The FBAA Awards of Supremacy is on again!
THE MISSION TO REDUCE BROKER BURNOUT
Each year, new brokers enter the industry with big ambitions—but many face frustration and burnout.
BOLD + BUILT ON
COLLABORATION
With Donelle Brooks at the helm, and backed by FBAA, the Women’s Commercial Finance Forum is stepping into its next five years.
06 INDUSTRY INSIDER
FBAA Managing Director and industry advocate Peter White shares his insider updates since the last edition of Broker Magazine.
12 SEO: THE NO.1 MARKETING CHANNEL IN 2025
SEO has become the most valuable marketing channel in 2025, surpassing television and even word-of-mouth marketing.
18 RAISING THE BAR
Why Ongoing Education is Essential in commercial and asset finance.
CONTENTS
22 HELPING YOUNG PEOPLE FEEL AT HOME
Leading the change in the disability housing sector for young people, Youngcare is a homegrown charity with a clear purpose. And it’s one the FBAA supports wholly.
BOLD & BUILT ON COLLABORATION
At the helm of the Women’s Commercial Finance Forum, Donelle Brooks is steering the forum into its next five years, with a membership base that’s growing, a reach that’s expanding, and a purpose that’s razor sharp.
36 FROM START-UP TO STANDOUT
Each year, new brokers enter the industry with big ambitions—but many face frustration and burnout, with a large number exiting within the first two years. Find out how FBAA wants to prevent this burnout.
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
Here we are, already halfway through the year, and so much has happened in what seems like weeks, not months:
• The USA has a new second-term President who is determined to shake things up in his own country as well as the world. Emotions run high, and opinion is polarised. How this rolls out and impacts Australia is still largely unknown.
• Australia has conducted its own Federal election with the Albanese government returned for a second term. Again, polarised opinions lead to Australians having a level of anxiety or concern for their position.
• Wars in several regions are creating further anxiety and impacting economies, resulting in a widespread sense of concern.
• The stock markets are bouncing back from a free fall to a sudden recovery.
Reading all this, without delving into any specific issues, is enough to evoke negative sentiment in individuals making significant decisions. Also, I am mindful of the businesses and people who have suffered over the past three to four years due to Covid, followed by a rising cost crisis. Definitely, businesses have suffered, as have families.
Both scenarios create an opportunity for brokers to engage with their clients, either as reassurance or to assist in reshaping their borrowing needs.
Australia has, so far, weathered this storm –interest rates are on a downward trend, and inflation has turned a corner in the right way.
As I travel across Australia, I see and experience positivity, albeit with a hint of caution. Australians are getting on with living and growing personally and in business through careful planning.
For brokers attending FBAA Education and Development programs, we are seeing a very positive trend. Brokers are busy, some busier than ever before, and with the government injecting funds into the housing market, this trend is expected to continue.
The FBAA Commercial Masterclass series has just concluded for 2025, and CDO Joanna James had to expand the venue sizes, achieving three of the four cities sold out. The desire to learn is undeniable – either as a broker entering the Commercial and Asset field or as a broker returning to Masterclass for next-level learning.
FBAA is seeing better Brokers coming from this series. The expectation and planning is to grow this series of events and include separate sessions on Asset lending in 2026.
Another area of great enthusiasm and participation is FBAA Certified Finance Broker (CFB) courses. This is formally ratified by the Australian Competition and Consumer Commission (ACCC) and marks a significant development in broker education.
The CFB is the best opportunity any finance or mortgage broker will have to acquire the technical skills necessary for success in this field, as becoming a Certified Finance Broker will become the industry standard.
As you are aware, I closely monitor FBAA Net Member Growth. When this article goes to print, I expect to see numbers rising over 13,500 –another Stella year of growth for FBAA. This only occurs because of the focus FBAA places on its members, the benefits that flow to them and especially doing all possible to help them be the best finance and mortgage brokers. To support this growth and ongoing commitment to members, FBAA has also invested heavily in people this year. State Managers are now appointed in almost all states, Commercial Specialist manager and we are currently considering adding to the Advocacy team to drive member representation to Governments across Australia.
Thank you to our members for your ongoing support.
Thank you to the FBAA team – you are, without a doubt, the most enthusiastic and dedicated team I have experienced in my 8 years on the Board.
Best wishes on your endeavours as a FBAA Finance & Mortgage Broker as you close out the 2024/25 financial year and move forward with an excellent plan for 2025/26.
