2024 BROKER OF THE YEAR
2025
BROKER PREDICTIONS
Four brokers share their predictions for the year ahead
PURPOSE Powered by
Madd Loans founder George Samios on building a business powered by purpose, educating teens about finance, and making a difference daily through his charity.
FBAA Awards of Supremacy winner
09 INDUSTRY INSIDER
FBAA Managing Director and industry advocate Peter White shares his insider updates since the last edition of Broker Magazine.
14 DIGITAL TRENDS FOR SMALL BUSINESSES IN 2025
Digital transformation continues accelerating & finance brokers must stay informed to stay competitive. Here are the top digital trends of 2025 you need to know, and their potential impact on your business.
20 MEET ZAKEE SHERIFF, 2024 BROKER OF THE YEAR
The competition for the 2024 Awards of Supremacy was fierce, especially for the night’s top title –FBAA Broker of the Year.
CONTENTS
26 COVER STORY
Madd Loans founder George Samios on building a business powered by purpose, educating teens about finance, and making a difference daily through his charity.
BROKERS IN BUSINESS
Brokers Sam Fraser and Harry Macdonald have entered 2025 on the front foot, following a stellar 2024. Both are key members of the Focus team. They shared with us their journey into broking.
PREDICTIONS
If only we had a crystal ball to predict how 2025 will play out for brokers and loan customers across Australia and NZ...
EDITOR & HEAD OF CONTENT
Peter White AM
MANAGING EDITOR
Krystal Camilleri
STAFF WRITER
Rachel Licciardello
CREATIVE DESIGN & PHOTOGRAPHY
Krystal Camilleri
ADVERTISING
Krystal Camilleri
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FROM THE CHAIR
Welcome to 2025 – the first quarter of this century has been eventful in many aspects of life. Of particular interest is the development of broker activity in finance, across many disciplines. Home mortgages, asset lending, business and commercial lending; broker-written business has grown from a few pioneers with vision, to many career brokers.
Today, brokers in all areas of finance can be proud of the high level of business professionalism demonstrated daily as they assist private individuals and business owners achieve their goals and dreams through having the right product for the purpose.
FBAA has been equally proud to have provided support services and education to a growing membership for over thirty years.
In support of Brokers, FBAA ensures the Board of Directors maintain relevance for ever-developing finance disciplines and a diverse membership by ensuring the majority of directors are or have had first-hand experience working in the broker business. Commencing in late 2023 FBAA engaged a number of key people capable of leading the team as member demand for services continued to grow.
The launch into New Zealand has not only added an international perspective to all FBAA does, but it has also added opportunity for FBAA members to expand their offering beyond Australian shores. The expectation is the New Zealand business, FAMNZ, will take three years to produce a healthy membership number and early results indicate this target will be met.
The advent of international growth along with new education and support service programs required a reshaping of the leadership team. We are proud to say their first full year as a team has produced many great results for members and sponsors alike.
Peter White MD is the ongoing leader of the team, however, he is very focused on the important task of advocacy and the public face of FBAA and FAMNZ. The leadership team reports directly to Peter, however, over their first year and by demonstrating capability and
capacity has shown how a small team working closely together can produce extraordinary results.
• Joanna James – Chief Development Manager focused on all member and sponsor facing activity.
• Kirrily Jones – General Operations Manager leads the internal team including membership support and activities.
• Ryno Oosthuizen – Finance Manger controls all accounting, finance and fiduciary duties with a small team.
As all management aspects interface with each other, a lot of emphasis is placed on ensuring the team communication is respected and maintained at the highest level.
The Board has also reshaped its committee structure to ensure high efficiency is achieved, workload spread across the board and exposure given to all directors in the various board disciplines. The outcome is designed to create smooth succession planning as directors achieve end-of-term for their tenure.
Looking to the future, we will openly encourage members who possess the experience and qualifications gained through current and past board positions. You will see, when we call for future director nominations, criteria focused on the skill needs of the then current Board so those standing for election as director can quickly be effective for FBAA and its members. The goal is to ensure we have the most highly qualified people sitting on the FBAA Board and assisting future development as Australia and New Zealand’s industry association of choice.
On behalf of the Board, I thank all FBAA Members for their ongoing support and the now growing number of
aggregator and industry supplier sponsors in the growth of the finance and mortgage profession.
All the best for 2025 – may it be your best ever.
Tony Carter Chairman of Directors
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Industry Insider
With Peter White AM
FBAA Managing Director and industry advocate Peter White AM shares his insider updates since the last edition of Broker Magazine.
iSince the last edition of Broker Magazine, FBAA has had a number of priority items on the agenda, from clawbacks to offset commissions and dealing with the banks’ sometimes questionable transparency. My focus as we’ve entered 2025 has been to finalise conversations on these items with the Hon. Stephen Jones, Minister for Financial Services. As we now very recently know, the minister is not standing in the up coming federal election so we are working with his staff and the Treasurer’s Office to still achieve the outcome we’ve been working towards. If there is a change in government in the near future we will continue the nature if this work there – such is politics.
