Broker Magazine - September 2024

SEPTEMBER 2024

Magazine

2024 FBAA NATIONAL INDUSTRY CONFERENCE Speaker line-up Why Every Exceptional Mortgage Broker Needs an Outstanding Buyer’s Agent

Challenge

Accepted Serial entrepreneur Justine Troy on lessons learned as a challenger brand disrupting international markets.

Wellness Hub By the

10 INDUSTRY UPDATE FBAA’s Peter White AM delivers his regular update, with conversations around clawbacks continuing.

14 WELLNESS HUB

EMPOWER EXCELLENCE

18 NATIONAL INDUSTRY

LAUNCHED

CONFERENCE

FBAA’s new Wellness Hub launched earlier this month, offering brokers and finance industry professionals an easy-to-access directory of mental health support professionals.

The finance and mortgage industry’s signature event, the FBAA National Industry Conference, will return Friday 1 November.

CONTE 38 MEET RYAN GAIR Rate Money CEO and co-founder Ryan Gair shares his story of building a business, and his approach to leadership.

42 BROKER PROFILE: CHRIS 16 DIGITAL EXPENSES AUDIT BOOTH

Meet Chris Booth, mortgage broker and co-foudner of Lydian Finance Group which services financial planners nationwide.

Dinesh de Silva of netStripes explains why it matters.

EDITOR & HEAD OF CONTENT Peter White AM MANAGING EDITOR Krystal Camilleri STAFF WRITER Rachel Licciardello

24 POWER DUO

34 COVER STORY

Kitty Parker of Kitty & Miles Buyer’s Agency explains why every mortgage broker needs a buyer’s agent.

42 Below vodka co-founder and serial entrepreneur Justine Troy shares her story, ahead of presenting at the 2024 National Industry Conference.

ENTS THE CHAIR 04. FROM An update from Tony Carter, FBAA Chairman of Directors.

GOVERNMENT HAS ADOPTED THE 16. QUEENSLAND SMALL BUSINESS CHARTER OF AUSTRALIA BENEFITS PROGRAM 52. MEMBER Exclusive deals for FBAA members.

ON 54. WHAT’S FBAA’s upcoming events and webinars.

60. FBAA BOARD OF DIRECTORS 66. FBAA STATE PRESIDENTS

CREATIVE DESIGN & PHOTOGRAPHY Krystal Camilleri Shayben Moussa 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 Australasia 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 THE CHAIR In November 2023 we had three new directors join the FBAA Board, all elected members with current and ongoing broker experience, and on this occasion a collective executive experience that has greatly added to the depth of knowledge, allowing the Board to get on with the work of strategy, policy and performance review rather than education on the role of director – a complex subject. Today we have a full, experienced and forward-focused board of directors.

The current year is seeing some change of portfolios. This is planned to ensure we spread the experience across the needs of the Board and FBAA. Clive Kirkpatrick is Deputy Chair of the Board, and his depth of experience is a real help to me as Chairman and also sits as Chair of Investment Sub-Committee.

I would like to provide an insight into your Board of Directors, the work they do and achievements over the past year.

FBAA Board of Directors is made up primarily of long-term FBAA brokers, some with extensive experience at Board level and others experiencing the role for a first time. This creates a mix of those learning their craft and others who can act as mentors while providing experienced guidance to FBAA. The exciting element is that all joining the Board are tasked to remain focused on one agenda; that which is best for FBAA members and by default FBAA itself. The FBAA Purpose Statement is central to this.

As we work toward the 2024 AGM, we find ourselves with only one director required by constitution to stand down by rotation whilst retaining the right to stand again for a further three-year term. I am reliably informed this director will renominate. Elected directors sit for three, three-year terms to a maximum of nine years.

Peter White remains as our Managing Director doing what Peter does very well in both leading the FBAA team and driving its performance to new peaks annually.

Steve Rasmussen is a Life Member of FBAA and planning for succession due to his nine years coming to an end in November 2025. He has held and executed with distinction the Chair of Finance, Audit, Investment, Remuneration & Risk Committee, designated as FAirr.

Additionally, Steve has taken on the role of Company Secretary and using the experience gained in FAirr, doing an excellent job ensuring we remain compliant to all regulations.

To assist Steve in his succession planning and Company Secretary role, Clive Kirkpatrick and David Traynor will take on more responsibility within the FAirr Committee.

Barry Honey is an appointed director and Chair of Remuneration & Risk Sub-Committees. These are “as required” committees, however require the depth of knowledge and experience only gained over many years.

Felicity Heffernan is now in her second three-year term

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finding the role of Chair of Governance rewarding. To ensure her skills came to the required level, Felicity completed the AICD Director Course and continues her general director courses through AICD and other institutions.

New director Jill Fleck has accepted the Chair of Dispute Resolution Service (DRS) role and immediately found success by calling on her prior experience as a director and natural ability to complete due diligence and make hard decisions.

Brett Spencer also a new director, comes with a significant depth of business experience and sits as Chair of Branches to ensure the State President group along with their respective Councillors have clarity over FBAA operations and can thereby be highly effective working “on the ground” with brokers across Australia.

To ensure this important area receives full attention and support former Chair of Branches, director Nick Wormald will continue to help in this area to ensure FBAA has best people doing a consistently good job for members.

mortgage knowledge, supplied by brokers, and loan resources, as well as links to experienced FBAA brokers in their area. We all know taking on a mortgage can be daunting. This website is providing that degree of comfort from a trusted source for inexperience, and experienced homeowners.

Added to this is the completion of another successful year for FBAA with important and strong roles being appointed within FBAA operations. Joanna James is the Chief Development Officer leading the front-line staff who are there for members daily and in creation of new and exciting programs for members.

FBAA Certified Finance Broker is a modularised program including strong emphasis on Commercial & Asset subjects as part of full scope learning about all things finance, brought to you by acclaimed subject experts.

FBAA Certified Finance Broker is creating a new standard of industry education. Turning education into long-term income for FBAA brokers.

Tony Carter Chairman of Directors

All directors, if not chair of a specific committee have roles on committees including some not mentioned here, with many having multiple committee duties. This is not a board of ‘read, meet, disperse’. It is a solid, working, Board of Directors focused on success for its members.

The Board can be very pleased to have worked through and achieved a significant shift with the opening of the New Zealand Chapter of FBAA. Known locally as FAMNZ (Finance and Mortgage Advisers Association of New Zealand) they now have a presence in New Zealand and continuing to meet their first-year targets, with potential to exceed original planning. FAMNZ is part of the FBAA family. There are definite advantages for Australian brokers in this area.

