9th June 2014

La Trobe Financial – the Approval People covering $10 Billion of mortgage finance

La Trobe Financial has been successfully lending on real estate finance - both residential and commercial securities - for over 60 years, always as a strong, independent credit specialist. We have in that time been able to assist in excess of 120,000 customers unable to obtain a loan or underserved by other institutions.

This puts us in a unique position to know what it truly is that ensures unwavering, successful relevance over many business cycles and eras for a business specialising in real estate finance. For an organisation that isn’t a major bank, has market scale and position - having lent in excess of $10 Billion - and continues to originate close to $50 million in loans per week, we know how to serve brokers' needs quickly.

What keeps our broker customers coming back?

There is no magic pudding mix to this but our brokers tell us it’s a combination of three main factors that make them choose La Trobe Financial;

  1. Solutions focused staff dealing with every enquiry;
  2. Simple to use “Near Prime” specialist products with one rate for over 90% of all enquires (residential and commercial) , leveraging proven technology;
  3. Transparency and no tricks as to fees – No Clawbacks, No Risk Fees

Interestingly brokers have rated us higher on our staff conduct and service levels than any other peer lender. This is why we believe that as a credit specialist (lender) assisting credit advisers (brokers) our joint businesses are about PEOPLE. We are determined to give Brokers the best commercial solution for all enquiries. Whilst on one level we’re not unique in this approach, we know that no other credit specialist lender has our inheritance of 60 years’ experience cementing our commitment to people first service. This is becoming a truly defining consistent difference.

With this in mind, this week we’re delighted to profile our Asset Origination Team staff champions. These are our ‘front line’ staff that lead our most important external relationships: servicing our Brokers and those who have the experience and know how to approve your next loan.

For all of our Asset Origination & Credit Approval Team staff their core mandate is to provide fast approval solutions to meet Brokers’ needs and create a clear path to settlement. And to provide this high quality and friendly service level we only employ staff who really want to make it happen for you with solid credit background and loan underwriting experience, and then support them in the field with experienced BDMs.

You will recognise many of the staff below from your dealings with La Trobe Financial over the years and we trust that you all enjoy putting a face to the name, learning a bit about our teams, individual roles and about our team members personally.

You will see we have some new team members and hope that you will enjoy getting to know them in the near future. Our team is also currently growing further to meet the strong support we’ve experienced in the market in the last six months and so you may also meet some new team members shortly and we trust you will welcome them to your relationship with La Trobe Financial.

The Sales Team

Our Sales Team is essentially a credit specialist ‘high turn-around speed’ enquiry team, that receives residential and general commercial proposals when first lodged or sounded out by a phone call. The Sales Team will work directly with Brokers and our Senior Managers Client Partnerships (SCMP or BDMs), to make sure every deal gets the best solution possible, identified in the shortest period.

The Sales Team’s objective is to confirm receipt of the proposal to the Broker within one day and issue an Indicative Offer within two days.

Our Sales Team comprises experienced Credit Analysts (CA), well placed to evaluate deals and matched equally with Credit Administration Officers (CAO) who commence the requisite assessment and approval processes.

Typically our Credit Analysts are career lenders who have come through our Credit Teams. These professional staff understand how to optimise our solutions based lending and high service culture, and to work effectively and enjoyably at the front line with our brokers setting up the deals. Our Credit Administration Officers focus exclusively on setting up the documentation and processing of the file.

When you call our Broker Help line on 1800 707 707 to discuss a deal, it is a person from this Sales Team that you will be talking to. And so, over the years we expect many of you will have spoken to them frequently.

And we are presently in the process of adding one more CA and CAO combination to the Sales Team to meet future demand.

The Sales Team includes, from left to right above, Luke Jones (CA), Charlotte Berry (CAO), Chris Thornton (CA), Cara Wain (CAO), Cory Bannister (Executive), Lara Williams (CAO) and Bianca Williams (CA) (absent).

On the personal side we thought you might also like to know some of the Team Members’ other talents that complement their excellence in specialist credit:

Luke Jones is an accomplished Ballroom Dancer and featured in Baz Luhrman's movie Strictly Ballroom

Chris Thornton is a qualified Parachute Instructor with over 1,000 jumps under his belt

Cory Bannister refuses to age gracefully, and whilst promising this year is his last playing as Captain/Coach for his football club (Aussie Rules) (and still receiving the occasional BOG), he is already following the well trodden path of pugilism that’s drawn a lineage of former footballers like Sonny Boy Williams, stepping into the ring... ‘just to keep fit’. Watch this space...

The “Resi” Credit Analysts Team

This Team takes all long term Residential deals from the point a broker accepts the Indicative Offer and completes the formal credit assessment through to issuing the Letter of Offer.

The Team’s objective is to issue the formal Letter of Offer within two days of receiving the valuation and any required supporting documents (a benchmark we’re delighted to report that we overwhelmingly meet) and to keep the Broker informed of key deal status along the way.

