February 2022
Magazine
LEADING THE WAY 2021 ABA Winners
TAKE CONTROL OF YOUR LIFE By Saving Brothers
SIMON KU E ST E N M AC H E R LIFE BEYOND COVID
DEMOGRAPHERS SIMON KUESTENMACHER AND BERNARD SALT SHARE 7 MEGA TRENDS THEY EXPECT FOR LIFE BEYOND COVID.
New Finance Broker Reveals Digital Success • Industry Update - Jam-packed • The Path Unknown
06 08 12
FROM THE CHAIR
14 30 36
Leading the way
FBAA Chairman Tony Carter
INDUSTRY UPDATE By Peter White AM
Member Transfer Initiative Join the FBAA with the Member Transfer Initiative
2021 ABA winners
Take control of your life By Saving Brothers
Strategies to succeed in 2022 for finance brokers By Dinesh De Silva, CEO NetStripes
46 52 56
FBAA Member Benefits Exclusive Offers Discover benefits, deals and discounts
The path unknown Two Brisbane women who bought a town
New finance broker reveals digital success Meet NetStripes customer, Becky Baker
62
board of directors Meet the FBAA Board of Directors
EDITOR & HEAD OF CONTENT Peter White AM MANAGING EDITOR Krystal Camilleri
20 COVER STORY Demographers Bernard Salt and Simon Kuestenmacher on the mega trends to expect in 2022.
38 Business in
a new world Have you registered for the FBAA National Industry Conference on Friday 11th March 2022?
SUB-EDITORS Janet White Phillipa Byrne STAFF WRITER Rachel Licciardello CREATIVE DESIGN & PHOTOGRAPHY Jessica Camilleri Matthew Gianoulis Krystal Camilleri ADVERTISING Krystal Camilleri 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.
Pepper Money Real Life Loan Options
Commercial loans
Talk to us today 1800 737 737 scenarios@pepper.com.au
Real Life Loan Options
Terms and conditions apply. Pepper Money Personal Loans is a brand of Pepper Group Pty Limited. Credit is provided by Now Finance Group Pty Ltd, Australian Credit Licence Number 425142 as agent for NF Finco 2 Pty Limited ACN 164 213 030. ©Pepper Group Pty Limited ABN 55 094 317 665; AFSL 286655; Australian Credit Licence 286655 (“Pepper”). All rights reserved. Pepper is the servicer of home loans provided by Pepper Finance Corporation Limited ABN 51 094 317 647. Pepper Asset Finance Pty Limited ACN 165 183 317 Australian Credit Licence 458899 is the credit provider for asset finance loans.
DIVERSIFY INTO COMMERCIAL FINANCE WITHOUT THE ‘HEAVY LIFTING’ Lend is a leading commercial finance platform that provides real-time access to a comprehensive portfolio of business funding solutions from non-bank, specialist funders, and private lenders. Lend enables all brokers to easily diversify independently of their commercial finance maturity and financial literacy levels. Here’s why more brokers are choosing Lend: • Lend is a centralised hub of all business funding segments • It’s the easiest and the fastest way to provide businesses’ greater access to funding • You don’t need to be across all lenders, and their ever-changing product, policy, lending parameters, and credit criteria (we are!) • Our superior product-lender matching technology provides aligned funding solutions - in real time • Make better-informed loan decisions with LendScore™: a powerful and fully automated tool that indicates the likelihood of the loan receiving lender approval • Our highly-regarded CPD-accredited LendEd education series actively upskills brokers
1300 668 843 | donelle@lend.com.au | lend.com.au
FROM T Welcome to 2022 and we hope a year when COVID-19 gets off front page news. Focus should be on you, your health and safety, and success in business. I only mention COVID-19 as now managing your response to it is just another element of how you run and develop your business. FBAA has a very clear set of guidelines for the office, staff, and interaction with people outside of the office environment, including visitors. If at any point you are struggling with this aspect, please contact FBAA office. We are happy to share how we are managing the virus pandemic. At the 2021 FBAA AGM, members voted to elect Nick Wormald to the FBAA Board as a Director. Nick, from NSW, is a very active broker and over the past years equally active as a FBAA State Councillor and State President. As State President, Nick was a tremendous team member and offered forward thinking, showing genuine interest in ways to improve the finance broker
6
Broker Magazine
THE CHAIR industry. Welcome Nick, the Directors look forward to working with you. The FBAA Member Satisfaction Survey was conducted in late 2021 as part one of two in this financial year. We received some well-thought-out input and suggestions. The quantity of data received was significant and to ensure we identified the key points this was sent to independent professionals for analysis. Peter White and the team are now working through the analysis and integrating suggestions and ideas for modifications related to a raft of current and new initiatives. It is very pleasing to see input from members indicating FBAA is relevant to them and a valued source of material, information, and education. A second survey to be run toward end of the current financial year will test to see that we remain on course, relevant and valued by our members.
the FBAA website, development of an education platform, new member relations program, new member benefits program plus ongoing member support programs for dispute resolution and mental health. Additionally, we have completed five independent research projects focusing on the key issues impacting FBAA members. On behalf of the FBAA Board I want to thank all members for their resilience in tough times and ongoing support of FBAA as your premier industry body and advocate. Equally, I want to recognise the individual and team effort put in by members of the FBAA Board and FBAA staff. Tony Carter Chairman FBAA Board of Directors
The growth in FBAA membership along with savings made over the past two years have been put to good use. This has allowed membership fees to be frozen for two years, final redevelopment of
Broker Magazine
7
Industry Update Jam-packed With a federal election due, increased regulator engagement, aggregator conferences, PD Day Summits and the highly anticipated face-to-face National Industry Conference, the first half of 2022 is jam-packed.
8
Broker Magazine
Jam-packed LABOR CONFIRMS POSITION ON BROKER REMUNERATION Changing broker remuneration was a hot topic leading up to the last federal election. We are now on the cusp of a federal election date announcement, and I am pleased to say this topic is no longer hot, in fact it’s merely simmering in the background. Working closely with both sides of government has been a key part of our advocacy role for many years, and for the past 18 months or so I have been working more closely with the Labor Party to assist them in understanding our industry better. Our efforts have been successful, our message has been received. Although I knew this before Christmas, this news was embargoed until Shadow Minister for Financial Services and Superannuation Stephen Jones
confirmed the Labor Party’s position on broker remuneration, stating broker remuneration is not on the party’s agenda for review or consideration. Late last year Treasurer Josh Frydenberg confirmed the coalition is also not looking to change broker remuneration. With a federal election nearing, I am pleased that brokers are free to vote without fear or favour, unburdened by additional fear of impacting broker remuneration.
REGULATORY ENGAGEMENT CONTINUES Currently, FBAA is working through a significant amount of stakeholder engagement. In fact, I would call this increase an explosion of consultation papers to work through.
