Broker Magazine - September Issue by fbaa.com.au

BROKER

2025 FBAA NATIONAL INDUSTRY CONFERENCE

Complete guide

DR MICHAEL KOLLO

Leading AI thought leader. Why AI matters

SURVIVAL TO $10M MONTHS

Breaking plateaus in your broking business

In this issue

WHITEY’S UPDATE

FBAA Managing Director and industry

advocate Peter White

AM shares his insider updates since the last edition of Broker Magazine.

SURVIVAL TO $10M MONTHS

Breaking Plateaus in Your Broking Business

DON’T SWIM IN THE SEA OF SAME

How to stand out— gently and genuinely

HOW GOOGLE’S AI IS REWRITING THE RULES OF SEO

34 TRAIN YOUR BRAIN TO SEE OPPORTUNITIES, NOT PROBLEMS

38 HELPING DIVORCEES REBUILD HOPE AND SECRUITY

20 HOW TO ACTUALLY WIN CLIENTS THROUGH SOCIAL MEDIA

WHAT DOES YOUR BUSINESS LOOK LIKE ON AI?

Why AI matters and how brokers can embrace it

40 THE MOST ANTICIPATED INDUSTRY EVENT OF THE YEAR Everything you need to know about the 2025 FBAA National Industry Conference

The surging growth in equipment finance,

60 ASSET FINANCE ON THE UP

64 THE VIEW Don’t Let AI Make You Obsolete - AI & The Future Of Finance Broking.

THE CHAIR From Tony Carter

Welcome to FY26. It only seems like yesterday we were all giving thought to the doomsday ahead, caused by this new thing called COVID-19. Way back in 2019.

Today in 2025, all appears to be a distant memory, albeit many aspects of the economy, business growth, and family life have changed, seemingly forever. Much of it is for the good, whilst the cost of living and business is a genuine concern.

FBAA has seen significant growth – a good thing - as this causes us to continually assess and renew the many offerings we have for its members.

The past 18 months have possibly been the greatest growth period in FBAA’s history. Net Member numbers have now exceeded 13,500 and do not appear to be slowing appreciably. This has been monitored as a measure of success for well over a decade.

Success does give rise to opportunity; however, it also brings challenge.

The opportunity was clearly to provide programs, activities, events, and education that are “best in the field” in all segments of the market. This is the Value Proposition where FBAA members can engage with FBAA to enhance their skills and grow their own businesses, knowing their clients are receiving quality offerings that meet their needs, as a result of engaging with a FBAA finance and mortgage broker.

Underpinning the member-facing activity, FBAA has also invested in the growth of its Advocacy on behalf of members. This now encompasses federal and State Governments, as well as the Treasury and Regulators. The advocacy conversation now has greater reach, and we are confident of greater potency.

To develop and drive the recently upgraded initiatives, we needed people and structure.

This process took place over a 12-month period, and once appointments were made, an additional 12 months were spent on development and testing. Finally, we had a structured management team supported across Australia by an equally enthusiastic and professional team working locally with Aggregators, Suppliers, and Members. At the same time, we have retained and grown our team of state council volunteers.

This has not been an easy journey – no worthwhile venture is ever easy. There are starts and stops, people joining and leaving the FBAA team as we reshape and retrain to ensure our end “product” is relevant to members, valued by sponsors and supporters, and willingly consumed by members across Australia.

The most important aspect of growth and change is ensuring that the cost is, in fact, an investment in the members, bringing about meaningful benefits to their business through the agency of FBAA.

Having made the investment, the challenge is to continue on the path of “best in field” offerings and encourage members to engage with this shift in professional development.

I am definitely not prepared to say “job done”; however, I can see a significant shift, with member participation increasing at events and engaging in both online and face-to-face education. Sponsors, primarily comprised of suppliers to the industry, have shown a tremendous level of support, seeing genuine value. Their feedback is important, and it is pleasing to see that this is being offered freely and positively.

It is not my intention for this article to be read as an advertisement; however, I ask that all members go to the website and check out what is on offer, to help you, as Brokers operating under the FBAA banner, to also remain as “best in the field”.

Learn More

Switching topics, it is very pleasing to see industry collaboration becoming a reality, especially in areas where the greatest impact can be made for the benefit of members. We do not want to see competing views published on matters vital to all brokers and supporters of the industry, as this can only weaken a strong and researched matter. Having invested in additional Advocacy support, we are keen to protect the interests of members and the industry at large. Together as one voice, this industry can achieve even greater impact across many areas.

Tony Carter FBAA Chair of the Board

Whitey’s Update

FBAA Managing Director and industry advocate

Peter White AM shares his insider updates since the last edition of Broker Magazine.

The past few months have been transformative for FBAA and our members. We’ve launched new education pathways, strengthened our regulatory advocacy, and expanded our global influence — all while preparing for what promises to be our biggest National Industry Conference yet.

This time of year is exciting for brokers and FBAA members, as we inch closer to our signature event, FBAA’s National Industry Conference. NIC 2025: Broker X will focus on a future-forward experience and what brokers need to know today to help them prepare for tomorrow. The conference will be held on Halloween, Friday 31 October at Royal Pines, Gold Coast, so we’ve appropriately themed the gala evening Monsters of Mayhem. I look forward to your usual display of creativity and festivity.

The growth, evolution and success of our national industry conference has us considering potentially taking NIC interstate down the east coast. If you would like to see NIC head to Sydney or Melbourne, let me know. Email me direct at peter@fbaa.com. au. Gold Coast has been the home of the conference since its inception, but if the demand is there to alternate locations we are open to your feedback. If you feel passionately either way, please let me know.

Our New Zealand affiliate FAMNZ continues to grow. While NZ members are encouraged to attend our Australian national industry conference, our dream to create an NZ event is still alive. We may or may not see that dream realised in 2026 as we still have a few rungs to climb first. Key to our growth is the appointment of our new Business Development Manager. Stay tuned for that announcement!

Looking globally, and our International Mortgage Brokers Federation (IMBF) held its World Summit in Dublin, Ireland in May. Some 56 people attended, and the quality of information we collated at that summit was invaluable. We had constructive conversations around the impact of AI, technology, gender diversification in the industry, education in the industry, and where that’s going. The white paper is in the final stages of review.

Our most recent exciting development is the formal launch of the Diploma with a Difference. This isn’t just another compliance requirement — it’s a competitive advantage. This is obviously an enhanced version of the required diploma to become a broker, with additional business modules to support you running a business. For those wanting to diversify, our new commercial and asset finance pathway provides independent certification equivalent to financial planning credentials (essentially a CFP), opening lucrative new revenue streams.

Since the last edition of Broker Magazine, FBAA has formed its Regulatory Engagement Group, REGs. The idea for REGs came from member survey and face-to-face feedback. The purpose of REGs is to offer regulatory guidance to FBAA, considering what we have has done previously and our interactions with ASIC, AFCA and regulators, then expanding across nine touchpoints – one for each state and territory as well as federal. This will give FBAA a strategic viewpoint of the regulatory environment across the country, looking at what the issues are in a proactive manner, proactively pinpointing emerging issues, and identifying stakeholder engagement opportunities. Composing REGs will be me, David Carson from Compliance One, Lyall Mercer of Mercer PR and Krystal Camilleri of Jellyfish Marketing.