Another open item on FBAA’s radar is the New South Wales payroll tax, which has been my main priority in recent months. Our stance remains that amounts paid by an aggregator to a broker as commissions should not be liable for payroll tax. Brokers are essentially independent contractors to aggregators, not employees. We continue working with industry’s lawyers to change the law, so that aggregators and brokers aren’t stifled by this ruling. Obviously, the impact to small businesses like our aggregators would be detrimental.
I’m pleased to advise we have kicked off our 2025 events calendar, with national events scheduled for February, March and April. FBAA will be hosting Better Business Summits, professional development days, our Elevate sessions and more. It’s a particularly busy conference period too. The quality of speakers we have lined up for this calendar is exceptional. I strongly encourage you to make the time to attend, for both personal and professional growth.
Inside this edition we have interviewed many inspiring brokers, bringing you their stories, successes and advice for brokers doing the daily grind. We also asked four reputable brokers to share their predictions for 2025. Looking at the year ahead, I see great opportunity for both brokers and loan customers. Interest rates will see cuts, technology will continue changing how we work and brokers will maintain and increase our market share. Overall, I predict 2025 will be a positive year
Our stance remains that amounts paid by an aggregator to a broker as commissions should not be liable for payroll tax.
for Australian brokers.
FBAA Top Priorities
1. Promotion of CFB education program to assist our members professional development in the area of commercial and asset finance.
2. Promotion of the FBAA diploma with a difference to support members with enhanced business skills.
3. Implementation of new event and education technology platform, making it easier for members.
4. Release of revised FBAA app and community platform.
5. Promotion of the wellness hub offering for members and continued commitment to supporting broker wellbeing.
6. Release of the FBAA new broker program to support new to industry members starting out with essential business skills.
7. Regional broker tour 25 to support our members with access to quality PD events.
Peter White AM Managing Director FBAA
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Digital Trends for Small Businesses
in 2025
DIGITAL TRANSFORMATION CONTINUES ACCELERATING IN 2025, AND FINANCE BROKERS MUST STAY INFORMED TO STAY COMPETITIVE. HERE ARE THE TOP DIGITAL TRENDS OF 2025 YOU NEED TO KNOW, AND THEIR POTENTIAL IMPACT ON YOUR BUSINESS.
By Dinesh De Silva: CEO & Founder - netStripes
Digital transformation continues accelerating in 2025, and finance brokers must stay informed to stay competitive. Here are the top digital trends of 2025 and their potential impact on your business.
1. AI and Automation
The rise of multi-functional AI tools empowers businesses to enhance customer service,
streamline operations, and personalise marketing efforts.
Here are small steps you can take to apply AI automation to your business today:
• Chatbots for 24/7 support: Tools like Intercom, Zendesk, or Drift can address FAQs instantly, reducing manual effort. Start with a basic script tailored to your audience.
• Behaviour-based AI: Advanced chatbots analyse customer behaviour to recognise preferences, providing personalised responses.
• Social media content creators: Platforms like NetStripes Xell AI can help save time creating custom content specific to your business, fine tuned to your ideal client profiles.
2. The Power of Video
Video marketing remains a proven growth driver, with 87% of businesses reporting increased sales and leads. Focus on creating short, engaging content for platforms like Instagram, YouTube Shorts, and TikTok while repurposing longer videos into snippets to maximise reach. Remember, authenticity is key to connecting with your audience.
3. Forums Gaining SEO Prominence
Google prioritises forum content and amplifies the impact of platforms like Reddit, Product Hunt, and Quora on search results. Engaging in industry-relevant forums can build your business authority while driving traffic to your website or social channels.
4. Cybersecurity Essentials
In 2025, AI-enhanced cybersecurity tools will be critical to safeguarding sensitive data. The Optus data breach, impacting millions, underscored the importance of robust security measures. Protect your business with these steps:
• Train employees on phishing and password security.
• Regularly update software and back up data.
• Use cloud-based security solutions like Cloudflare, Okta, or LastPass.
Strong cybersecurity protects your reputation and helps avoid costly breaches. It is highly recommended that you engage a professional tech support service to help safeguard your business!
5.
Visual and Voice Search Optimisation
With smarter virtual assistants and voice
searches, optimising your website for conversational, question-form queries like “Best mortgage broker near me” is a must, and ensure your Google Business Profile is updated for local visibility. Additionally, 72% of search users regularly search for images before purchasing, further reinforcing the need for businesses to optimise multimedia content.
6. Mobile-First Design
Prioritise a mobile-first approach by using responsive frameworks like Bootstrap or WordPress plugins. Using platforms like WordPress (with mobile optimisation plugins) ensures your site is fast and user-friendly on any device. If you already have a mobile-optimised website, use tools like Google Analytics and PageSpeed Insights to track and optimise mobile performance.
7. Zero-Click Content
Zero-click refers to instances where users find the necessary information on the search results page without clicking any link. As search engines strive to provide more immediate answers through features like Google snippets, knowledge panels, and people also-ask sections, businesses must ensure visibility in zero-click environments through concise, valuerich content featured in snippets or rich results.
Conclusion
Start by focusing on 2-3 trends that align with your business goals, gradually expanding as you gain confidence. Each trend represents a powerful shift in consumer expectations, and acting on them early will keep you competitive in 2025.