“I would call this increase an explosion of consultation papers to work through.” - Peter White AM
Get finance against your trail income One product with a simple goal to unlock the potential of your trail income without the need for a second mortgage. 10 10
Broker Broker Magazine Magazine
www.TrailBookLoans.com.au
Add to this some carryover pieces from last year. While this type of work is often not seen, it is essential to our industry; we want regulators to consult us when reviewing existing or passing new legislation. Please be assured that we are on top of these consultation processes, putting forward the voice of the broking industry. To help us, just keep doing what you’re doing. Our data tells us that 98.3% of people believe their brokers act in their customers’ best interest. Of course, with a federal election date announcement expected any day now, the government will soon shift into caretaker mode with no decisions or progressions made on these regulatory fronts until the election is held and the winning government sets out to prove their worth in their first 100 days.
FBAA NATIONAL INDUSTRY CONFERENCE The FBAA National Industry Conference is happening, Friday 11 March at the Gold Coast. Registrations are strong, there are only a few exhibitor spaces left, our speaker line up is
Peter White AM Managing Director
fantastic – we are on! After the conference, we will celebrate with a gala evening themed heroes and villains. Interpret that however you will. I’m sure there will be some creative costumes as well as the classics.
MENTAL HEALTH FOCUS In 2022, the FBAA will continue our focus on wellbeing and mental health. The latest data on mental health suggests there is a clear increase in mental health suffering in men. One in five men suffer anxiety, myself included. For me, I have found two ways to ease the anxiety. One is standing on a stage speaking, which many people find strange. The other is when I am out riding my motorbike. Our focus on mental health for all brokers and broking industry professionals will continue, starting with International Women’s Day event in March, International Men’s Day in November, RUOK? Day in September, and other featured events throughout the year.
12
Broker Magazine
Leading the way
Closing out 2021 on a high note, 10 members within the FBAA family won Australian Broking Awards.
The Adviser’s 11th annual Australian Broking Awards were held in December, celebrating the broking industry and some of its shining stars, including 10 FBAA members. Amongst the award winners was FBAA’s own managing director, Peter White AM, who was named the 2021 Industry Thought Leader of the Year. The Adviser states Peter received this award for consistently being the voice for brokers, regularly lobbying government and regulators, consulting with federal government over regulations impacting the broking sector, and initiating conversations around mental health in the industry. “I was absolutely thrilled and honoured to receive this award,” says Peter. “Being recognised by your peers is incredibly special, and personally fulfilling. I spend significant time driving new initiative and conversations, with the intention to make a difference. 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. “I’ve been part of the Australian banking and finance system for 43 years now and I’ve seen the good and the bad across all its sectors,
14
Broker Magazine
from mainstream banking to private banking to non-banking and brokering and a lot more in between. When broking came onto the scene in the very late ‘80s, then more-so through the ‘90s and beyond, the positive difference it brought to the lending sector couldn’t be ignored. In fact, brokers were making such huge, positive impacts that many bankers tried to collapse them in the early days before they realised they needed to embrace the sector as it was the future. “Governments look at this sector and some get it, some don’t, and some just take a political viewpoint to oppose who’s in government. For me, the important element here is that politicians and decision makers understand the truth of the value that brokers bring to consumers and the constant pressure it keeps on competition in the marketplace – without brokers we reset the clock some 30-plus years to a draconian era of dictatorship lending where the borrower comes last,” says Peter. “My working with politicians aims to educate them to see the truth and not be swayed by political pressures or groups with self-interest agendas or blatant commercial conflicts of interests. It’s about doing what is best for the market, for borrowers and, as a result, brokers.”
“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
Peter’s advocacy for mental health within the industry will continue in 2022, with increased focus on face-to-face and live streamed events for International Women’s Day and International Men’s Day, as well as FBAA’s annual RUOK Day event. He also has a passion project in the works, he hopes other FBAA members will embrace. “I’ve ridden motorbikes since I was a kid – albeit not in the past couple of decades! – and in late 2020 I purchased an Indian Challenger motorcycle to help with the control of my own severe anxiety. I am in the process of
establishing an industry motorcycle enthusiasts’ group, coordinated through a closed Facebook group and Instagram page called ‘The Journey – Stay’n Upright’. We’ll start initially in Queensland with day runs to interesting destinations, where we’ll have industry chats over lunch so these meets will be eligible for CPDs. “Once that hits the road, I will arrange for similar structured rides in all states across our country for anyone who rides a motorbike in our broking sector,” offers Peter. “My hope for this group is to create a sense of family and camaraderie between colleagues with similar interests.”
Congratulations to the FBAA members who won at The Adviser 2021 Australian Broking Awards.
16
MENTOR OF THE YEAR - Heather Gallagher, Outsource Financial
MAJOR AGGREGATOR OF THE YEAR - Connective
NEWCOMER OF THE YEAR - Connor Perry, Money Links
INNOVATOR OF THE YEAR - Mortgage Advice Bureau
WELLNESS ADVOCATE OF THE YEAR - Colin Lee, Inspire Reality
TECHNOLOGY PLATFORM OF THE YEAR - Lend Capital
BROKER MARKETING PLATFORM OF THE YEAR - Loan Market
TRAINING AND EDUCATION PROGRAMME OF THE YEAR - AFG
BOUTIQUE AGGREGATOR OF THE YEAR - Liberty Network Services
INDUSTRY THOUGHT LEADER OF THE YEAR - Peter White
Broker Magazine
Seize the moment. Save the day.
For many businesses, in-depth documentation, long turnaround times and mounting fees mean loans through the big banks are simply not an option. Strive Financial provides a range of loan solutions to Australian businesses, so whether your client is investing in new equipment or sealing the deal with short term funding – whatever their purpose, we’re there when it matters.
No financials | Minimal fees | Fast settlement, quick commission | No credit checks
1300 478 748 loans@strive.financial www.strive.financial Broker Magazine
17
18
Broker Magazine
“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 20
Broker Magazine
LIFE B EYO N D COV I D Australia’s top demographers Bernard Salt and Simon Kustenmacher of The 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.
Bernard Salt and Simon Kuestenmacher are no doubt familiar names. Each writes his own regular columns for The Australian newspaper and other media, both deliver compelling talks 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. Broker Magazine
21
“Everyone in Australia is obsessed with housing, from Cape York through to Launceston, through to Bunbury. All Australians want a nice home.” – BERNARD SALT “If you purchased a home in Melbourne, that has easily gone up a hundred thousand dollars per year.” “We’re a really rich country per capita, and we direct our wealth into housing,” adds Bernard. “Everyone in Australia is obsessed with housing, from Cape York through to Launceston, through to Bunbury. All Australians want a nice home.” Simon, who migrated from Germany, says the obsession with home ownership is a very Australian idea. “There are so many businesses and endless podcasts dedicated to the topic, auction clearance rates in the newspapers.
