Broker. October 2022

OCTOBER 2022

Magazine

PURPOSE+ PROGRESS Peter White AM on progressing the interests of Australian Brokers 2022 FBAA National Industry Conference • Industry Update - The Unholy Trinity • Broker in Business

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FROM THE CHAIR

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broker in business

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$1 Billion for small business to go digital

FBAA Chairman Tony Carter

INDUSTRY UPDATE

By Peter White AM

David & Debbie Traynow

Dinesh De Silva

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FBAA Education Institute

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Diving In

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What’s on at FBAA

Grow your broker business

Another year of platinum industry events

Check your calendar and make room for FBAA events!

EDITOR & HEAD OF CONTENT Peter White AM MANAGING EDITOR Krystal Camilleri

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SUB-EDITORS Janet White Phillipa Byrne STAFF WRITER Rachel Licciardello

COVER STORY

CREATIVE DESIGN & PHOTOGRAPHY Glenn Hunt Krystal Camilleri

Purpose & Progress Peter White AM on the progressing interests of Australian Brokers

ADVERTISING Krystal Camilleri

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FBAA Member Benefits The latest offers from the FBAA Member Benefits Program.

TELL US WHAT YOU THINK We appreciate hearing from readers.

If you have feedback, news or a story idea you would like us to cover, please contact us using the below details.

NEWS, ADVERTISING AND ADMINISTRATION e: editor@fbaa.com.au p: 07 3847 8119 w: www.fbaa.com.au All information and images are subject to copyright. No part of this publication may be reproduced without prior permission in writing to the Finance Brokers Association of Australia Limited. The views and opinions of the authors and advertisers do not necessarily reflect the opinions of the publisher.

While every effort has been made to ensure the accuracy of information at the time of publishing, the publisher accepts no responsibility or liability for errors, omissions or subsequent consequences including loss or damage from reliance on information in this publication.

FROM T The entire team at FBAA is very pleased to announce a milestone in the growth of our membership numbers. As you would be aware, FBAA is focused very much on the needs of brokers in the finance industry and specifically brokers who are members of FBAA. In June 2022 FBAA achieved 10,078 members, measured as net member growth. Thank you for your ongoing support and advocacy to your associates.

Only four years ago, and in a time of massive change to regulations and legislation, FBAA has grown from just 6500 members to the current day record number. This growth and support encourage the FBAA Board and team to focus even more on the issues impacting members and the key issues impacting the entire industry.

As I mentioned in my last article for Broker Magazine, FBAA through the work of Peter White has worked with government and opposition to keep these issues forefront in the conversation.

This hard work has paid dividends.

The change of government has seen the Minister reach out to FBAA to continue the discussion on clawback and broker remuneration, as promised when in opposition.

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THE CHAIR You can help keep this conversation alive by providing FBAA with examples of current unfair, unreasonable, or unconscionable practices you personally experience. Address detailed information to pwhite@fbaa.com.au. Whilst we cannot take specific cases to the Minister, the information adds to the greater story of one sector using its ultimate power to deal with other sectors inappropriately.

Together we can bring about positive change.

In July, FBAA made some internal appointments to advance the careers of key staff.

Nick Lane Chief Financial Officer Philippa Byrne Chief Operating Officer Leah Renwick National Partnership Manager Christine Anderson State Manager, QLD, NSW, ACT, & NT

of COVID-19 and the encouragement of members who gave very positive feedback on the 2021 National Industry Conference held in March this year. In November the format will be updated and refreshed and provide you with greater flexibility in how you enjoy the event.

As COVID-19 is now under far greater control, we are looking forward to again breaking records in numbers of attendees and the level of support by the industry.

I want to thank the Board of Directors for the time and effort they put into ensuring your association of choice, FBAA, continues to bring you the very best of advocacy, education and support services.

Thank you for being a participating member of FBAA. Tony Carter Chairman

Congratulations to all and we wish you well in your new positions.

In November this year, FBAA will conduct the 2022 National Industry Conference.

This has come about due to the impact

Tony Carter Chairman FBAA Board of Directors

Broker Magazine

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Industry Update The Unholy Trinity Committed to continuing conversations with the new Financial Services Minister, the Hon Stephen Jones, FBAA’s Managing Director Peter White AM has three key items on his agenda ahead of his meeting with the minister. Those three items, the ‘unholy trinity’ as he calls them, are clawbacks, net of offset issues and bank retention teams.

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INDUSTRY UPDATE

The Unholy Trinity CLAWBACK CONVERSATIONS CONTINUE In my industry update for the last edition of Broker back in July, I communicated that, post-election, the new Financial Services Minister, the Hon. Stephen Jones, sent me a text to progress our conversations about the broking industry, primarily clawbacks.

This was an important and proactive step by a new government, following through on conversations we’d had before Labor had come into power.

Obviously, I did not expect this conversation to progress immediately.

A few weeks later, I was in Canberra and saw Stephen briefly as I walked the corridors of Parliament House and attended an evening function.

He told me it would be September before we could push anything forward. Fast forward to September 1, and I received a phone call from the minister’s senior policy advisor wanting to schedule a meeting. Needless to say, I have been impressed by this minister’s commitment to his word and proactive approach in continuing our conversations. I will have more on this very soon.

