GHL Bank: Raising Capital For a Mortgage Portfolio Dominic Adu - CEO

From Ghana Home Loans to GHL BANK 290 employees 4 Branches – Accra, Tema, Kumasi, Takoradi Converted into Real Estate focused Universal Bank in June 2017 Further investment by AAF 3 in 2016 Founding shareholders include Standard Bank & FMO then IFC joins in 2008 Management buy-out in 2012 with Aureos Africa Fund Founded as an NBFI in 2006 by 3 Ghanaians

The Journey So Far 1 Award winning and clear market leader in mortgages in Ghana 3 We have helped to grow the mortgage industry over the years US$ 30mm in loans arranged for select developers Weekly Mortgage Education Clinics held since 2008 Biennial Housing Fair and Annual training for developers 2 Strong, unique relationships with international providers of long term credit Mortgage data is for June 2015 as we don’t have 2016 numbers yet. Will confirm… Today, GHL has a database of over 60,000 potential mortgage customers

Transactional services The GHL Business Model Extending what we know and do best into the retail and real estate supply segments Funding Products Channels Clients Long Term Loans First time buyer Equity Release Headquarters Individual Customers Individuals looking to purchase US$ 30K-150K homes Customers on average, will be earning at least US$ 1K GHL Refinance Home Completion Buy-to-Let Land Purchase Insurance Remittances Property Services Purchase GHL BANK Long Term Loans First time buyer Equity Release HQ + Ltd. Branches Individual Customers Customers earning at least US$1K Individuals looking to purchase US$ 30K-150K homes Individuals seeking home construction or home improvement Other lending facilities may require lower incomes Refinance Home Completion Buy-to-Let Land Purchase ATMs Insurance Remittances Property Services Purchase Deposits Call Centers Offset mortgage Savings Business Customers Financing for reputable property developers seeking finance to increase the supply of houses in the market Cards Transactional services Mobile App Investments Wealth Mgt Regional MBS* All-in-one Account Personal Lending E banking Construction Loans * MBS – Mortgage Back Securities

Key Roles of GHL Mortgage Funding Structure Mortgage Loans Agreement Agreement borrower and lender Deed of Assignment Assigns the receivables from the mortgage pool to the LT Funder Warehouse Facility Agreement Temporary facility before drawdown from LT Funders Collateral Agent Agreement Regulates the collateral relationship between all parties Paying Agent /Account Management Agreement Regulates the cash waterfall Long-term facility agreement Ultimate funder of the loan pool Servicing Agreement Governing servicing arrangement after loans have been sold

Roles and Flow of Funds Ghana Home Loans (Long Term Lender) Warehouse (Originator & Servicer Borrower) Collateral Agent (Custodian & Trustee) Warehouse Provider Borrower Paying Agent (Receives Mortgage repayments and pays lenders, CA & GHL) Loan Repayment Monthly payments Loan Assignment of security Loan Drawdown Bridge Repay Bridge Fees for service Residual

Typical Agreements Agreement Purpose Mortgage Loans Agreement Agreement borrower and lender Warehouse Facility Agreement Temporary facility before drawdown from LT Funders Deed of Assignment Assigns the receivables from the mortgage pool to the LT Funder Servicing Agreement Governing servicing arrangement after loans have been sold Paying Agent /Account Management Agreement Regulates the cash waterfall Collateral Agent Agreement Regulates the collateral relationship between all parties Long-term facility agreement Ultimate funder of the loan pool

Funders – Over $190m Raised

Capital Raising – Key Take Aways Create an unbeatable team Demonstrate knowledge of the industry Transparent collateral management Don’t be greedy in the first negotiation Research potential funders Create an ecosystem of funders Good housing keeping Submit reports in time Always be ready for DD Be the first to let funders know of the issues – e.g. covenant breaches Build strong relationships with them First and second round funders

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