22
Broker Magazine
“That makes no sense outside of Australia. For Germans, we put our money into cars.” Since 2017, Bernard and Simon have run the boutique agency they co-founded together, The Demographics Group, offering business advisory services, corporate speaking, datadriven insights and social commentary. This March 11, Bernard and Simon will take the stage at FBAA’s National Industry Conference. While some of the major ongoing concerns – like geopolitical tensions with China or US, and climate change – will remain front of mind, we asked Bernard and Simon what else to expect in 2022 as we learn to live with COVID.
ONE
MILLENNIALS CONTINUE FAMILY FORMATION In March 2020, as we entered the first lockdowns, many articles were published predicting a ‘corona baby boom’ would follow. That didn’t happen. In fact, data released in December 2021 revealed Australia recorded its lowest birth rate on record ever, at just 1.58 [babies per woman]. “That is quite low,” says Simon, “even ‘European low’ – Italy is at 1.3.
“That will shift the geographic setup of Australia quite significantly. It will also then impact the working-from-home question – how many workers will return to the office and how many will remain at home?” Bernard refers to US demographer Harry Dent: “He said you buy the most expensive property you will ever buy in your life, in relative terms, when you are 42. The reason is because at 42, you've got another 20 years in the workforce to pay back a mortgage, both you and your partner are probably working, you've had your kids and now you need the space and you want the trophy property. “You've got this mountain of millennials pushing to late thirties, early forties, looking for mortgages to buy their trophy property, their dream home,” says Bernard. “I won't tell the millennials that peak divorce occurs at about 46 to 48.”
“This [declining birth rate] comes as no surprise to economists and demographers though, because in times of uncertainty we do find fewer rather than more babies,” says Simon. “The birth rate dropped deepest in Melbourne [1.43], which of course experienced the strictest lockdowns.”
“As millennials have babies, they will leave the inner cities and move to wherever three- and four-bedroom houses are affordable and available.” – SIMON KUESTENMACHER Simon says millennials – the biggest generation in Australia – will continue to have babies in 2022, however increasing the birth rate may take a year or two. “It will really take a new wave of big picture optimism across the whole board to get this birth rate up again,” he says. “As millennials have babies, they will leave the inner cities and move to wherever threeand four-bedroom houses are affordable and available,” says Simon.
Broker Magazine
23
TWO HYBRID WORK
Following two years of on-off work-fromhome, many workers and employers will embrace a hybrid approach to work. “Pre-COVID, about 5% of the Australian workforce worked from home. At the height of lockdowns, around 50% of the workforce worked from home. The new normal will be somewhere in between, probably around 15% on any given day,” says Simon. “That means that 15% of workers are no longer buying coffee at the inner-city hipster cafe, they’re buying it at their suburban cafe or not buying it at all and just brewing it at home. That's a big shift for retail.” This realisation that some jobs are able to be worked remotely has allowed workers to move to other cities. “All of a sudden more people are free to choose to live where they want, instead of just somewhere close to the office,” says Simon. “This is why lifestyle towns were the biggest winners of the outflow, in particular Southeast Queensland.”
THREE
THE MANHATTEN EFFECT Following on from the previous trend, as more professionals move out of capital cities and into lifestyle towns, such as Sunshine Coast for example, locals can be priced out of some areas. “You get well to-do baby boomers from Melbourne or Sydney or Brisbane or wherever, moving there, snapping up property and pushing up property values,” says Bernard.
24
Broker Magazine
“There is a chance that the people who were priced out of the local market feel resentful towards the newcomers – and that’s a nightmare for social cohesion.” – SIMON KUESTENMACHER
“The town’s big issue then becomes one of, how do waiters and dishwashers and labourers work or live in those communities?” continues Bernard. “I call it ‘the Manhattan effect’. Only really rich people and the homeless live on Manhattan Island. If you do a job like a teacher or a nurse, you actually have to live in the suburbs and commute in.” “There's a big social issue going on at the moment around the well to-do, the knowledge workers, swanning into town, snapping up all the best properties and then shunting out the people that actually make that town work. But again, it also shows that give Australians half a chance and they'll take the lifestyle option every time,” Bernard offers. “It doesn't take a lot of a population increase in a small town to drive the housing market through the roof,” adds Simon. “Actually, very few people can do this. You then need to improve infrastructure to this town and make more land available to provide enough housing for everyone and the decentralisation of the population can work beautifully. “But if we don't do it right,” continues Simon, “then there is a chance that the people who were priced out of the local market feel resentful towards the newcomers – and that's a nightmare for social cohesion. That's not the atmosphere that you want in a town.”
“People will be thankful that the worst is over and will now want to rebuild, recreate and procreate…” – BERNARD SALT
FOUR THE GREAT RESET
Australians, not everyone but a lot of them, have had two years at home contemplating life, reassessing where they are in life. Are they happy in their job? Do they want to work for this organisation? Are they happy in their home or apartment? Do they want to relocate to a house with four bedrooms and two bathrooms and a front yard? Do they want to move to a sea change town? Is their business structured the right way? Are they in the right relationship?
“I'm very interested in the psychology of the pandemic,” says Bernard. “There's a theme coming out of the US at the moment, people are talking about ‘the great resignation’. This is the idea that because of the skills crunch, people are tossing in their job and getting a better one that pays more. There's evidence of that in the US, but it hasn't surfaced in Australia as yet.
“This is a Control-Alt-Delete moment and it's prompting a whole series of demographic change,” he says. “Pre-COVID, everyone was on a treadmill without too much thinking about what they were doing. Post-COVID, we're much more concerned about planning and positioning and strategic thinking.
"It may well occur here in 2022 and beyond. Although, I'm not quite convinced that it's ‘the great resignation’. I would think that 2022, from a psychological or consumer attitude point of view, is more ‘the great reset’.
“The great reset is people rethinking where they are, how they are, where they live, their financial situation, maybe their mortgage. People have time to think about it and they want to rework it.”
“This is a Control-Alt-Delete moment and it’s prompting a whole series of demographic change.” – BERNARD SALT
FIVE
MORE HIGH-INCOME JOBS “The mega trend when we look at income is that we are adding more jobs in the highincome spectrum,” says Simon. “Highly skilled workers are the only segment of the market that grew during the pandemic. “The standard middle-income Australian is eroding away because we are creating fewer middle-class jobs,” he continues. “So, we have a U-shaped economy with lots of high income, lots of low income, few in the middle. My concern always is how do we provide housing for low income workers? Who is going to lend money to the low-income workers, whose income is somewhat predictable but very low. In particular, looking at housing in the big capital cities for the low-income workforce is going to be problematic.”
SIX
RETURN OF MIGRATION The impact the pandemic has had on Australia’s migration the past two year has been significant, and the flow-on effect of that will continue for decades, with what Simon and Bernard call the ‘missing million’. In pre-pandemic 2019, Australia’s population was 25.3 million, predicted to grow to 29.8 million by 2030. After two years of declining birth rate and restrictions to international travel and migration, the adjusted forecast is 28.9 million by 2030.