The broking landscape is evolving. The question isn’t whether change is coming — it’s whether we’ll lead it or follow it. FBAA exists to ensure you’re always at the front of the pack.

See you at the Gold Coast.

FBAA current top priorities

• Proactive State and Federal Governments Advocacy undertakings

• Quality education awareness is a paramount undertaking this year

• Expanding into the marketplace our Professional Certification Program under CFMIA

• Progression of our Diploma with a Difference

• Broader awareness of our Careers Pathway and course for Commercial and Asset Finance

• Driving the membership base forward in New Zealand under FAMNZ

• The appointment of our NZ BDM

• Engaging strategically placed staff

• Enhancing and replacing technology platforms which have run their life

• Rework of various branding initiatives including our website

THE BROKER VOICE AMPLIFIED

Regulatory engagement group

This is why we are substantially broadening our advocacy initiatives, and have formed a new regulatory engagement group (REG) which has been joined by financial services expert and former ASIC executive David Carson.

As the industry association that now represents the majority of individual finance and mortgage brokers, the FBAA remains committed to ensuring members have a strong and focused voice with government, regulators and other important stakeholders.

It’s more important than ever in this era of rapid technological change that decision-makers hear our voice and understand the issues that matter most to members and our industry at large.

This is why advocacy has always been our top priority. We saw the positive effects of our voice a few years ago following the absurd recommendations of the Hayne royal commission, and we continue to ensure that we are always ahead of key issues that will impact brokers.

But as an association started against the odds some decades ago with the mantra that we were formed “by brokers for brokers”, the status quo has never been in our DNA. Past successes are now behind us and we are always looking ahead and asking how we can do things better.

David will be working closely with me and our leadership team on submissions to all governments –federal, state and territory, and into New Zealand.

This new group – which also includes specialist media, marketing and legal support - boasts vast experience and policy expertise, and as it builds capability will prove to be a formidable weapon in our advocacy arsenal by deepening our footprint and engagement with regulators and ministerial office staff.

It will also deliver stronger proactive member and industry awareness to what we do in this space.

The REG has a broad mandate to promote the interests of both brokers and consumers, and I’m pleased to say it’s hit the ground running in its first weeks of operation.

Already, the group has penned a submission to Commonwealth

treasury warning against higher levies that penalise brokers under the national Compensation Scheme of Last Resort.

The group is also working its way through three additional government consultation papers to assess their potential impacts on brokers.

The FBAA will leverage the group’s expertise to continue advocating on the issues that matter most to members, including:

Reform of the point-of-sale exemption for automotive dealers;

Review of unfair commission clawbacks; and Cracking down on unlicensed referrals.

We’re also continuing our dialogue with federal assistant treasurer Daniel Mulino and other parliamentary leaders on policies impacting the industry in Australia.

New Zealand

Just as importantly, across the Tasman we’re ramping up our advocacy in New Zealand through the Finance and Mortgage Advisors Association of New Zealand (FAMNZ).

Recently I met with New Zealand’s Financial Markets Authority (FMA), at their request, to discuss current and emerging industry issues.

This was a fruitful discussion around a range of issues including current market conditions and emerging technology trends such as AI.

FAMNZ is advocating for stronger education standards for New Zealand advisers, including CPD, and we continue to make this case to the FMA.

This wasn’t a one-off meeting, and we will continue to engage with New Zealand regulators, elected representatives and other industry figures to advance the interests of our members.

“The status quo has never been in our DNA”

SURVIVAL TO $10M MONTHS: Breaking Plateaus in Your Broking Business

By Sam Panetta Broker Coach, Founder www.brokercoach.com.au

When you’ve been in the game a while and the market is shifting fast, it’s easy to hit a ceiling. Momentum slows.

Getting to big numbers without burning out can feel impossible, but there’s a smooth way forward. Here are my top 10 tips to build a brokerage that wins year after year in a sustainable way.

1Reverse engineer $10M months and focus on real numbers that matter

Work out how many deals you will need to settle to hit $10M based on your average loan size. Then calculate how many applications you will need to lodge, how many strategies you will need to present to clients, and how many leads you will need to generate to get there in the first place.

2Pick

a niche so sharp it makes your competition irrelevant

Choose a niche you are genuinely passionate about, where you have a real competitive edge, and to a demographic that you can effectively market to in a way that they see themselves, not just the way you see them.

3Get

a killer website built that becomes a consistent converter

Invest in a professional, conversion-focused website that speaks directly to your niche. Ensure your site’s set up for SEO so that when your ideal client searches on Google, you appear on the first page.

4Use paid ads to guarantee fresh leads every single day

From day one, commit to running paid ads with a $100 daily budget. This isn’t about hoping for organic traffic; it’s about controlling you’re lead flow. Target your niche with precise messaging, test different creatives, and put more budget behind what’s converting.

5Hire a gun support person BEFORE you need them

Don’t wait until you’re drowning to hire. Bring in someone early to handle preparing submissions, chasing documents, and managing settlements. This will free you up to spend more time on marketing, sales conversations and delivering a five-star client experience.

6Create short videos that stop the scroll and start conversations

Produce daily videos for Instagram and TikTok that give value to your audience, and do it on such a volume that it becomes unreasonable to fail.

7Write long-form content that builds trust

Write daily posts for LinkedIn and Facebook that dig deeper into your audience’s challenges, wins, and opportunities. Share stories, case studies, and useful breakdowns to deliver real value—not fluff.

8Bring in an experienced credit analyst to move faster = convert better

Once the pipeline is flowing, hire someone sharp who can quickly analyse scenarios, find the best fit, and get options to clients faster than you can alone.

Speed matters in this game: the quicker you respond, the higher your conversion

rate.

Hire support person number two: keep the machine running smoothly

As volume ramps up, consider adding another powerhouse team member to handle the growing workload, allowing you to continue focusing on marketing and sales.

Deliver a five-star experience

That’s what drives retention, repeat business, and steady referrals—the cheapest and highest quality lead source you will have the pleasure of receiving.

The bottom line...

It is not enough to know how to write loans; if you’re going to step into the arena, you need to know how to run a business too. That means equal focus on marketing, selling, delivering, and operating.

When you...

• Focus on the right niche.

• Keep your marketing engine running.

• Build a backend that hums.

• And wow, every single client.

Growth becomes inevitable.

CASHFLOW UPS AND DOWNS?

Business moves fast. Banjo keeps the tempo.

From fast cashflow needs to complex growth, offer your clients the benefits of Banjo.

• Business loans from $20k to $5m*

• Flexible terms, up to 5 years*, no early payout penalties

• A team that’s here to help you and your clients succeed

• Deal directly with credit decision-makers

Get deals moving *Subject

We work in a profession with 20,000+ brokers and plenty of copypaste branding. The quickest way to disappear? Blend in. The bravest way to grow? Stand for something.

When I stepped out of a franchise and rebranded to Property Before Prada, my accountant gently asked, “Kath—are you sure? This could cut out half the market.” He wasn’t wrong. I did it anyway. I had a story to tell and women to serve.