This year we have launched the consumer facing website, beforeuloan.com designed to provide consumers with Broker Magazine

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CONGRATULATIONS TO ALI GROUP’S 2024 BROKER CHAMPIONS Broker Champion

PUTTING CLIENT PROTECTION FIRST

Leah Busby -SA

Sergio Coelho - WA

Michelle Durrant - WA

Peter Flint - WA

David Foot - WA

Robyn George - VIC

Cameron Johnston - NSW

Loren Manthey - NSW

Liran Morris - WA

Philip Rogers - QLD

Matt Rose - SA

Amanda Saul - QLD

Jaime Savory - VIC

Amandip Singh - VIC

Vipan Singh - SA

Gregory Sly - NSW

Brandon Smith - QLD

Melanie Smith - QLD

Charmayne Stacey - QLD

Renee Taggart - QLD

Rob Trewin - VIC

Alisa Walden - NSW

Alison Webber - SA

LEARN MORE

Byron Allen - WA

A

Industry Update Business as Usual It’s business as usual at the FBAA, with conversations continuing with decision-makers around clawbacks, and front book and back book pricing tactics. Managing Director Peter White AM delivers his industry update.

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INDUSTRY UPDATE

Business as Usual I am very proud of CLAWBACKS: CONVERSATIONS CONTINUE Our advocacy for brokers continues, with the topic of clawbacks remaining top of mind. Back in July the FBAA met with the Hon. Stephen Jones, Minister for Financial Services, to continue our conversation around clawbacks and payments for net of offset commissions, banks and bad practices for retaining customers using front book and back book pricing. The Minister requested a further paper be put to him on behalf of our lead aggregator group. This has been actioned, and we now await the Minister’s feedback.

FAMNZ UPDATE The launch of Finance and Mortgage Advisers Association of New Zealand (FAMNZ) continues going from strength to strength.

We recently held our first professional development day, and hosted a full-house.

Attendance was strong, the enthusiasm for the association was evident, and we are looking forward to continuing the momentum we are building. Feedback from both New Zealand advisers and Australian brokers has been extremely positive.

IMBF UPDATE The International Mortgage Brokers Federation will celebrate its second World Summit next year in May. This time we will converge in Dublin, Ireland.

We have already noted an enormous amount of interest in attendance to the summit, and expect quite a large Australian contingent. The summit will be held May 20-22, 2025, following the Ireland national conference which summitgoers are also invited to attend.

Registrations will open soon. Watch this space.

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this resource we have created, for brokers to access as well as the wider community.

WELLNESS HUB Wellness Hub by the FBAA launched September 12, in line with R U OK? Day. I am very proud of this resource we have created, for brokers to access as well as the wider community. Read more about Wellness Hub on page 14.

2024 NIC The 2024 FBAA National Industry Conference will return November 1.

As always, the event will offer top-tier speakers and content, to help you as a broker and as a business. Read more about the conference, Awards of Supremacy and our highly-anticipated gala dinner on pages 18-23.

Peter White AM Managing Director

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Wellness Hub

! d e h c n u La By the

“The first step is recognising that you need support, the second step is knowing where to look for that help.”

- Peter White 14

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WELLNESS HUB

F

BAA’s new online Wellness Hub launched earlier this month, offering brokers and finance industry professionals an easyto-access directory of mental health support professionals.

The FBAA’s mission is simple; we exist to support you, our members. We do this in many ways, from advocacy through to professional development, networking and mentorship.

Another way we want to help you succeed in business and in broking, is with easy-to-access mental health support. On R U OK? Day, September 12, FBAA launched a new online resource to connect you with the help you need, when you need it.

“The first step is recognising that you need support,” encourages Peter. “The second step is knowing where to look for that help.

“Wellness Hub is FBAA’s commitment to providing a safe space where brokers and finance professionals can find valuable resources and guidance during challenging times.”

The Wellness Hub is available at FBAA’s main website, meaning it is also available to members of the public.

VISIT THE HUB TODAY

The Wellness Hub is a directory of mental health experts such as psychologists, trauma therapists, psychotherapists, domestic and family violence counsellors. By building an easy-to-access directory, we want to make it quick for you to find support if or when you need it.

The idea of creating an online resource point, where people in the finance industry could quickly access the expert support they need, without going through an often-lengthy triaging system, was conceived and developed by FBAA Managing Director, Peter White AM. Having established a reputation as a mental health advocate in the broking industry since 2016, Peter is well aware of mental health and the struggles it can present to daily life. Enduring a tough year personally in 2023, Peter experienced some mental health battle. Thankfully, he knew to seek help immediately.

“I reached out to a contact I had met through my work as a mental health advocate within our industry. Through therapy, I got back my mental health back on track.”

Peter knows there is often lengthy wait times to access support. So, he compiled a directory of industry-recommended professionals who do not require referrals.

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Arrest the Drain on Your Cashflow With a Digital Expenses Audit

Taking charge of your digital expenses and ownership of digital assets is a highly neglected area and is a must for finance brokers.

Auditing digital expenses isn’t just about cutting costs - it’s also about instilling crucial best practices that foster business growth.

By Dinesh De Silva: CEO & Founder - netStripes

But first, why should ownership of digital assets matter?

Ownership of digital assets is crucial for any business. Often, providers don’t transfer the ownership of vital assets, like domain names and website access, to their rightful owners, making it difficult to change providers or take charge in emergencies.

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Recently, a mortgage broker had a small provider who closed down, and the broker lost their entire website. Even worse, since the provider also managed their email accounts and hosting, the broker’s business was severely impacted by a week-long email outage, causing significant reputational damage.

To mitigate risks, the best practice to avert such an issue is for the broker’s website to have a backup and for the email to not be with the same provider. Additionally, review expenses, as many brokers overspend on hosting services, paying $100 to $800 per month when it should be an annual cost of around $150-350 for smaller websites.

Beyond ownership, it’s crucial to manage your spending across different providers. This helps optimise your investments and get the best return on investment (ROI). Consolidating services and cutting unnecessary expenses, enhance efficiency and increase cash flow.

Analysing digital spending can reveal several areas for cost reduction; SEO and similar services are major offenders here.

How a digital expenses audit can help An audit examines your digital expenses, covering everything from domain registrations and website hosting to email services and SEO. Identifying areas for improvement and offering actionable recommendations to maximise the value of your investments.

A good digital audit should: • Ensure full control of digital assets, including domain, hosting, email services, and social media.

• Identify redundant expenses and consolidate services to streamline spending.

• Optimise operational efficiency and drive cost savings through asset management.

The importance of digital expense management Maintaining control over your digital assets and implementing proper security measures is key to mitigating risks and safeguarding your online presence. Regular monitoring and proactive management of these assets are vital to securing and resiliency of your digital infrastructure.

Here are some essential assets and their associated management tasks that you need to stay on top of:

Domain • Domain registrar account login credentials.

• Access to domain management panel (e.g.

GoDaddy) Website hosting • Hosting provider account login credentials • Access to hosting control panel (e.g. cPanel) Email hosting • Configuration settings for email accounts • Knowledge of spam filtering and security settings SSL Certificate • Knowledge of the SSL certificate installation process • Regular renewal and monitoring of SSL certificate validity Website Content Management System (CMS) • CMS admin panel login credentials (e.g.

WordPress) • Knowledge of CMS settings and configurations Social media accounts: • Login credentials for social media platforms • Ensure ownership and administrative access to profiles/pages Conclusion Effectively managing your digital assets is crucial for protecting your online presence and driving success. Take control of essential assets, implement solid security measures, and ensure regular monitoring to maintain a secure and resilient digital infrastructure.