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.
Modern verification solutions for brokers
that work
By Andrew Black, Managing Director of ConnectID at Australian Payments Plus
For finance and mortgage brokers, balancing customer satisfaction with compliance is no small feat. Verification processes, while essential, often slow things down and create frustration for clients. But what if there was a way to verify information securely, without adding unnecessary friction to the experience? Digital identity solutions are offering a new path, facilitating realtime reliable data transfer, built with privacy in mind.
Verification is the backbone of onboarding and compliance for finance and mortgage brokers. Yet traditional methods of collecting documents, chasing incomplete details, and managing manual checks are timeconsuming and prone to errors. For clients, these outdated processes create friction at a critical moment, while brokers face delays and missed opportunities in an increasingly competitive market.
Fortunately, the technology to streamline this process already exists. Digital identity solutions allow brokers to securely verify essential details, such as name, address and date of birth, using trusted sources like banks. Clients no longer need to upload sensitive documents
or fill in forms multiple times. Instead, with a simple, consent-driven process, they can securely share verified information while maintaining control of their personal data.
The benefits are clear for brokers. By replacing manual checks with digital verification, brokers can save valuable time, reduce errors, and avoid the back-and-forth that often slows down deals. Customers, in turn, benefit from a smoother, more modern experience that is fast, secure and aligns with expectations that is now the norm, not the exception.
Recent industry examples demonstrate how effective this can be. Platforms like Lendela, a loan-matching fintech, have integrated ConnectID® to simplify their onboarding processes. By reducing manual data entry and enhancing data accuracy, Lendela serves as an example of how digital identity solutions can deliver more seamless experiences. This same approach can be extended across the finance and mortgage sectors, helping create more efficient and customer-friendly interactions. Digital identity solutions also address the growing risk associated with handling sensitive personal data. With data breaches regularly making headlines, storing or managing identity
documents unnecessarily exposes brokers to risk. Privacy-first solutions ensure brokers can access only the necessary information for verification, without the need to store or manage unnecessary data themselves — minimising risk in the process. This aligns with changing customer expectations and ensures compliance with data protection standards.
For brokers, this is about more than just reducing delays. It’s about building trust at a time when customers are increasingly cautious about where and how their personal information is used. By adopting digital identity solutions, brokers can not only meet compliance requirements and reduce their own risk, but they also create a process that is fast, secure and seamless. In turn, positioning brokers as leaders in delivering client-focused
solutions by redefining what it means to provide a modern, trusted financial experience.
Andrew Black is the Managing Director of ConnectID®, an initiative of Australian Payments Plus (AP+). He works closely with Australia’s major banks and industries to deliver identity verification using trusted, reliable data, always with customer consent.
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2024 2024 BROKER OF THE YEAR
Meet Zakee Sheriff
The competition for the 2024 Awards of Supremacy
was fierce, especially for the night’s top title – FBAA Broker of the Year.
The 2024 FBAA National Industry Conference, themed gala dinner and Awards of Supremacy educated, entertained and engaged hundreds of brokers and industry professionals from all over Australia. As always, the broking community showed up – dressed to impress.
For Sydney finance strategist Zakee Sheriff, the night’s highlight was winning the title of 2024 FBAA Broker of the Year.
“It was quite surreal learning I had won,” recalls Zakee, “as I really was not expecting to be recognised for this prestigious award. I’m absolutely thrilled to have won it for the team, and seeing their reaction is genuinely heartwarming”.
Zakee started mortgage broking just over two years ago and believes his recent success is in part due to his decision to align himself with the right company and mentors.
“Infinity has a unique offering for clients which focuses more around education for clients on how to pay down their debt significantly faster whilst building long-term wealth,” Zakee said.
“Having the founders of the business as mentors has been instrumental in my success today. I’m incredibly grateful to Graeme and Bec for generously sharing their time and teaching me the Infinity way. I’m now reaping the rewards of my hard work.”
For other brokers out there wanting to perform well, Zakee recommends focusing on educating yourself across all aspects of mortgage broking which includes the ability to be a strong communicator.
“Don’t chase the money. If greed is your
motivation, you’ll fall short. Focus on mastering the process, seeking knowledge to become a true expert, and genuinely caring for your clients – the financial rewards will follow.”
In 2025, Zakee will continue assisting clients to improve and secure their financial future, while also continuing to educate himself and grow in his role. He is eager to share his knowledge with new starters within the Infinity team.
“Personally, my focus this year is to put more time into improving my health and fitness whilst being more present as a father to my almost-1-year-old and supporting my wife in achieving her goals and endeavours.”
PURPOSE POWERED BY
George Samios built his broking business Madd Loans focused on helping people and elevating the customer experience. Today, Madd has evolved to a business powered by its purpose – to make a difference daily. Madd gives back through delivering financial literacy programs, sponsoring community events and students in need, and the Madd Giving Back Charity which raises funds for the Queensland Children’s Hospital Foundation.