I grew up determined to be financially independent. I’m also a survivor of domestic violence, and that experience shaped my purpose: help women build safety and choice through smart money moves—not impulse buys. In a world of instant gratification and glossy grids, I wanted to say: invest in yourself first, then buy the Prada. That clarity guided my voice, my marketing, my advice process, and the clients who chose me. It didn’t shrink my world; it focused it.

Why your niche is your people

Connection first:

When you show up as yourself, the right clients recognise themselves in your story. They feel seen, safe, and understood.

Trust that sticks:

Lived experience beats slick slogans. Share the why behind your work and trust compounds meeting after meeting.

Work you love, clients who love you:

Serving like-minded clients is a lighter, kinder approach that yields better outcomes. Those clients become your raving fans.

Referrals with a heartbeat:

Aligned clients introduce you to more aligned clients. Your community grows because it’s real.

Clarity brings calm:

Knowing who you’re for makes every decision: marketing, process, pricing, simpler and more consistent.

How to stand out—gently and genuinely

1. Name your edge.

What part of your story, community, language, or previous career gives you uncommon empathy or insight? Write it down. Lead with it.

2. Describe your person:

Define the client you help best and the problems you’re brilliant at solving. You’re signalling fit— not building a fence.

3. Create a simple framework:

Package your process into three to five steps clients can follow (e.g., Map > Model > Move). Frameworks calm nerves and scale trust.

4. Tell one true story:

Share a client moment where you guided someone from “I need it now” to “I’m building long-term security.” Show the numbers and the feelings.

5. Protect your energy:

Use a values-based fit check, pre-meeting education, and tight checklists. You’ll do deeper work for the right people—and sleep better.

Every broker has a differentiator—heritage, language, community, a career before broking, or a challenge you turned into fuel. Please don’t sand off those edges to look like everyone else. People do business with people they know, like, and trust. When you lead with who you are and who you’re for, your clients will find you and stay.

Yes, buy the handbag, after you’ve paid your future self first.

How Google’s AI Is Rewriting the Rules of SEO

As Google shifts from keyword-based search to AI-driven relevance, traditional SEO strategies are rapidly becoming outdated. AI Overviews and the Search Generative Experience are transforming how businesses appear in search results and what brokers must do to stay visible in this new era of search.

By Dinesh De Silva: CEO & Founder - netStripes

For years, businesses have relied on search engine optimisation (SEO) techniques rooted in keyword targeting. But now, with Google’s AI Overviews and along with the rollout of AI Mode, the SEO rulebook is being rewritten. Instead of simply matching queries to keywords, Google is becoming more intuitive, pulling answers from multiple sources, understanding context, and delivering AI-generated responses that bypass traditional search result pages. The implications for the finance industry are profound. The on-going changes will create profound opportunities for real businesses, and real expertise to flourish.

From Keywords to Context

Traditionally, SEO success meant finding the right keywords and optimising content around them. But Google’s latest AI updates are shifting focus to intent and relevance. AI Overviews now generate summaries at the top of some search results, giving users direct answers instead of a list of links to explore. That means your business might not appear on page one, even if your website is highly optimised unless your content is genuinely useful and authoritative.

This evolution stems from Google’s use of Large Language Models (LLMs), which can understand natural language and provide responses based on a deep understanding of context. As a result, it’s no longer enough to simply include target keywords, your content needs to address the user’s actual problem with depth and clarity.

What Does This Mean for the Finance Industry?

If you’re a finance broker who’s invested time or money into SEO, these changes might sound intimidating. But they also create new opportunities to stand out. Here’s what matters now:

Relevance over ranking: The goal isn’t just to appear in search results but to be referenced in Google’s AI-generated summaries. This means your content must be clear, informative, and structured to answer real customer questions.

Authority and trustworthiness: Google’s AI is trained to identify content from trustworthy sources. If your business has unique expertise or insight, you should demonstrate it through case studies, FAQs, or thought leadership content.

Fresh, valuable content: AI Overviews tend to prioritise recent and original material. Keeping your website and blog updated with useful, nongeneric content is more critical than ever.

What You Can Do Now

To remain competitive, businesses should audit their online presence with these AI-driven changes in mind. Focus on these three priorities:

Content strategy: Go beyond blog posts stuffed with keywords. Instead, answer customer questions, explain processes, and share your expertise in a clear, approachable way.

Website quality: Google still values welldesigned, mobile-friendly websites. Fast load times, intuitive navigation, and helpful on-page content contribute to stronger performance.

Expert visibility: Position your business as an expert in your field. This can increase your chances of being cited in AI summaries, even if your site isn’t the top search result.

The SEO Game Has Changed But It’s Not Over

AI is transforming how people search and how businesses are found. While it may feel like a big leap, the path forward is simple: create better content, for real people, not just algorithms. In this new era, authenticity, value, and clarity will help your business thrive in search, no tricks, no shortcuts, just meaningful connections with your audience.

How to actually win clients through social media

One thing I’ve noticed from speaking with brokers across the country is that social media is often an afterthought. They post an occasional rate update, a picture from a lender PD day, or a link to their website, and then give up because they haven’t seen any benefits.

Since I started taking social media seriously in 2024, my videos have garnered more than 20 million views on TikTok alone. From there, I’ve built brand awareness, trust, and leads at scale.

Why social media matters

Building relationships is the most important part of being a broker. Today, this starts before you even meet.

Homebuyers research brokers online well before they pick up the phone. If they don’t find you or, worse, they find nothing of

value, you’re already behind. Social media provides a way to build trust before the first call, demonstrate expertise, and stay top of mind when people are ready to look for financial services.

It’s also one of the most costeffective ways to generate new business.

The mistakes most brokers make

The main mistakes that brokers make online are related to content and frequency.

Possibly the biggest trap is posting without purpose. Random content once a month doesn’t build connections or recognition. Posting regular videos makes you more familiar to potential clients.

Another mistake is creating content solely about yourself, such as awards, office photos, or another “we’re here to help” post. Those can be useful, but only when they’re part of a more diverse strategy. Likewise, there’s the

billboard approach: pushing services instead of creating conversations. Social media is most effective when it focuses on education and relatability, rather than being purely promotional.

What actually works

Short-form videos:

Platforms like TikTok, Instagram Reels, and YouTube Shorts reward quick, punchy content. People have short attention spans, so aim for content that is 30 to 60 seconds long and ensure it captures their attention within the first five seconds.

Educational value:

Share tips, bust myths, and answer FAQs. If you’ve explained something three times this week to clients, it deserves to be a post. Adding personality and a unique angle will help you get views: “Three things banks hate seeing on your statements” will travel a lot further than a generic mortgage explainer.

Storytelling:

Nothing connects like a client success story. Keep it simple, anonymise the details, and show the journey from problem to solution. Showing someone that you can help with the sort of issue they’re facing can be very convincing.

Consistency:

Success doesn’t come from one viral post. It comes from showing up regularly. Posting every second day helps you build momentum. It’s much better to keep posting on a regular basis than to burn bright and quick before abandoning your account.

Steps you can take today

1. Pick a platform where your audience spends time. Instagram, TikTok, and LinkedIn are each used by different demographics, so adapt your message accordingly.

2. Write down the top 20 questions clients ask you. That list is your first content calendar. Once you’ve started to establish yourself as an authority, it’s good to mix in some videos that show off your personality.