For further information or help in auditing your digital expense, get in touch with a netStripes specialist.

Author Bio: Dinesh is the CEO & Founder of netStripes, a digital and marketing solutions business in Sydney. He is a leading authority on small and medium business digital innovation and is regularly called upon to share his insights as a thought leader.

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EMPOWER EXCELLENCE

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2024 National Industry Conference:

Empower Excellence The finance and mortgage broking industry’s signature event, the FBAA National Industry Conference, is just around the corner. We’re looking forward to another stellar line-up of speakers Friday 1 November, at Royal Pines Resort on the Gold Coast.

The broking industry’s premier events

year’s theme is Empower Excellence.

will return on Friday 1 November at

As your chosen broker association, we

the Gold Coast. The FBAA’s suite of

are just as dedicated to your success

signature events – the 2024 FBAA

as we know you are. Through a top-

National Industry Conference, Awards

notch line-up of speakers, you will gain

of Supremacy and themed gala dinner

industry insight, learn tips to accelerate

– are a highlight on brokers’ calendars

your business and be energised by

around Australia. For one day, we

the speakers’ sharing their stories.

come together to elevate knowledge, be inspired, celebrate our peers and

“It’s going to be a blast,” says Peter

cut-loose on the dancefloor.

White, FBAA Managing Director.

“Great speakers, relevant topics, and

The industry’s largest and best-

lots for brokers to take away and use

attended event is of course the

within their business. As always, this

National Industry Conference, and this

event is not to be missed.”

FRIDAY 1ST NOVEMBER 7.30AM TO 3.30PM ROYAL PINES ON THE GOLD COAST

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OUR SPEAKERS ANDREW INWOOD

Founder, CEO, Author, Speaker / COREDATA GROUP Andrew Inwood is the founder and principal of CoreData, with over 30 years of experience in the Australian financial services industry. He began his career at Rothschild Australia Asset Management and spent over a decade at AMP Investments, including a secondment to Virgin Direct in the UK. He later became marketing director at Wizard Home Loans and general manager at Telstra before founding CoreData, which now has offices in Sydney, Perth, London, Boston, and Manila.

Andrew has authored over 50 significant research pieces on client behaviour, with a focus on enhancing the client experience in financial services. He is a respected speaker and continues to serve as a board member for charities and start-up ventures, holding a Bachelor of Economics from the University of Sydney ASIA.

CHELSEA & JAY POTTENGER

Psychologist, Founder, Athlete, Leader / EQ MINDS Chelsea Pottenger, Director & Founder of EQ Minds, is a leading authority on mental health, psychology postgraduate, and international speaker. She helps teams build resilience and adaptability by mastering emotional flexibility, boosting creativity, and improving gut health for better mental and physical performance. Her sessions focus on reframing thoughts, transitioning from setbacks, and optimising brain performance. Jay Pottenger, General Manager at EQ Minds, offers engaging sessions on improving workplace wellbeing, covering digital distractions, discipline, mental health, energy management, and social connections. With a background in corporate leadership and athletics, Jay teaches teams practical tools to enhance performance and satisfaction, drawing on his expertise in mental health and neuroscience.

Justine Troy

Founder, Disruptor, Author, Environmentalist / 42 BELOW VODKA With skills in advertising, a healthy appetite for risk and a big dose of New Zealander grit, Justine Troy has achieved business success many small business owners would only dream of. As the co-founder of vodka brand 42 Below, she proved herself an industry disruptor.

She has taken the same attitude into every project since, from skincare and fragrances to her current legacy project, sheep farm Lake Hãwea Station. Justine and her husband Geoff Ross have proven they are the grassroots challenger brands disrupting sector.

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Jelena Dokic

Athlete, Speaker, Author / CHANNEL 9 Former world number 4 tennis player, Jelena Dokic embodies resilience and triumph. Her awe-inspiring journey on the court includes making the semifinals of Wimbledon at 17 years of age and being a doubles Grand Slam finalist at 18. Yet, beyond the spotlight, she endured adversity, including abuse from her father for 15 years.

This trauma shadowed her success, affecting her mental health. At 22, she faced a breaking point, but chose resilience. Dokic emerged as a survivor, determined not just to survive but to thrive. Her story, shared in bestselling books, “Unbreakable” and “Fearless”, showcases her journey from victim, survivor to thriver. Today, she inspires as a TEDx presenter and commentator, two-time bestselling author, a living testament to the human spirit’s resilience.

Warren Hogan

Economic Analyst, Advisor, Strategist / EQ ECONOMICS Warren is a leading Australian economic analyst, specialising in the Australian economy, macroeconomic policy, and global markets. He advises business and political leaders through his consultancy, EQ Economics, and has been Judo Bank’s Economic Advisor since 2021.

His career includes roles as Chief Economist at ANZ and Principal Advisor to the Australian Government Treasury. In 2023, he was named the Australian Financial Review’s Top Economic Forecaster, and he received an honorary doctorate from UTS Business School in 2022 for his contributions to economics. Known for his focus on forecasting, critical thinking, and plain speaking, Warren’s approach is rooted in theoretical foundations and statistical evidence.

EMPOWER EXCELLENCE

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2024

Gala Di Awards of

2024

This year marks the sev Supremacy. Join us at th celebrate FBAA members our industry, on Friday 1 No Taking place at Royal Pines Resort on the Gold Coast, the FBAA Awards of Supremacy will kick off the night of nights for the broking industry. The awards ceremony is the highlight of the themed Gala Dinner, with attendees embracing the night’s festivity.

“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 of dressing in costume. We love the creativity you all bring each year!”

The awards cover multiple categories, from state achievements to commercial property finance, asset

FRIDAY 1ST

6.30PM TO

ROYAL PINES ON T 22

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FBAA

inner & Supremacy

venth annual Awards of he FBAA Gala Dinner to s achieving great things in ovember. and equipment finance, mentors, mentees, BDMs and, of course, the pinnacle accolade of the evening, the national broker of the year. “ Th e co m p e t i t i o n fo r t h e s e prestigious awards is always fierce,” says Peter White, FBAA Managing Director. “This year we have many worthy contenders striving for excellence in our industry. It will be

Gala Dinner

2024 Hollywood &

exciting to see who reigns supreme on the night.”

Submissions for awards have closed.

Finalists will be announced on 3

STARS

October, with the winners announced at the Awards of Supremacy in November.

NOVEMBER

O 10.30PM

THE GOLD COAST Broker Magazine

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ARTICLE

The Power Duo:

Why Every Exceptional Mortgage Broker Needs an Outstanding Buyer’s Agent Kitty Parker, Director, Kitty & Miles Buyers Agency

I

n the dynamic world of real estate, the partnership between a mortgage broker and a buyer’s agent is akin to a well-oiled machine, driving seamless and successful outcomes for clients. As mortgage brokers strive for excellence in serving their clientele, the symbiotic relationship with a toptier buyer’s agent emerges as a strategic imperative. My personal view is clear: a sharp buyer’s agent complements the expertise of a stellar mortgage broker, enhancing the overall client experience.

