For brokers working with higher-value clients, lending needs can extend well beyond a larger loan amount. Complex income, overseas earnings, multiple properties and company or trust structures can all shape the way a scenario needs to be considered.
MA Money More is designed for larger lending requirements, with options across residential, vacant land and expat lending for clients whose financial position may be more involved.
In a recent MA Money webinar, BDMs Sarin Yedelian and Kylie McCue explored how MA Money More works and the types of higher-value lending scenarios brokers may encounter.
What is MA Money More?
MA Money More is a lending option designed for larger loan requirements and high-value clients, including self-employed, expat, company and trust borrowers.
The webinar explored how these clients can have very different financial profiles. Some may earn income overseas, others may hold several properties or business interests, while some may prefer to borrow through a company or trust structure. Rather than treating every larger loan the same way, the focus is on understanding the client’s broader position and what they are looking to achieve.
Larger loans can come in different forms
Higher-value lending is not limited to purchasing a premium residential property.
The webinar covered a range of scenarios, including refinancing, cash out, vacant land and expat lending.
- Vacant land can form part of a longer-term property strategy for some experienced investors
- Refinancing and cash out may give clients access to equity for another investment or business purpose.
- Expat lending adds another dimension, particularly where clients are earning income overseas or running businesses outside Australia.
Together, these scenarios highlight the variety that can sit within larger lending.
Complex income does not always mean the same thing
A higher-value borrower may have a very different income profile to a traditional PAYG client.
The webinar explored self-employed borrowers using Full Doc and Alt Doc approaches, along with expat clients receiving overseas income. Company and trust borrowers were also discussed, reflecting the different ways higher-net-worth clients may structure their assets and lending.
For brokers, this creates more scope to look at how the client’s income, assets and ownership structure fit together rather than focusing on one element in isolation.
Looking at the bigger financial picture
One of the themes throughout the webinar was the importance of understanding the broader client story. With larger lending, factors such as source of wealth, business interests, existing assets and the purpose of the loan can all help provide context. This can be particularly relevant where a client has multiple properties, is releasing equity or has a more involved ownership structure.
The webinar also highlighted the role of broker notes in bringing that information together, helping credit understand the client and the reason behind the transaction.
MA Money More in practice
The webinar brings MA Money More to life through several real lending scenarios. These include a high-net-worth business owner refinancing and releasing equity, an experienced investor purchasing vacant land and a larger residential purchase involving a company and trust structure. Rather than focusing on the finer details of each deal, the examples show the variety of clients and lending purposes that can sit within the higher-value market.
They also demonstrate how income, assets, structure and lending purpose can come together differently from one scenario to the next.
A broader view of larger lending
For brokers, larger lending can create opportunities to support clients whose needs extend beyond a straightforward residential loan.
MA Money More provides another way to consider higher-value scenarios across residential, vacant land and expat lending, including clients with self-employed income and company or trust structures.
Watch the full webinar for a closer look at MA Money More and the real lending scenarios discussed.