3. You don’t need to go overboard with equipment or editing. Record your answers on your phone and keep it authentic. The more videos you make, the more natural you’ll become in front of the camera.

4. Stick to a simple routine: five posts a week, mixing short videos and static posts. That consistency compounds fast.

5. Bring in the whole team. If you’ve hired an office of experts, showcase them on your socials.

Social media isn’t about vanity metrics or chasing viral

memes. It’s about showing up where your clients are already scrolling, educating them, and earning their trust before the first conversation. The brokers who get involved are the ones who’ll see their lead counts grow.

By Brad EastFounder of Wisebuy Home Loan and Dealify

From Coffee Cups to Home Loans:

Jo’s

Recipe for Regional Success

They say if you love what you do, you’ll never work a day in your life. For Joanne White, that’s more than a saying—it’s the driving force behind her work as a regional broker.

Every step in her journey—from bookkeeping to hospitality to counselling—has given her the skills, empathy, and resilience she now channels into supporting her clients throughout Ballarat and the Grampians.

Raised in Ballarat, Jo’s connection to her community runs deep. In 2017, she swapped spreadsheets for coffee cups, opening a café in a heritage building in the Grampians. The long hours and face-to-face connections with customers taught her something valuable: in a regional community, relationships are everything. “People here look after their own,” she says. “That sense of trust is the heartbeat of my business today.”

While running the café, Jo supported her partner with his client work as an accountant and mortgage broker. Numbers came easily, and she loved solving problems and helping people achieve their goals. In 2020, she became a qualified counsellor, running a private practice alongside the café. By 2023, Jo closed the café to focus on counselling and increased her support for the brokerage, marking a turning point.

“I realised how much I enjoyed seeing clients achieve their real estate dreams. I wanted to be part of that journey.”

Now, with Snap Financial Solutions, Jo splits her time between Ballarat and the Grampians, meeting clients face-to-face every two weeks. She works with first-home buyers, refinances, home loans, and asset finance. Regional broking presents challenges—postcode restrictions

and limited lender options—but Jo finds the relationships, trust, and loyalty built through these hurdles are well worth it. “Yes, you have to navigate a few more hurdles, but the relationships you build are stronger, the trust runs deeper, and the loyalty lasts a lifetime.”

The wins make it all worthwhile. She remembers calling a couple in their 30s to say their firsthome finance was unconditional. “He just yelled, ‘You bloody beauty, what a ripper, you are amazing Jo!’ That’s pure regional joy. It melted my heart.” Many clients know her from her café days, and there’s something special about helping people you’ve shared a community with for years. She celebrates their milestones with housewarming gifts, visits to their new homes, and regular check-ins—relationships that often grow into friendships.

“Yes, you have to navigate a few more hurdles, but the relationships you build are stronger, the trust runs deeper, and the loyalty lasts a lifetime.”

Her counselling background has become an unexpected and distinctive asset. Many of her clients are women who feel safer and more supported working with her, including those navigating anxiety or recovering from domestic violence. Jo’s ability to connect empathetically with clients—while understanding their financial needs—is a unique blend she brings to regional broking. “I don’t hide that part of my career,” Jo says. “It helps people feel understood, and in regional areas, that word-of-mouth trust spreads quickly.”

Being regional hasn’t stopped her from staying connected to the industry. She attends FBAA

webinars and lender roadshows, and meets regularly with her Meltonbased team via Zoom and in person. BDMs often pop in for coffee when they’re in town, and she credits her mentors with helping her navigate the steep learning curve of her first year. Growing her client base is “old school”—networking in person, volunteering in the community, and being an active member of the Ballarat Business Women’s Group.

Her advice to brokers considering a regional approach is straightforward: don’t underestimate the power of community. “When you invest in your clients’ lives, they invest back in you. It’s not just about transactions—it’s about building relationships that can last for decades.”

As she heads into her second year, Jo is building new real estate connections and receiving more referrals from past clients’ friends and family—a sure sign she’s doing something right. “When you live as your authentic self, work with honesty and integrity, and genuinely love what you do, people feel it,” she says.

“Yes, regional broking has its challenges, but the rewards—the loyalty, the relationships, the joy— make it a profession where every win feels personal and every client becomes part of your story.”

“Yes,

regional broking has its challenges, but the rewards—the loyalty, the relationships, the joy—make it a profession where every win feels personal and every client becomes part of your story.”

Learning Centre

An exciting new initative of the FBAA the Learning Centre is an online platform that offers you the freedom to learn at your own pace and in your preferred style.

Multi-Style Learning:

Engage with audio, video, and written materials – pick the style that works best for you.

Comprehensive Content:

Whether you’re looking to improve your business performance or build resilience in your career, FBAA

Learning Centre offers a wide array of learning topics for every stage of your professional journey.

Ease of Access:

Access courses anytime, anywhere, with flexible online learning that fits your busy schedule.

Personalised Learning:

Choose from a range of content that suits your individual needs, from business finance, product knowledge, marketing strategies, and customer service, to mental health and wellness support.

Top courses of the month

Investing in the Next Wave:

FBAA’s Commitment to New Brokers

2025 has marked a change in the profile of new entrants entering the finance industry. More members start their journeys by transitioning from other professional services, with nearly two-thirds having already gained some experience in the Financial Services. This trend reflects the growing acceptance and understanding that being a broker is a rewarding career that requires training, professional development, and solid skills. With over one-third of brokers operating alone, the odds are stacked against new entrants, given the rising complexity of processes, advancements in technology, and business compliance requirements.

The FBAA is taking action on the ground, expanding its support for new-to-industry brokers with the comprehensive New Broker Program. The program is comprised of 3 parts:

1. Introduction:

New Broker nights are held nationally to connect and support members as they start their businesses. These evenings offer practical tips and tools as well as an opportunity to meet peers, share ideas, and connect as a part of a wider community.

2. Introductory Webinar content that covers foundational learning to assist and complement members’ training with their Aggregation Partners and Mentors. Topics for the remainder of this year will include Understanding Valuations, how to read Credit Reports, fundamentals of Payslip Analysis, and reading selfemployed financials and tax returns. 2026 will see a repeat of these topics and an additional 4 topics being: SMSF Lending, Construction Loans, Companies and Trusts, Lenders Mortgage Insurance (LMI).

3. The FBAA New Broker Scholarship program is underway with 25 members around the nation, undertaking 6 months of Business Coaching to assist them with the foundational skills for success in the first 24 months of practice.

The program offers a manageable, phased learning journey that balances theory with practical application, providing a range of Group learning, online modules, and one-on-one coaching.

Key topics include:

Business Structuring & Management, Mindset & Motivation, Business Diagnostics, Executive Business Plan Development, Lead Generation Strategies, Content & Social Media Marketing, Referral Partner Marketing, Marketing Plan Execution, CRM & Automation tools

This year’s cohort is representative across the nation, aggregation partners, regional, and city locations. With close to 35% of attendees being women, a positive shift is being observed, which is higher than the national average for female brokers in the Industry.

The New Broker Scholarship program is fully funded by the FBAA in conjunction with our Core Sponsor Industry Partners, as a whole-ofindustry initiative. Delivered in partnership with Better Business Coaching, the program is designed to provide new brokers with the business coaching and skills necessary for success.