NET OF OFFSET ISSUES & BANK RETENTION TEAMS These are important conversations that help shape changes to our industry and regulation. My conversations with the minister will focus not just on clawbacks, but also the net of offset issues that the industry is having and the failures of lenders to pay brokers’ commissions within a reasonable timeframe. There are many more conversations to be had, around bank retention teams as an example, but the most important conversations for our industry right now are clawbacks and net of offset issues.

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BANKRUPTCY LAWS Another item on my agenda is the laws around bankruptcy which were being looked to review, so that, under certain circumstances, if you went into bankruptcy you were only in it for one year, not three. That review never proceeded. We are keen to see whether or not that will be continued or not.

I am expecting to spend a lot of time in Canberra.

MONITORING IN PROGRESS As we progress into the 2022–23 financial year, we continue reviewing the programs and changes we put in place. We introduced a number of new technologies, new platforms, restructures that are we now monitoring for improvement. These include our member portal PICS, our new FBAA website, the launch of our Education Institute and industry leading Mentoring Program, our member assistance counselling program through Assure, and our charity portal. Our team has also undergone an organisational restructure to better reflect and deliver our association’s mission.

This phase is an important part of our process – research, develop, deliver, monitor, review, improve. Our aim is to always enhance and evolve our services for members.

Peter White AM Managing Director

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BROKER IN BUSINESS

David & Debbie Traynor

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ooking for a new challenge, former banker and businessman David Traynor launched a brokerage in Inverell, New South Wales. With his wife Debbie Traynor taking charge of business operations, the couple’s initial plans for a brokerage in their local town have been reshaped as their business continues to grow organically. Today, Regional Finance Solutions has 25 licensees in rural and regional Australia working under its brand.

For business owners David and Debbie Traynor, running a regional brokerage is about connecting with the people in your community and making sure the regions have access to the financial services that meet their needs.

David started out in banking back in 1982, focusing his career in rural and regional Australia.

In 2008, while he was Bankwest’s Chief Manager for Rural and Regional Banking in Eastern Australia, David decided to take a break from banking. David and Debbie bought a motel and ran that, while David also consulted to lending organisations on the side, until 2013 when David decided it was time to return full-time to his industry, but this time in broking.

“A good friend of mine, an accountant, basically insisted that I started the business,” recalls David. “Inverell was underserviced by bankers, and there was an opportunity for a commercial and agribusiness broker. I had the skillset, so we decided to give it a go.”

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Initially, David and Debbie’s business, Regional Finance Solutions, worked out of office space at David’s accountant’s premises, which gave the business a good referral system. In 2014, Regional Finance Solutions appointed its first three licensees – in Inverell, Coffs Harbour and Kempsey.

“Growing the business beyond just us wasn’t the initial plan,” admits Debbie, “but knowing David, he likes to grow businesses. He grew Bankwest’s rural and regional presence on the eastern side of Australia from five staff to 250.”

“The original plan was to be running a country brokerage and having a reasonably peaceful life,” agrees David, “but as Debbie said in about 2015, I don’t do a small well!”

Today, Regional Finance Solutions has 25 licensees throughout rural and regional Australia.

The brokers offer personal loans, business loans, home loans, rural loans, equipment loans and more. The business mantra is ‘we want to help an 18-year-old buy their first car all the way through to helping their grandparents with a Seniors loan, and everything in between’. The head office remains in Inverell, with three support staff plus David and Debbie.

“I’ve always worked in the regional market, and the opportunity keeps presenting itself,” says David. “As the banks wind back their services in the country, it creates more and more demand

“To receive the Industry Thought Leader of the Year award shows that my intentions translate – that people hear and understand what it is I am standing up for and why.”

– Peter White AM

“As the banks wind back their services in the country, it creates more and more demand for businesses of our nature.”

for businesses of our nature. As similar things are now occurring in the regional and capital cities, we see that they will become part of our future as well. We could have gone into the capital cities earlier and would probably have written bigger transactions and made more money, but that’s not what we chose to do when we started the business.”

Debbie adds that Regional Finance Solutions supports people in the regions, but the business isn’t limited to regions. “We’ve had brokers in Sydney and Canberra previously, and if somebody in a city (or regional) location wanted to join us, we would welcome them. It doesn’t have to be a regional town,” she says. “We find our licensees are all well connected in their own communities, and they do really well because, like David said, as banks reduce services at a local level our teams’ strength is their community connections.”

The biggest challenges for David and Debbie in expanding their business has been the distances any regional business needs to contend with, and, on occasion, getting lenders to understand local markets. Investment in, and use of technology has overcome some of these hurdles, but technology can never replace the personal touch.

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“There are times lenders will do a webinar with us and tell us about their products, and as soon as we ask what category towns they do, they only do category 1 or 2,” says Debbie. “That leaves out a lot of our team, and so in that respect, it is a bit more challenging.”

Adds David, “it’s always difficult when you’ve got someone in Melbourne or Sydney making a decision on a transaction in a regional centre that’s 800 kilometres away. They don’t have a feel for the local environment, the local market.”

“That’s why in 2016 we obtained our Credit Licence and have built our own panel of lenders to compliment our aggregators (Connective) panel,” says Debbie. “Our panel consists of larger city-based lenders combined with regionally based mutual lenders, that have more of an understanding of the local environment. They live here too.”

As Operations Manager, Debbie handles the onboarding, compliance, and managing the day-to-day things that happen in the business.

As Managing Director, David oversees strategic direction of the business.