Professional Matchmaking Starts Here Australia’s real estate market is characterised by its complexity and volatility, with shifting market dynamics and evolving buyer preferences shaping the landscape. According to data from the Australian Bureau of Statistics (ABS), the demand for property ownership remains robust, with steady population growth and short housing supply driving sustained demand for housing across the nation.

Core Logic’s research further underscores the significance of informed decision-making in the real estate arena, highlighting the importance of accessing accurate, current market data and insights to navigate the intricacies of property transactions effectively. In this context, the synergy between a mortgage broker and a buyer’s agent emerges as a formidable force, combining financial expertise with market intelligence to empower clients in achieving their homeownership goals.

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Complementary Goals and Expertise While mortgage brokers specialise in securing financing solutions tailored to the unique needs of their clients, buyer’s agents bring a wealth of knowledge and experience in property selection and negotiation to the table. By collaborating closely with a credible buyer’s agent, mortgage brokers can provide clients with comprehensive support throughout the homebuying journey, from identifying suitable properties to securing favourable financing arrangements.

A buyer’s agent’s deep understanding of local market trends, property values, and negotiation strategies complements the financial acumen of a mortgage broker, enabling clients to make informed decisions and capitalise on investment opportunities. Together, this dynamic duo forms a powerhouse team, working in tandem to maximise value and minimise risks for clients.

Gone are the days when clients can simply DIY with their property purchase. As the property market landscape gets more complicated, buyers are necessarily turning to savvy mortgage brokers and quality buyer’s agents to do the heavy lifting.

Advanced Customer-Centric Experience The partnership between a mortgage broker and a buyer’s agent transcends transactional interactions, fostering long-term relationships built on trust, transparency, and mutual respect.

By aligning their efforts and expertise, brokers and buyer’s agents can deliver a superior client experience, characterised by personalised

“

By leveraging complementary expertise, fostering collaborative relationships, and prioritising the client experience, this power duo sets a new standard of excellence in the industry”.

” Broker Magazine

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ARTICLE

attention, proactive communication, and unparalleled support at every stage of the homebuying process.

Moreover, the collaborative approach between a mortgage broker and a buyer’s agent empowers clients with a comprehensive toolkit of resources and insights, enabling them to navigate the complexities of the real estate market with confidence and clarity. From first-time homebuyers to seasoned investors, clients benefit from the collective wisdom and guidance of this dynamic partnership, setting the stage for successful outcomes and enduring satisfaction.

The Future of Property Buying In the competitive landscape of the Australian real estate market, the partnership between a strategic mortgage broker and an advanced level buyer’s agent is a cornerstone of success, driving value, and empowerment for clients.

By leveraging complementary expertise,

fostering collaborative relationships, and prioritising the client experience, this power duo sets a new standard of excellence in the industry. As mortgage brokers aspire to deliver exceptional service and support to their clientele, the addition of an outstanding buyer’s agent to their team becomes not only advantageous but indispensable in achieving unparalleled results and fostering enduring client relationships.

Kitty Parker is the Director of Kitty & Miles, and is a multi-award winning buyer’s agent helping residential property buyers across the country buy with certainty (they have a 100% success rate to back this). Services range from expert auction bidding assistance through to a complete endto-end concierge service. To get in touch visit www.kittyandmiles.com.au.

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Challenge

Accepted With skills in advertising, a healthy appetite for risk and a big dose of New Zealander grit, Justine Troy has achieved business success many small business owners would only dream of. As the co-founder of vodka brand 42 Below, she proved herself an industry disruptor.

She has taken the same attitude into every project since, from skincare and fragrances to her current legacy project, sheep farm Lake Hãwea Station. Justine and her husband Geoff Ross have proven they are the grassroots challenger brands disrupting sectors.

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“

Every bastard said no… They all said it would never work!

”

COVER STORY

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As New Zealanders and Australians, we like to be jack of all trades – but we can’t do everything. It’s important to identify what your superpowers are, and then partner with people who have adjunct skills sets.

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”

T

It wasn’t long before Justine and Geoff’s little grassroots business had outgrown its basement home, and needed proper funding to scale. They partnered with Grant Baker, an investor experienced in managing rapid growth. “We wanted to take our little challenger brand to the world.”

his November, Justine Troy will travel to Australia to present at FBAA’s National Industry Conference.

Her name may not be immediately familiar to finance and mortgage brokers, but to those who appreciate good vodka or an even better homegrown David and Goliath business story, Justine Troy is a name well-known.

Justine saw the vodka category was in growth globally, but New Zealand was better known for its wine exports.

She and Geoff approached people in the wine industry and proposed piggybacking some wine exports. “Every bastard said no – which is how I got the title of my first book, which details our 42 Below story,” says Justine.

“They all said it would never work.”

Her story is one of self-belief. Of building something from nothing. Of seeing an opportunity and backing yourself, even if it means breaking the rules.

Taking us back to the nineties, Justine and her husband Geoff Ross were both working in advertising in Wellington. Justine had completed a postgraduate course in journalism in London, with the goal of finding a new career as a documentary researcher and writer back in New Zealand. Meanwhile, Geoff had been working in the US, and noticed an American vodka advertisement that inspired him. “The ad didn’t sit well with Geoff,” recalls Justine.

“The industrial nation of the US making their own vodka felt uncomfortable to him. He thought vodka should come from a clean, green, waterfall environment – like New Zealand.”

“

This was a time when in New York City a new vodka brand was launched every week. “Those brands’ marketing budget for the launch party was bigger than our marketing budget for a whole year.”

Stories are so important in brand building. We have always believed if you can get the provenance story, then you stand to do well in any category.

But 42 Below had won a blind taste test early on, so Justine knew their product was exemplary.

“We started winning blind taste tests around the world, it was a really clear sign we had in fact crafted an exceptional vodka.

You simply cannot build a world-class brand unless you have a quality product.”

After New York, they With Geoff still working pushed into Singapore, in advertising, and Justine – Justine Troy then London, then the job hunting, she got busy world. “We always made sure experimenting with vodka. “We our ambassadors went out into were in our mid-to-late twenties, market with a bottle, a business and drank a lot of vodka, so I started card and the story of our little challenger researching. I bought a still, and set it up in brand from the 42nd parallel with its beautiful our rented home’s basement. We wanted a wheattaste profile.” based vodka, and we experimented with taste profiles.

It wasn’t long before we brought on a chemist to work Importantly, Justine says team had nurtured a culture with us.” of self-belief and energetic uplift. “We gave our team a huge amount of rope and a whole lot of love. Geoff and In 1996, Justine and Geoff were ready to get their I were always very visible in the team too. We were all in product into bars, and were living the authentic startup the trenches together. We took our business incredibly life. Geoff still working full-time in advertising, and Justine seriously, but we also had fun.” pregnant. They sold a piece of land they owned to fund the business, and kept making the vodka in their The brand continued to grow through the early 2000s, basement. “Our rental was on the 42nd parallel south, with a cheeky brand personality known for its viral which is where 42 Below vodka got its name. emails, risque advertisements and edgy displays. “We became very famous around the world for being an “I’d drive around Wellington, pregnant, doing irreverent, cheeky, brave little challenger brand. That’s drop offs at midnight with my mother. It was a real how we got noticed by Bacardi.” family affair.”