As we look to the future landscape for brokers, a key indicator of the industry’s health is our ability to support members in achieving success in the early stages of their business. The FBAA plans to be a market leader in this space.

“As a passionate and driven new broker, I am committed to building a successful career that upholds the highest standards of professionalism and client care. This scholarship would provide me with the essential tools, mentorship, and industry insights to accelerate my growth and contribute meaningfully to the finance sector. I am eager to learn, adapt, and make a lasting impact, and I believe this opportunity will empower me to do just that.”

- Julia Boyle

“I have spent over 16 years helping business owners manage their finances through accounting and bookkeeping, but I’ve never run my own business. Stepping into mortgage broking has been both exciting and daunting, and I am aware that I still lack confidence in certain areas. This scholarship would provide me with the tools, knowledge, and support to develop into a capable and trusted broker. Being part of this program would be an incredible opportunity to learn, connect, and succeed.”

- Dhiraj Bharward

By Joanna James FBAA Chief Development Officer

What does your business look like on AI?

Dr Michael Kollo

“In three years’ time, how will your business be unrecognisable from today because of AI?” asks Dr Michael Kollo, a highly regarded AI thought leader based in Sydney. The question emphasises the transformative moment we find ourselves in. ChatGPT alone claims 700 million active users, and a 2025 KPMG report found 66% of people surveyed use AI regularly. The integration isn’t coming — it’s here. We spoke to Kollo about why AI matters and how brokers can embrace it.

We are having these incredible breakthroughs in AI, except in this case it’s not staying in the lab – it’s going straight to your desktop. “ “

Kollo’s provocative question underscores how AI use and sophistication are experiencing exponential growth, creating what he calls an “immense opportunity for whitecollar professionals like brokers.”

“In the same way we had breakthroughs in physics in the 20th century and communications with the internet, we are having incredible breakthroughs in AI, except in this case it’s not staying in the lab – it’s going straight to your desktop. AI has never been more accessible or intelligent.”

Many brokers are already using AI to disrupt competitors and capture market share — “in which case you should certainly be doing it before you get taken” — expand into new products, or simply perform their core work more effectively.

Kollo brings unique credentials to this conversation. After completing his PhD in London, he spent close to 14 years in quantitative finance at major asset management firms including BlackRock, Fidelity, Renaissance Asset Management and AXA Rosenberg. “Quantitative finance is essentially using data and algorithms to forecast something about the world,” he explains. “My role was to identify patterns, predict market behaviour and create suitable financial products.”

“One human can connect with 50 or 100 clients with different profiles and needs — with AI you can do that at massive scale.”

His AI journey began in 2015 when the technology was still confined to tech circles. “Back then AI was very specialised. You needed data scientists and data lakes, it was all very technical and mathematical, and the question remained, ‘okay, what does this actually mean for me?/”

Convinced that climate change and AI would be defining forces of his lifetime, Kollo transitioned from finance into AI consultancy. Now he helps organisations across industries — finance, construction, universities — understand how to deploy AI strategically. “I help people understand why this new kind of AI is so civilisationaltering in terms of its capabilities.”

The scale of current adoption validates his early conviction. “For the first time ever, we have something not human that can speak our language, and compellingly communicate with us, reason with us, think with us, help us or hinder us, inform us or lie to us. We’ve had animals that can speak five words, but nothing like AI in history. We are truly in uncharted waters.”

But this isn’t science fiction dystopia. “This is not the world of Terminator,” Kollo assures. “Terminator featured large, masculine metallic robots sent back by super intelligence that forgot to program how to speak English correctly. Where we’re at today is something that can speak intelligently, beautifully, and then occasionally forgets how many Rs there are in ‘strawberry.”

For mortgage brokers specifically, the applications are immediately practical. AI can analyse client documents, generate personalised loan comparisons, automate compliance checks, and draft tailored communications. “So much of the brokerage world is about intermediation,” says Kollo. “You’re at the nexus of supply and demand. A good broker understands both sides of the equation really well and can match and connect them together.”

“If you’re thinking about your career as a whitecollar professional and how you’re going to succeed, there are almost no roads that don’t lead to AI.”

The technology amplifies this core strength exponentially. “If one human can connect with and communicate with 50 or 100 clients, each with different profiles, different needs, different investment requirements, then with AI you can do that at massive scale.”

However, human relationships remain irreplaceable. “We already have spreadsheets and automation tools to quantify risk and exposure. Yet relationships endure because there’s a deep-set sense of uncertainty with finance — you are always lending or borrowing against future events. That uncertainty means trust is necessary, and trust lives between people. It’s an emotion that exists between people.”

For professionals navigating this transition, Kollo offers clear guidance: “There’s no textbook on how to use AI for your business because the models are moving too fast. But you need to connect with thought leaders who can help you understand what you can do and how quickly you can implement it.”

The commitment requires ongoing evolution, but the rewards are substantial. “If you’re looking to grow your business, scale it, be more profitable or hire more people, there is no better time in your profession’s history to embrace AI because it’s never been this accessible or intelligent.”

His workshops consistently reveal an interesting pattern: “By far the most competent users of AI tools are the up-and-coming, younger generation of financial professionals, advisors and brokers.”

The message for established professionals is clear: “If you’re thinking about how to succeed as a white-collar professional, there are almost no roads that don’t lead to AI.”

Kollo will demonstrate these principles at FBAA’s 2025 National Industry Conference (NIC Broker X) on Friday

31 October at Royal Pines Resort, Gold Coast. His presentation, The Rising AI Tide: Finance in the Age of Intelligence, will include practical demonstrations of AI workflow implementation. Earlier this year, his 20-minute session for 2,000 Vanguard brokers became their highestrated presentation ever by focusing on immediately applicable business improvements.

FBAA 2025 National Industry Conference – NIC Broker X – will be held 31 October at Royal Pines,

Train your brain to see opportunities, not problems

Afew years ago, I was working with someone who frustrated me - let’s call him Jim. We were employed in a training organisation. My role was to write and deliver training programs, and Jim’s role was business development and sales.

The problem

It was easy to see why we clashed. I was peoplefocused, with a preference for long-term, bigpicture outcomes, while Jim was task-focused, detail-oriented, and interested in immediate wins. I spent time and effort building rapport and relationships with our clients, and I was irritated when Jim just wanted to discuss numbers and short-term goals. I thought his direct way of delivering information was rude and abrupt, and I dreaded being in meetings with him because of the nitpicky questions he would ask about details I considered irrelevant. He made me stressed, with every conversation feeling like an interrogation.

Turning point

One day, our boss asked the team to take a character strengths survey. Rather than looking at weaknesses or areas for improvement, the focus with character strengths is to recognise what you are already doing well, and find ways to do more of that. My top three strengths, which matched my work in training and education, were social intelligence, kindness, and perspective. Social intelligence helped me adjust my approach for different learners, kindness enabled me to be compassionate toward people who showed up with challenges, and perspective offered me ways to approach information from different angles. Knowing this was useful and provided me with insights that I could apply and rely on in my job.

However, what was even more useful was looking at my colleague Jim in terms of his strengths, instead of the problems I saw. His top three?

1. Honesty – it described his blunt communication style, which I then started to appreciate as transparency rather than rudeness.