“While I look after a small client base, my main role is to remove hurdles, remove barriers,

and create new opportunities,” says David. “I describe it as, I’m good at the big picture stuff, and Debbie’s good at the detail.”

In 2023 Regional Finance Solutions will celebrate 10 years, with David and Debbie focused on continuing to consolidate and grow the business.

“There is a value in our brand,” offers David. “We may not be as well known in Sydney or Brisbane, but we’re certainly known in the regional spaces.

We, and the support team work hard in the background to provide a lot of facilities and services to our brokers. We take away a lot of the administrative and day to day burden.

We do a lot of the stuff that the brokers don’t particularly enjoy doing, so that they have more time to focus on what they do enjoy and to grow their business.”

In 2019 David and Debbie launched a second business called Professional Funding. This is a specialist equipment finance business trading directly and on a referral basis for other brokers outside the group to allow other brokers to

diversify their business without adding another level of training and complexity.

In 2023, David and Debbie will also build on their recently launched third business, a broker-tobroker lending service called Lifestyle Loans and Lending.

“Lifestyle Loans and Lending is designed to service people looking to buy rural residential properties, lifestyle properties,” explains David.

“We’ve worked closely with a lender to develop a product specifically for that niche market.”

“A lot of lenders can do some lifestyle properties, but they have limitations,” adds Debbie. “For example, one lender said the property had to have a garbage truck drive past the front gate before they’d consider providing a loan. Lifestyle Loans and Lending has tried to remove as many of the barriers as possible.”

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Broker Magazine

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$1B for Small Business to

Go Digital

The new tax incentives introduced during the 2022 Federal Budget enable businesses to claim a $120 deduction on every $100 spent on depreciating assets that support digital adoption, allowing more to invest in their digital capability.

By Dinesh De Silva – Founder CEO of netStripes The biggest news for SMEs in the 2022 Federal Budget has been the allocation of up to $1 billion for digital adoption. In addition, the new tax incentives enable businesses to claim a $120 deduction on every $100 spent on depreciating assets that support digital adoption, allowing more to invest in their digital capability.

So how exactly do the tax incentives work?

Technology Investment Boost If your business has an annual turnover of less than $50 million, you can claim a 120% tax deduction for expenses on digital assets with a yearly cap of $100,000. Assets include Website Development, Cyber Security, Portable Payment Devices, and Subscriptions to Cloud-Based Services.

The Skills and Training Boost Businesses with an annual turnover of less than $50 million can claim a 120% deduction on

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external training for staff. Training must occur online or in Australia by registered entities.

The journey to SME digital transformation At netStripes, we see our role as digital specialists for small businesses. We’ve worked closely with the government since 2015 to create a massive awareness of the digital disruption impacting SMEs while highlighting the measures they can take to bridge the digital divide by providing incentives. We think the new incentives are an incredible initiative for the development of SMEs.

What you need know before you start digitalising It is crucial to follow a clear pathway to achieve results from investments in website development or marketing. Unfortunately, too many businesses have made the mistake of jumping straight into creating a website or digital advertising, only to find that after spending all their resources, they did not achieve results.

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With netStripes’ help, her new business website has a strong brand that communicates her credibility as an expert and the financial solutions she provides. Becky built a successful business within 12 months and now needs to hire other brokers to keep up with demand.

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Sonia failed to get traction despite creating her website using a free builder. The solution was a customer strategy for a slimmed-down audience and a professional website with branding that invoked trust and credibility. She then pivoted from a physical gym to an online fitness business with a national market.

What does all this mean? First, it’s an excellent time to invest in your business’s digital growth. Build that website, and invest in professional digital marketing that provides your clients with a seamless online experience.

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“All of a sudden more people are free to choose to live where they want, instead of just somewhere close to the office.”

– SIMON KUESTENMACHER 22

Broker Magazine

PURPOSE + PROGRESS Industry stalwart Peter White AM has worked in finance and broking for some 43 years. Progressing from banker to broker and business owner, Peter has since found himself drawn to positions of purpose. This is how his involvement with the FBAA grew from volunteer to Managing Director. For almost two decades he has worked tirelessly under the FBAA banner Bernard Salt andWithout Simon Kuestenmacher to progress the interests of Australian brokers.

Peter’s are Australia’s top demographers no doubt familiar names. Each writes his own persistent pursuit to better the broking industry, the industry Bernard Salt and Simon regular columns for The Australian newspaper would look much and other media, both deliver compelling talks Kustenmacher of Thedifferent.

Demographics Group spend their days interpreting data, forecasting trends and understanding the habits of Australians, past, present and future. Ahead of their presentation at the FBAA National Industry Conference this March, we asked Bernard and Simon which trends to expect as we shift into life beyond COVID.

insights and forecasts to industry groups, organisations and all levels of government, and are quite probably Australia’s most reported demographers.

Bernard, you may recall, is the ‘smashed avo guy’. In 2016 he wrote a 600-word column about $22 avocado toast and housing affordability – and sparked global attention.

Today, smashed avo remains a recurring trope for housing affordability.

In 2021, housing affordability has reached crisis point, increasing more than 20% in that 12 months. The Big Four banks predict a further increase of between 5-8% in 2022, then a minor correction for a few per cent in 2023.

“I do think people feel they get their fair share when investing in housing,” says Simon. “There are so many people who make more money living in their house than going to work.

