ACCREDITED BROKER PROGRAM

Training & Handbook

Get started with your dedicated Business Development Manager

On Deck Capital Australia Pty Ltd ABN 28 603 753 215Confidential & Proprietary | OnDeck Copyright 2018

TABLE OF CONTENTS

I. OnDeck Accredited Broker Program

3 Business Development Manager Support & Resources

4 Accredited Broker Program Dos and Don’ts

5 Lead Ownership Rules

II. OnDeck Loan Process

6 About OnDeck Loans

7 Pre-Screening Clients

8 Submitting Applications

9 Trust Applications

10 Funding Your Clients

11 Renewals

III. Communication

12 Communication & Sales Points

We look forward to connecting your clients to business financing, and want to make sure

you have a positive and successful experience with us. The Accredited Broker Program

Handbook will help you get started on the right foot – it includes info on our loan process,

tips on submitting leads, sample communications to your clients, and more.

Questions? Reach out to your dedicated Business Development Manager.

2 Accredited Broker Program Handbook

SUCCESS TIPMake use of your Business Development Manager for any questions you may

have throughout the OnDeck loan process. Setting monthly goals with him/her

and taking the time to understand our loan process and underwriting criteria is

important to ensuring your success.

Accredited Broker Program

BUSINESS DEVELOPMENT MANAGER SUPPORT & RESOURCES

All Brokers Receive a Dedicated Business Development Manager – Not Just a Phone Number.

As part of the OnDeck Accredited Broker Program, we want to ensure you have the

support you need to successfully fund clients. Your dedicated Business Development

Manager can help answer any questions you may have.

WHO IS YOUR BUSINESS DEVELOPMENT MANAGERYour Business Development Manager’s contact information is in the Partner Portal.

To log in, click here.

BUSINESS DEVELOPMENT MANAGER BENEFITSYour Business Development Manager wants to see you succeed. He/she will help with:

TRAINING:• Personal, tailored guidance

on generating the best possible leads

• Finding customers that make sense for OnDeck

• Selling the OnDeck product effectively and successfully

PARTNER PORTALSubmit Deals

Track Deal Status

ONLINE RESOURCEEducational Materials

Code of Conduct

MONTHLY NEWSLETTERSIndustry Articles

Educational Content

SUPPORT:• How to compete with other Lenders

• Timely updates on new OnDeck products and service

• Submitting and monitoring your deal flow through your Partner Portal

DEDICATED RESOURCES:

Accredited Broker Program Handbook 3

SUCCESS TIPTo maintain a healthy status within the Accredited Broker Program, it’s

important to adhere to these guidelines. If you have any questions, please

contact your Business Development Manager.

Accredited Broker Program

ACCREDITED BROKER PROGRAM DOS & DON’TS

10 Basic Guidelines To Keep You On Track.

As an OnDeck Accredited Broker, you are an extension of the OnDeck brand. It is important

to us that you are providing your customers with the right information about our products

and services – and thus, bringing in the most promising applicants and maximising your

earning potential. To help you rank among our top echelon of Accredited Brokers, keep

these Accredited Broker Program Dos and Don’ts at an arm’s reach. They are designed to

streamline your application submissions and keep you on track for success.

DO work closely with your Business Development Manager.Your Business Development Manager

will help you improve your business

and experience with OnDeck.

DO submit your applications with complete statements.This will increase your efficiency

and create a better experience

for your clients.

DO continue funding your top customers with OnDeck.The healthier your clients, the

better their – and your – experience

with OnDeck will be.

DO provide your clients with superior customer service.Customer service is a top priority

at OnDeck, and we expect you to

live up to our standards.

DO give us the first look on your applications.Your clients will receive the

best service from OnDeck.

DON’T participate in actions that may cause a loan to default.

Such actions include forging

documents and stacking.

DON’T add additional fees on top of OnDeck commission.

You will be paid commission on

the deal.

DON’T alter our documentation.

All our T&Cs have been designed

to protect the borrower.

DON’T represent yourself or your business as OnDeck.

Clarify with your clients that you are

working with OnDeck as a Broker.

DON’T knowingly stack an OnDeck loan.

Clients taking on additional unsecured

business loans are disqualified from

an OnDeck loan renewal.

BEST PRACTICES PROHIBITED PRACTICES

4 Accredited Broker Program Handbook

Accredited Broker Program

LEAD OWNERSHIP RULES

How Client Exclusivity Works

Occasionally, multiple Brokers may come into contact with the same business owner.

We have implemented lead ownership rules to help you maximise your earning potential.

SUCCESS TIPFollow these guidelines to maintain ownership over all of your leads and clients.

If you have concerns about missing any of them, discuss with your Business

Development Manager.