2. Judgement – rather than meaning that a person is judgmental, it means they are able to critically analyse information, which explains why Jim would ask so many questions when gathering facts for his reasoning process.

3. Prudence – this means being careful in the decisions you’re making, so what I was interpreting as nitpicking and interrogation was actually Jim caring as much as I was about our clients and our work, just expressing it differently.

New opportunities

After I came to see Jim in this new light, our entire working relationship changed. I started seeing him as a real collaborator instead of an enemy or blocker. Our working relationship became more productive and less stressful. Even though we don’t work together anymore, we are still friends who catch up for coffee now and then.

In an industry that is built on relationships, are you seeing the best in others and yourself, or only the worst? Visit www.viacharacter.org for free resources, including your own strengths survey. Imagine how life could be if we stopped feeling frustrated with each other and tapped into our strengths instead!

By Bek Smith Director & Psychology Educator

Wellness Hub

By the

Did you know: A 5th of brokers work more than 50 hours a week*?

Brokers working for more than 40 hours a week tend to find their workload less manageable, report more stress effects, and feel less supported. With many lacking work-life balance, there is a need for assistance to help brokers manage their workload and stress.

The Wellness Hub is a vibrant, FREE, easy-to-navigate online resource designed to connect you with trusted mental health professionals when you need them most. Whether you’re facing a crisis or proactively seeking support, the Hub brings together a curated directory of experts, including psychologists, trauma specialists, psychotherapists, and family violence counsellors. The Wellness Hub helps take the overwhelm out of finding help so that you can focus on healing, growth, and wellbeing.

Helping Divorcees Rebuild with Hope and Security

When brokers think of deposit support strategies, the conversation almost always turns to first-home buyers. Yet there is a growing and often overlooked group who are just as in need of guidance: divorcees trying to re-enter the housing market. At Home Affordability Solutions (HAS), we see lives transformed when these clients are given a pathway back to ownership.

Divorce brings not only emotional upheaval but also a financial reset. Clients who once owned property with a partner often find themselves without savings, without a home, and with reduced borrowing power. Equity is divided, liabilities may remain, and confidence is often shaken. Unlike first home buyers, divorcees rarely qualify for government programs such as the First Home Owner Grant, stamp duty concessions, or the federal Home Guarantee schemes, because previous ownership makes them ineligible. This leaves many in limbo, facing the same deposit challenges as first-time buyers, but without the same level of support.

This is where brokers can make a profound difference. Divorcees represent a distinct client group, one that requires empathy as much as technical expertise. By reframing what is possible, brokers can shift the conversation from loss to opportunity. Showing achievable pathways back to the property market, clarifying eligibility, and offering deposit support strategies can restore not only financial options but also dignity.

At HAS, we believe supporting divorcees is one of the most important opportunities in today’s housing market. Our shared equity product is designed to ease the toughest barriers by reducing deposit requirements, eliminating the lender’s mortgage insurance, and providing

structured support throughout the crucial first years of ownership. With the ability to enter the market from as little as a 2.5% deposit, clients can begin rebuilding their lives with stability and dignity, confident they are not making the journey alone.

As CEO, I want to ensure that every Australian has the opportunity to own a home, regardless of their circumstances or the challenges they face along the way. At HAS, our heart is to provide hope, dignity, and security for those who may feel excluded. We are here to support brokers in recognising this overlooked segment and to ensure these clients are not left behind.

For brokers, this is more than business. Guiding divorcees back into the market is about restoring stability, providing reassurance, and delivering outcomes that genuinely change lives. By stepping into this space with both empathy and expertise, brokers can open the door to a new beginning for their clients and create trusted, lasting relationships in the process.

By Beth Comino CEO, Home Affordability Solutions www.yourhas.com.au

“Guiding divorcees back into the market is about restoring stability, providing reassurance, and delivering outcomes that genuinely change lives”.

THE COUNTDOWN HAS BEGUN!

The Most Anticipated Industry Event of the Year

If there’s one event that brokers circle on their calendar every year, it’s the FBAA National Industry Conference (NIC) — and 2025 is set to raise the bar once again.

Whether you’re new to NIC and ready to experience it for the first time, or you’re one of the many who make it a tradition every year, this is the one you cannot afford to miss. After a recordbreaking 2024 conference, we’ve set ourselves one challenge: make 2025 even bigger, even better, and even bolder.

This year’s theme, Broker X, is about more than the unknown. It’s about unlocking the X-factor that sets future-focused brokers apart — those who embrace change, lean into innovation, and thrive in a world that never stands still.

What is

BROKER X ?

The 2025 NIC Broker X is about what’s next in broking—technology, innovation, and the unknown possibilities that will shape the industry. It’s about embracing the X-factor—that unique combination of tech-forward strategies, adaptability, and bold thinking that sets the best brokers apart.

In a rapidly evolving financial landscape, the ultimate broker is not just reactive—they are ahead of the curve. Broker X is where futurefocused brokers unlock new tools, insights, and strategies to stay at the forefront of industry transformation.

Whether it’s AI-driven efficiencies, fintech advancements, or datadriven decision-making, Broker X empowers you to define your own version of success—and become the broker of the future.

The future of broking isn’t just coming — it’s happening now.

Are you ready to REGISTER

to be part of it?

Why the NIC is

UNMISSABLE

UNCOVER THE X-FACTOR

Find out what sets the most adaptable and successful brokers ahead of the pack.

CONNECT WITH THE INDUSTRY’S BEST

Thousands of finance professionals, leaders, and partners all under one roof.

DISCOVER WHAT’S NEXT

From AI and fintech to marketing, mental health, and regulation, the big conversations shaping our industry start here.

WALK AWAY WITH STRATEGY

Not just ideas, but practical tools and insights you can use the very next day.

NIC 2025

MEET THE SPEAKERS

DR MICHAEL KOLLO

SENIOR BUSINESS LEADER AND AI STRATEGIST

Dr Michael G. Kollo brings a rare blend of academic rigour, entrepreneurial edge, and real-world financial leadership to the NIC 2025 stage. You’ll walk away with a clear understanding of how to engage with AI in a meaningful way.

ASHLEY FELL

SENIOR SOCIAL RESEARCHER, AUTHOR, SPEAKER & DIRECTOR

Ashley Fell specialises in generational insights, leadership, and social trends, and is the author of Work Wellbeing and Generation Alpha. Ashley regularly delivers training across a wide range of industries, offering researchbased insights on demographic shifts, technological change, and global megatrends.

MARTIN HEPPELL

‘THE RESILIENCE PROJECT’ PARTNER

High-energy. Real talk. Real impact. Martin Heppell brings mindset tools that matter - resilience, gratitude, empathy, and mindfulness - to help brokers thrive under pressure. This is not your average keynote. It’s raw, powerful, and game-changing.

ANDREW INWOOD COREDATA INSIGHTS:

THE FUTURE OF BROKING

Where is broking headed next? Backed by the latest Coredata research, Andrew Inwood takes you inside the numbers to reveal what clients want, where the market is evolving, & how brokers can lead the next chapter of the industry.

SPECIAL GUEST SPEAKER

No two loan applications are the same. We offer more ways to connect your clients to the right loan.