Tony Carter Board Chairman
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.
Ihave not long returned from the second world summit of the International Mortgage Brokers Federation (IMBF) and this year we had even more countries represented. Meetings like this are more valuable than many may realise, as the knowledge from other jurisdictions is used by the FBAA in our discussions with regulators and MPs to advance our industry in Australia.
Issues like technology, aggregation across the world, service delivery, legislation, trends and banking are not isolated to one country, and learning about the issues elsewhere helps us to be better prepared to respond.
As usual the FBAA has been active across Australia with great turnouts at our ‘Elevate’ PD days and other events. There was strong participation in the Commercial and Asset Finance Masterclass National Tour, which included those embarking on the pathway to become a Certified Finance Broker (CFB), the new qualification for commercial and asset finance broking.
The CFB is ratified by the ACCC, exclusive to the FBAA, and is the best opportunity any finance or mortgage broker will have to learn the technical skills behind success in this field.
In May Australia elected a new Government, and Dr Daniel Mulino MP was appointed assistant treasurer and minister for financial services. I am continuing the dialogue with Dr Mulino that I had with his predecessors and the minister now has access to the data that the FBAA has provided across areas like clawbacks, buffer rates and many other important issues.
The transition will be seamless due to our strong standing with many senior members of the Government including treasurer Jim Chalmers, prime minister Anthony Albanese and finance minister Senator Katy Gallagher who visited our office some time back to discuss policy that impacts the industry.
The FBAA’s relationship with the Federal Government (both Labor and the Coalition) over many years has resulted in significant progress for the finance and mortgage broking industry, and we will continue to advocate for members and the industry.
One issue we continue to discuss is the buffer rate, and we recently commissioned research by CoreData - delivered to both sides of politics - that found hundreds of thousands more Australians could access an affordable home loan if the serviceability buffer rate was reduced from 3 per cent to 2.5 per cent.
It showed that reducing the serviceability buffer by 0.5 per cent could boost borrowing capacity by $276 billion nationally.
The research also found the move could unintentionally drive-up property values, but let’s be honest – any initiative to get more people into property will influence prices. This is no reason to block those who can afford a mortgage from securing one, or prevent others from refinancing, locking them in mortgage prison.
The FBAA team is always busy ensuring your business thrives and that you receive the support you need, both professionally and personally. Our Wellness Hub is available for anyone who needs mental health support. Check out our website for future events, programs and other information.
Peter White AM Managing Director FBAA
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SEO: The No.1 Marketing Channel in 2025
SEO HAS BECOME THE MOST VALUABLE MARKETING CHANNEL IN 2025, SURPASSING TELEVISION AND WORD-OF-MOUTH MARKETING. AS A RESULT, FINANCE BROKERS MUST RE-EVALUATE THEIR MARKETING STRATEGIES TO ATTRACT VALUABLE TRAFFIC THROUGH GOOGLE SEARCH RESULTS.
By Dinesh De Silva: CEO & Founder - netStripes
According to research by We Are Social, SEO is the most valuable marketing channel in 2025, surpassing television, word-of-mouth marketing and social media. As a result, businesses must re-evaluate their marketing strategies.
Because SEO is a complex topic, especially among brokers, the best first step is to run a
detailed audit using a trusted SEO tool. In just minutes, this will give you a clear snapshot of how your website is performing but also the SEO keywords you must focus on.
Effective SEO involves creating a credible digital experience for users across your website and various platforms. This article discusses how you can leverage SEO to attract valuable traffic through key Google search results.
Use the Power of Word-of-Mouth via SEO
Traditionally, word-of-mouth has been a cornerstone of the mortgage industry. In the digital context, it is about translating them to online reviews, testimonials, and social media endorsements. Encouraging clients to share their experiences online can significantly amplify your credibility and attract new business. Incorporating keywords into that content is vital! Don’t feel awkward suggesting important issues you helped overcome, include some keywords when asking for reviews.
Optimising Your Presence: On-Page and Off-Page SEO
SEO remains a critical component of digital visibility. On-page SEO involves optimising your website’s content and structure, ensuring that it is user-friendly and contains relevant keywords. Off-page SEO focuses on building high-quality backlinks and establishing your site’s authority through external endorsements.
