:

Website: https://www.directinfo.com.au/

Username: luke@matiasgroup.com.au

PW: lukeybaby20

Queensland:

https://www.titlesqld.com.au/title-searches/

No username/password needed

SA, NT but $$:

Website: https://propertyregistry.com.au/land-title-search/

No username/password needed

Western Australia:

Website: www.landgate.wa.gov.au

No username/password needed

Tips:

• The broker should send through the funder, client name and brokerage.

• Always include GST.

• The account and tax rate should auto-populate, if it doesn’t use the details shown above.

• To work out if doc fee is applicable and amount, check ‘Funder Doc Fees’ in MG Documents.

• Funders are all saved to select from. For new funders, add them in the ‘Contacts’ tab.

• Select ‘Print to PDF’ and send to the broker who requested it.

• If changes need to be made to existing invoice, select ‘Invoice Options’ > ‘Edit’.

No, they are indiciative and depend on the strength of the client. However, the Matias Group will ensure the best possible product is obtained for the your client

No problem! When we call your client we will discuss the best contract structure to suit their situation.

Hubspot Entry

Name:

ABN:

Trading Name (if applicable):

Hubspot Entry

Name:

ABN:

Trading Name (if different):

Hubspot Entry

Name of Trust:

Trust ABN:

Trustee Company Name:

Trustee Company ACN:

Trading Name (if applicable):

Within the same business day one of the team will be in contact with your client to start the finance process.

Simply click here to watch a walk-through of how to use our Vendor Portal

People don’t buy ‘what you do’ they buy ‘why you do it’ – Simon Sinek

What – What you do. Transactional.

How you do it. What makes you special.

Why you do it. Why is the purpose, cause or belief.

Information/rationale/conscious thought/the 5% of action. The WHAT – Neo cortex

Gut decisions/Trust/the 95% subconscious. The HOW & WHY – Limbic brain

Work own reasoning/narrative behind every conversation, use it.

Inspire Action in every aspect of life.

A type of loan where you own the vehicle and the bank has security over it for the term of the loan. On a chattel mortgage, the client claims the GST as a lump sum at the start of the contract.

A type of loan where the bank owns the vehicle and you hire/lease it from the bank. On a lease, the client can claim GST on every individual payment.

Similar to a finance lease, novated lease is for employed customers who receive a PAYG salary. The payments are taken out of the company’s bank account and the company deducts it from the employee’s pre-tax income. The company must also sign the novation documents from the lender.

Finance to bring stock in/pay creditors. Trade finance gives customers cash flow relief from bringing stock in, to them being paid. The lenders charge interest based upon the balance owing.

Any kind of finance for equipment. This can include industrial, office or other types of equipment. The finance is structured similar to car finance.

Any finance where funds are paid directly to the customer’s bank account. This could be through an unsecured source such as Get Capital, or a secured term loan through one of the main banks.

Mortgage is a security over a property where a customer pays back a debt to the lender. A second mortgage is where another lender sits behind the first mortgagee (lender) and takes security over the property to pay the debt back to the lender. However, the second mortgagee can only have access to equity in the property once the first lender’s debt has been repaid.

Proof that another party has an interest in the property, usually because they are owed money by the owner of the property. A property with a caveat on it cannot be sold until the caveat has been removed.

Finance to bring in money from people who owe you.

When the terms of an existing loan are revised and a new one put in place.

A schedule that breaks down payments into interest and principal over the term of the loan. These do not show an accurate amount owing (as a payout does) but are used by accountants. They should be requested after settlement and sent out in the settlement pack. See Amortisation Schedules on the Learning Hub for more.

A detailed table of an individual/Director’s owned assets and debt owing. These are usually required by lenders at the credit stage. See LINK HERE or the PDF in MG Documents for a template.

A lump sum of money taken out of the total loan cost that is payable at the end of the loan term. These are used to It can then be paid in one transaction, refinanced into a new loan or factored into an upgrade.

How much an asset decreases in value over time.

This is the total rate that the client will pay inclusive of all fees and charges.

Equity represents the value that would be returned to someone if the asset was sold. Negative equity refers to if it was sold, there would be a gap between what is owed to the lender and the sale price.

Most banks charge this in addition to their interest rate. This is taken out of the client’s account with the first repayment at the time of settlement unless chosen to finance it in with the loan.

This is the rate charged by the bank. This is not inclusive of any broker interest or fees.

The ratio of loan to the value of the asset. It is calculated by dividing the value of the asset by the loan amount.

The total amount owing on a loan not including interest and fees.

Most dealerships will accept a deposit OR a Purchase Order to lock in a new vehicle. The client (companies only) often has a template and can provide one of these to the supplier.

A certificate that shows ownership of a land/property. These are often required for Settlement. For how to order one of these, see Title Search on the Learning Hub.

A payout can be requested by the introducing broker at any point during a loan to give an accurate figure for how much it will cost to pay out the loan. When upgrading with the same funder, preferential payouts can be requested which are discounted. TO see how to request these, see Payout Requests in the Learning Hub.

These are usually requested by clients when organising a mortgage. They show the client’s repayment history. For how to request one, see Statement of Accounts in the Learning Hub.

A document entailing details of the Trust. Any changes made to the Trust structure will be detailed on a Trust Amendment. Trust Deeds (and amendments where relevant) are usually required by the funder at settlement if the client is new to that funder.

Usually referring to a property, this is when the property has no mortgage or claims attached to it and it is owned outright.

A way of assessing the value of an asset. Some funders require these to be done by external companies such as Pickles.

Once we have discussed your position and purpose for the finance, we will be able to work out the best type of loan/lease to best suit you.

A balloon or residual is a lump sum amount that is held until the end of the contract to bring down your monthly repayments. Once you reach the end of the contract, you can simply refinance the rest, pay it out or talk to us about getting into a new car.

Simple, we will be able to match you with the best lender for your situation once we have discussed your needs.

The Chattel Mortgage allows the customer to own the equipment with $0 residual at the end of the term. All Chattel Mortgage repayments include the GST component and in most cases allows the customer to claim the GST component in addition to interest and depreciation on the asset. The debt will be included as a liability on the Balance Sheet.

The Operating Lease allows a business to keep their technology up to date without the need for ownership. This decreases the chance of equipment becoming obsolete as companies can replace/update their equipment more often. In most cases the repayments are fully tax deductible. At the end of term assets are commonly replaced with the lease rolling over for another term.

The best for your client. Our Automated AI Technology matches your client's requirements to the most relevant funder

No, they are indiciative and depend on the strength of the client. However, the Matias Group will ensure the best possible product is obtained for the your client

No problem! When we call your client we will discuss the best contract structure to suit their situation.

For Chattel Mortgages:

60 months: 30%

48 months: 40%

36 months: 50%

For Novated Leases:

60 months: 28.13%

48 months: 37.5%

36 months: 46.88%

Your funder won’t send these out routinely, however, we can request one for you. Simply email hello@matiasgroup.com.au requesting a Statement of Accounts and we will have one sent over to you.

To get an accurate payout, email one of our team and we will get one from your funder.

Easy, just Email your new bank details to one of our team, we will be happy to get this changed over for you.

Yes! Email the team at Hello@matiasgroup.com.au and we will arrange a time to talk with you to work out the best way to get you into your new upgrade!

Your portal will be www.matiasgroup.com.au/Your-Business-Name

For example Matias Group will be: www.matiasgroup.com.au/matias-group

Simply email toby@matiasgroup.com.au for any support questions.