“ ”
many Villanova people are Madd customers. It’s another way we can help out and give back. If a family is struggling, and concerned about not being able to pay school fees, the school can use the bursary from us to help that kid stay at the school.”
A key initiative for Madd is the charity George established three years ago to help raise awareness and funds for the Children’s Hospital Foundation. The charity includes an annual Madd Charity Ball, bringing together George’s clients, contacts and philanthropists wanting to support a great cause.
“We’ve raised about $320,000 since we started,” shares George. “Each year I personally donate a car worth about $30,000 that we raffle off. All money raised from the Madd Charity Ball goes to the Children’s Hospital Foundation. You know why? Because anyone who’s got kids in Brisbane, that’s the hospital you go to. And they’re the real heroes in this story – the Children’s Hospital Foundation.”
biggest Greek festival in Queensland. We give them $25,000 to be a platinum sponsor, and without that sponsorship the festival couldn’t happen. We don’t go there to try and generate business; it’s about giving back. You’ll see the Madd team in the actual stalls cooking for free, donating their time.”
The Madd team is one George is particularly proud of, with him handpicking and recruiting most of his staff. He’s “pinched” his team from banks, from financial services, even from a coffee shop. (FBAA’s 2024 Queensland Northern Territory Broker of the Year Cathie Gandy was working as a barista three years ago, before joining Madd.)
“
I feel like my gift is learning something super complex, and I teach the people how really easy it is.
- GEORGE SAMIOS
George says the charity ball is something he always wanted to do but just never had the time, until he stepped back from broking to focus on his business. “I am very blessed to be in a position where I could do that.”
The Madd Charity Ball will return again this year, in October in Brisbane, with planning well underway. “We have a committee of family and staff who put in countless hours to organise the ball.”
George still maintains the personal touches Madd has always offered, like delivering a tray of mangoes to his customers and referral network each year, and as his business has grown his support for the community around him has also flourished.
“I’m Greek, and I have a lot of Greek customers. Since 2019, Madd has sponsored the Paniyiri Greek Festival in Brisbane, the
“When you come work for Madd, it’s a life commitment, it’s not just a job. We are there for the people. There’s a clearly defined roadmap to become a Madd broker: our brokers start off as a research analyst, then credit analyst, then senior credit analyst. When they really dominate their role and we trust them, they start leadership training with me before they become a broker,” says George.
“I’m very proud that my brokers are now winning awards. Now my brokers are the top brokers.”
In 2025, George will continue expanding the Madd Loans team, adding around 15 people across his four businesses – Madd Loans, Madd Vehicle & Asset Finance, Madd Commercial, and Madd Life which is financial planning services.
“If anyone wants to grow a career, is motivated, and cares, then reach out,” encourages George. “God has blessed me with a good business and I feel very fulfilled, very, very lucky. I’m married with three healthy kids. I have fun every day. I truly help people buy their first house, grow wealth through real estate, achieve financial goals. I love what I do, and I feel it’s my responsibility to give back – not with words, but with actions.”
“
I feel it’s my responsibility to give back – not with words, but with actions.
- GEORGE SAMIOS
BROKERS IN BUSINESS
Sam Fraser & Harry Macdonald
South Australia-based brokers Sam Fraser and Harry Macdonald have entered 2025 on the front foot, following a stellar 2024. Both are key members of the Focus team, Sam as a mortgage broker at Focus Mortgages and Harry as a finance broker at Focus Financial Solutions. They shared with us their journey into broking and their advice for newcomers to the industry.
Harry
Macdonald Finance broker, Focus Financial Solutions
After starting out in banking, Harry Macdonald made the move to broking in 2021 and hasn’t looked back. He has built an impressive career and reputation in the asset finance industry, and last year was named Fintelligence’s 2024 SA Broker of the Year for the third year running.
How did you get started in broking?
Before becoming a broker, I spent nearly four years at a bank in non-lending roles. I was eager to transition into lending, so I reached out to Alex Baxter, the Managing Director at Focus Financial Solutions, for some advice. That conversation ultimately led to him offering me a job as a trainee broker at Focus, and the rest is history.
What attracted you to broking?
Broking is a numbers game, and numbers are my thing; that’s where I really geek out on the problemsolving/numbers side of things and the challenge of making deals work. There are two sides of the job that really appealed to me – the first being the numbers, the second being the customer experience. The main reason I transitioned from banking was during the COVID era. I was spending a lot of time at home, and my role was less customer-facing. My ‘customers’ were actually the employees within the bank, which felt disconnected from what I really enjoyed. I thrive
on talking to 20 or 30 different people every day, discussing a range of topics, and building genuine relationships. That’s what really excites me about this job.
What’s your advice to brokers looking to get into asset finance?
The best advice I could give to any new broker starting out in asset finance is to truly master your craft. Expertise pays off in this industry, so it’s crucial to keep learning and improving. Embrace the role fully – you’ll never stop growing as a broker.
Also, find a collaborative business to align with. It’s like a cheat code for getting good, fast! When I first started, I had Alex as a mentor, and his guidance was invaluable in helping me learn the ropes. Now, I’m part of the team that supports new brokers, and I can tell you firsthand that having a strong support network really accelerates your growth and helps you become a better broker quicker.