Our Credit Analysts are all very experienced, typically senior analysts and junior management profiles having years of residential lending experience and training, with La Trobe Financial and bank and non-bank lenders. These CAs specialise in preparing, recommending and approving deals in a no-nonsense, practical manner and keeping Brokers informed of where their deals are at.

The “Resi” Credit Analysts Team includes, from left to right above, Linda Gorski (Manager), Samantha Rogers (CA), Karena Liang (CA), Ryan Harkness (Executive), Roxana Gheorghiu (CA), Gerald Edwards (CA), Lucille Allen (CA), and Daniel Sudjaya (CA).

And again we have some real people with great backgrounds and interests behind their professional excellence:

Ryan Harkness recently tried his own age defying comeback in football, only to find a few years of lending in London somewhat unhelpful in terms of a return to glory... even in veterans! Ryan is presently weighing up the choice between graceful retirement and pain.

Sam Rogers confirms she has a minor Imelda Marcos syndrome, owning over 200 pairs of shoes

Roxana Gheorghiu is a proud supporter of the Romanian Gymnastics team who recently became European Champions.

Gerald Edwards is the son of a former army general in South Africa and appropriately the first vehicle he learned to drive was a tank around the army barracks. Perhaps try Gerald if you need to crash through on a few deals...

Lucille Allen 69 Mills & Boon books in 8 months... Say no more.

The “Fund” Credit Analysts Team

Our Fund Team assesses and approves all commercial deals from the point a broker accepts the Indicative Offer through to formal approval. For construction deals they look after the deal from enquiry stage through to approval. For construction loans the Team also manages the Progress Payments function.

The Team’s objective is to issue the formal Letter of Offer within 2 days of receiving the valuation and all supporting documents. And again it’s a benchmark we overwhelmingly meet.

The Fund Credit Analyst Team is a group of highly experienced senior lenders, able to readily and sensibly assess complex deals on a prompt basis. This Team has been building an impressively successful business across small to medium commercial assets and high quality construction assets in recent years and has shown deep skills in executing its mandate and supporting clients.

The Team includes, from left to right above, Trevor Howard (CA), Louise Linderman (CA), Steve Lawrence (Executive), Kelly Tierney (CA) and Gary Skelton (CA)

And some personal highlights that explain so much:

Steve Lawrence ‘some time ago’ played first class district cricket in England including opening the bowling with John Snow (rated Ian Chappel’s nastiest bowler to face in the modern era) and holds a perfect record of bowling out Dav Whatmore every time they faced off. These days Steve graces Australia as a first class MAMIL (middle aged man in lycra)!

Garry Skelton assures us he beats our irrepressible East Londoner, having played for VIC Country against both New Zealand and Queensland Sheffield Shield team, in the 1980s no less when cricketers were hard men. He even opened the batting against Malcom Marshall in a tour match and lived to bat on today – still making memories.

Not to be outdone, in any way... Kelly Tierney was a contestant on Millionaire Hot Seat in 2010 and won $1,000! Kelly is currently eyeing off Million Dollar Minute!

The Loan Closure Unit

The Team that completes the deal and makes sure the funding happens. Our Settlements Team takes the loan from Accepted Letter of Offer and takes it through completion of any conditions outstanding, legal documentation and booking the loan in for settlement.

The Team is led by Leanne Seymour one of our most experienced Managers. Our Loan Closure Unit Officers excel in their personal commitment to achieving deadlines.

The Team’s objective is to complete every step required of La Trobe Financial to ensure that your loan settles on the booked date.

The Team also benefits from innovative software “Loan Closer”. This is a real time, online web interface bringing together La Trobe Financial, Solicitors and Brokers to facilitate the settlement process from Letter of Offer onwards.

This software provides next generation, user friendly functionality that dramatically reduces waiting times and increases broker information. We believe Loan Closer sets a new industry benchmark in efficiency of settlement.

The Team includes, from left to right above, Marissa Hoffman, Sakshi Goyal, Leanne Seymour (Manager), Jeremy Daniell, Kirsty Harwood and Georgina Wigg

And our final personal highlights:

Leanne Seymour developing advancing Imelda syndrome, Leanne has accumulated 300 pairs of shoes... She also runs half marathons, one of which recently was sufficiently impressive to result in a marriage proposal!

Jeremy Daniell a Heavy Metal lover who has seen over 100 concerts around Australia.

Kirsty Harwood when she’s not pushing our deals through Kirsty is pushing clients as a Personal Trainer.


We hope you enjoy dealing with our Asset Origination & Credit Approval Team even more now that you can put a face to the names and perhaps know a little more about our people.

Rest assured, 60 years of lending has taught us that one thing no one and nothing can stop us being the best at, is dedicating our people to a service culture determined to give Brokers their best commercial solution.

