Focus on the borrower's needs and desires, and be sure the monthly payment fits the borrower's budget. With the Loan Counselor you can tailor the monthly payment and your sales presentation without sacrificing the loan protection package.

Remember to ask the borrower what monthly payment she can afford. When you have that information, the loan can be adjusted to match the desired monthly payment. There are several options available in the Loan Counselor:

• Specify a desired monthly payment - If you have calculated an equal payment consumer or commercial loan and the borrower indicates that the payment is too large, click on the [Back to Inputs] button on the top right hand corner. From the "Calculation Option" combo box, there are two options that will allow you to recalculate the loan in such a way that the desired payment is met without dropping any existing protection products. The "Proceeds" option computes the amount the borrower may borrow with the specified payment and loan term. The "Term" option computes the term necessary to borrow the specified amount with a specified monthly payment.

• Changes in protection - By clicking the [Back to Inputs] button in the upper right hand corner and returning to the Inputs screen, you may change the protection plans and click the [Calculate] button. The loan will be recalculated using the new protection plan.

• Adding a final balloon payment - Click the [Back to Inputs] button in the upper right hand corner and return to the Inputs screen. You may click the [Balloon] button and add a final balloon payment to the loan. There are 3 options related to balloon calculations. Be sure and review your on-line manual for details.

Determining what the borrower's needs and desires are and tailoring the monthly payment around those needs and desires is an important part of the sales presentation. With the WinLoan Counselor, it is easy and fast. You will be able to satisfy your borrower and meet your objectives at the same time.