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COVER STORY

In 2004, 42 Below listed on the NZX purely for growth capital. In late 2006, Justine and Geoff sold 42 Below to Bacardi, the world’s independent liquor company, for $123 million ($NZ138 million).

Lake Hãwea Station is a fully regenerative farm, and Australia’s first certified carbon positive farm. “We take our products, our community service, our staff, our land care and our care of the environment very seriously.

While Justine’s story of starting up, scaling and selling her business ended with great success, she says there were many lessons learned along the way. “I didn’t even know what EBITDA was, I had to learn so much along the way,” says Justine. “We did not know how to manage rapid growth, nor did we have the really gritty sales skills that are required to build a brand. That’s why our relationship with our initial investor Grant Baker was so very important.

Justine’s shearing model is not about the throughput of animals, it is about ‘slow shearing’. “We focus on the care of the animal as they get processed through shearing, even painting our floors white to ensure the animals are not nicked during shearing. We have very strict animal welfare practices and end of life paddocks.

“As New Zealanders and Australians, we like to be jack of all trades – but we can’t do everything. It’s important to identify what your superpowers are, and then partner with people who have adjunct skills sets.”

Justine and Geoff’s 42 Below experience set them on a new journey as serial entrepreneurs. Their next venture was to invest in Australian scented candle brand Ecoya, and purchase New Zealand skincare brand Trilogy. “The skincare and home fragrances category was in rapid growth at the time. When looking at any business for acquisition, the questions to ask are, is it scalable, and do my skills play well in this environment? Everything aligned. We listed the company, and in 2018 we sold to CITIC Capital.”

“We get paid a premium because of our quality, environmental credentials and the way we go about farming. Our clients in London, Italy and New York pay us almost double what they pay other wool suppliers,” reveals Justine.

“I think once you can monetise something, you can change behaviour. That’s our goal – to disrupt farming.”

It’s certainly an ambitious goal. After being featured on national television sharing their approach to farming, Justine and Geoff received death threats from the farming industry.

“Bastards will say no, and it’s tough to be someone who does things differently. People are not always kind if you come with a different lens and you try to change things.

But for us, it’s about that self-belief, and building a legacy.

That’s just who we are.”

After dabbling in craft beer, Justine and Geoff decided to return to their roots. “My parents are from an orchard and a dairy farm respectively, and Geoff’s from a deer and dairy farm. We always thought we would come back to the rural sector at some stage, so about eight years ago we bought six and a half thousand hectares on the South Island near Queenstown, and we set about disrupting the agricultural industry.”

Last year Lake Hãwea Station’s guest cottages received a prestigious Condé Nast gold award. “We have a chap with a Masters in Wildlife and Biodiversity who talks with our guests about the loss of biodiversity we’re experiencing right across the country, our guests can also talk to the shepherd, farmer, or professor during their stay, often while sitting around the fire with a glass of red wine,” offers Justine.

Lake Hãwea Station is a working sheep and beef station, however Justine believed the shearing model wasn’t working, the animal welfare model wasn’t working, and that it was time for regenerative farming to take the lead in New Zealand.

For all of her businesses over the past almost 30 years, the recurrent theme has been that Justine and Geoff are disruptors. “We see an opportunity and ask ourselves, ‘How are we going to build something that might have some relevance, might create some momentum for the category, and for our country?’”

Justine and Geoff have been staunch campaigners for the environment for close to 20 years. In 2008, they were founding trustees of Pure Advantage (originally The 100% Plan), which is a group of business people who lobbied the government for the business case for New Zealand to be greener and to cloak our country and natives.

“Stories are so important in brand building. We have always believed if you can get the provenance story, then you stand to do well in any category. We wanted to change our national story.”

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Justine has authored two books, Every Bastard Says No, which tells the 42 Below origin story, and Meet You at the Main Divide, which tells Justine’s story of leaving the city to disrupt the agricultural sector.

See Justine Troy speak live at FBAA’s National industry Conference on Friday 1 November, at the Gold Coast.

“

We get paid a premium because of our quality, environmental credentials and the way we go about farming – Justine Troy

” Broker Magazine

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After establishing himself as a capable mortgage broker, leader Ryan Gair took the leap and created his own successful business that helps self-employed Australians seeking home loans. The Rate Money CEO shares his experience climbing the ladder, and building the rungs to get him there.

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LEADERSHIP PROFILE S

MEET RYAN GAIR

ince establishing Rate Money back in 2019 with business partners Luke Sheales and Glenn Maynard, CEO Ryan Gair has grown the business to 38 franchises around Australia, servicing more than 8,000 self-employed customers and over $8 billion home loans settled.

These impressive figures are a long leap from Ryan’s start in the industry. After beginning as a 20-yearold Business Development Manager, Ryan set off for an exciting working holiday in the UK, but after a brief stay, he chose to return to Australia with a fresh perspective. Inspired by his experience, he quickly recognised new opportunities in the market and was eager to seize them.

Ryan returned to the mortgage broking industry, at the bottom of the ladder. “I started again with a $30,000 salary, focusing on the opportunity rather than the money,” recalls Ryan. “This experience taught me a lot about self-belief. When you believe in yourself, work hard, and back yourself, success will follow.”

“Firstly, self-employed borrowers frequently struggle with irregular cash flow, making it difficult to demonstrate consistent income levels to traditional lenders. This inconsistency can make it challenging to qualify for loans with major banks, which often only offer one self-employed home loan product.

If you don’t meet their specific criteria, you’re out of luck.

Secondly, maintaining a good credit rating can be more complex for self-employed individuals due to the irregular nature of their income. “Traditional lenders might view this as a risk, which can affect the terms or approval of a loan. We see this as an opportunity by offering products that cater to various credit profiles.”

When you believe in yourself, work hard, and back yourself, success will follow.

“Finally, confidence can waver when borrowers are unsure about where they stand or what they can qualify for. We simplify this process.”

F ro m t h e re, R ya n s p e n t a decade establishing himself as a capable mortgage broker, running his own franchise that handled $80 million a month.

Having seen the unique challenges self-employed Australians faced when trying to secure a home loan, Ryan saw an opportunity to establish a selfemployed specialist brokerage.

“Rate Money’s self-employed products are designed to accommodate fluctuating income streams,” says Ryan.

“We developed a self-employed product that doesn’t require supplying financials, with loans up to 80% of the property value. Most lenders charge a risk fee if financials aren’t provided, but we don’t.

This saves our clients around 1 to 1.5% in fees per transaction.”

“In my 20 years of dealing with the self-employed, I’ve seen they often face three major challenges when securing a home loan: cash flow, credit rating, and confidence,” says Ryan.