The FBAA Gala Dinner is on Again

This year, Halloween and the FBAA Gala Dinner collide – and it’s going to be a night to die for. As the curtain falls on the 2025 FBAA National Industry Conference – Broker X, the celebration rises… into a night of mystery, recognition, and revelry.

With the theme Monsters & Mayhem, this year’s Gala brings a dramatic twist to one of the most anticipated nights in the finance industry. We’ll honour the nation’s best at the Awards of Supremacy, then turn up the energy with a Halloweeninspired celebration unlike any other.

WHAT’S IN STORE:

• A three-course dinner and drinks

• The 2025 Awards of Supremacy ceremony

• Themed entertainment and live performances

• Industry networking - in your finest disguise

Whether you arrive as a classic monster, cult film villain or spooky glam icon, costumes are encouraged — creativity is key. TO WATCH THE VIDEO CLICK ABOVE

The FBAA 2024 Gala Dinner Recap

2025

Royal Pines, Gold Coast REGISTER NOW FRI. OCT. 31ST

On behalf of the FBAA Board of Directors, Executive Team, and Staff of the FBAA, we wish to congratulate the FINALISTS in the 2025 FBAA Awards of Supremacy.

The winners will be announced at the 2025 FBAA Awards of Supremacy on Friday, 31st October, at Movie World on the Gold Coast.

The awards will be preceded by the National Industry conference (9 am to 3.30 pm) at The Royal Pines, followed by the Gala Dinner at 6.30 pm.

Be there to find out who the winners are!

CONGRATULATIONS TO OUR finalists!!

COMMERCIAL

NSW/ACT FINANCE BROKER OF

LENDER

TAS FINANCE BROKER OF THE

BROKER OF THE

QLD/NT

Australia’s Commercial Lending Landscape

Where brokers can win in 2025 & beyond!

After two tough years, the commercial finance market is shifting in ways that favour proactive brokers. Here’s the opportunity, backed by fresh numbers, and where to focus next.

A bigger SME client pool, with higher turnover, Australia had 2.66 million actively trading businesses as of 30 June 2024, up 2.8% yearover-year (436k entries vs 363k exits). More starts and churn result in more refinancing, restructuring, and working capital conversations for brokers.

Rates are easing from restrictive levels.

The RBA has begun an easing cycle and signalled there may be more cuts ahead, with the cash rate at 3.6% in August 2025 and further moves “data-dependent”. This resets the math on capex, property-backed lending, and refinance strategies for SMEs.

Broker participation in Commercial is surging.

Mortgage brokers writing commercial loans increased by 19.5% (to 6,755 brokers) between October 2023 and March 2024, and the value settled reached a record $20.31 billion, which is up 23.1% year-over-year. The channel is scaling, and SMEs are voting with their feet.

Cash-flow pain is real and financeable.

Late B2B payments are at multi-year highs, prompting SMEs to seek external finance to bridge their working capital gaps. For brokers, this supports demand for invoice finance, trade finance, and revolving facilities.

Insolvency highs = workout and restructure mandates

ASIC data show that external administrations in the first quarter of FY25 are up 46% year-onyear. Elevated failures don’t just mean risk; they create live opportunities for turnaround funding, ATO debt solutions, asset refinance, and pre-pack sales support. Your clients will love you for it!

Sector pockets of growth for asset & equipment finance

Despite headwinds, agriculture and rural regions saw a 9.1% increase in credit demand in 2023, with banks reporting strong momentum in

equipment finance—encompassing machinery, renewable energy assets, and transport upgrades.

Sentiment is stabilising, despite soft conditions

NAB’s SME surveys show confidence improving in 1H 2025, even as conditions remain below average, a classic early-cycle dynamic that typically precedes borrowing and investment upticks.

What brokers should consider now and into the future?

Lead with cash-flow: Position invoice finance, trade lines, and overdrafts as tools to neutralise longer payment terms and protect margins.

Refinance & restructure: Proactively review clients with maturing fixed rates or ATO arrears; pair working capital with term debt resets as rates drift lower.

Specialise by sector: Target agriculture, manufacturing, and transport sub-niches with dedicated equipment finance solutions and lender panels that move fast.

Expand your panel: Maintain banks for price, add agile non-banks for speed and documentation flexibility to lift approval odds in tight timelines.

Mine the churn: With hundreds of thousands of business entries/exits each year, build campaigns for new-to-business banking, succession, and asset refresh cycles.

Bottom line: A larger, churning SME base, easing rates, and persistent cash-flow stress are expanding the addressable market. Brokers who lead with working-capital solutions, sector specialisation, and broader lender panels will capture outsized growth through 2025 and beyond.

Source

* Business Research and Insights

* Atradius

* Australian Bureau of Statistics

* Reuters

By Steven Ragany FBAA National Commercial and Asset Manager

(without

(Pipedrive, monday.com,

Andrew Patrick, MARQ Trustees

Elevate your career into Commercial and Asset Finance

The new FBAA Certified Finance Broker (CFB) Education Program, an industry-leading initiative designed to support brokers of all backgrounds and levels in growing their businesses and enhancing their skills.

FOUNDATIONAL WORKSHOPS –BUSINESS FINANCE MASTERY SERIES

• Commercial Lending Skills

• Mastering Cash Flow

• Business Credit Writing

ADVANCED CERTIFICATION –KEY FINANCE TOPICS

• Business Finance

• Personal Finance

• International Finance

• SMSF & Reverse Mortgages

• Obligations & Credit Decisions

• Mentoring & Business Leadership

FLEXIBILITY:

Complete the program at your own pace with our innovative online learning platform, which includes audiobooks, explainer videos, and interactive content.

FINAL ASSESSMENT AND APPLICATION

• Complete a formal assessment to achieve your CFB designation.

EXCLUSIVE BENEFITS

• Join the 24-month Broker Advantage Program, receive applied monthly workshops, and connect with a growing online community of brokers.

SUPPORT:

Access monthly workshops, live deal workshops, and Q&A sessions with a variety of leading industry professionals.

In collaboration with three of Australia’s leading education providers – CFMIA, Accendo, and AAMC – FBAA is proud to offer a pathway that enhances your expertise and provides a unique professional edge. Upon completion, you will be awarded the prestigious CFB designation, setting you apart as a leader in the industry. The program is designed for Diploma holders and certification can only be granted once the individual has had 3 or more years broking experience.

Asset Finance on the UP

When it comes to finance, residential brokers often get the headlines. But behind the scenes, another part of the industry is quietly but powerfully gaining momentum: asset and equipment finance. To dig deeper into this shift, we sat down with Glenn Mitchell, Head of Commercial and Equipment Finance at YBR Aggregation.

Glenn shared his perspective on the surging growth in equipment finance, the role of diversification, the growing conversation around AI, and why regulation and self-regulation will shape the sector’s future.

Glenn Mitchell Head of Commercial and Equipment Finance at YBR Aggregation.

Q: What does the current landscape look like in asset finance?

According to Glenn, the numbers tell the story. Broker growth in equipment finance has risen sharply – moving from 15–20% five years ago to 35–40% today.

“This is no longer a side hustle for brokers,” he explains. “We’re seeing growth that’s comparable to residential broking, yet the recognition hasn’t caught up. There’s a lot to celebrate in this sector, and the momentum isn’t slowing.”