In 2024 you were named Fintelligence’s Broker of the Year for the third year running.
Not a bad innings so far, which is cool. But honestly, this recognition is really a reflection of the amazing team we have behind us. Our strength lies in how we work together, with the team supporting me behind the scenes so I can stay customer-facing and focus on building strong relationships. That collaboration is a big part of why we’ve earned this award. I always
tell the team – and I truly mean it – that this isn’t just ‘my’ achievement. It’s a direct result of the collective effort we put in with our clients every single day.
What opportunities do you see in 2025?
“Master your craft. Expertise pays off in this industry.”
– HARRY MACDONALD
Based on discussions before the RBA meeting in February, the general expectation is a rate drop, which should encourage more borrowing. Additionally, with new cars becoming more accessible, we anticipate a decrease in car prices.
What’s in store for you personally in 2025?
In 2025, I’m focused on growth in a leadership capacity at Focus Finance. My role has evolved, and I’ll be stepping into a leadership position within the team, where I’ll be helping to guide growth, bring on new partners, and strengthen current relationships. All of this will be aimed at expanding Focus Finance’s reach and impact in the coming year.
Sam Fraser Mortgage broker, Focus Mortgages
As the face and co-founder of Focus Mortgages, Sam Fraser helps homebuyers across the country. Though the mortgage division of Focus Financial Solutions is only in its second year, Sam has already racked up an impressive list of achievements. Last year, he added the AFG 2024 SA Broker of the Year award to his trophy wall.
How did you get started in broking?
Four years ago, I was working as a sales manager at a retail store. A customer liked the way I operated –my service and charisma – and he offered me a job to get into mortgage broking.
I started my career with Aussie Home Loans at the Modbury branch, which turned out to be a highly successful team. We won numerous awards, both individually and as a branch, which really helped me build my foundation in the industry.
How did you come to join the Focus team?
I’ve known Alex Baxter, the founder of Focus, for years through our shared passion for sport. At the time, he was expanding Focus Finance, which already specialised in asset and personal loans, but he wanted to diversify and add mortgages to his client offering. When he asked if I’d be interested in starting my
own business alongside him, we teamed up to launch Focus Mortgages in the second half of 2023.
Tell us about Focus Mortgages.
Focus Mortgages specialises in both residential and commercial mortgages. A lot of our referrals come from builders, real estate agents, and loyal repeat clients who value our unique approach. Although we’re based in Adelaide, we work with clients all over Australia, from Perth and Darwin to Melbourne, Sydney, and beyond.
What opportunities do you see for brokers or loan customers in 2025?
We don’t anticipate any slowing down in 2025. There’s still a lot of development and construction happening, and people are constantly refinancing and switching banks. With potential rate cuts on the horizon, we expect to stay busy. The next few years look strong for the mortgage broking industry, and while we’ll continue to compete for market share, Focus Mortgages is positioned for growth. We’ll keep building new relationships and working with repeat customers
“The key is to focus on delivering an exceptional client experience.”
– SAM FRASER
making transfers easier and expanding our reach.
Broking can be high stress, how do you manage stress?
Being a broker definitely comes with its pressures. For clients, buying or selling a property is a huge moment, and as their broker, you’re at the centre of making that happen. The stress they feel often falls on you, and it’s not the kind of job where you can easily switch off. To manage the pressure, I focus on staying active and healthy, and I rely a lot on our team to help manage the client journey. Having that support allows me to stay focused and maintain balance so I can continue to deliver for our clients.
What advice do you have for brokers looking to get started in the industry?
Be patient. When I first started, my mentor and close friend said to me, “it’s a long-term career, not a short-term career”. He was straight with me and said, “you’re going to make no money in the first year, be prepared for that”. It was hard, but it taught me a lot. The key is to focus on delivering an exceptional client experience. If you prioritise this, your clients will spread the word and refer you to others, helping you build your reputation over time.
The Focus Financial Solutions and Focus Mortgages team
Sam Fraser
Harry MacDonald
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2025 broker predictions
If only we had a crystal ball to predict how 2025 will play out for brokers and loan customers across Australia and NZ. Instead, we have the next best thing –experienced brokers with their fingers on the pulse. Here, we asked four brokers to share their predictions for the year ahead.
Meaningful work over awards, continued rise of video marketing, more new brokers and tiered-level clawbacks
- RHIANNA FARNAN COO & DIRECTOR, DERWENT FINANCE
What can we expect from the broking industry in 2025? Well, it’s anyone’s guess but the best people to ask are real brokers out on the ground.
RHIANNA FARNAN – COO & DIRECTOR, DERWENT FINANCE
Predictions: Meaningful work over awards, continued rise of video marketing, more new brokers and tiered-level clawbacks
Derwent Finance COO and Director Rhianna Farnan expects to see some major shifts within the broking industry this year.
First, she predicts there will be more new-to-industry brokers than ever before. “The appeal of broking is growing, with flexible work opportunities and high earning potential drawing in fresh talent,” says Rhianna. “This means more competition, but also more innovation. The brokers who stand out will be the ones investing in personal branding, video marketing, and client experience.”