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his year, FBAA Managing Director Peter White AM celebrated his 60th birthday. For most, 60 years of living is a major milestone and an opportunity to reflect. Like many brokers and businessmen, Peter ’s personal and professional lives are closely intertwined so it makes sense his reflections include the achievements of the FBAA and the advancement of the broking industry.

His 43-year banking and finance career is sprinkled with awards, industry accolades and a Member of the Order of Australia (AM) honour. Even with such prestigious honours, Peter says the awards that mean the most to him are the recognition from his industry peers that his efforts to enact change are making a real, positive difference for brokers.

In December last year, Peter was named The Adviser’s Industry Thought Leader and Innovator of the Year 2021 Award winner. Then, in August this year, he received The Adviser’s Wellness Advocate of the Year 2022 Award.

These two Australian Broking Awards showcase Peter’s broad contribution to our industry. A contribution that has turned into a passion.

Peter’s career started in 1979, in banking. He worked in various positions, before starting his own mortgage broking business in 1987. After selling that business, Peter worked in the non-bank sector, investment banking and private banking roles, before starting a second broking business in 1999. In 2003, Peter took on a volunteer position as NSW state president with the FBAA. “It’s a bit of a cliché, but I initially got involved in FBAA because I wanted to give back to the industry,” says Peter. “I was passionate about trying to improve standards. I volunteered from 2003 until 2009, and I got more and more invested in the mission. It kind of snuck up on me and grew into a great passion. Eventually I found I was spending 95% of my time doing FBAA work, not working on my own broking business.”

In 2008 Peter committed to leading the FBAA, and was appointed National President and Chairman of the Board.

“In those early days I set out to build FBAA’s national presence,” shares Peter. “I saw a lot of growth potential because FBAA had started in the chattels and equipment finance representation and I had a home loan background, and had achieved good growth in NSW during my time as state president.

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I believed in what we were doing, and we really established the FBAA brand at the national level.

“The more visible the FBAA became, the more people wanted to engage. The more people wanted to engage the more we grew. The deeper and more succinct conversations we had, the more we grew again. In 2003 we had a few hundred members, by 2010 we reached around 1200 members and today we have around 10,200 members and continue to grow.

“Today, the FBAA is the progressive and relevant thought leader as far as an association voice is concerned. We came from being the underdog, to taking dominance in the market.”

The real strength of the FBAA though was shown not just in its growing membership, but in the key industry changes it led. The FBAA, and Peter specifically, is and has always been on the frontline of political and regulatory conversations such as those around the NCCP, BID and flex commissions and so much more.

“The FBAA was integral in the development of the current legislation, the NCCP,” recalls Peter.

“Before the NCCP, the UCCC (the Uniform Consumer Credit Code) was the legislation governing brokers and consumer lending. The UCCC was a national framework that states could modify. The proposed change was to amalgamate it into a rigid national framework. We recognised what was being proposed did not make sense. It would make our industry vulnerable.

“The FBAA led the conversation from 2005 that then shaped, from what was to be originally the Finance Brokers Act – until the FBAA subjected that lenders, consumers and other parties needed to be covered by this legislation – to what became the National Consumer Credit Protection Act, the NCCP in 2009. We could have had very different and unfavourable looking regulation today if it wasn’t for the FBAA’s involvement.”

“IT’S A BIT OF A CLICHÉ, BUT I INITIALLY GOT INVOLVED IN FBAA BECAUSE I WANTED TO GIVE BACK TO THE INDUSTRY.”

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Another key achievement for Peter and the FBAA is the development and shaping of the recentlyembraced best interests duty (BID). “There are still issues with the best interests duty, but our voice was integral is achieving an improved outcome for that piece of regulation.”

Also, around 2017, the FBAA was the sole voice to express concern in changes to legislation pertaining to flex commissions in the motor industry. “That legislation was out to put a ceiling on broker commissions,” recalls Peters. “When writing our submissions to the regulator at that time, the FBAA highlighted that the way ASIC was drafting the regulation meant that a portion of the industry would be disadvantaged by not being able to reduce their commission so to reduce the interest rate.”

For Peter, there have been many career highlights over the decades. The ones he holds closest though are those changes he has weaved into the very fabric of the FBAA and broader industry. From elevating the mental health conversation, to establishing and growing the industry’s most sought-after event, the FBAA National Industry Conference.

“We held our first industry conference some 10 years ago and it was not the great success it is today!” he laughs. “Today, it is the pinnacle industry event, capped off with our Awards of Supremacy and festive themed gala. To watch that event grow and take on a life of its own is really special.”

The Adviser’s Wellness Advocate of the Year 2022 Award is presented to ‘the individual who has actively advocated for health and wellness initiatives, events and/or activities in the industry, among their peers and/or the community at large’.

Peter says he was honoured to have received the award. “This is recognition by my peers, my industry, that I have actually made a difference.”

The trigger that sparked Peter’s mental health advocacy journey started years earlier.

“For years I had watched my loved wife, Janet, deal with depression and anxiety,” shares Peter. “Her daughter, my stepdaughter, is severely intellectually impaired and level three autistic, and that can be really difficult to manage. I watched the drama my wife was dealing with, the terrible medications doctors put her on, then weaning her off, it was tough.

“At the same time, I saw corporate friends of mine struggling with depression and substance abuse to deal with their mental health, and brokers committing suicide and being hospitalised for their depressions. It all culminated in 2016.