As with any new business, Ryan admits the past five years have not been without challenges. “One of the biggest hurdles scaling Rate Money was gaining credibility, as we were essentially starting Broker Magazine

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LEADERSHIP PROFILE

from scratch,” shares Ryan. “Another was needing to build everything, including every form we use, from the ground up.”

After the initial legwork, Ryan and his team gained momentum with their goal to scale rapidly, not to grow gradually. “Franchising became the cornerstone of our growth strategy. It allowed us to expand quickly by leveraging the entrepreneurial spirit of our franchisees,” says Ryan. “By franchising, we offered motivated individuals the opportunity to invest in and grow their own branches under the Rate Money brand. This model not only helped us scale faster but also created a network of driven partners who shared our vision and commitment to success.”

Scaling a business at rapid speed can be stressful.

To protect his mental health, Ryan strives for the elusive work-life balance. “I make it a point to take Wednesday afternoons off to play golf with my friends. This time is invaluable for me as it allows me to disconnect from work and spend four hours enjoying the company of my mates. Although golf can be frustrating—especially when your friends beat you—it’s all part of the fun and helps me reset mentally.”

Ryan’s goal is to continue growing Rate Money’s network to 50 high-performing franchises.

“Geographically, 50 high-performing franchises across Australia is not a huge number, which means there won’t be overlap, and there will be plenty of business for everyone. We aim for each of these franchises to settle $8 to $10 million a month as a minimum target – we already have offices doing $20 to $30 million.”

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BROKER IN PROFILE

BROKER IN PROFILE

Meet Chris Booth For Chris Booth, many of his great ideas have started in the same way – a conversation over a beer. One of those conversations set him on the path to be the co-founder of Lydian Finance Group, a niche broking firm servicing financial planners.

A

t the helm of Lydian Finance Group, a niche mortgage broking firm that services financial planners nationwide, Chris Booth is leading his team towards a major growth period.

Hailing from the Isle of Man, a small island between England and Ireland, Chris began his finance career in Treasury and Financial Market Services for Royal Bank of Scotland. Despite envisioning a long-term career in Isle of Man, Chris fell in love with an Aussie, Kellie, and was lured to the sunshine and sand of Sydney.

Building his banking career in Sydney, Chris worked for Commonwealth Bank, Back of China in Treasury and St George Bank before he stepped into broking.

“During my banking career I’d developed an interest in financial markets, financial planning, stockbroking, and things like that,” says Chris.

At St George Bank he worked in professional services, taking care of financial planners and advisers, accountants, lawyers, mortgage brokers and real estate agents. One of his clients was Announcer Group, which offered financial services to white collar executives.

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“When you’re in these relationships with clients, many of those people become your good friends, which is what I love about the industry. You start out trying to help a client through a tough time or you help a client to build their business, but over time they, they’re no longer clients, they’re your mates.”

About 10 schooners in at the Establishment, Chris and Announcer Group owner Andrew Rocks, Chris pitched his idea. “The Announcer Group’s clients were wealth accumulators, they had over 1,200 clients and six advisors, but no mortgage broking solution,” noticed Chris. “I convinced Andrew to let me set up a mortgage broking business within his business, with me as the broker with opportunity to become a partner.”

Over the next four years, Chris built a small team and a portfolio of about $400 million. In 2017, Announcer Group sold to national dealer group Infocus Wealth Management and Chris continued to build the mortgage broking team.

Just before his fiftieth birthday, Chris decided he wanted to experience building a business from the ground up. “I had enjoyed growing businesses, other people’s businesses, but I saw this as my last shot to create something of my own.”

Broker Broker Magazine Magazine

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BROKER IN PROFILE Two, we needed good partners to partner with.

Three, we needed a really powerful technology platform and people platform to allow the most efficient processes.

“We’re now three years in, we’ve got 90 partners, and H&R Block is our national partnership which is huge. Last month we received 400 loan review referrals from that partnership alone. We have 65 financial planning firms who refer us regularly, and we’re still growing. I feel the next three years we’re on a big J-curve, an exponential growth curve.”

To facilitate this growth, Lydian is seeking more brokers. “We’re looking for high-calibre brokers with good financial understanding, who don’t want to write $20 million a year they want to write $50 million a year.”

Away from work, Chris enjoys time out on the water.

“Over 10 years ago, I was, again, having a beer with a good friend, who was actually one of my lawyers from my St George days, he suggested we play golf. I shut that down and offered sailing instead, he agreed, and we learned to sail at Rushcutters Bay. I haven’t looked back.

“Sailing is a beautiful thing – you are always having to check the tell-tales, check the elements of your sails, review the setup, and you are always analysing and changing. The weather changes, sea changes, the winds change, and your equipment changes as well. You’re constantly learning and adjusting – not dissimilar to building a business.

“You wake up in the morning with this purpose, whether sailing or building a business – it gives you so much energy and enthusiasm to get out of bed in the morning.”

“We’re looking for highcalibre brokers with good financial understanding, who don’t want to write $20 million a year they want to write $50 million a year.”

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Queensland Government Adopts Small Business Charter of Australia

T

he Small Business Association of Australia (SBAA) is proud to announce the adoption of the Small Business Charter of Australia by the Queensland Government. This landmark decision marks a significant step forward in supporting and empowering small businesses across the state.

The Charter, which has been in development since 2018, is a comprehensive framework designed to address the core needs of small businesses. It is built on ten pillars: entrepreneurship, industrial relations, technology, competitiveness, finance, tax, regulation, trade, education and training, and climate change/ energy. The Charter aims to create a supportive environment where small businesses can thrive, innovate, and contribute to the national economy.

A key component of the Charter is the “Think Small Business” principle.

This principle emphasises the need for policymakers to prioritise the needs of small businesses when creating legislation and policies. By adopting a “Think Small Business” mindset, the Charter ensures that the unique challenges and opportunities faced by small businesses are at the forefront of policy decisions. This approach helps in reducing regulatory burdens and fosters an environment where small businesses can flourish without being 47

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overshadowed by larger enterprises.

Anne Nalder, Founder and CEO of the Small Business Association of Australia, expressed her gratitude and excitement: “This is a monumental milestone for the Small Business Association of Australia and for every small business in Queensland.

The adoption of the Small Business Charter of Australia by the Queensland Government is a testament to the importance of small businesses and their vital role in our economy. We are immensely proud of this achievement and look forward to seeing the positive impact it will have on small businesses across the state.”

Minister for Employment and Small Business and Minister for Training and Skills Development, Lance McCallum MP, emphasised the importance of the Charter in fostering a sustainable economic environment: “Our small businesses are the engine room of the economy, the heart and soul of our communities, and there is no better place in the country to be a small business owner, operator, or worker than Queensland.

“We can thank a small business – our local tradies, hairdressers, and cafe owners – and those that support them with initiatives like the Small Business Charter of Australia for growing our economy and supporting our regions and local communities.