Embracing
Google’s E-E-A-T Principles
Google’s E-E-A-T framework: Experience, Expertise, Authoritativeness, and Trustworthiness, underscores the importance of quality content for search ranking. By consistently providing valuable information and demonstrating your expertise, you can improve your site’s ranking and increase traffic to your business.
Enhancing User Experience
A seamless user experience is vital. Your website should be easy to navigate, mobileresponsive, and quick to load. A positive user experience not only retains visitors but also signals to search engines that your site is credible and valuable.
Leveraging Local SEO and Google My Business
For mortgage brokers, local visibility is paramount. Optimising your Google My Business profile ensures that your services appear in local searches, making it easier for potential clients in your area to find you. Regularly updating your profile with accurate
information and posting engaging content also improves SEO.
Harnessing Social Media and Brand Mentions
Social platforms are powerful tools for brand building and engaging with your audience. Regularly sharing informative content with keywords and interacting with followers can increase your visibility and establish authority in the industry. Additionally, being mentioned by reputable sources can enhance your credibility and drive website traffic.
Conclusion
Brokers need to adapt to SEO trends to grow their client base. By building trust and authority through strategic digital practices, you can ensure long-term success in the industry. Given SEO’s complexity, a range of skills is necessary, including technical SEO and content writing. No one person can achieve sustained results alone, so assembling a competent team is essential.
Adopting a long-term SEO strategy is crucial, as significant results can take three months to even a year. Managing SEO yourself can be difficult without the right knowledge, which is why collaborating with a specialist is important. I encourage you to explore this topic further and consult with our experts about initial steps for your SEO strategy.
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.
FBAA NIC 2025 Broker X
Get ready for the most anticipated event on the broker calendar — the FBAA 2025 National Industry Conference (NIC). At this event, we will explore what’s next for brokers and how to stay ahead in a world that’s moving faster than ever.
NIC 2025: Broker X is a future-forward experience bringing together brokers, lenders, tech leaders, and innovators to unlock new ways of thinking, working, and thriving in the finance industry.
Following a record-breaking 2024 event, this year’s conference is set to push the boundaries even further, with powerful keynote speakers, tech-infused insights, real-world strategies, and practical tools to future-proof your business.
Date: 31st October 2025
Time: 7.30am - 3.30pm
Location: Royal Pines Gold Coast
Why Attend NIC 2025: Broker X?
Learn what sets the most adaptable and successful brokers apart in a changing world.
Connect With the Industry’s Best
Network with thousands of like-minded professionals, leaders, and partners shaping the future of finance.
Discover What’s Next
From AI, fintech and automation to marketing, mental health, and regulatory shifts — gain access to the insights you won’t get anywhere else.
Walk Away With Actionable Strategy
This isn’t just talk — leave equipped with ideas and tools to level up your business and mindset immediately.
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 future-focused brokers unlock new tools, insights, and strategies to stay at the forefront of industry transformation.
Whether it’s AI-driven efficiencies, fintech advancements, or data-driven decisionmaking, 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 be part of it?
Register now and secure your place at NIC 2025: Broker X.
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Why Ongoing Education is Essential in Commercial & Asset Finance Raising the Bar:
In the fast-paced world of Commercial and Asset Finance, staying ahead isn’t just a competitive edge, it’s a professional responsibility. As the sector evolves, brokers are increasingly expected to meet higher standards of knowledge, service, and ethics. Ongoing education plays a pivotal role in ensuring brokers remain well-equipped to meet these demands.
Continuing education helps elevate the overall professionalism within the broking industry. It empowers brokers to stay current with
regulatory changes, market shifts, and emerging financial products. This knowledge not only reinforces credibility but also builds trust with clients, funders, and industry peers. Clients are more likely to work with brokers who demonstrate a commitment to professional growth and ethical conduct.
A well-informed broker is better positioned to offer tailored, innovative solutions. Through education, brokers gain deeper insights into complex structures, new lender products, and evolving client needs. This broadens
their capability to deliver outcomes that genuinely align with their clients’ financial goals. It also allows brokers to diversify their service offerings, opening up new revenue streams and longterm client relationships.
The broking sector thrives on trust and transparency. Ongoing learning helps set a benchmark for best practices, promoting a consistent level of service across the board. It encourages brokers to adopt modern compliance frameworks and risk assessment models, which safeguard both clients and
“The broking sector thrives on trust and transparency”
~
Steve Ragany
the wider industry. As more brokers commit to professional development, the entire sector benefits from a stronger reputation and more consistent standards.