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“I WOULD NOT HAVE ACHIEVED ANYTHING COMPARED TO WHAT I HAVE, IF IT WASN’T FOR JANET. SHE GIVES ME THE SUPPORT AND STRENGTH TO PUSH THROUGH ALL THAT GETS THROWN AT ME EVERY DAY.” “I myself had started to develop anxiety which turned into severe anxiety, so I spoke about that. Janet and my colleagues who had battled depression gave me permission to talk about their experiences, which further humanised the mental health conversation. After more than six years, these conversations are a lot easier because we’ve normalised it, made it real for our industry and not stigmatised mental health struggles.”

FBAA’s Member Assistance Counselling Program, provided by Assure, is completely confidential.

Suncorp, the financial sponsor of the program, is only privy to the total number of members who access the program, and not names or any other personal information. However, Peter says the FBAA has received thank you calls from some members who have used the program. “We’ve received calls from brokers saying ‘I was over it, got on your counselling program and now my head’s good, the business is good, you actually saved my life. Thank you.’

Recently, Peter launched a motorcycle enthusiast group for brokers and industry professionals with a shared interest in motorcycles, called The Journey Stay’n Upright. Currently after a couple of weeks, the group is around 30-riders-strong. “In my youth, motorcycles were my main form of transport.

Getting back on a bike, I felt an unusual freedom and relaxation. It eases my anxiety. Maybe it’s because I’m so fixated on not falling off the bloody thing, I forget about the world!

“In 2016, nobody spoke about mental health in our industry, it was taboo,” recalls Peter. “Today, we’re saving lives and changing the conversation. We’ve normalised and humanised mental health, it’s open and transparent. And that’s a significant change.”

They say behind every great man is an even better woman. Peter says nothing is truer of his wife Janet.

“I would not have achieved anything compared to what I have, if it wasn’t for Janet,” he shares. “She gives me the support and strength to push through all that gets thrown at me every day.

“When times get tough she is the strength behind the scenes keeping it all together. Janet is incredible the way she is able to calm things one minute yet take on the world the next.”

As Peter enters his sixtieth year of life, and his soonto-be-twentieth year with the FBAA, he reassures us retirement is not in the near future.

“There is still too much to do. I got into the FBAA back in 2003 because I wanted to help make a

“GETTING BACK ON A BIKE, I FELT AN UNUSUAL FREEDOM AND RELAXATION. IT EASES MY ANXIETY. MAYBE IT’S BECAUSE I’M SO FIXATED ON NOT FALLING OFF THE BLOODY THING, I FORGET ABOUT THE WORLD!” difference, not knowing where that journey was going to take me. It’s been a ride, and I’m looking forward to the journey continuing for quite some time to come.”

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EDUCATION INSTITUTE

Grow your broker business with the FBAA Education Institute Pulling together training courses, resources and useful content to help you grow as a broker or as a business, the FBAA is launching its cutting-edge education platform this month. The FBAA Education Institute is free to members, and it’s available now.

The FBAA has opened its subscription, free-to-members education platform to support brokers at all stages of their careers.

The FBAA Education Institute brings together hundreds of educational courses, webinars, videos and resources in one platform. The institute will assist brokers and broker businesses to develop skills across a range of vital areas including business-building, compliance, technology, personal development and mental health support.

Many of the courses are eligible for CPD

hours. To assist with the development of the platform, called CPD Rise, FBAA has partnered with registered training organisation AAMC Training.

FBAA Managing Director Peter White said supporting members with access to education is a priority for the FBAA in 2021.

“Through 2020, the FBAA engaged with members to determine current needs of the broking community and one common theme to come out of our research was ‘training and education’,” explains Peter. “Working within the broking industry is getting more complicated as we face changes to regulation, in particular the BID [best interests duty] and proposed extension of the BID,” says Peter. “The obligations on brokers are much more stringent than they have been in the past – you need to be in front of the changes.

For example, if you employ staff, you

“Education is about empowering brokers with knowledge, and this platform gives brokers a central point to search and access the information, courses and other resources they need to succeed.” need to be across changes in industrial relations laws and ensure your contracts and agreements are up to date. If you’re looking to expand your business, there are laws in each State that could impact your business.

“Education is about empowering brokers with knowledge, and this platform gives brokers a central point to search and access the information, courses and other resources they need to succeed.”

“This is about being smarter than the average bear, you might say.” The Education Institute offers courses related specifically to the broking industry as well as more general courses related to business operations, from HR to IR, to time management and project planning.

Driven by an easy-to-use search function, the platform will also recommend courses and content to you based on what is happening within the industry.

An independent advisory group – comprised of brokers, aggregator, lender, mentor and the FBAA – oversees the institute’s development and will continue guiding which courses and materials will be available to members, to ensure available content meets evolving market needs. While many courses available are free to FBAA members, additional courses can be accessed at discounted rates.

“The FBAA sees the Education Institute as a valuable asset to your broking business,” says Peter. “Our vision is

for brokers and business owners to embrace this platform as an everyday resource, building it into staff induction and onboarding procedures and helping brokers drive their businesses forward.”

Get on the right course. The subscription free-to-members FBAA Education Institute launches October 2022.

Learn more

Diving in!

We’re diving right back in to another stellar day (and night) of FBAA events, with the 2022 National Industry Conference, Awards of Supremacy and themed gala dinner set for Friday 11 November.

