Mortgage Sales Process: Face to Face

Mortgage Sales Process: Face to Face

The process in orange is the sales process you follow with your client. After each process an action is required on the Key which is detailed in the corresponding grey box. It is vital that The Key is kept up to date at each stage of the process. How to use The Key is covered in more detail in the Induction Course.

Initial contact made with the client

? If the client is a lead, change the lead status to 'converted to client' and click the 'convert to client' button

? Or, if not, 'Create' the client on The Key

Provide your business card, the appropriate Disclosure Document and the Customer

Declaration to the client. Explain the documents and give the client(s) the opportunity to ask questions

Explain and complete the Fee Agreement with the client (if necessary)

Complete the Fact Find with the client

Obtain the following documents from the client: - 3 months' payslips, 12 weekly payslips and 3 months'

bank statements - 3 years SA302 (if applicable) - Proof of deposit (if applicable) - ID & Proof of Address (2 forms of proof of address is required for all non-UK/EU identification)

Source a deal for the client from either Mortgage Brain or Trigold

? This must be done before proceeding to Fact Find ? We will require you to attach both a copy of the Disclosure Document and also the

Customer Declaration document to each record, the Customer Declaration document should be signed

? Attach the signed Fee Agreement document to The Key

? Fact Find must be inputted to The Key ? Add notes including soft facts, surrounding the clients to the notes section on the

right hand side of The Key

? MUST BE COLLECTED PRIOR TO DIP OR MORTGAGE SUBMISSION ? All copies of original documentation must be certified ? Attach all documents to The Key under the Product - Documents must be uploaded

within 5 days of obtaining them ? Produce workflow on the Key

? Use integration on The Key (this will create the product on The Key) ? If not intergrated, then attach the document to the product on The Key

Agree the best deal with the client and produce an ESIS

Submit DIP/AIP

Submit the application to the lender along with all supporting documentation

? Best practise via integration in The Key ? The ESIS should be dated within 30 days of the comparison report

? ALL DOCUMENTS SHOULD BE OBTAINED AT THIS STAGE ? Prior to DIP, please use the lender's affordability calculator to make sure that your

client's mortgage fits the lender's affordability criteria. This will avoid any declines on DIPs.

? Attach the application form or application summary to The Key

Create Suitability Report within 5 days of the application being submitted

Upon receiving the Mortgage Offer Mortgage Sales Process: Face to Face

? Use the suitability letter template on The Key ? Attach the document to The Key ? Ensure all of the 'reasons why' the product was recommended have been detailed ? Any changes to original recommendation, issue a new ESIS to reflect the changes and

issue an addendum suitability letter

? Attach to The Key ? Contact client to confirm that the Mortgage Offer has been recieved ? No contact to be made to with the client during the 'cooling off' period ? If the client wishes to waive the 'cooling off' period, evidence must be provided on

The Key

Last Updated: 29/03/2016

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