“The Miles Government is so serious about our commitment that our new Queensland Small Business Strategy: powering small business provides a $250 million boost to the opportunities, capability, and diversity of Queensland’s small business sector.

“Our new plan for the future will deliver a range of actions over three years to support and enable small businesses to thrive and combat the pressures associated with the cost-of-doing business.

“By adopting the Small Business Charter of Australia, the Miles Labor Government is reaffirming our commitment to creating a s u p p o r t i ve a n d i n c l u s i ve environment for small businesses.”

The Small Business Association of Australia extends its heartfelt thanks to the Premier of Queensland, Steven Miles, and Minister Lance McCallum MP for their support and leadership in championing this cause. The SBAA looks forward to working closely with the Queensland Government to implement the principles of the Charter and drive positive change for small businesses across the state.

Download a copy of the Small Business Charter of Australia here: smallbusinessassociation.com.au

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As one of our valued finance or mortgage brokers, we invite you to guide your valued customers to our site which has everything they will need to know, before they loan.

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Download your free marketing assets “We will be powering the website’s content with contributor articles, submitted by brokers just like you.”

Help us educate Aussie loan customers about loans, before they borrow. beforeuloan.com is the starting point for new borrowers researching loans online. As a finance or mortgage broker, we invite you to offer your expert insights into the loan process, types, challenges, opportunities and more.

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outsource financial to be featured in landmark publication, the commonwealth at 75 outsource Financial, a leading aggregator group in the Australian finance industry, is honoured to announce its inclusion in The Commonwealth at 75, a prestigious new publication by The History of Parliament Trust. This significant book, set to be launched at Westminster Abbey in October 2024, celebrates the 75th anniversary of the Commonwealth and its impact on the global stage.

Produced in collaboration with St James’s House, The Commonwealth at 75 offers a comprehensive exploration of the Commonwealth’s origins, history, and influence. The book, presented as a beautifully illustrated hardback, features contributions from a distinguished team of academics and award-winning authors, and highlights the key ideas, individuals, and organisations that have contributed to the Commonwealth’s success.

Richard Freed, founder of St James’s House, said: “We’re delighted to be launching this prestigious publication, which pays tribute to the Commonwealth and its member states. The 75th anniversary offers the perfect opportunity to reflect on its past, present and future.” outsource Financial is proud to be featured in this historic book, reflecting its achievements and advocacy in the Australian finance sector.

This international recognition exemplifies their 50

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commitment to excellence and innovation within the industry.

Tanya Sale, CEO of outsource Financial, shared her enthusiasm: “Being invited to participate in such a historic milestone for the Commonwealth is a tremendous honour. This recognition reaffirms the impact of our work in the Australian finance industry and provides us with an opportunity to create a lasting legacy. We hope that our contribution to this historic publication will inspire others.”

The book also marks the appointment of King Charles III as the Head of the Commonwealth, with contributions from renowned royal authors Robert Jobson and Katie Nicholl, and stunning imagery by veteran royal photographer Arthur Edwards.

About outsource Financial: outsource Financial is a leading aggregator group in the Australian finance industry, recognised for its significant achievements and advocacy in advancing financial services and support.

About The History of Parliament Trust: The History of Parliament Trust is dedicated to the advancement of knowledge about the British Parliament and its history, providing authoritative research and resources.

About St James’s House: St James’s House is a prominent publisher of high-quality, illustrated books celebrating important historical, cultural, and institutional milestones.

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What's on 54

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sep 24 IGNITE YOUR MOJO SERIES - ‘Know When to Hold It, Fold It, Walk Away, or Run’ Webinar Ever wondered if you’re on the right path or if it’s time to make a change? We invite you to join us as we explore the critical moments of how and when often-tough decisions must be made.

Hear from industry members who will share their professional ‘hold it’ (continue), ‘fold it’ (redirect), ‘walk away’ (exit gradually), ‘or run’ (exit quickly) scenarios.

Time: 12PM – 1PM AEST Location: Online via Zoom

REGISTER NOW

Click the register now button to register.

SEP 25 NETSTRIPES - MASTERING GOOGLE ADS: KEY STRATEGIES FOR SUCCESS (PRE-RECORDED WEBINAR) Topics we’ll cover include: • Understanding keyword match types • Importance of developing an effective account structure and bidding strategy • Optimising keyword selection and quality score • Crafting high-performing ad copies and landing pages • Leveraging ad extensions and branding strategies • Effective Budget Management and Bid Strategies Time: 4PM – 5PM AEST Location: Online via Zoom

REGISTER NOW

Click the register now button to register.

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SEP 26 BROKER ELEVATE SYDNEY Join the second series for 2024 and discover game-changing insights and hands-on tools for AI-driven marketing success!

This course is part of a series demonstrating our commitment to assisting you grow your business with hands-on tools and real time learning.

Time: 10AM - 2.15PM Location: Waterview in Bicentennial Park, Bicentennial Drive, Sydney

REGISTER NOW

Click the register now button to register.

SEP 27 FBAA WEBINARS - RATE MONEY How to solve the home loan arrears epidemic plaguing Australia’s entrepreneurial sector This session dives into the challenges faced by self-employed individuals in managing mortgage arrears and offers invaluable insights for mortgage brokers looking to support their clients effectively.

Time: 10.30AM - 11.30AM Location: Online via Zoom Click the register now button to register.

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REGISTER NOW

OCT 01 FBAA COFFEE MEET SOUTH BRISBANE Join us for an exclusive coffee meet-up designed for FBAA industry professionals!

Connect with your local FBAA QLD State President, Scott Beattie, along with our sponsors Shift and Funding, and hear from speakers Debbie Hutchings from REFS and Nabilah Kennedy of BD Professional Mortgages.

Time: 10AM - 12PM Location: Extraction Coffee - 7/3375 Pacific Hwy, Slacks Creek, QLD

REGISTER NOW

Click the register now button to register.

OCT 03 BROKER ELEVATE BRISBANE Join the second series for 2024 and discover game-changing insights and hands-on tools for AI-driven marketing success!

This course is part of a series demonstrating our commitment to assisting you grow your business with hands-on tools and real time learning.

Time: 10AM - 2PM Location: Water’s Edge Wedding & Events, Hamilton Click the register now button to register.

REGISTER NOW

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OCT 10 Q&A WITH WHITEY This event including details will be available to register for on our website soon!

Time: 11.30AM – 12.30PM AEDT

Q&A With Whitey

SAVE THE DATE!

SAVE THE DATE

OCT 10 NETSTRIPES - FACEBOOK & INSTAGRAM ADS FOR FINANCE BROKERS Topics we’ll cover include: • SWOT analysis of your digital presence and Identifying Meta goals • Understanding the customer journey • Targeting and retargeting capabilities • Creative design and content creation • Testing, data analysis, and optimisation • Staying updated with algorithm changes Time: 4PM – 5PM AEDT Location: Online via Zoom.

Click the register now button to register.

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REGISTER NOW

OCT 17 FBAA COFFEE MEET SOUTH TOOWOOMBA Join us for an exclusive coffee meet-up designed for FBAA industry professionals!

