FAQs. a) Becoming an Accredited Referrer

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1 MACQUARIE COMMERCIAL ORIGINATION FAQs a) Becoming an Accredited Referrer c) Cash flow lending - Macquarie Industry Advantage loans d) Loan Approval Process a) Becoming an Accredited Referrer 1. Can any finance broker/adviser refer loan transactions to Macquarie Commercial Origination? Anyone can refer a loan transaction however in order to be eligible for commission payments you must first be accredited with Macquarie Commercial Origination. 2. Can any finance broker/adviser become accredited with Macquarie Commercial Origination? typically targets experienced commercial brokers/advisers, whether they be operating independently or listed as an accredited commercial broker with an aggregator/dealer group, with a proven track record for referring commercial business. By focusing on these commercial specialists, the Macquarie Commercial Origination team can more readily assist with the larger more complex transactions usually referred by these operators. Accordingly, our selection process for accreditation purposes is quite restrictive. 3. How do you become accredited? Please contact our Business Development Managers to discuss accreditation requirements. In most instances our Business Development Managers like to meet potential referrers in order to better understand your business, assess your ability to refer commercial deals and ensure we offer a viable MACQUARIE funding alternative. COMMERCIAL ORIGINATION If acceptable, the referrer is then required to complete an Application to Become a Referrer (or an Application to Become an Affiliated Referrer if they belong to an accredited aggregator/dealer group). Professional indemnity insurance details and confirmation of membership with a professional body are also required prerequisites. The Bank will then forward a formal referral agreement for you to execute or confirmation of our agreement with your aggregator/dealer group. Upon execution/confirmation of this agreement you (and your team of loan writers) will be required to participate in an accreditation training seminar run by Macquarie Commercial Origination. 4. If I am accredited with Macquarie Mortgages or any other division of Macquarie Bank, does that automatically make me accredited with you? No, as each division offers widely different products which have varying application and processing requirements. Accordingly, you are required to be formally accredited with each division if you wish to offer their products to your clients and receive commission.

2 1. What is the Macquarie Commercial Advantage loan? 5. Can you lend against vacant land? A global borrowing limit equating to 75% of the value of any residential security property and/or 67% of the value of any commercial security property. The limit can be established to accommodate multiple borrowing entities of various types (individual, company, trust, etc) and multiple security properties of various types (residential, industrial, retail, office, etc). Interest only repayments are available. The Macquarie Commercial Advantage loan can accommodate a wide range of borrowing structures and security property types. 2. What is a Global Borrowing Limit? How does it work? A Global Borrowing Limit is the maximum amount that a client can borrow against their property portfolio. The key feature of a Global Borrowing Limit is that the client can borrow this amount in a variety of names i.e. individuals, companies and/or trusts. The limit can be drawn in any combination of pre-determined borrowers in varying amounts (up to the approved maximum limit). With a Global Borrowing Limit there is no need to establish a separate loan limit for each borrower as they can all borrow under the one limit. A Global Borrowing Limit provides maximum flexibility for an investor. Yes, subject to a satisfactory current valuation by our panel valuer, we could be prepared to consider lending up to 70% of the land valuation. Please note however that all lending is subject to a satisfactory assessment of the borrower's capacity to service the debt. 6. Do you lend against specialised property such as hotels, petrol stations, etc? Not generally on a stand alone basis but consideration could be given if such properties are included in the mix of other standard residential and/or commercial security properties. 7. Do you offer construction finance? The Macquarie Commercial Advantage loan is generally secured against established properties. Funds may be utilised however to assist with property construction and development returns can be considered in the serviceability assessment. 8. What repayment terms do you offer? We generally offer interest only repayments with no fixed term (subject to events of default and annual review). Fixed interest rates are also available upon request for a maximum term of 5 years. 3. What is the maximum number of investment names that you can utilise in the Global Borrowing Limit? There is no limit to the number of borrowers that can be utilised under the Global Borrowing Limit. However, should you create a new investment entity and wish to borrow in or provide security owned by this entity, we will need to update our loan documentation. 4. Would you consider approving loans that are outside your LVR guidelines? Macquarie Bank would be prepared to consider all loan referrals. Approval of deals outside our LVR guidelines are not uncommon however approval is generally subject to a satisfactory assessment of the borrower and of the security property and, in many instances, amortisation of the debt may be required. 9. Are your interest rates and fees negotiable? specialises in offering a prompt and commercial solution to larger transactions. We pride ourselves on providing you and your clients with the confidence that your requirements are efficiently met. Accordingly we believe our interest rates and fees adequately reflect our high quality service standards. We will however aim to offer competitive interest rates and fees on quality transactions.