... That's Lending

Best regards,
Paul Wells, Chief Investment Officer
La Trobe Financial Asset Management Limited

La Trobe Financial is one of Australia's leading independent credit specialist Fund Managers. Its business includes residential mortgages, commercial mortgages, and investment services operating one of Australia's largest Mortgage Funds under AFSL 222213. It employs over 123 staff and has managed over AUD$10Billion covering over 100,000 investment grade assets since inception in 1952.

Copyright 2013 La Trobe Financial. All rights reserved. No portion of this may be reproduced, copied, or in any way reused without written permission from La Trobe Financial. Disclaimer

The following awards and ratings were given to the Pooled Mortgage Option within the La Trobe Financial Mortgage Fund and may be viewed on our website

Ratings And Awards

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Commercial SMSF Video, Paul Wells, Division Head of the Asset Origination & Credit Team
Investor Call Briefing Q3 FY2014, Chris Andrews, Head of Funds Management
Australian Broker speaks with La Trobe Financial’s Chief Investment Officer, Paul Wells, about our views on commission clawbacks in the specialist lending market and the value to brokers of Australia’s niche credit specialist market.

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Please Note: This publication is for accredited broker use only and is not for distribution to consumers.

^ Depends on risk grade of Borrower

All loan applications are fully assessed to ensure the loan is not unsuitable and that we meet our responsible lending obligations in accordance with our usual underwriting requirements. All features and interest rates are current as at the date of publication. Conditions, fees and charges apply. This message, together with the La Trobe Financial website (www.latrobefinancial.com.au) and all its contents have been prepared for general information only and should not be taken as legal or financial advice, and as such the specific needs, investment objectives or financial situation of any particular user have not been taken into consideration. Individuals should therefore talk with their financial planner or advisor before acting on any information present on this message or the La Trobe website. La Trobe Financial Asset Management Limited ABN: 27 007 332 363 and AFSL No: 222213 is the issuer and manager of the La Trobe Australian Mortgage Fund. It is important for you to read the Product Disclosure Statement for the Fund before you make any investment decision. You can get a copy of the PDS by calling 1800 818 818. You should consider carefully whether or not investing in the Fund is appropriate for you. The rates of return from the Fund are not guaranteed and are determined by future revenue of the Fund, and may be lower than expected. Investors risk losing some or all of their principal investment. The investment is not a bank deposit.

La Trobe Financial Services Pty Limited - Australian Credit Licence Number: 392385
La Trobe Financial Asset Management Limited - Australian Credit Licence Number: 222213

Terms, conditions, fees, charges and La Trobe Financial lending criteria apply.

1. Zenith's "recommended" rating indicates that it has high confidence in the manager meeting its objectives. The Zenith Investment Partners ("Zenith") ABN 60 332 047 314 rating referred to in this document is limited to "General Advice" (as defined by section 766B of Corporations Act 2001) and based solely on the assessment of the investment merits of the financial product on this basis. It is not a specific recommendation to purchase, sell or hold the relevant product(s), and Zenith advises that individual investors should seek their own independent financial advice before investing in this product. To view the relevant research information, please visit www.latrobefinancial.com.au The rating is subject to change without notice and Zenith has no obligation to update this document following publication. Zenith usually receives a fee for rating the fund manager and product against accepted criteria considered comprehensive and objective.
2. SQM Research - 4 stars to 4.25 stars - superior, suitable for inclusion on most Approved Product Lists. To view the relevant research information, please visit www.latrobefinancial.com.au This rating will not take into account your, or your clients' objectives, financial situation or needs. It is up to investors to consider whether specific financial products are suitable for your objectives, financial situation or needs. Research houses receive a fee from La Trobe Financial for rating the product.
3. Lipper Leaders Rating Total Return (Score – 5) Lipper Ratings for Total Return reflect funds’ historical return performance relative to peers. The ratings are subject to change every month. The highest 20% of funds in each peer group are named Lipper Leader or a score of 5 for Total Return. Lipper Leader ratings are not intended to predict future results and does not guarantee the accuracy of this information. More information is available at www.lipperweb.com. Thomson Reuters Copyright, All Rights Reserved.
4. Australia Ratings (AFSL 346138) makes every effort to ensure the reliability of the views and rankings expressed in its reports and those published on its websites. Australia Ratings research is based upon information known to it or which was obtained from sources it believed to be reliable and accurate at time of publication. However, like the markets, it is not perfect. This report is prepared for general information only, and as such, the specific needs, investment objectives or financial situation of any particular user have not been taken into consideration. Individuals should therefore discuss, with their financial planner or advisor, the merits of each rating for their own specific circumstances and realise that not all investments will be appropriate for all subscribers. To the extent permitted by law, Australia Ratings and its employees, agents and authorised representatives exclude all liability for any loss or damage (including indirect, special or consequential loss or damage) arising from the use of, or reliance on, any information within the report whether or not caused by any negligent act or omission. If the law prohibits the exclusion of such liability, Australia Ratings hereby limits its liability, to the extent permitted by law, to the resupply of the said information or the cost of the said resupply.