With the general outlook suggesting 2025 will bring a slight drop in interest rates, Rhianna says this will lead to consumers looking to refinance, or look to withdraw equity to renovate their homes.
“Brokers will need to ensure they are in contact with their clients on a regular basis to ensure they are not forgotten about and lessen the chances of a clawback.”
On the topic of clawbacks, Rhianna expects more lenders will follow suit on tiered level clawbacks. “In 2024, we saw some lenders revise their policies, with some reducing the clawback period to 18 months and others introducing a tiered structure where clawbacks decrease the longer a client stays with the lender.
“With more consumers turning to mortgage brokers, I believe lenders will start to favour brokers more and provide better support in this space. As the broker channel continues to grow, lenders will see the value in working more closely with brokers – not just to attract new business but to retain existing clients as well.”
The way brokers connect with clients will continue to evolve through 2025, with the ongoing rise of video marketing, says Rhianna. “Short-form video, vlogs, and educational content will continue to dominate. Expect to see more brokers doubling down on TikTok, Instagram, YouTube, and LinkedIn.”
With industry awards becoming so saturated and the nomination process taking considerable time, Rhianna says she wouldn’t be surprised if brokers directed their time elsewhere. “While recognition
is great, many brokers will shift their energy toward community impact and business growth rather than chasing trophies.”
Following from that, Rhianna predicts prioritising community impact over just-profits will increase. “The conversation around mental health, motivation, and personal development is growing. I believe we’ll see more brokers stepping up – not just as finance professionals but as leaders in mental fitness, wellbeing, and community support. Expect to see more industry-run mental health events, networking groups focused on mindset, and brokers using their platforms to make a real impact.”
In fact, industry events in general will continue to grow, believes Rhianna. “Industry events will only get bigger and better. More brokers will host workshops, panels, and client education nights to build their personal brands and create deeper connections. Networking won’t just be about business—it’ll be about meaningful conversations and collaboration.”
“ Networking won’t just be about business — it’ll be about meaningful conversations and collaboration.”
- RHIANNA FARNAN
JAMIE SANDERSON –DIRECTOR / PRINCIPAL ADVISER, JAMIE & CO. LENDING
Predictions: home loan refixing, interest rate cuts, debt-to-income ratio, rise of AI
Like Australia, New Zealand’s loan market is a mixed bag of challenges and opportunities. And, like Rhianna, Jamie & Co Lending Director and Principal Adviser Jamie Sanderson predicts 2025 will be a year of home loan refixing.
“With just over 80% of all mortgage borrowing due to be refixed in 2025 there will be existing and many new home loan clients out there needing advice from a mortgage adviser to look at their refix / refinance options,” says Jamie. “With a number of banks offering up big cashbacks, 2025 could be the year that tests people’s loyalty to their bank if there is a more enticing offer out there.”
Jamie also predicts interest rates will see cuts, but cuts may not be as quick as some would like.
competitive rates in the non-bank space, says Jamie. “With nonbank lenders sitting on money to lend, this year we may see the non-bank space get competitive for business, especially as banks lower their test rates.”
Debt-to-income (DTI) ratios which may officially come in to play in 2025 if Jamie’s prediction is correct. “As lenders reduce their servicing test rates we may start to see the impact on the DTI changes set out by the NZ Reserve Bank in late 2024 on clients’ affordability,” offers Jamie, and warns the first people it will most likely trip up is investors.
“
With a number of banks offering up big cashbacks, 2025 could be the year that tests people’s loyalty to their bank.”
- JAMIE SANDERSON
“Whilst the NZ Reserve Bank has signalled they will look to continue to cut the NZ OCR, many home loan clients may be disappointed if they think fixed rates are going to drop at the same speed as the variable home loans. With many clients now coming off from a high to lower rate, advice from a mortgage adviser will be key to helping clients understand their options and trying to pay down their home loans faster.”
Jamie says overall the NZ housing market outlook for 2025 looks like it’s going be a flat year. “With many home owners reluctant to list until they find their next home, it may mean we see properties sit there a little longer than normal.”
Also, 2025 may see more
Artificial intelligence (AI) will continue to be keenly watched, for all sectors not just broking. “Like all industries, the finance industry is still in its infancy with AI. The big question is: will any New Zealand banks adopt AI to support mortgage advisers or is that still some time away?”
home loan refixing, interest rate cuts, debt-to-income ratio, rise of AI
- JAMIE SANDERSON DIRECTOR / PRINCIPAL ADVISER, JAMIE & CO. LENDING
increased market share and competition with banks, continued rise of technology, inflation, and property prices”
- STEPHEN DINTE PRINCIPAL MORTGAGE PLANNER, AUSTRALIAN MORTGAGE PLANNERS
STEPHEN DINTE – PRINCIPAL MORTGAGE PLANNER, AUSTRALIAN MORTGAGE PLANNERS
Predictions: increased market share and competition with banks, continued rise of technology, inflation, and property prices
Stephen Dinte, Principal Mortgage Planner at Australian Mortgage Planners, observes that the broking industry has changed considerably over his 30-year career, with the “pace of change” likely to continue “accelerating exponentially” in 2025.