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DEDICATED

TO YOUR Success The theme of November’s conference is Dedicated to Your Success. As your broker association, we are just as dedicated to your success as we know you are. Through a top-notch line-up of speakers, you will gain industry insight, learn tips to accelerate your success and be energised by the speakers’ sharing their stories.

“We’re embracing new technology, and because of COVID delaying our 2021 conference to March this year, we want to give something fresh and new to those who are attending both conferences in the one year,” says FBAA Managing Director Peter White AM.

The 2022 National Industry Conference will take a modified format. The conference will take place in three separate spaces. In one space, the traditional format will play out the keynote speakers taking the stage and speaking to the room. However, the other two spaces will be holding various workshops. To avoid noise interference between the rooms, the workshops will use headphones for silent conferencing.

“It’s going to be a blast. Great speakers, great subjects, and also relevant to brokers within their business.”

Watch the highlights from the 2019 FBAA National Industry Conference

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2022 The FBAA’s annual Awards of Supremacy will return to celebrate the best of the broking industry in Australia.

The awards cover multiple categories, from state achievements to commercial property finance, asset and equipment finance, mentors, mentees, BDMs and,

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of course, the pinnacle accolade of the evening, the national broker of the year.

“This year we have expanded some of the award categories,” says Peter. “We have also had the largest number of nominations ever in the history of FBAA’s awards. The competition for these prestigious awards is fierce.”

2022 FRI. NOV. 11TH Sea World Gold Coast 8th annual national awards open to all finance professionals

Register Now

Celebrating the Finance Industry’s Top Achievers

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2022 Gala Dinner &

AWARDS OF SUPREMACY This year’s theme is Ocean Odyssey, an appropriate theme for the event held at Sea World.

Expect to see water-related costumes – ocean creatures, mythical creatures, pirates, mermaids, characters from movies set at sea.

The themed gala dinner is always a highlight for FBAA members. It’s a chance to turn in the corporate attire and embrace the fun and festivity of dressing in costume.

This event has a staunch fan following. People expect the evening to be a big hurrah – and it always is!

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MENTORING PROGRAM

Helping mentors inspire & challenge the next

Generation of brokers As a Mentor:

The FBAA Mentoring Program will provide you with the necessary tools to ensure the mentee achieves the skills and knowledge to be a competent and responsible finance broker.

As a Mentee:

The FBAA Mentoring Program will enhance your skills and provide specific knowledge and tools to help you excel as a finance and mortgage broker.

Learn More ONLINE PLATFORM

Now Available

PROUDLY SUPPORTING

Help us give people with Breast Cancer the chance to

REST AND RECHARGE with THE OTIS FOUNDATION This October, ALI Group is supporting The Otis Foundation, a charity dedicated to providing a network of retreats at no cost to those with Breast Cancer. A place where they can create lasting memories with their loved ones.

Do you, or someone you know, own a property that might be suitable?

By donating your property for a few nights as an Otis retreat, you have a unique and rewarding opportunity to directly help those with Breast Cancer and their loved ones. Scan to find out more…

(03) 5444 1184 | info@otisfoundation.org.au | otisfoundation.org.au

Exclusive for FBAA

Members

Marimekko Oiva/ Siirtolapuutarha 15x12cm Side Plate Set Member Price: $101.52

Lifespan Kids Cellar Nest Swing Set with Slippery Slide Member Price: (ENQUIRE)

Explore the benefits, deals, offers and savings exclusively for members.

SHOP NOW

Via the FBAA Members Area 2XU Gym Bag - Black Member Price: $102.00 40 40

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Deus Ex Machina Circle Logo Hoodie - Black Member Price: $110.50

Lifespan Fitness ROWER-605 Magnetic Rowing Machine Member Price: (ENQUIRE)

Luxury Escapes Gift Card - $500 Member Price: $480.00

Garmin Venu® Sq 2 – Music Edition, Peach Gold Aluminium Bezel Member Price: $433.92

100% Blake Sunglasses - Soft Tact Crimson/Bronze Member Price: $162.89

Bang & Olufsen BeoPlay A9 4.G Gold Tone GA Member Price: $5,002.50 Broker Magazine

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What's on At

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OCT-DEC Q&A WITH WHITEY WEBINARS Held monthly, these Q&A sessions with FBAA Managing Director Peter White AM are streamed as a live webinar session with the FBAA and an invited guest or guests.

Q&A

With Whitey

Topics include Government updates, business building advice, industry updates, news from lenders and aggregators, issues of concern for brokers, mental health and more.

Click the register now button to view and register for the latest Q&A With Whitey sessions.

OCT-DEC NETSTRIPES WEBINARS

All the latest webinars

FBAA and netStripes bring you all the latest webinars and trends to position your business for online success.

Click the register now button to see and register for upcoming netStripes webinars.

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OCT-DEC ACCENDO FINANCIAL WEBINARS 27TH OCT - COMMERCIAL LENDING SKILLS 17TH NOV - BUSINESS CREDIT WRITING SKILLS 8TH DEC - MASTERING CASH FLOW Click the register now button to register and read more about these events.

NOV

11

FBAA NATIONAL INDUSTRY CONFERENCE 2022 The FBAA will host the first ever Silent Conference complete with specialised small business workshops and keynote speakers that will ensure each attendee has an experience they wont forget!