“The difference is around 900,000 people,” says Simon, “but we round up because the ‘missing million’ is a cooler name.” Australia’s ‘missing million’ are under 10 years old (fewer children due to fewer births), and skilled migrants and international students who tend to be between 18 and 39 years of age. “If you take away migrants and international students for a couple of years, it means they will not have their babies in Australia, they'll have them elsewhere. That will stay with us for decades to come,” says Simon. “In 2022, we will hopefully see the return of migration into Australia, which will turbo charge the economy,” he continues. “International students will probably be the first cohort allowed back into the country at scale; and that will not have any impact really on house prices because international students and even skilled migrants will just take up the empty apartments in the inner city. We will have a year or two of catching up with migration without impacting the housing market. “The interesting question will be around skilled migration,” says Simon, “Every industry I've spoken to says they face a skill shortage. Everyone will want their skills, their jobs to be listed on the skills migration list. It’ll be interesting to see which jobs will get the go ahead first.”
SEVEN AUSSIE OPTIMISM WILL PERSEVERE
“As bad as the pandemic has been for Australia – a thousand people have died and the economy went backwards by something like 3% last year – in the broad scheme of all things that can go wrong, that's not bad,” says Bernard. “In the First World War, Australia lost 60,000 men in a population base of 4 million. Then we had the Spanish Flu where we lost 15,000 people.
Broker Magazine Broker Magazine
27 27
And yet, the early 1920s was a period of great jubilation, people wanted to celebrate life. Once you had got through the calamity of the First World War, you had brand new thinking, Women got the vote, they changed fashion from the corsets of Edwardian era to the racy bare-arms style of the 1920s. “In the 1940s, the post-war Australia was very optimistic and very positive, very entrepreneurial. We imported an enormous number of entrepreneurial immigrants in the late ‘40s, early ‘50s. People like Frank Lowy who founded the Westfield Group. Dick Dusseldorp, who founded Civil & Civic which went on to become Lendlease. I think people will be thankful that the worst is over and will now want to rebuild, recreate and procreate, and create that better version – that sort of redesigned version – of their life, ‘the great reset’.” “Once you feel like you leave a bad thing behind, there's a beautiful momentum that comes with it,” supports Simon.
“A sense of optimism that really pushes a generation forward.” “The other argument is that Australians are naturally optimistic people,” adds Bernard. “We have no ‘European history’ to speak of, we are forward-looking and there's a colonial naivety about Australians that we think, ‘Oh, the worst is over. The future is going to be better.’ Whereas if you come from Europe, you think, ‘Oh, this is bad stuff. It's going to lead to more bad stuff, to more bad stuff.’ It's always proved a good adage for Australians. We are very optimistic and positive people if we can get through a bushfire or a flood or a drought. We’re also good at rebuilding.” Bernard Salt and Simon Kuestenmacher will present at the FBAA National Industry Conference, Friday 11 March 2022 at the Gold Coast.
Do you have clients with low credit scores
?
Be a hero broker and save your clients thousands in interest and establishment fees. Are they struggling to pay high establishment fees or high interest rates? At Credit Fix Solutions, we offer fast and friendly, no result nofee credit repair services.
Our CEO, Victoria Coster, has repaired thousands of reports, and has removed negative listings up to $2,000,000 from a report.
No obligation, free assessments available for any credit reports on behalf of your clients. Broker Magazine 28
Award winning Australian owned business.
creditfixsolutions.com.au
sales@creditfixsolutions.com.au | 02 8896 6256 | Toll Free: 1300 43 65 69
BRISBANE | SYDNEY | MELBOURNE | ADELAIDE | PERTH
For your pocket & your planet
Home Loans shouldn’t cost the earth. Partner with Gateway Bank and achieve more for your clients’ pocket and the planet. Our range of discounted Green Home Loans provide competitive options for your clients. Supported by our ethical lending and investment policies, Gateway is able to provide a differentiated alternative for you, and your clients.
Personal service from start to finish
Competitive rates, progressive policies & innovative solutions
No channel conflict
Ethical Lending & Investment Policies
Single underwriter assessment for each deal
First Home Loan Deposit Scheme Panel Member
Get in touch
1300 302 474 gatewaybank.com.au/broker
Gateway Bank Limited | ABN 47 087 650 093 | AFSL / Australian Credit Licence Number 238293 Broker Magazine
29
Take control of your life Feeling a little lost, or not quite yourself? Get yourself back in the driver’s seat and steer yourself toward a healthier, happier future, with a free mental health toolkit.
30
Broker Magazine
Saving Brothers is a global community and resource which aims to support men with a focus on promoting health, self and wealth, and creating connection and communication, not only for men, but for the women that love and support them also. This global brotherhood of contributors and ambassadors offers personal and professional perspectives to help other brothers with whatever they are going through – from prevention and diagnosis, to treatment and recovery; not just in health and addictions, but careers, families, finances and everything else that makes men tick.
Saving Brothers offers a safe place for men to connect, to collaborate, and to challenge each other to sit in the driver’s seat of their own life. More information and advice can be found at the Saving Brothers website. Go to https://savingbrothers.com/fbaa-ebook/ to download your free ebook: Your Guide to Gain Control Over Your Health, Self & Wealth.
Articles are written by experts in their fields, offering guidance on topics like: the impact of sleep deprivation on your health, mental health and wellbeing support for small business, how to check in with your feelings, why businesses are trying to improve their teams’ financial wellness, how to help your adult kids financially, and so much more.
Broker Magazine
31
Being a medical doctor working in psychiatry in Melbourne, I’ve truly seen firsthand the impact COVID-19 and other recent events have had on the minds of many, and I can’t stress enough that if you’ve found yourself struggling, you’re not alone. It’s been a time for reaching out and asking questions. Here are some of the top mental health questions I’ve been asked recently – chances are you might have asked some of these yourself…
The top questions I’m asked as a mental health doctor right now Dr Kieran Kennedy is a Medical Doctor and Psychiatry Resident with degrees in Psychology, Physiology and Medicine/Surgery. He is a respected health and wellness advocate who holds a passion for furthering the mental and physical health of the modern man and woman. It’s no surprise the events of recent years have massively impacted Australia’s mental health. From the bush fires, to COVID-19, to eternal lock downs and the roller coaster that was the US election, it’s safe to say it’s been one wild ride. While it’s been incredibly difficult for many of us dealing with the changes that this year has brought, a true positive has been the shift we’ve seen toward looking ‘inside’ so much more – to having more open conversations about mental health and the place health of mind has in our day-to-day lives.
32
Broker Magazine
How do I know if I’m feeling stress or anxiety?