Connect with your local FBAA QLD State Councillor, Greg Mills, QLD State President, Scott Beattie, and FBAA State & Territory Manager NT | NSW | QLD | ACT, Christine Anderson.

Time: 10AM - 12PM Location: Shop C / 189 Hume Street Toowoomba Click the register now button to register.

Q&A With Whitey REGISTER NOW

NOV 01 FBAA NATIONAL INDUSTRY CONFERENCE As the broking industry’s premier event, NIC is back with a theme that resonates deeply: Empower Excellence.

This signature conference culminates insights, innovation, and inspiration, featuring a top-shelf lineup of speakers. From regulatory changes to broker pain points, technology, innovation, business coaching, economics, forecasting, and general well-being, NIC covers various topics essential for industry professionals.

REGISTER NOW

Time: 7AM - 3PM Location: Royal Pines, The Gold Coast, QLD Click the register now button to register.

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Board Of Directors

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Tony Carter

Peter White AM

Chair | Director

Managing Director | FBAA Life Member

Tony Carter has been involved with the motor and finance industry for more than 40 years, including over 20 years as a 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.

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.

Over the past 20 years Tony has been on three not-for-profit boards; BIZLINK (Chairman), Asthma Foundation WA (Chairman), and Asthma Australia (Director).

Tony was first elected to the FBAA Board in 2017.

Special Responsibilities Chair of the FBAA Board of Directors Chair of Nomination and Membership Committee Member of Remuneration Sub-Committee Member of Dispute Resolution Committee Member of Concierge Advisory Forum

Email: tcarter@fbaa.com.au

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.

Peter has been an appointed member of the FBAA Board since 2016.

Special Responsibilities Member of Finance, Audit, Investment and Remuneration Committee Member of Governance Committee Member of Nomination and Membership Committee Member of Education Committee Chair of International Mortgage Brokers Federation Chair of Concierge Advisory Forum Chair of the Commercial, Asset & Motor Forum Member of Equity Release Advisory Forum Government, media and strategy

Email: pwhite@fbaa.com.au

Clive Kirkpatrick

STEPHEN RASMUSSEN

Deputy Chair | Director

Director | FBAA Life Member

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.

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.

Clive joined the FBAA board as an appointed director in 2020.

Special Responsibilities Deputy Chair of the FBAA Board of Directors Member of Finance, Audit, Investment, Remuneration Committee Chair of Investment Sub-Committee Member of Remuneration Sub-Committee Member of Nomination and Membership Committee Member of Concierge Advisory Forum

Email: ckirkpatrick@fbaa.com.au

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Stephen has served on the FBAA QLD State Council and as past QLD State President. He was first elected to the FBAA Board in 2016.

Special Responsibilities Chair of Finance, Audit, Investment and Renumeration Committee Member of Investment Sub-Committee Chair of Equity Release Industry Advisory Committee

Email: srasmussen@fbaa.com.au

Felicity Heffernan

Barry Honey

Director

Director

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.

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.

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.

Felicity was first elected to the FBAA Board in 2020.

Special Responsibilities Chair of Governance Committee

Email: fhefferman@fbaa.com.au

Barry joined the board as an appointed director in 2021.

Special Responsibilities Member of Finance, Audit, Investment, Remuneration Committee Chair of Risk Sub-Committee Chair of Remuneration Sub-Committee

Email: bhoney@fbaa.com.au

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Nick Wormald

BRETT SPENCER

Director

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.

Brett Spencer is a second-generation mortgage stalwart, having been actively involved in the Mortgage & Finance industry for over 30 years after starting his career working at the familyowned lender Interstar (now NAB Advantage).

He then went onto to run the Stargate Group pioneering outsourced mortgage processing services by creating the first BPO (Business Process Outsourcing) operation for Mortgage Brokers and was instrumental in introducing the first Mortgage Broker CRM Systems in the early 2000’s (SymmetryCRM), used by over 5000 mortgage brokers prior to its acquisition by then ASX listed Rubik Financial Limited (RFL).

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. Nick was first elected to the FBAA Board in 2021.

Special Responsibilities Member of Finance, Audit, Investment, Remuneration Committee Chair of Investment Sub-Committee Member of Dispute Resolution Service Member of State Presidents Liaison Group

Email: nwormald@fbaa.com.au

Brett also serves on the board of an advisory services firm, a responsible lending technology firm, a new to market fintech lender specialising in loans to Australia’s front-line responders and has been an investor and advisor to lenders, aggregators and regulators in Australia and abroad.

Brett has served the FBAA as State President for Victoria & Tasmania and was first elected to the FBAA Board in 2023.

Special Responsibilities Chair of State Presidents Liaison Group Member of Risk Sub-Committee Member of the Governance Committee

Email: bspencer@fbaa.com.au

David Traynor

JILL FLECK

Director

Director

David Traynor is a successful finance executive with nearly four decades of industry experience across international, national, regional and customer owned banks.

Jill commenced her Company Director journey in 2007 and has over 27 years’ experience in the finance sector.

His roles have included Executive Management roles in sales, leadership, credit management, asset management, consulting and contract roles.

David’s recent roles have been focused on developing business growth strategies while maintaining sound credit disciplines. In 2005, in recognition of David’s skills and experience, he was awarded a Fellow of Finance by the Financial Services Institute of Australasia.

David has served on the FBAA NSW State Council and was first elected to the FBAA Board of FBAA in 2023.

Special Responsibilities Member of Finance, Audit, Investment, Remuneration Committee Member of Nomination and Membership Committee

Email: dtraynor@fbaa.com.au

She is a visionary with a deep commitment to advancing the FBAA mission. She volunteered on the FBAA WA Council with her final year holding the role of State President.

Continuously fuelling her professional growth, Jill is a Graduate of the AICD Company Directors Course.

Jill reflects unwavering enthusiasm for innovation and ethical governance and is a dedicated advocate for social causes.

Jill has served on the FBAA WA State Council and as past WA State President. Jill was first elected to the FBAA Board in 2023.

Special Responsibilities Chair of Dispute Resolution Service Member of Commercial, Asset & Motor Forum

Email: jfleck@fbaa.com.au

2024

STATE PRESIDENTS Scott Beattie

Justin Delanty

Queensland - State President

Tasmania - State President

Cube Central Mobile: 0402 720 613 Email: qld@fbaa.com.au

Lending4U Mobile: 0458 031 569 Email: tas@fbaa.com.au

COLLINS MAYAKI New South Wales & Australian Capital Territory - State President Mobile: 0466 970 529 Email: nsw@fbaa.com.au

Marios Rokka Victoria - State President Lending Centre Australia Mobile: 0400 880 880 Email: vic@fbaa.com.au

Luke Bray Western Australia - State President Purely Finance Mobile: 0430 036 857 Email: wa@fbaa.com.au

Kym Russell South Australia & Northern Territory - State President Nieuvision Financial Planning Mobile: 0402 201 510 Email: sa@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 Australasia 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

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“You never achieve real success unless you like what you are doing.” ~ Dale Carnegie