Join over 1,000 of your Industry peers and discover new products, services and tools that can help you within an ever-challenged career as a broker.

Click the register now button to register and read more about this event.

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NOV

11

FBAA AWARDS OF SUPREMACY 2022 How would you like to boost your career by elevating your professional profile with industry recognition with the 2022 FBAA Awards of Supremacy?

The Awards cover multiple categories, from state achievements to commercial property finance, asset and equipment finance, mentors, mentees, BDMs and, of course, the pinnacle accolade of the awards, the national broker of the year.

Click the register now button to register and read more about this event.

NOV

11

‘OCEAN ODYSSEY’ FBAA GALA DINNER 2022

“Our themed gala dinner is always a highlight for FBAA members,” says Peter. “It’s a chance to turn in the corporate attire and embrace the fun and festivity of dressing in costume.”

“There’s no limit. We love the creativity you all bring each year,” he says.

Click the register now button to register and read more about this event.

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OCT-DEC NATIONAL SPEED DATING ROADSHOWS FBAA are presenting a brand new session filled with educational information for our upcoming FBAA Speed Dating Roadshow! This will be a fantastic opportunity to learn valuable information from a plethora of highly professional lenders. You will participate in: • Lender speed dating rounds • Hearing Gareth Woodham, expert Property Valuation and Advisory for Family Law, share insights on property markets around the country.

OCT

06

GOLD COAST SPEED DATING ROADSHOW

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OCT

11

MELBOURNE SPEED DATING ROADSHOW

OCT

19

PERTH SPEED DATING ROADSHOW

LAUNCESTON, NOVEMBER 30

SYDNEY, DECEMBER 06

ADELAIDE, DECEMBER 08

REGISTRATION OPENING SOON Broker Magazine

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STATE PRESIDENTS Nick Harper

Graham Doessel

Western Australia - State President

Queensland - State President

Director NHM Asset Management Mobile: 0438 151 181 Email: wa@fbaa.com.au

Mortgage Now Mobile: 0414 628 111 Email: qld@fbaa.com.au

Kym Russell

Paul Biddle

South Australia & Northern Territory - State President

New South Wales & Australian Capital Territory - State President

Nieuvision Financial Planning Mobile: 0402 201 510 Email: sa@fbaa.com.au

Mortgage Rate Finder Mobile: 0450 573 336 Email: nsw@fbaa.com.au

Brett Spencer Victoria & Tasmania - State President Opica Group Mobile: 0412 497 110 Email: vic@fbaa.com.au

Would you like more information on an FBAA event or PD Day thats happening in your local area? Maybe you have some feedback or an issue you would like to discuss?

Finance Brokers Association of Australia Street: Level 1, 1 Miles Platting Road Eight Mile Plains QLD 4113 Post: PO Box 4792, Eight Mile Plains QLD 4113 Phone: (07) 3847 8119 Email: info@fbaa.com.au Web: www.fbaa.com.au 49

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Tony Carter

Peter White AM

Chair | Director

Managing Director | FBAA Life Member

Cert IV Finance, Graduate Management Qualification (GMQ) – UWA

MAICD

Tony Carter has been involved with the motor and finance industry for more than 40 years.

The last 20 years he has been Dealer Principal and Director of three motor dealerships. He has been engaged with finance since his early career days at AGC and was a licensed finance broker in WA from 2004 to 2013, ending as an ACL holder when he resigned from the motor dealership position. Today, Tony holds a credit representative role under his son’s company and runs his own vehicle and finance brokerage in WA. Over the past 20 years Tony has been on three not-for-profit boards; BIZLINK (Chairman), Asthma Foundation WA (Chairman), and Asthma Australia (Director).

Special Responsibilities Chair of the FBAA Board of Directors | Member of Finance, Audit Investment and Remuneration Committee | Member of Governance and Risk Committee | Chair of Nomination and Membership Committee | Member of Education Development Committee | Leader of State President Liaison Advisory Group | Member of Concierge Advisory Forum

Principal Broker Brokerage WA Phone: 0418 911 220 Email: tcarter@fbaa.com.au

Peter White AM has vast experience in banking and finance, spanning more than four decades.

He is highly engaged with government and industry regulators, ensuring and protecting the future of our industry and dealing with regulatory matters of the day.

Peter’s activities with FBAA include representation on the Advisory Board of the Small Business Association of Australia, as Chairman of the Global Board of Governors for the International Mortgage Brokers Federation (IMBF), and the industry’s passionate advocate for mental health awareness. Peter was awarded as a Member of the Order of Australia (AM) in the June 2019 Queen’s Birthday Honours List, for his significant service to the finance sector and to the community.

Special Responsibilities Government, media and strategy | Leader of Concierge Advisory Forum | Leader of Combined Industry Forum | Leader of International Mortgage Brokers Federation | Leader of Education Platform Steering Committee | Member of Finance, Audit, Investment and Remuneration Committee | Member of Governance and Risk Committee | Member of Nomination and Membership Committee | Member of Education Development Committee | Member of State Presidents Liaison Advisory Group | Member of Equity Release Advisory Forum Phone: (07) 3847 8119 Email: pwhite@fbaa.com.au

KIM SZIGETI

STEPHEN RASMUSSEN

Company Secretary | Director

Treasurer | Director | FBAA Life Member

JJP (Qual), DipFS, AFB, MAICD, GIA (Affiliated)

B.Com (Prof Acct), Cert IV (FMB),CPFB, MAICD, FBAA Life Member

Kim Szigeti has vast experience in finance and mortgage broking, spanning more than 25 years.