This is one of the most common questions about mental health – it can be hard to untangle these symptoms. Usually, stress is a response to something external that we are experiencing; a direct ‘fight or flight’ response defined as occurring when we feel our capacity to meet a demand is outweighed by the demand itself. Signs of stress are much the same as anxiety, and we might notice our muscles tense, our breathing quicken, our mind fog or our heart start to race. The difference here however is that stress is usually tethered to a specific demand, and eases as we tackle it. An anxiety disorder however encompasses symptoms that tend to stick around after the stressful situation has passed or resolved – or without one being there at all. Panic attacks, restlessness, racing heart, obsessive thinking and hot and cold flushes are all symptoms you might be familiar with. If signs or symptoms of stress or anxiety are gearing up to significantly impact our day to day lives, or look to be lasting far longer than we think they should, then it’s important to head to your doctor to get some support.
Is it normal to have mood swings?
In a word, yes. Changes in our mood and quick shifts in emotion are common, and not necessarily a sign of illness or disorder. This one has been a hot topic lately and an important one to clarify and call out as our mood tends to shift and shake when we’re going through times of change, uncertainty and fear. Aka, 2020-2021. Many people have noticed that over recent months their mood has felt “up and down” or (as one patient recently told me) “not just all over the shop, but the whole town”. Adjustment reactions are sets of symptoms that occur when our mind is trying to find solid ground with significant change or loss – mood swings are a common part of this, and so
they’re something that both men and women have been asking a lot about lately.
How can I sleep better?
Sleep is incredibly important for our body and mind. It influences how our body functions, our risk of disease and even our overall life span. This year has made sleep particularly tough to come by for a lot of us, as stress, anxiety and depression all make it take a hit. Statistics point to up to 50% of people going through at least one significant period of trouble with their sleep each year, and during times like the pandemic you can bet those rates are even higher. Some of the best ways to help get a bit more much-needed shut eye are centered around what happens before bedtime. As best you can, stick to a consistent bedtime and wake time, dim your lights in the hours before bed and stay off screen devices within an hour of bed to begin prepping your body for sleep. It can also help to avoid caffeine six hours before you’re planning on hitting the hay and watch out for too much alcohol (which fractures sleep while we’re doing it).
When is a problem actually a problem – when should I get help with my mental health?
This is another very common mental health question. There is never a solid yes/no answer, and so the 101 here is that if you’ve stopped to ask yourself the question, then that’s the point to reach out. Changes tend to progress over time so it’s important to take time out to reflect on your mental health and identify if anything has changed significantly. Some signs that indicate it might be time for you to ask for help are: 1. Noticing significant changes have occurred to the way you’d usually feel, think or act on a day-to-day basis. 2. Feeling significant distress from what we’re going through on a daily basis and/or when we can no longer do or enjoy the things we normally would or need to. 3. The presence of any thoughts about self-harm, suicide or harm to others (which is a signal for urgent need of support).
4. Notable changes to sleep, diet, energy levels, concentration or physical health that can actually be signs of mental struggle themselves. There’s never any shame in reaching out for help, and the good thing about 2020 is that we’re all more plugged into the mental side of things and in it together. Start by opening up to loved ones (even a single person you trust), and a good place to start regarding professional help is to check in with your GP to see what further steps might be needed.
Is it normal to express stress and sadness as anger?
Absolutely! Our minds are complex beasts and how one person responds to an event or emotion is going to be different to how another might. When we’re going through change and significant stress, it’s not unusual for your mind to move into fight or flight mode as a means to protect us and keep us safe. While this is a helpful response in some ways, most of the time it can make us feel stressed, anxious and even tired. Anger and irritability can be a common throwback here as well, but for many of us anger is actually a means of expressing fear and sadness. Acknowledging this (and the deeper feeling under anger) is the best place to start, as is exploring means to diffuse distress and fear through more helpful means like exercise or talking it out. This can be tricky, so talking to a professional if you’ve noticed anger and irritability ramping up is key.
The key here is that you’re not alone and these big impacts are ones that many have been feeling. If you feel like it’s time to get help with your mental health, a GP is a great place to start the conversation. They may refer you to a psychologist who can help you with subsidised sessions through the Mental Health Care Plan.
Why is change and uncertainty so damaging to mental health?
What many people might not realise is that the mind is built to predict, manage and problem solve day in day out. It’s this very reason why change and the unknown can feel so confronting. One of the key reasons this year has been so difficult in terms of our mental health is the sudden shift in our routines, and habits and go-to’s to keep us feeling ‘us’ that have truly knocked our brains for six. It’s normal to place a lot of our self-worth and identity on our job, our position at work and how productive we are – all of which have been massively impacted by this year. This has, in many ways, forced us to look past these areas to find a sense of self, purpose and meaning. While our mind is incredibly resilient, it can take some time to adjust to these changes but know that you will come through and adjust. This article was originally published at savingbrothers.com
What are the biggest impacts of the pandemic on mental health?
Most areas of our life have been affected by the pandemic (to say the least) and this has definitely impacted our mental health. From losing your job, being isolated from family and friends or being concerned about contracting the virus itself, it’s understandable that many have felt alone, anxious and low these past few months. A sense of isolation has been one of the biggies for pandemic life, and for those who live alone it’s been difficult to find that same sense of connection. Statistics show us that these impacts have been felt the most by young people, and for those who’ve found themselves out of work or with major financial strains. 34
Broker Magazine
Download your FREE mental health toolkit
Strategies to succeed in 2022 for Finance Brokers As we enter a new year, it’s a great time to prepare for changes and new opportunities in the finance industry. Here are a few powerful strategies every finance broker can use to create an epic 2022.
36
Broker Magazine
1. Re-envision Your Business
What would you love to achieve in 2022 for your business? Here are some great questions to ask yourself on how you went in 2021. • What success did I achieve? • What has changed for my customers due to COVID? • What new demand appeared in my industry? • Which competitors are doing well and why? Now analyse what areas of your strategy are working and what can be improved. What limitations do you face? What limitations are you experiencing in terms of revenue, cash flow, or growth? Often these can be removed without more capital or resources. An issue we’ve seen is the ‘glass ceiling’ businesses place on themselves through a lack of clear marketing strategies. In this case, a fresh perspective provides insight and solutions. Recognise your true capabilities Reviewing what customers love about your service, will give you insights on how to craft a strategy and position yourself above competition. Your true capabilities are those that give you an edge over competition. Set new goals This starts with setting financial goals. Where are you now? Where do you see yourself in 12-months from a perspective of sales revenue, or gross margin from sales? Plan new goals for the business based on your answers.
2. Nail Brand Image
With more businesses competing online, nailing your brand (your messaging both visuals and written) is now a must. Strong branding on your website, advertising, and social media, needs to be clear, concise, and communicate trust signals.
3. Leveraging Social Proof
On average, 97% of shoppers read reviews and ratings before committing to a purchase, and your website is no different. Use Google reviews, social media, and videos in your marketing to build trust.
4. Tech Trends Voice search Use of “Siri” and “Ok Google” are growing, voice queries include keywords like who, how, what, where, why, and when. For example, someone would type 'best mortgage brokers near me’ and say “Who are the best mortgage brokers in my area”. Consider what customers say, instead of type, and fine-tune your website content to answer these questions. Video marketing Businesses will invest in long-form content on YouTube to build brand affinity, and educate their audiences. Learn how to use the power of video in 2022. It is about you doing a few videos using your smartphone by putting yourself out there. Artificial Intelligence Today AI technology is in everything and will soon be applied to develop tools in your industry to serve clients, ease workflow and innovate. Virtual Reality (VR) and Augmented Reality (AR) are also becoming trendy. Research YouTube for use cases in your industry.