3 continued 10. Do you consider loan requests less than $1,000,000? specialises in providing a prompt and commercial solution to larger transactions. To ensure we can deliver on this service we generally limit our transactions to $1 million or more. Of course we will consider relatively smaller transactions in certain states and regional areas, or where it is commercially viable for us to consider the 11. Are annual reviews required for your loan facilities? The requirement for a formal annual review is imposed at the Bank's discretion subject to the complexity of the They are generally required where the borrower is a small business owner or property developer, and serviceability of the debt is reliant upon the profitability of their business or property developments. 12. Do you offer low-doc or no-doc loan facilities? No. All loan approvals require a satisfactory assessment of the borrower's ability to service interest costs and/or repay the debt. 13. What commission payments are available? In order to receive commission payments you must first be accredited with Macquarie Commercial Origination. Please refer to the terms of your formal referral agreement. Commission payments are negotiable subject to the complexity and size of the 14. How do I obtain a Macquarie Commercial Advantage loan for my client? Contact your local Business Development Manager with your referral enquiry who will consider approving the Should all parties find the indicative proposal commercially viable, then you are required to fully complete an Application for Finance. In some instances we may be required to meet the client. Please note that all applications are subject to formal Bank approval.

4 c) Cash flow lending - Macquarie Industry Advantage Loans 1. What is the Macquarie Industry Advantage loan? An Overdraft, Fully Drawn Advance and/or Line of Credit serviced and secured by the cash flows of businesses primarily within the following professional service industries: Real estate agency and strata management Accounting and financial planning Legal and insurance broking Pharmaceutical and veterinary All approval considerations are subject to strict lending criteria. Security over the business is required, plus directors/partners guarantees. 2. What are the LVR guidelines for these loans? The LVR guidelines vary for each industry. Please contact your local Business Development Manager in order to determine what level of funding we could consider for your client. 3. Do you require collateral property security? The security requirements for each deal are individually assessed upon the strength of the business' cash flows. Property security is not necessarily required in some instances however we generally prefer to facilitate both the business and personal funding needs of our industry clients. 4. Would you consider lending against the cash flows of other industries? Not without collateral property security. 5. Do you consider loan requests less than $1,000,000? specialises in providing a prompt and commercial solution to larger transactions. To ensure we can deliver on this service we generally limit our transactions to $1 million or more. Of course we will consider relatively smaller transactions in certain states and regional areas, where additional property funding is included, or where it is commercially viable for us to consider the 6. Are annual reviews required for Macquarie Industry Advantage loans? Yes. 7. What commission payments are available? Generally we only offer upfront commission payments for Macquarie Industry Advantage loans due to the relatively higher risk and greater due diligence required for these loans. Of course, we typically prefer to include property backed funding in our proposal and would be prepared to consider a trail and/or upfront commission payment for these facilities. Please refer to the terms of your formal referral agreement. Commission payments are negotiable subject to the complexity and size of the 8. How do I obtain a Macquarie Industry Advantage loan for my client? Contact your local Business Development Manager with your referral enquiry. We generally would expect you to have some knowledge of the financial performance of the business and their funding needs. Based on the commercial viability of this information we would arrange to meet with the client. Subject to a satisfactory assessment of the client, an indicative proposal will be issued outlining the terms and conditions of our proposed facilities. Should all parties find the terms acceptable then we would seek your assistance in completing a loan application for your client. All applications are subject to formal Bank approval.

5 d) Loan Approval Process 1. When is a referrer required to complete an Application for Finance? When the loan proposal meets our general guidelines or following a discussion with our Business Development Manager. A completed Application for Finance is required in order for the Bank to consider trail commission payments. 2. What instances are you required to meet the prospective client? For all Macquarie Industry Advantage loans. For larger and/or more complex Macquarie Commercial Advantage loans. Please discuss the proposed transaction with our Business Development Manager who will confirm the need to meet the client or not. Your assistance with completion of the Application for Finance would still be required in order for the Bank to consider trail commission payments. 3. What is your approval timeframe? Subject to receipt of a suitably completed Application for Finance and the size and complexity of the transaction, our aim would be to formally confirm whether the loan has been approved within 5-10 working days. Larger, more complex deals could take longer, however you should discuss the possible timeframe with your Business Development Manager. 4. How do we arrange a property valuation? Contact your Business Development Manager at Macquarie Bank. Property valuations are generally requested from one of our approved panel valuers and addressed to "Macquarie Bank for security purposes". All costs associated with the property valuation are for the borrower. 5. Do you accept valuations from non-panel valuers? Typically we would require the property to be formally revalued for our security purposes by one of our approved property valuers. This document has been prepared by Macquarie Bank Limited ABN and is general advice and does not take account of your objectives, financial situation or needs. Before acting on this general advice, you should therefore consider the appropriateness of the advice having regard to your situation and obtain financial, legal and taxation advice before making any financial investment decision. (c) Copyright is reserved throughout. No part of this document can be reproduced in whole or part without the express permission of Macquarie Bank Limited. 1006