NEW APPLICATIONS:

Once an application is submitted you have 5 DAYS EXCLUSIVE

OWNERSHIP to complete the application for underwriting. An

application submission is on a first come, first serve basis. If the

application is declined, then that application is PROTECTED

FOR 15 DAYS, during which the client will be blocked from

applying directly with OnDeck or through another broker.

APPROVALS:

Your clients’ approvals are active and PROTECTED FOR 30 DAYS

so you will need to work to close the approved deal within this time.

EXCLUSIVE RIGHTS:

You maintain ownership of a client for UP TO 90 DAYS after

the client pays off their loan. You can utilitise the OnDeck

Partner Portal to manage your renewal portfolio.

ACTIVE BROKER STATUS:

If your paid down clients don’t renew WITHIN 90 DAYS, they

become unrestricted and opened-up to any broker. You can

still work with our renewals team though to renew your client.

5BUSINESS

DAYS

30CALENDAR

DAYS

90CALENDAR

DAYS

90CALENDAR

DAYS

Accredited Broker Program Handbook 5

Accredited Broker Program

ABOUT ONDECK LOANS

Product Overview

OnDeck offers Term Loans.

Term Loan

AUSTRALIA

Use Case Grow and invest in your business

Amount $10,000 - $250,000

Term 6-24 months

Origination Fee 2.5% on first loan, 1.25% on renewal loans

Payment Weekly direct debit, daily optional

Buy Rate $1.15 - $1.28*

*Our rates vary depending on the term length and risk profile.

SUCCESS TIPReiterate to your clients that OnDeck loans are faster than other lenders. If they

are hesitant about our pricing, here are helpful talking points:

• Interest expenses may be tax deductible

• Security over business assets not required

• Minimal documentation compared to other lenders

Purchasing stock Marketing and advertising

Buying or replacing equipment Managing business expenses

Hiring additional employees Facility expansion, renovation

SALES POINTS:• Simple 1 page application and fast credit

decisions, with as little as 3 months recent bank statements for loans up to $150K

• Additional information required for loans $150K-$250K e.g. 6 months bank statements, 2 years of financial data, ATO Portal and rent verification

• Obtain funds as fast as 1 business day

• Transparent terms and no hidden fees or charges

• In market support from a dedicated local BDM

• Dedicated customer service from an Australian-based OnDeck Loan Specialists team: Mon - Fri, 9am - 6pm AEST

ONDECK DIFFERENCE:• On Deck Capital, Inc. listed on the NYSE: ODK, and launched in

the USA in 2007, expanding into Canada and Australia in 2015

• Globally, the OnDeck Group is trusted by over 80,000 small businesses and funded over $8 billion across USA, Canada and Australia*

• OnDeck partners with MYOB, the accounting platform trusted by over 1.2 million Australian small business owners

• Genuinely satisfied customers:

- 80 Net Promoter Score

- 9.5 Trustpilot Rating

• An OnDeck Broker will always own the customer relationship

• Origination fee cut in half on first renewal loan

• Access to your business credit score via our free and easy-to-use online tool, KNOW YOUR SCORE

• Affiliate member of CAFBA, MFAA and FBAA

COMMON USES OF ONDECK FINANCING?

6 Accredited Broker Program Handbook

* Information relates to the operations of OnDeck Group, including On Deck Capital, Inc. and its subsidiaries.

Loan Process

PRE-SCREENING CLIENTS

Are Your Clients Eligible For An OnDeck Loan?

Pre-screening your clients is important to increasing the probability of an OnDeck approval.

SUCCESS TIPYour chances of successfully funding a loan will increase if your clients exceed

our minimum requirements and are more closely in line with our average

customer profile.

MINIMUM REQUIREMENTS:• 1+ year in business

• $100,000+ annual revenue

• $1,000+ average bank balance

• 500 Equifax Score of business owner

OUR TOP 5 INDUSTRIES:

TYPICAL CUSTOMER PROFILE:• 6 years in business

• $700,000 in annual revenue

• Regular deposit activity

• 700 Equifax Score of business owner

RESTAURANTS, BARS & CAFES

AUTO REPAIR &

MAINTENANCE

RETAILERS & WHOLESALERS

PROFESSIONAL, SCIENTIFIC & TECHNICAL SERVICES

TRADIES & CONTRACTORS

*Restricted industries that we are unable to work with include: Gambling Venues, Non-Profit Organisations, Property Development and Agriculture. Our restricted industries change often. For a complete and updated list of our restricted industries – or if you are unsure about the industry of one of your clients – talk to your Business Development Manager.

CLUES THAT A CLIENT NEEDS FUNDING...