5. Social Media
To succeed with social marketing this year, focus on advertising. Organic engagement for businesses is very poor due to multiple changes in algorithms. The smartest way to reach audiences and drive traffic to your website is through advertising, and make sure you support it with retarget advertising. This is a powerful combination for SME success. For further advice on strategies, get in touch with netStripes. Our team of specialists are ready to help your business achieve success. Visit: https://bit.ly/3FuocmU
By Dinesh De Silva – CEO of netStripes
Broker Magazine Broker Magazine
37 37
The FBAA’s National Industry Conference is back! The finance and mortgage broking industry’s largest professional conference will focus on giving you the right tools, tips and motivation to support your business in a new world.
What does the reality of 2022 mean for brokers, the economy and the property market? What tools will you need to support your loan customers, enhance your operations and future proof your business? With greater technology at our finger tips and changes to the way we assist borrowers, 2022 has opened the door to business in a new world. ‘Business in a new world’ is the theme for the upcoming FBAA National Industry Conference which will be held at Sea World, on the Gold Coast, on Friday 11 March. After numerous postponements, the conference is finally pushing ahead. FBAA Managing Director Peter White AM said it is time to reconnect with brokers and industry professionals from around the country.
38
Broker Magazine
“Our National Industry Conference is a major industry event, and I’m thrilled we will be back at the Gold Coast, soaking in some Queensland ‘winter’ warmth and mingling with our industry’s brightest,” says Peter. “It’s been two years since we held our last National Industry Conference, Gala Dinner and Awards of Supremacy – and an exceptional two years at that. We will of course take all measures to ensure safety at the conference, in line with our venue and Queensland Government guidance. “There is an appetite for the education, professional insights and business motivation for which FBAA’s National Industry Conference has become known.” REGISTER NOW
BrokerMagazine Magazine Broker
39
Bigger, better, faster, stronger. When you choose OnDeck, you choose a loan provider who knows small business. Our solutions are smart, simple and designed to put you and your clients first. Bigger We generally offer larger loans than our competitors, thanks to The KOALA Score™, one of the most predictive credit scoring engines in Australia. Better Our loan terms are designed around the needs of small businesses. We won’t ask for upfront security on any size loan. Faster With Lightning Loans®, we can fund up to $100k in as fast as 2 hours with only 6 months bank statements, and more complex loans up to $250k in as fast as one business day. Stronger Our focus is on strengthening your business and our dedicated Broker team pride themselves on understanding your needs and providing exceptional service.
Get onboard: Visit ondeck.com.au/broker Email broker@ondeck.com.au Call 1800 831 294
JMS638_1221
Contact us today to learn more about our Broker Partner Program.
SPEAKER LINEUP
Simon Kuestenmacher
Bernard Salt
Simon Kuestenmacher is the Director of Research at The Demographics Group based in Melbourne, Australia, and a rising star in data animation and interpretation with astounding predictions for Australia’s future. In just two years he has amassed 125,000 followers globally who enjoy his insights and his quirky observational style.
Bernard Salt AM is widely regarded as one of Australia’s leading social commentators by business, the media and the broader community.
Simon speaks on demographic trends, consumer insights and cultural change in Australia. Simon holds degrees in geography from leading universities in Berlin and Melbourne and worked for several years as a business consultant with KPMG Australia. A columnist for The Australian newspaper, he is also one of the two co-founders of The Demographics Group and an emerging media commentator on demographic and data matters. He is frequently sought out by SkyNews, The Project, newspapers and radio stations across Australia to comment on demographic megatrends and the future of Australia. Simon was named one of the world’s Top 50 influencers in data science by carto.com, he reaches over 30 million people every month through his Twitter account.
Bernard heads The Demographics Group which provides advice on demographic, consumer and social trends for business. Prior to that, Bernard founded KPMG Demographics. He writes two weekly columns for The Australian newspaper and is an adjunct professor at Curtin University Business School. In conjunction with KPMG Australia he hosts a top-rated podcast called ‘What Happens Next’ which discusses rising trends and important business issues. Bernard is one of the most in-demand speakers on the Australian corporate speaking circuit. He is well known to the wider community for his penchant for identifying and tagging new tribes and social behaviours such as the ‘Seachange Shift’, the ‘Man Drought’, ‘PUMCINS’ (pronounced pumpkins) and the ‘Goats Cheese Curtain’. He is perhaps best known for popularising the phrase “smashed avocado” globally. Bernard was awarded the Member of the Order of Australia (AM) in the 2017 Australia Day honours.
Broker Magazine Broker Magazine
41 41
Yasmin London
Michael Pascoe
Yasmin London is the Executive Director of ySafe, Australia’s largest online safety education organisation. Yasmin ignites social change through education and courageous conversations.
Michael Pascoe is one of Australia’s most respected and experienced finance and economics commentators with four decades in newspaper, broadcast and online journalism covering the full gamut of economic, business and finance issues.
Yasmin’s mission is to equip people with the skills and knowledge to ensure technology enhances their modern day lives, rather than detracts from it. As the Executive Director of ySafe, Yasmin has collaboratively overseen the team’s delivery of online safety education to 500,000 kids since its inception, 100,000 parents and 50,000 school staff educating on multiple aspects of digital wellbeing and online safety. Yasmin regularly speaks at events and conferences, and consults for governments, schools, business and not-for-profits. Aside from being widely recognised as Australia’s ‘Dancing Cop’, she’s also written for Kidspot, and appears on Channel 9’s Today and Weekend Today Show providing advice for Australians on online safety and positive technology management. Having spent 13 years in the NSW Police Force, Yasmin has worked at the coalface when it comes to dealing with real-life consequences of negative online behaviours.
42
Broker Magazine
Michael is most recognised through his many years spent reporting on business and finance on Channels 9 and 7, in addition to his past role as Contributing Editor for the Sydney Morning Herald and Age. He’s now contributing editor for The New Daily and regularly seen as a commentator on ABC’s The Drum and 7’s Sunrise and other programs. He is a popular conference speaker and MC, bringing rare humour and plain language to the ‘dismal science’ of economics. Michael was born and educated in Queensland, starting his career with The Courier-Mail before working in Hong Kong for three years on the South China Morning Post. He joined the Australian Financial Review in Sydney upon returning to Australia and then pioneered specialist finance journalism in commercial broadcasting - first with the Macquarie Radio network, then with Channel 9, Sky News and 7.
