Twelve sessions in two streams - the client conversation and the documents on your desk. Every session is hands-on with real, anonymised files: real payslips, real bank statements, real tax returns. One client couple threads the whole track, from their first phone call to settlement.
How to run the client relationship from first call to settlement - practised, not described.
| # | Session | What you'll practise |
|---|---|---|
| A1 | The Discovery Call | Call structure, qualifying questions, spotting red flags early, when to say no, booking the appointment - finishing with you running a live scripted call. |
| A2 | The First Appointment | Fact find structure, needs analysis, the Best Interests Duty conversation in plain English, setting expectations, what to collect before they leave. |
| A3 | Presenting the Game Plan | Turning research into a recommendation, rate vs structure trade-offs, handling "I'll think about it", getting sign-off compliantly. |
| A4 | Client Comms to Settlement | What to tell the client at every milestone, managing the quiet weeks, and delivering bad news - valuation shortfalls, delays, declines. |
How to read the documents the way an assessor does.
| # | Session | What you'll practise |
|---|---|---|
| B1 | Reading Payslips | Base vs overtime vs allowances vs commission, casual loading, YTD cross-checks, salary sacrifice, spotting a doctored payslip, and how lenders shade each income type. |
| B2 | Reading Bank Statements | Conduct, dishonours, undisclosed debts, living-expense reality vs declared - annotated the way an assessor highlights them. |
| B3 | Credit Reports | Scores and what moves them, enquiries, defaults, repayment history - and what each lender tier actually cares about. |
| B4 | Self-Employed Financials I | Sole trader returns and notices of assessment: where income hides, the add-backs that matter, one-year vs two-year policies. |
| B5 | Self-Employed Financials II | Company financials: profit & loss and balance sheet basics, director wages vs profit, retained earnings, when to call the accountant. |
| B6 | Serviceability Fundamentals | HEM, assessment buffers, shading in practice, existing debt treatment - a full servicing walkthrough on the shared client file. |
| B7 | Loan Structuring Basics | Splits, offset vs redraw, fixed and variable trade-offs, interest-only vs principal & interest - and how to explain each in one sentence. |
| B8 | Compliance Foundations | Best Interests Duty in practice, what belongs in credit notes, the credit proposal - written for how it protects you. |
Foundations runs as a cohort - sessions build on each other and the client file carries through. Register interest and Jason will be in touch with the next intake.