Technology, legislation, and client expectations are evolving rapidly. Brokers who engage in regular training and education are more agile and adaptable, responding confidently to change rather than being disrupted by it. Whether it’s mastering new digital tools or understanding finance trends, education keeps brokers proactive and future-ready.
At the FBAA we are proud to provide the tools and resources to empower brokers to be able take the steps necessary to help them grow their businesses. The Certified Finance Broker (CFB)
education pathway has been tailored to suit what we believe are the necessary requirements for brokers to really take charge of the diversification discussion and make a difference. Not only will they have the tools to equip themselves to have indepth conversations with their clients, they will also receive a professional designation, which is the first of its kind in the Australian finance sector.
In summary, ongoing education is not just about ticking a box, it’s about raising the standard of
service, demonstrating professionalism, and building a sustainable future for the commercial and asset broking sector. Brokers who invest in their knowledge today will lead the industry tomorrow.
Steven Ragany FBAA National Commercial and Asset Manager
Helping young people feel at home
Leading the change in the disability housing sector for young people, Youngcare is a homegrown charity with a clear purpose. And it’s one the FBAA supports wholly.
Forged in 2005 out of necessity and personal crisis, Youngcare is a homegrown charity dedicated to helping improve the lives of Australians aged 1865 with physical disabilities, filling critical gaps in housing and support.
For many people living with disability, either from birth or from a life-changing accident, standard homes just aren’t sufficient. Many require specialist disability accommodation (SDA) to do what most of us take for granted, like reach the kitchen sink, move down a hallway or access the shower.
Youngcare Partnerships
Manager Simon Bolton said suitable and appropriate supported housing is one of the greatest areas of unmet need for people with disabilities in Australia.
“Currently, there are 28,000 young people with disabilities enrolled in the NDIS that are searching for an appropriate place to call their own home,” said Simon.
Over the past 20 years, Youngcare has grown into a national charity and helped progress the disability sector. Today, Youngcare provides purpose-built SDA for young Aussies with high physical support needs, advocates for much-needed policy change, delivers vital grants programs and provides education, advice and pathways through its free support service.
“At Youngcare, we are redefining integrated living, creating a future where every young person with high physical support needs feels at home — and free to live, equally — in their community.”
~ YOUNGCARE PARTNERSHIPS MANAGER SIMON BOLTON
“This is a crisis for young people with complex and permanent physical disabilities throughout Australia. Young Australians are being left behind in aged care, hospital rooms, rehabilitation centres – inappropriate accommodation that is not suitable for their age or care needs,” he said. “The crux of this crisis is the lack of opportunity for each person living with disability to choose their own pathway due to limited options.”
“Youngcare is creating a more inclusive Australia by empowering the development industry, government, and community to work together and challenge the way society views disability,” Simon said.
Since 2005, Youngcare has helped 117 Australians access SDA, issued grants to more than 2,000 people, and supported more than 65,000 individuals with expert advice and guidance through Youngcare Connect.
Demand for SDA across Australia is high, and there aren’t enough suitable homes available.
“Youngcare raises vital funds to develop highquality SDA for young people with high physical support needs,” Simon said.
“These purpose-built homes are designed to promote independence, dignity, and community inclusion. Once a home is built, eligible NDIS
participants with SDA funding in their plans can apply to live in the property.”
Simon said it’s Youngcare’s vision to create a future where every young person with complex and permanent physical disabilities living in Australia can choose where they live, who they live with, and how they live their lives, in communities of their choice.
“With the invaluable sponsorship from supporters such as FBAA we aim to listen, support, and create real and lasting change for young people with complex and permanent physical disabilities.”
FBAA Managing Director Peter White said FBAA is proud to partner with Youngcare.
“At FBAA, we believe in empowering lives – not just in finance but in our communities. This organisation plays a vital role in helping young people feel at home. That’s why we choose to partner with Youngcare,” Peter said.
Youngcare receives no recurring government funding, and instead relies on the generosity of the community and corporate partners like FBAA to deliver its life-changing work.
There are many ways to get behind Youngcare, from donating or fundraising, volunteering, or becoming a corporate partner. Youngcare’s partners range from small family-run businesses to national corporations. If you or your business would like to support Youngcare, visit the website to learn how: www.youngcare.com.au
This tax time, consider making a tax-deductible donation to our 2025 Tax Appeal featuring Kade. Your contribution directly supports young people in desperate need of appropriate housing, grants, and advice.