SHADÉ zahrai An award-winning leadership strategist, Harvard-trained coach and member of the esteemed Forbes Coaches Council, Shadé Zahrai is a specialist in building a success mindset, self-belief and self-mastery for business professionals, and enhancing people-centric cultures. Shadé Zahrai is recognised for her superhuman ability to translate neuroscience and psychology research into practical, actionable strategies to accelerate success. As Principal and Director of Influenceo Global Inc., a leadership development, consulting and research firm, she consults, trains and coaches leaders and teams from startups to Fortune-500s. Her work aims to breathe life into organisational culture to enhance change-readiness for transformation, increase engagement, support the development of people-centric strategies and boost commercial performance. A former commercial lawyer with a background in psychology and strategy consulting, bolstered by 10+ years across a top tier legal firm and Big-4 bank, Shadé is in touch with the human side of business. She also specialises in programs for high performing women to maximise confidence and supercharge success.
Laura Scarlett Martin Laura Scarlett Martin is a visionary entrepreneur and multi-award winning executive with 15 years experience in Real Estate Finance with Matrix Mortgage Global (Matrix). After graduating with a MSc in Business Psychology and Honours BSc in Cognitive Science from the University of Toronto. By implementing her vast knowledge of organizational psychology and stepping into the Chief Operating Officer role at Matrix in 2016, she achieved a 5-year revenue growth of 710% and led Matrix to become Canada’s #1 Mortgage Brokerage (4x Brokerage of the Year Award, CMAs 2017-2021). In addition to building up Matrix with Founder and CEO Shawn Allen, Laura established a strong personal brand with her 35k+ Linkedin connections. It was there that she cultivated her vision and thought leadership, which has made an indelible mark by disrupting the industry and demanding change in transparency, leadership opportunities and higher ethical standards. Her contributions in thought leadership and business have produced a paradigm shift in the financial services industry. She is able to excite, inspire and empathize with a broad array of audiences and brings high levels of enthusiasm and energy to all her engagements. She has been published over 40 times, including by national newspapers (The Globe and Mail), is a regular contributor to Canadian Real Estate Wealth Magazine, a sought after conference speaker and panelist (Buzz Conference on Luxury Real Estate June 10,2021), and sits on the Board for the University of Toronto Woodsworth College Alumni Association (WCAA).
Broker Magazine
43
Chelsea Pottenger Chelsea is an international motivational speaker, an accredited mindfulness and meditation coach, a psychology student, a proud ambassador for mental health charities including R U OK? and The Gidget Foundation and an authority on mindfulness and productivity. For 12 years Chelsea worked in the corporate world and then a life adversity happened. After her life reboot, Chelsea commenced her studies in psychology. Her clients range from the big four banks, to tech companies like uBer and ebay, Estee Lauder and The Australian Defence Force to name a few.
Peter White AM Peter White is the Managing Director of the FBAA and first started as a volunteer with the FBAA in 2003 as the State President for NSW, then National President and Chairman of the Board of Directors. Peter’s banking and finance career spans over 41 years covering retail banking, Head of Private Banking, Associate Director of Marketing and Distribution in Investment Banking, established RAMS Home Loans first sales office in 1993 and has run several mortgage management and broking businesses of his own.
Chelsea has featured on Sunrise, ABC and Channel 9, and in FBAA’s Broker Magazine.
A strong and passionate advocate for industry, Peter spends a significant amount of time with regulators and government as well as being a Registered Lobbyist in his own right and is the leading advocate for Mental Health Awareness in our finance industry.
Chelsea is no stranger to FBAA’s National Industry Conference, having previously presented a fascinating, educational and motivating talk some years ago.
Peter was recognised in the 2019 Queens birthday honours with an “AM” Member of the Order of Australia for significant services to industry and the community.
Garmin Vívoactive 4 45mm Black with Slate Hardware
Exclusive for FBAA
Members
BMW Corporate Program - A More Rewarding Journey for FBAA Members
Explore the benefits, deals, offers and savings exclusively for members.
SHOP NOW RedBalloon Instant Gift Card - $250 46 46
Broker Magazine Broker Magazine
Goalrilla CV60 In Ground Basketball Goal
Country Road Instant Gift Card - $100
Freedom Furniture Instant Gift Card - $250
Apple AirPods (2nd generation)
Apple 13-inch MacBook Air
Gasmate Odyssey 1 Burner Gas BBQ
Broker Magazine
47
This time tomorrow... your small business clients could be set for success with our flexible funding solutions and unrivalled customer service. Partner with Prospa today and introduce yoursmall business clients to a lender who really understands the needs of small businesses.
prospa.com/partners Australia’s #1 online lender to small business
48
Broker Magazine
Broker Magazine
49
50
Broker Magazine
We will meet your clients' needs through a range of financial product solutions.
Unsecured Business Loans
Trade Loans
Invoice Financing
Line of Credit
Sale & Leaseback
Cash Flow Lending
Term Loans
Technology Equipment
Fit Outs
Novated Lease
Yellow Goods/Earth Moving & Infrastructure
Heavy Commercial
Trucks
Transportation & Logistics
Construction
Agricultural Equipment
Motor Vehicles
Refinancing
Motorbike Loans
Caravan Loans
Boat and Jetski loans
Insurance
Personal Loans
Other Equipment
Expand your business today through our dedicated team of finance professionals who will act on your behalf for your clients' cashflow and asset finance needs.