“The majors will continue to do everything possible to reduce the market share of brokers compared to their directto-bank business,” says Stephen. “This will include full on promotion of their digital businesses, with pricing differential to discriminate against what brokers can offer via the direct channel, and the distinct possibility that they will look to further lower commissions paid using small reductions to clawback periods to justify their position.
“Meanwhile, the secondtier lenders will continue to embrace brokers as a way to increase their market share. Unfortunately, they will also likely have to lower commissions as the squeeze on margins, due to digital competition, impacting their bottom lines.”
Stephen predicts mergers and acquisitions will continue amongst smaller lenders in an attempt to remain competitive through economies of scale. “I don’t believe the ACCC will continue to allow any more takeovers, by the majors, of the smaller players with the ANZ/ Suncorp merger likely to be the last one we see.”
Of course, in 2025 technology will
continue to be king, but Stephen says that may be at the expense of lasting client relationships. “Technology will enable brokers to increase their volumes without the added expense of additional back-office staff, but at the cost of reducing human interaction which is vital in establishing long-term clients who can advocate for the broker’s business.”
Regarding interest rates, Stephen says early signs are showing a lowering of core inflation which in turn signals a lowering of interest
be the catalyst for these property increases with delays in getting suitable building blocks to market ensuring the continuation of a significant mismatch between supply and demand.
Stephen also predicts there will be a quiet couple of months leading up to the Federal election. “Consumers tend to take a waitand-see attitude resulting in a lowering of auction clearance rates and a corresponding reduction in the demand for housing finance. Post-election, regardless of result, the market will again start to move
Consumers tend to take a wait-and-see clearance rates and a corresponding
“ Business sentiment in 2025 is likely to be characterised by cautious optimism.”
- TRENT CARTER
continued rise of SMEs seeking broker assistance
- TRENT CARTER
PARTNER, ACCENDO FINANCIAL
Exclusive for FBAA Members
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What's on
FEB 25
LAUNCESTON FORUM
Join us for an insightful Q&A with FBAA Managing Director Peter White AM and former Australian Senator and Tasmanian Advocate, Nick Sherry. Nick has been a key figure in shaping Public Policy and Practices in the Finance and Superannuation industry
Time: 5PM – 7PM
Location: Hotel Grand Chancellor Launceston
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FEB 26
Are you ready to take your broking business to the next level in 2025? The FBAA Broker Elevate Event is back, and this year, it’s all about setting you up for success in the ever-evolving world of finance.
Time: 9.30AM – 2PM
Location: Waterview in Bicentennial Park
BROKER ELEVATE ‘ULTIMATE BROKER’ SYDNEY JOIN WAITING LIST
SOLD OUT EVENTClick to join the waiting list
FEB
27
BROKER ELEVATE ‘ULTIMATE BROKER’ BRISBANE
Are you ready to take your broking business to the next level in 2025? The FBAA Broker Elevate Event is back, and this year, it’s all about setting you up for success in the ever-evolving world of finance.
Time: 9.30AM – 2PM
Location: Waters Edge Wedding & Events at Portside
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FEB 27
FBAA COFFEE MEET PERTH
Connect with your local FBAA State President, Luke Bray, and fellow industry professionals in a relaxed setting while gaining valuable insights from expert sponsors, Sierina Franklin (Dynamoney) and Linda Fraser (Pepper Money), on industry trends and opportunities.
Time: 9.30AM - 11.30AM
Location: Dome Cafe Deep Water Point, 100 The Esplanade, Mount Pleasant
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MAR 05
WEBINAR WEDNESDAYS - HELIA
This event including details will be available to register for on our website soon!
Time: 11.30AM – 12.30PM AEDT
Location: Online via Zoom.
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MAR 7TH
FBAA INTERNATIONAL WOMEN’S DAY 2025
This International Women’s Day, join us for an inspiring webinar on turning gender equality from intention into meaningful action. Gender balance isn’t just the right thing to do—it’s a business imperative. But how can brokers, business owners, and finance leaders drive real, measurable change?
Hear from Friska Wirya, Top 50 Global Change Management Thought Leader, as she shares a proven framework for creating lasting transformation. With experience leading change in major multinational organisations, Friska will break down gender equality into practical, actionable steps.
Time: 9.30AM – 2PM
Location: Leonda by the Yarra
REGIONAL BROKER CANBERRA
Regional brokers, take your business furtherthis event is free for all brokers. Learn how to build a thriving brokerage beyond your local market, connect with industry leaders, and gain valuable insights at the FBAA Regional Broker Roadshow. Secure your spot today.
Time: 9.30AM – 2PM
Location: Mercure Canberra, Belconnen
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REGIONAL BROKER WAGGA WAGGA
Regional brokers, take your business further - this event is free for all brokers. Learn how to build a thriving brokerage beyond your local market, connect with industry leaders, and gain valuable insights at the FBAA Regional Broker Roadshow. Secure your spot today.