HOW YOU CAN HELP:
· Make a corporate donation before June 30 to receive a tax deduction.
· Forward this email to your staff and encourage them to contribute individually or as a team.
· Share our appeal across your internal channels to amplify the impact.
Every dollar raised helps us provide real solutions and hope to young Australians who are too often left behind.
Proud Sponsors of
DONATE NOW
Thank you for standing with us and helping create a future where no young person is left behind.
Ultimate Broker
UNLOCK THE ULTIMATE BROKER TOOLBOX
This year, FBAA Elevate 2025 is back for round 2 — bigger, bolder, and laser-focused on the tools that transform good brokers into #UltimateBrokers.
This national tour will unpack The Broker’s Toolbox: a powerful line-up of smart tech, proven strategies, and real-world insights
designed to optimise every stage of your lending journey — from prospecting and lead generation to post-settlement engagement.
Learn from the best in the business as top brokers and industry innovators reveal what’s working now, what’s next, and how you can stay ahead of the game.
OUR
FOUR KEY SEGMENTS
• Lead Gen & Marketing Mastery • Sales Mastery in the High-Tech Era
•The Ultimate Tech Panel • Cultivating Client Connections
INSIDE THE TOOLBOX: WHAT YOU’LL WALK AWAY WITH
• Proven strategies to streamline every step of your broking workflow.
• Insights on real tech tools brokers are using to save time and scale faster.
• Smarter ways to generate leads and build robust referral networks.
• Digital hacks that boost your client experience and long-term retention.
• Creative content tips to elevate your social presence and brand visibility.
• Plug-and-play ideas you can implement immediately.
EVENT DETAILS
TIME: 9:15am - 2.10pm
COST: $9.95 admin fee for members, $99 for non-members
CATERING: Morning Tea & Lunch key speakers
Brad East and Michael Licenblat will both be speaking nationally, with multiple other expert speakers particular to your city.
Founder Wisebuy Home Loans & Dealify
Australia’s leading resilience expert & author of Pressure Proof
REgister now
BOLD + BUILT ON COLLABORATION
At the helm of the Women’s Commercial Finance Forum, Donelle Brooks is steering the forum into its next five years, with a membership base that’s growing, a reach that’s expanding, and a purpose that’s razor sharp: to elevate, educate and connect women working across the full spectrum of commercial finance.
The Women’s Commercial Finance Forum (WCFF) is Australia’s largest membership organisation for female finance professionals who want to diversify their business in an astute, ethical and customer-focused way.
In March this year, WCFF celebrated five years. Next month, in July, the forum will register one year in formal partnership with FBAA. Within that year, and under the leadership of Head of Forum Donelle Brooks, the WCFF has almost doubled in size.
“I want every woman in this industry to feel like she’s not just surviving—it’s about thriving, building commercial confidence, and making bold career moves,” says Donelle. “We’re not here to tick boxes. We’re here to create genuine, long-term change in how the industry values women.”
Today, the WCFF offers support, education and access to women working in commercial finance. This includes the Facebook group where members share scenarios and advice on how to approach deals, a Linkedin page, exclusive learning sessions and thought leadership events. Donelle says the WCFF exists for one reason: to move the dial for women in commercial finance.
“I’ve spent over 18 years in financial services, and along the way, I’ve seen just how important it is to have spaces where women feel seen and supported,” says Donelle. “When the opportunity came to lead the WCFF, I didn’t hesitate. I didn’t want to watch from the sidelines—I wanted to shape what comes next.”
Taking on this role has been deeply personal for Donelle. The forum was originally founded by Yasmine Shah—who worked at global business lender TP24 when WCFF was born. Now, five years later, Donelle has taken the reins as Head of the Forum, and is also Head of Client & Partnerships at TP24.
“It’s full circle; it feels right. And I couldn’t lead the forum without the support of TP24, who back me fully.”
In July 2024, the forum had 1,000 members, and now in June 2025 the forum has 1,760 members on Linkedin and 1,100 members in the Facebook group. Of the new members who have joined WCFF this past year, Donelle says approximately one third are men.