Become a partner today 1300 393 061 www.amfin.com.au brokers@amfin.com.au Broker Magazine
51
The Path Unknown Two Brisbane women working in risk, have poured blood, sweat and a whole lot of love into an almost-forgotten country town and former Queensland business hub. The script reads like Australia’s own version of the television hit Schitts Creek: two best friends from the city, Suzy Shepherd and Angela Nogaski (née Jelic), buy a run-down country town centre, and get to work giving it a new lease of life. Suzy, who runs a Financial Planning practice in Brisbane, and Ange, who is an Insurance BDM at ALI Group, purchased the Kooroongarra town business centre, which was established in 1905 and is located three hours and 240 kilometres west of Brisbane. The name Kooroongarra is a local aboriginal word, with ‘kooroon’ meaning resting place for birds and ‘garra’ meaning water. But, to quote Suzy, there’s no rest for these two birds as they set about restoring the historical town a new glory. The town consists of four buildings including a house, a butcher shop, a post office/Post Master’s quarters which closed in 1970 and a cheese factory which closed in 1955. In the middle of a paddock, the town’s water tank leans so far over that it makes the Tower of Pisa jealous. The town was hidden behind a 6-foot corrugated iron fence and the landscape within was under a mask of clutter for almost two decades. Since purchasing the town, Suzy and Ange have spent most weekends and holidays cleaning, clearing and learning new skills, from driving tractors and bobcats, bush plumbing and picket fencing. “In 2020, Suzy was looking to purchase a weekender within driving distance from Brisbane. Buying the property together made sense not only financially, but it was a big project to do alone,” explains Ange. “We both love analysing risk, we both love life and with no real building skills the decision was easy – take the path unknown. “It was only after we signed the contract of sale that we realised we had purchased the original business hub of Kooroongarra and that we had actually purchased a piece of Queensland history.” Located just south of Queensland mining town, Millmerran, Kooroongarra was first settled as an experimental village planned by the Queensland 52
Broker Magazine
Government. Small plots of land in the area were given to people less fortunate to try and give them a leg up. Unfortunately, without a railway running to the township, the businesses did not thrive and people left the town. Kooroongarra became a population of just 6 in the historical township. The town history had been forgotten for some, but not the locals who have shared their family stories with Suzy and Ange. There is Tracy and Vern who live in the town, local cowboy Allan Craig and the Millmerran Men’s Shed cannot do enough, and then there is Patricia White whose family was the original landowner of the cheese factory. There’s also Lindsay Lane, 97 years young, who was 14 years old when he worked in the cheese factory. Suzy and Ange have received offers of support from locals and from people within the broker industry to help them get the town centre back on the map. However, there are still plenty of jobs to fill if any volunteers or donors are interested. Suzy, aka the Lady Mayoress, and Ange, aka the Sherriff, have already dubbed job titles to: Phil Rodgers, from Loan Market Edge, named Benefactor and Baron for his large donation to support the men’s shed and restore the town’s historical sign; Jane Silvestro, from Liberty Network Services, named Community Librarian; and Scott Beatie, from Cube Central, named the Town Crier for organising the first of many working bees. So far, Suzy and Ange have found some interesting historial pieces, including a butcher’s block that’s at least 100 years old, antique wood ovens, original cheese moulds, six Kirby Heritage84 vacuum cleaners and some vintage kerosene fridges. The cheese factory is filled with so many old valuables that turning it into a museum may be an option. “Like any good story, when you follow the path unknown and take a risk, it’s the adventure along the way that is truly rewarding,” Suzy and Ange agree. Follow Suzy and Ange’s adventure on Instagram @old_kooroongarra_township or Facebook @OldKooroongarraTownship
Broker Magazine
53
Homebuyers believe
IT’S REASONABLE THAT RISK AND PROTECTION ARE PART OF THE HOME LOAN DISCUSSION AN INDEPENDENT SURVEY OF ALI CLIENTS FOUND
98% 95%
Thought it was very or fairly reasonable their brokers offered them protection when they took out their mortgage. Thought it was reasonable to discuss the risks, which make it difficult to repay the loan as part as the home loan process.
There’s a lot for your clients to think about during the process of buying a home, however having protection may not have been one of them. Join thousands of your colleagues who share our mission to help protect Australian home and property buyers from financial hardship. Visit www.aligroup. com.au/mortgage-brokers/become-authorised
Want to know more? Scan to watch the video Reasonable scope – the ALI Group, Susan Bell Research (August 2021). Australian Life Insurance Distribution Pty Ltd (ABN 31 103 157 811) (AFSL 226 403).
New Finance Broker Reveals Digital Success
Female founder of Speck Finance Becky Baker sat down to discuss her success as a new finance broker, and her path to digital reinvention with netStripes, the digital solutions specialist for FBAA. How important was getting your digital presence right?
It’s important because when you want something, you look online, whether it be Facebook or Google. To have an online presence where someone can find me or look at a couple of Google reviews to know I’m not a scam; that is very powerful in today’s market.
What was most valuable in the netStripes process?
It gave direction and focus on where I wanted to get. As a business owner, you have so many different pathways that you can get distracted from your main goal and vision. I had a rough goal of where I wanted to be, but I didn’t know how to get there. I now know how many loans I need, their values, and the minimal amount to get. I’m not overworking myself.
You also learned about your ideal customers?
Yes. Before I was too busy doing whatever came my way. Now, I look at the customers that I enjoy working with and get a better remuneration from.
What was your takeaway from the brand building exercise?
I wanted to show that I care about individual needs. I’ll take the time to understand what 56
Broker Magazine
clients want to achieve and find solutions. The website that netStripes created is an awesome online platform for people to see my passion for finance, and contact me.
What do you most like about the website?
It looks clean and is not cluttered. It’s easy to find the dropdowns, and you can easily scroll on your phone. Speck Finance now has a strong brand and doesn't look like a new business. I can hire other brokers to support my growth.
How was your experience working with netStripes?
It was good because netStripes digital strategists initially spent two hours with me creating the strategy. I only tweaked it to add my plan and goals. If I had to do it all by myself, it would have been overwhelming. netStripes have done a fabulous job!
Would you recommend netStripes to another FBAA member?
Yes. Don’t waste time. To have an online presence, a goal, and a vision – you can’t survive in business without it. For more information on netStripes digital strategy and website development services, visit www.netstripes.com
BUSINESS
IN A NEW
WORLD Friday 11th MARCH 2022 FBAA’s Platinum Events of the Year on the Gold Coast. FBAA welcomes back the National Industry Conference and Gala Dinner.
FRIDAY 11th March 2022 | Movie World, Gold Coast 7 PM - Late | Cocktails | Dinner | Live Entertainment Heroes and Villains themed
STATE PRESIDENTS Trent Carter
Christine Green
Western Australia - State President
Queensland - State President
Director Provident Lending & Business Solutions Mobile: 0448 773 310 Email: wa@fbaa.com.au
Liberty Network Services Mobile: 0434 338 704 Email: qld@fbaa.com.au
Joff O’shannessy
Miro Marinkovic
South Australia & Northern Territory - State President
New South Wales & Australian Capital Territory - State President
Director Finance Opportunities Mobile: 0419 820 149 Email: sa@fbaa.com.au
Quick Response Home Loanss Mobile: 0418 698 868 Email: miro@quickresponse. com.au
Brett Spencer Victoria & Tasmania - State President Opica Group Mobile: 0412 497 110 Email: vic@fbaa.com.au
60
Broker Magazine
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
Get the Help You Need! Employ a new trainee by the 31st March 2022 and receive up to $28,000 wage subsidy. *Eligibility Criteria applies
Government Support
Commencement
Approved Training
AAMC Courses
Wage Subsidy
Are there any limits?
The Australian Government is providing support to all eligible employers who engage a new Australian Apprentice or Trainee before the 31st March. Enrolment in an approved Certificate or Diploma is a requirement.
Any business that engages an Australian Apprentice or Trainee may be eligible for a subsidy of 50 per cent of the wages paid to this employee for a 12-month period.
The 12 month period commences from the start date of training and is paid at a maximum of $7,000 per quarter, up to $28,000 over 12 months. Your Trainee can enrol with AAMC Training, in a Diploma FNS50320 or Certificate IV FNS40820 There is no limit on the number of eligible apprentices and trainees your business can employ. You can even ask if existing staff are eligible to qualify.
Scan the QR Code below to find out more!
CONTACT US 1300 AAMCED info@aamctraining.edu.au
RTO 51428
www.aamctraining.edu.au
6,421 Blackshaws Road, Altona North, VIC 3025
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
In life change is inevitable. In business, change is vital - Warren G. Bennis