Time: 9.30AM – 2PM
Location: International Hotel, Wagga Wagga
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REGIONAL BROKER BENDIGO
Regional brokers, take your business further - this event is free for all brokers. Learn how to build a thriving brokerage beyond your local market, connect with industry leaders, and gain valuable insights at the FBAA Regional Broker Roadshow. Secure your spot today.
Time: 9.30AM – 2PM
Location: All Seasons Resort Hotel
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Mar 26
REGIONAL BROKER BALLARAT
Regional brokers, take your business furtherthis event is free for all brokers. Learn how to build a thriving brokerage beyond your local market, connect with industry leaders, and gain valuable insights at the FBAA Regional Broker Roadshow. Secure your spot today.
Time: 9.30AM – 2PM
Location: Mercure Ballarat
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Mar 31
REGIONAL BROKER CAIRNS
Regional brokers, take your business furtherthis event is free for all brokers. Learn how to build a thriving brokerage beyond your local market, connect with industry leaders, and gain valuable insights at the FBAA Regional Broker Roadshow. Secure your spot today.
Time: 9.30AM – 2PM
Location: Novotel Cairns Oasis Resort
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APR 01
REGIONAL BROKER TOWNSVILLE
Regional brokers, take your business further - this event is free for all brokers. Learn how to build a thriving brokerage beyond your local market, connect with industry leaders, and gain valuable insights at the FBAA Regional Broker Roadshow. Secure your spot today.
Time: 9.30AM – 2PM
Location: Hotel Grand Chancellor Townsville
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INDUSTRY COMMERCIAL MASTERCLASS - SYDNEY may 06
The FBAA hosts the Commercial Masterclass in each state, providing finance brokers with the opportunity to connect face-to-face, hear from inspiring keynote speakers, and advance their professional development.
This event is specifically focused on commercial, business, and asset finance lending and broking. Join us to expand your knowledge and diversify into this exciting niche of finance broking.
Time: 10AM - 2PM
Location: TBC
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MAY 13
INDUSTRY COMMERCIAL MASTERCLASS - BRISBANE
The FBAA hosts the Commercial Masterclass in each state, providing finance brokers with the opportunity to connect face-to-face, hear from inspiring keynote speakers, and advance their professional development.
This event is specifically focused on commercial, business, and asset finance lending and broking. Join us to expand your knowledge and diversify into this exciting niche of finance broking.
Time: 10AM - 2PM
Location: TBC - BRISBANE
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MAY
15
INDUSTRY COMMERCIAL MASTERCLASS - MELBOURNE
The FBAA hosts the Commercial Masterclass in each state, providing finance brokers with the opportunity to connect face-to-face, hear from inspiring keynote speakers, and advance their professional development.
This event is specifically focused on commercial, business, and asset finance lending and broking. Join us to expand your knowledge and diversify into this exciting niche of finance broking.
Time: 10AM - 2PM
Location: TBC - MELBOURNE
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MAY 20
INDUSTRY COMMERCIAL MASTERCLASS - PERTH
The FBAA hosts the Commercial Masterclass in each state, providing finance brokers with the opportunity to connect face-to-face, hear from inspiring keynote speakers, and advance their professional development.
This event is specifically focused on commercial, business, and asset finance lending and broking. Join us to expand your knowledge and diversify into this exciting niche of finance broking.
Time: 10AM - 2PM
Location: TBC - PERTH
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Board Of Directors
Tony Carter Chair | Director
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.
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 White AM
Managing
Director | FBAA Life Member
Peter White AM has vast experience in banking and finance, spanning more than four decades. He is highly engaged with government and industry regulators, ensuring and protecting the future of our industry and dealing with regulatory matters of the day.
Peter’s activities with FBAA include representation on the Advisory Board of the Small Business Association of Australia, as Chairman of the Global Board of Governors for the International Mortgage Brokers Federation (IMBF), and the industry’s passionate advocate for mental health awareness. Peter was awarded as a Member of the Order of Australia (AM) in the June 2019 Queen’s Birthday Honours List, for his significant service to the finance sector and to the community.
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
Deputy Chair | Director
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.
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
STEPHEN RASMUSSEN
Director | FBAA Life Member
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.
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
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.
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 Honey Director
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.
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
Nick Wormald
Director
Nick Wormald is a certified mortgage finance professional and business finance specialist, working with Australia’s up and coming entrepreneurs to unlock growth with the right application of finance. Based in Sydney, Nick is a speaker, author and youth mentor.
Accumulating over 22 years experience in business investment, business strategy and management, Nick currently leads a team of finance professionals in his own business.
Nick has served on the FBAA NSW State Council and as past NSW State President. 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 SPENCER
Director
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).
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
Director
David Traynor is a successful finance executive with nearly four decades of industry experience across international, national, regional and customer owned banks.
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
JILL FLECK
Director
Jill commenced her Company Director journey in 2007 and has over 27 years’ experience in the finance sector.
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
Member of Nomination and Membership Committee
Email: jfleck@fbaa.com.au
STATE PRESIDENTS
Scott Beattie
Queensland - State President
Cube Central Mobile: 0402 720 613
Email: qld@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
2025
Justin Delanty
Tasmania - State President
Lending4U
Mobile: 0458 031 569
Email: tas@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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– Warren Buffett