TO GROW:1. “My business is growing fast and I need more... stock, equipment, employees, new location etc”

2. “I’m entering my busy season and I need to... stock up on inventory/hire staff”

3. “I am planning a large marketing campaign”

4. “I need to buy/replace equipment”

TO MANAGE CASH FLOW:1. “I’m still waiting for my customer to pay my invoice so cash flow is tight”

2. “I’m in my low season and cash flow is tight…”

3. “My equipment unexpectedly broke down and I need to buy/replace equipment”

4. “I have a chance to stock up on inventory”

Accredited Broker Program Handbook 7

Loan Process

SUBMITTING APPLICATIONS

For New Customers

After pre-screening your clients and determining their industry eligibility, it’s time to submit

an application.

APPLICATION NEEDS:

1. We must have an ABN/ACN.

2. Physical address of the business and home address of the applicants.

3. Business and home phone numbers. Keep in mind incorrect numbers may result in

auto-declines.

4. Three months recent bank statements.

5. Client Privacy Authorisation.

6. Don’t forget to hit SUBMIT.

Trusts may require additional documentation.

SUCCESS TIPTo receive the fastest possible approvals and thus earn commissions sooner,

submit your applications in full.

8 Accredited Broker Program Handbook

* This is a representative view of the application.

Log into Partner Portal to see complete application.

Loan Process

TRUST APPLICATIONS

For Trusts

1. Change Business Type to Trust.

2. Exact Legal Company Name will be Trustee Company Name.

3. Enter ACN for Trustee Company, enter ABN for the Trust.

4. Three months recent bank statements and a certified original copy of the trust deed.

Accredited Broker Program Handbook 9

Loan Process

FUNDING YOUR CLIENTS

The Closing Process

Once an application is approved, you will receive a Loan Agreement Package that details

the closing process and final steps to funding your clients.

LOAN AGREEMENT PACKAGE & CLOSING DOCUMENTS

After your client is approved for a loan, we will send you a Loan Agreement Package.

This includes a summary of your client’s loan details as well as a list of what OnDeck

needs to remit funds.

The information we need to close a loan varies from customer to customer – it all depends

on the specific application/approval in question. Here is a look at what you can expect:

• Signed Loan Agreement is needed for all customers

• Other documents may include:

- Copy of valid ID of business owner

- Business lease/utility bill to verify business address

- Home lease/utility bill to verify home address

10 Accredited Broker Program Handbook

SUCCESS TIPFor the fastest processing, upload scanned versions of your closing documents

to the Partner Portal.

HOW TO SUBMIT CLOSING DOCUMENTSYou can submit the necessary closing documents in one of three ways:

SCAN AND UPLOAD DOCUMENTS TO

THE PARTNER PORTAL

EMAIL SCANNED DOCUMENTS TO YOUR ACCOUNT MANAGER

FAX DOCUMENTS TO 1800 410 867

Loan Process

RENEWALS

When Are Your Clients Eligible To Renew?

Brokers receive commissions on renewals. So how does the renewals process work?

• Clients are eligible to apply for a renewal when they are approximately 50% paid down.

• Brokers receive commissions on net funded amount.

• As a general rule, a client can have no more than three missed payments and may not

have taken on additional short term unsecured financing (i.e. no stacking).

SUCCESS TIPMaintain contact with your clients for the duration of their loan, and let them

know when they are eligible for a renewal. Remember, you have exclusive rights

to a client’s renewal for 90 calendar days once their original loan is fully paid off.

90

Accredited Broker Program Handbook 11

Communications

COMMUNICATION & SALES POINTS

Articulate & Differentiate OnDeck

Communicating effectively to your clients is an essential part of your success as an OnDeck

Accredited Broker. Here are some helpful talking points to keep you on the right track:

PRODUCT:

• “OnDeck offers term loans to small businesses nationwide.”

• “OnDeck is faster and requires less paperwork than other lenders.”

TERMS:

• “If you are approved for an OnDeck loan, the terms will be anywhere

from 6 – 24 months.

PAYMENT:

• “OnDeck offers transparent pricing and fixed weekly or daily payments.”

• “This allows you to manage your business’ cash flow without large

deductions each month.”

APPLICATION:

• “The OnDeck application only takes ten minutes (1 page), and

approvals can be turned around in as little as one day.”

SUPPORT:

• “OnDeck has Australian-based customer service agents and loan

specialists available five days a week in case you have questions or if

I’m unavailable. They can be reached at 1800 903 257.”

12 Accredited Broker Program Handbook

SUCCESS TIPStay in touch with your clients, even when you don’t need anything from them.

Maintaining a constant line of communication will build trust and increase your

chances of renewing.

on top of it

ACCREDITED BROKER PROGRAM

Get in touch with us:

broker@ondeck.com.au | 1800 903 257 | www.ondeck.com.au/broker