“We are proudly inclusive. Yes, we focus on women— but not in a way that shuts others out. Our events and programs are open to all who want to be part of a better, stronger, more representative future for commercial finance. Diversity doesn’t stop at gender—and we’re working every day to build a Forum that reflects that.”
Last year, the FBAA partnered formally with WCFF.
“While we are powered by the FBAA, the forum is completely independent,” says Donelle. “If we want to truly shift the dial, we need more of the industry behind us. More lenders, aggregators, service providers, and leaders standing with us—not just in words, but in action. Sponsorship is key. It’s what allows us to scale, reach more members, and deliver the kind of high-impact programs this industry has been missing.
“We’re not asking for charity. We’re offering a front-row seat to the future of commercial finance.”
In 2026, WCFF will hold its flagship Emerging Leaders Retreat, which Donelle says is crafted specifically for women rising in the sector who are ready to lead differently.
“These retreats will give rising brokers the tools—and the network—they need to lead with commercial clarity.
“We’re building a community that backs ambition with action. We don’t believe in gatekeeping knowledge. Whether you’re a BDM in Brisbane, a broker in Perth, or a credit analyst in regional Victoria—if you’re building a career in commercial finance, WCFF is here to back you.”
Learn more about the Women’s Commercial Finance Forum at www.womenscommercial. finance
“We’re not just watching the future of finance change—we’re leading it.”
SUBMISSIONS NOW OPEN!
CELEBRATING THE TOP ACHIEVERS OF THE FINANCE INDUSTRY!
Join us as we celebrate excellence in the broking industry at the highly anticipated FBAA Awards of Supremacy, returning on Friday, October 31st. Set against the stunning backdrop of Royal Pines on the Gold Coast, this prestigious event marks the pinnacle of achievement for brokers across Australia.
The Awards of Supremacy honour outstanding professionals in various categories, including state achievements, commercial property finance, asset and equipment finance, mentors, mentees, and BDMs. Highlighting the evening is the coveted National Broker of the Year award, representing the highest accolade in the industry.
In 2024, the FBAA witnessed record-breaking nominations, underscoring the fierce competition and the industry’s commitment to excellence. Don’t miss your chance to be part of this extraordinary event. Please register now to attend, and stay tuned to our social media channels for updates on award submission details.
Click ‘Submit or Register’ to either nominate yourself or others, or to attend the Awards of Supremacy (combined with the infamous FBAA Gala Dinner).
Royal Pines, Gold Coast FRI. OCT. 31ST
SUBMIT OR REGISTER
~ SUBMISSIONS OPEN! ~ Monday June 2nd - Thursday July 24th
~ FINALISTS ANNOUNCED ~ Monday September 8th
~ AWARDS CEREMONY ~ Friday October 31st
BROKER PROFILE STEVE DOWS
SELF-EMPLOYED COMMERCIAL FINANCE BROKER STEVE DOWS OFFERS ADVICE TO EMPLOYEE BROKERS CONSIDERING GOING OUT ON THEIR OWN, JUST LIKE HE DID. WITH 30+ YEARS SELF-EMPLOYED BROKING UNDER HIS BELT, STEVE IS WELL-POSITIONED TO SHARE HIS WISDOM.
Like many brokers, Steve Dows started out in banking. It was 1974 and there were no computers, no air conditioning, just hand ledgers and a strong focus on customer service. Steve says this focus on customer service and empathy in his early days has stayed with him throughout his career, and offered him a good foundation for his foray into broking in 1992.
“I’d been poached from the bank to work at Volvo two years earlier,” recalls Steve. “But in early 1992 we had the recession we had to have and the company restructured and closed dealerships. I moved into broking and have been self-employed ever since.”
don’t work nine-to-five, you don’t get a regular paycheck, and you need smarts running a business – because when you’re a contractor that’s what you’re doing, running a business. You need to consider GST, tax, working whenever your clients need you because they’re busy during standard business hours.”
“Be prepared to not have a break for a couple of years and strap yourself in.”
– STEVE DOWS
Steve’s career as a self-employed broker has involved contracting to various companies. For the past decade or so, he’s worked with Credit One.
“Self-employed is a pretty tough gig,” admits Steve, and advises only brokers already established consider diving into being an independent contractor.“You
As compliance for the industry has increased, Steve has maintained his sole-operation by reducing his client base to his key longterm clients. “You don’t work together for decades without building a friendship, and many of my clients have invited me to their family events and weddings over the years, because I’m basically part of the furniture. One of my biggest clients I’ve been dealing with for 40 years.”