Q: How do you see the future of technology, particularly AI, within asset finance?

Glenn is direct: diversification is not optional.

“Brokers who want longevity need to diversify. Some are hesitant, but the demand is clear – clients want brokers who can service all their needs, not just one slice of the pie.” Aggregators, he says, play a critical role in enabling this shift. By offering pathways into new markets, they support brokers who are time-poor but eager to expand.

And then there’s technology. AI is a hot topic, with brokers increasingly inquiring about its implications for their businesses. “AI is here, and it’s going to shape how we operate,” Glenn says. “The key is understanding where it adds value – in efficiency, in data, in compliance – while keeping the broker at the centre of client relationships.”

Q: Are there regulatory or compliance developments brokers should be preparing for?

Glenn points to the rise of shortterm unsecured funding and the steady growth in personal loan and asset finance settlements as two areas to watch. He views self-regulation as crucial to maintaining high standards and fostering a healthy, competitive environment.

“The FBAA and other associations have an important role here,” he notes. “Education and awareness are key, particularly around risk. With the right safeguards, brokers can continue to expand their services while protecting clients.”

Competition, he adds, is a positive force. “It raises the bar and ensures brokers partner with specialists when deals get complex.”

Q: What trends should brokers keep an eye on in the next 12–18 months?

Glenn points to the YBR Aggregation group’s own results as a bellwether for where the industry is heading.

“In FY25, we settled $250 million in asset finance loans, and we’re on track to hit $325 million in FY26,” he says. “That growth reflects brokers’ understanding they need to service the full scope of client needs. It’s about supporting their clients’ businesses to grow – and that creates growth for brokers too.”

Asset finance is no longer the quiet achiever in the broking world. As Glenn Mitchell makes clear, this is a sector in full flight

– powered by diversification, technology, and a regulatory environment that values education and competition. For brokers willing to expand their horizons, the opportunities are only getting bigger.

Webinar Calendar

The View

Don’t Let AI Make You

Obsolete - AI & The Future

Of Finance Broking.

By Julian Fayad

Australia’s broking industry is facing an existential threat, and many of us are not yet aware of it. We’re on the precipice of a new industrial revolution: the AI age.

We’ve all heard the buzz, but what does it actually mean, and more importantly, what does it mean for brokers? What is signal, and what is noise?

For starters, AI is now business as usual (BAU). It’s not a selling point that you use it safely and ethically; it is expected. Saying you use AI now is the equivalent of telling people that you use the internet in your business.

There is AI building and AI consumption, and not all companies using AI are equal. When listening to a company or an “expert” talk about AI, the part of what they are saying that refers to specific problems that are being solved is the signal; the rest is noise. AI is not the selling

point; rather, the pain points that it solves are. You can solve pain points without AI, and not every problem needs AI to be solved. The word “automation” seems to have vanished, funnily enough.

With 77% of mortgages written by brokers, Australia is home to one of the strongest broking channels globally. We’ve survived Royal Commissions and tightening regulations, emerging stronger each time. But this next challenge is different.

While we debate compliance updates and commission structures, banks are quietly investing billions into AI systems designed to replace us. Their goal isn’t subtle: eliminate brokers in favor of algorithms that don’t require relationships, don’t split commissions, and operate 24/7.

It’s a tale as old as time. Remember when Blockbuster

dismissed Netflix? They were so confident in the in-store experience that they missed the disruptive power of streaming services. They were catastrophically wrong about what actually mattered to customers. I often hear my broker colleagues say, “AI can’t replace my relationship or human connection,” but that is not actually what customers value. Customers value human connections and relationships, but not as much as they value speed, convenience, and outcomes.

We’re facing our Blockbuster moment. Banks are pouring billions into AI, and all it needs to be is good enough and smart enough to convince borrowers they don’t need a broker.

In my 14 years in finance broking, I’ve seen numerous disruptions. I am old enough that I needed to fax loan documents to some lenders, had to get documents signed in person, and had to have them stamped and certified by a Justice of the Peace, as well as have my IDs certified. But AI is different. It’s intelligence that improves exponentially through both hardware and software improvements, and recent claims suggest that the latest language models could even discover new laws of physics within the next year. They went from having a “graduate” level of intelligence in a singular subject to having a PhD. level of intelligence across all subjects.

Many industries are about to get turned on their heads. It’s natural to resist change, but we must not bury our heads in the sand. That is a sure-fire way to get completely trampled on.

Over the past half-decade, my team and I have been developing AI tools to simplify the lending process. Some aimed to improve the customer experience and traditionally clunky processes, while others sought to assist our brokers and back office team with repetitive and administratively

burdensome tasks. These tools exist today, and they ensure brokers can remain relevant in an AI-driven world, but only if we act now.

And this is the key difference for us. We have time to act. Every broker now faces a crucial decision: embrace AI tools built by brokers and for brokers, or watch banks use AI against us.

Imagine if Blockbuster had launched its own streaming service first. They’d still be here. Kodak owned digital camera patents and failed to act.

We have something banks will

never replicate: genuine care for our clients’ outcomes. But care without capability becomes irrelevant in an AI-driven world. Brokers that use and leverage AI will be able to deliver what their clients actually want, which is more speed, more convenience, and better outcomes.

The strength of the broking channel lies in our collective action. This includes cooperation and collaborations between tech platforms, aggregator platforms, broker firms, and lenders who support and rely heavily on the broker channel. We must choose tools that enhance our consulting role, not replace it. Tools that

prioritise borrower outcomes and cement our position as the essential trusted advisors. Banks view AI as a means to reduce costs by eliminating brokers. We must view AI as a means to deliver better outcomes than it could ever achieve.

The question isn’t whether AI will change our industry, it’s whether brokers will lead that change or be swept away by it.

Julian Fayad is the founder and CEO at LoanOptions.ai, a winning and industry-leading lending technology provider and asset finance brokerage.

Events Calendar

07 October

FBAA Coffee MeetPatterson Lakes, Melbourne

Join VIC State Councillor Belinda Jane for coffee, conversation, and connection.

Commercial and Asset Finance MasterclassAdelaide

16 October

Insights into the world of Commercial and Asset Finance.

FBAA Coffee MeetToowoomba (QLD)

Join QLD State Councillor Greg Mills for coffee, conversation, and connection.

WCFF Finance & Fizz –EOY Celebration (NSW)

Celebrate the end of 2025 with the Women’s Commercial Finance Forum and your NSW State Ambassadors.

22 October

FBAA Coffee MeetMandurah, WA.

Join State President Luke Bray and State Manager Ken McLennan for coffee, conversation, and connection.

29 October

FBAA Coffee MeetCranbourne, VIC

31 October

Join FBAA VIC State Councillor, James Angus for coffee, conversation, and connection.

FBAA National Industry Conference, Royal Pines, Gold Coast

The largest industry event of the year, bringing together brokers, lenders, tech leaders, & innovators to unlock new ways of thinking, working, & thriving in the finance industry.

FBAA Gala Dinner & Awards of Supremacy

This year’s Gala takes a dramatic turn with Monsters & Mayhem. We’ll honour the nation’s best at the Awards of Supremacy, then unleash a Halloween-inspired celebration like no other.

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