Kim joined FBAA in 2005, was Secretary to the Queensland Council from 2007 to 2009 and was elected to the Board in 2017. She was appointed to the position of Company Secretary in 2017.

Kim is a member of the Australian Institute of Company Directors and the Governance Institute. Over the years Kim has been involved in numerous volunteer positions within the community as Chairperson, Coordinator and Secretary to secure donations and organise events.

Special Responsibilities Chair of Governance and Risk Committee | Chair of Education Development Committee | Member of Nominations and Membership Committee | Member of Education Platform Committee

Mortgages Can Do Phone: (07) 5592 2635 Email: kszigeti@fbaa.com.au

Stephen Rasmussen has been involved in the finance and banking industry for more than 40 years. He started in a branch environment, acquiring broad lending experience across retail and SME sectors, before starting his own broking business in 1995. Stephen joined FBAA as a member in 2000, was appointed Queensland and Northern Territory State President in 2009 and was elected to the Board as a Director in 2016.

Special Responsibilities Finance, Audit, Investment and Renumeration Committee | Leader of Equity Release Industry Advisory Committee | Member of Governance and Risk Committee | Member of Combined Industry Forum

Principal Tailored Lending Concepts Mobile: 0412 295 875 Phone: (07) 4637 0836 Email: srasmussen@fbaa.com.au

ANGELO LAURO

Clive Kirkpatrick

Director

Director

AFB, Certificate IV (FMB)

BEc, MBA, GAICD, Grad Dip FP, Grad Dip App Finance & Investment

Angelo Lauro has had several careers in executive and development roles across various sectors in the past 20 years with more than 10 years in finance specialising in asset finance.

Angelo has built successful businesses including one of the largest asset brokerages in Australia.

Angelo is currently the director of a boutique aggregation business supporting brokers across Australia and currently works with the Commercial Equipment, Asset Finance and Motor Dealers Committee (CAM) supporting asset brokers and motor dealers.

Special Responsibilities Member of Governance and Risk Committee | Member of Nomination and Membership Committee | Member of Education Development Committee | Member of Education Platform Committee

Director Australian Finance Aggregation Phone: (07) 3193 9447 Email: alauro@fbaa.com.au

Clive Kirkpatrick is a successful executive with more than 30 years’ experience in banking and financial services both in Australia and offshore.

He is experienced in strategy formulation and execution, business management, sales management and people leadership. Clive’s generalist background and sound understanding of marketing, product development, legal and compliance is supported by an MBA (Master of Business Administration). Clive has developed governance and directorship skills through GAICD and memberships and has a specialist knowledge and demonstrable capability in distribution.

Special Responsibilities Member of Finance, Audit, Investment, Remuneration Committee | Member of Governance and Risk Committee | Member of Dispute Resolution Service | Member of Concierge Advisory Group

Director Kircon PTY LTD Mobile: 0439 564 885 Email: ckirkpatrick@fbaa.com.au

Felicity Heffernan

Barry Honey

Director

Director

DipFMB, DipBA

Felicity Heffernan has been a business owner for 22 years, and run her own mortgage brokerage since 2007. Based in Newcastle, NSW, she is also the author of two books and speaks publicly on assisting people who want financial freedom. Felicity has served on the FBAA NSW State Council and as past NSW State President. She holds a strong advocacy position for the improvement of financial competencies to be lifted in Australia.

Special Responsibilities Member of Dispute Resolution Service | Member of Nomination and Membership Committee | Member of State Presidents Liaison Advisory Group

CEO Property Loan Advisor Mobile: 0417 024 300 Email: fhefferman@fbaa.com.au

An experienced board director, Barry is a Chartered Accountant whose roles have included chairing HBF Health, Bethanie Group and Bethanie Housing as well as Churches of Christ in WA. He was a board member with Plan B Group Holdings Limited, Plan B Trustees Ltd, HBF Health, HBF Insurance, Westcare, together with various committees of the Uniting Church in Australia and major not-for-profit sports associations. Formerly the Partner in Charge of the Corporate Recovery Division of KPMG in Perth, Barry is presently a partner at Chartered Accountants, Honey & Honey. Barry brings a high level of governance and financial analytical skills as well as expertise in the oversight of undertakings in a ‘for-purpose’ environment.

Special Responsibilities Member of Governance & Risk Committee

Partner Honey & Honey, Chartered Accountants Phone: (08) 9382 3902 Email: bhoney@fbaa.com.au

Nick Wormald Director Nick Wormald is a certified mortgage finance professional and business finance specialist, working with Australia’s up and coming entrepreneurs to unlock growth with the right application of finance. Based in Sydney, Nick is a speaker, author and youth mentor.

Accumulating over 22 years experience in business investment, business strategy and management, Nick currently leads a team of finance professionals in his own business. Nick has served on the FBAA NSW State Council and as past NSW State President.

Special Responsibilities Member of Dispute Resolution Service

Grow Capital Mobile: 0488 810 555 Email: nwormald@fbaa.com.au

“Twenty years from now you will be more disappointed by the things that you didn’t do than by the ones you did do. So throw off the bowlines. Sail away from the safe harbor.

Catch the trade winds in your sails. Explore.

Dream. Discover.”

- Mark Twain