Over the years, Steve has worked the highs and lows – “I’ve worked through booms and busts, I’ve seen both sides of the ledger” – and he has some advice for any brokers considering going out on their own.
5 essentials for self-employed brokers:
1. Tenacity
“Resilience, mental toughness, whatever you want to call it, you need it to be self-employed. There are times when you won’t make any money. You can’t be scared of going the extra mile, of putting in the hard work. Broking isn’t a nine-to-five job, especially when you’re selfemployed. Sometimes you work really hard and don’t necessarily make any money.”
2. Integrity
“It’s a cyclic industry, but to be successful, you’ve got to work hard and you have to look after your customers’ best interest – whether it’s regulated or non-regulated. Your reputation is like gold, without it you’ve got nothing. Building a reputation takes time, but it can be destroyed with one bad decision – whether it’s deceptive information, doing a marginal deal, or getting a
bad Google review. Broker with integrity, protect your reputation.”
3. Relationships
“You can’t think of broking as one-off deals. Good brokers aren’t call centre operators. Think long-term and build a relationship with your client so they come back for the next deal, and the next and so on. Longevity is the key.”
4. Self-starter
“To work for yourself, you need the discipline to be able to work from home, run your own schedule and drive your own productivity.”
5. Working capital
“If you want to move from a salary broker to a contractor like me, you need a big bank balance before you start. Be prepared to not have a break for a couple of years and strap yourself in.”
“Your reputation is like gold, without it you’ve got nothing.”
– STEVE DOWS
Pictured: Manager/Director Michael Rojek, Steve Dows & General Manager Jordan Clements
Exclusive for FBAA Members
On a mission to reduce new broker dropout
Each year new brokers join the industry with hopes and aspirations of developing a fantastic professional career that will support themselves and their families in the future. However for many this dream falls short resulting in frustration, disillusionment and often failure within the first 2 years of being in business.
As we look to the future landscape for brokers a key indication around the health of the industry is our ability to support members to be successful in the early stages of their business.
Recent research by The University of Technology reveals that; estimates are one in three new small businesses in Australia fail in their first year of operation, two out of four by the end of the second year, and three out of four by the fifth year. Starting a brokerage business is no different and with accelerating complexity within business processes, lending products and compliance obligations, traversing the first 2 years is key to sustaining a profitable future.
To enable this the FBAA launches its New Broker Scholarship program specifically designed for those brokers who are most vulnerable in the first two years.
The New Broker Scholarship program is fully funded by the FBAA in conjunction with our Core Sponsor Industry Partners, as a whole of Industry initiative. Delivered in partnership with Better Business Coaching, the program is designed to give new brokers the business coaching and skills needed to be successful. The program is designed to work in parallel with their mentor and aggregation group training.
The first six months of the program is designed to help turn the lights on and get a business started, it covers everything from foundational business planning right through to
understanding how to generate leads and marketing principles.
Once the lights are on and business is flowing, the second six months is designed to help these members develop processes and systems in their
business to manage the day to day of their workload and assess whether they are in fact on track.
The program includes group meetings online, digital course content as well as one on one business coaching throughout the process.
The New Broker program is by application and in 2025 the FBAA plans to support 25 brokers to enter this program. Application will be national and designed to cater for a variety of members including regional areas.
In parallel to the main coaching program, the FBAA will be hosting a range of educational webinars with our industry partners designed to support the essential lending skills and broker tools in the first 12 months of business.
Concepts like how to read a credit report and valuation as well as reading payslips and self employed financials will be covered in the first six months of the program. In the second six months we will delve into understanding different lending products, such as self managed super lending, construction loans, Lenders Mortgage Insurance as well as Company and trusts. This New Broker webinar series will be available as an educational series to all members, not just those on the scholarship program.
The FBAA is committed to supporting its members via Advocacy, Education and Support.
We are proud to partner with known and trusted industry colleagues to deliver this coaching content. Combined with access to the FBAA New Broker nights through our local council network we plan on rallying around our newest members to give both broad community encouragement and support as well as specific business training.
If you are interested in applying, please click here. Submissions close 18th July 2025, 5pm.
Small
businesses in Australia fail in their first year of operation, two out of four by the end of the second year, and three out of four by the fifth year.
- RECENT RESEARCH BY THE UNIVERSITY OF TECHNOLOGY
JUNE
25
WEBINAR WEDNESDAY - BENDIGO
BANK BROKER (NORTHERN REGION)
Bendigo Bank Masterclass
Join us for a special Bendigo Bank update featuring insights into what sets the bank apart in today’s lending landscape. We’ll explore the “Why” behind Bendigo Bank, highlight key policy niches that can support your clients, and dive into a Credit Master Class designed to sharpen your deal placement skills.
Time: 2PM – 3PM (AEST)
Location: ONLINE
What's on REGISTER
Click the register now button to register.
NOW
JUL
02
WEBINAR WEDNESDAYS - ALI
Deepening Client Relationships through Powerful Conversations
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 (AEST)
Location: ONLINE
Click the register now button to register.
NOW
JUL 02
WEBINAR WEDNESDAY - BENDIGO BANK BROKER (SOUTHERN REGION)
Bendigo Bank Masterclass
Join us for a special Bendigo Bank update featuring insights into what sets the bank apart in today’s lending landscape. We’ll explore the “Why” behind Bendigo Bank, highlight key policy niches that can support your clients, and dive into a Credit Master Class designed to sharpen your deal placement skills.
Time: 2PM – 3PM (AEST)
Location: ONLINE
Click the register now button to register.
NOW
JUL
FBAA
03
COFFEE MEET - PROSPECT, SA
Join FBAA SA State President Kym Russell for a relaxed morning of networking, coffee, and conversation with fellow brokers and finance professionals. You’ll walk away with practical tips to better support your clients and grow your business—plus, you’ll earn 1.5 CPD points just for attending!
Time: 10.00am - 11.30am (AEST)
Location: Windmill Hotel - 94 Main North Rd, Prospect, SA
Click the register now button to register.
JUL 09
ARTEMIS AWARENESS SERIESMASTERING EMPATHY IN HARDSHIP
Supporting clients through financial hardship takes more than loan expertise—it requires empathy, trust, and clear communication. In this interactive webinar, Jodie Bedoya will guide brokers through the principles of Strategic Empathy—a powerful approach to acknowledging client emotions while maintaining professional boundaries and driving productive outcomes.
Time:2PM – 3PM (AEST)
Location: ONLINE
Click the register now button to register.
jul 12
You’re invited to an unforgettable evening at the FBAA Tasmania Black Tie Gala - a celebration of the finance industry like no other! The night also features a charity auction supporting the Tim Blair Run for Kids, helping improve the lives of children in need. Open to the entire finance community - not just FBAA members - this is the perfect opportunity for professionals from all corners of the sector to come together and celebrate.
Time: 6PM – 11.30PM (AEST)
Location: Derwent Room at Wrest Point, 410 Sandy Bay Rd, Hobart
Click the register now button to register.
REGISTER NOW
JUL 16
WEBINAR WEDNESDAYS - HELIA LMI Strategies for Broker Success: More Deals, More Referrals, More Growth
Ready to grow your business, generate more revenue, and create lasting client value?
Whether you’re new to the industry or looking to sharpen your edge, this session will show you how to use Lenders Mortgage Insurance (LMI) as a strategic tool to structure smarter deals. Help your clients - first home buyers, investors, upgraders or refinancers—overcome deposit barriers and enter the market sooner, with greater confidence.
Time: 11AM – 12PM (AEST)
Location: ONLINE
Click the register now button to register.
REGISTER NOW
TASMANIAN GALA BLACK-TIE BALL
JUL 16
NEW BROKER NIGHT (QLD)
Kickstart Your Broker Journey at the FBAA New Broker Night! Join QLD State President Scott Beattie and State Manager Barb Kirby for a relaxed and informative evening tailored for new brokers or those with under two years’ experience (but open to all!).
Time: 6PM – 7.30PM
Location: FBAA HQ | Level 1, 1 Miles Platting Road, Eight Mile Plains QLD
Click the register now button to register.
JUL 23
WEBINAR WEDNESDAYSDALE CARNEGIE
The Broker’s Edge: Difficult Conversations to Drive Performance
Learn how to lead powerful, high-impact conversations in this webinar for finance professionals. Gain tools to confidently handle tough discussions, build trust, and boost team performance—turning challenges into opportunities for growth. Ideal for leaders, brokers, and client-facing roles.
Time: 11AM – 12PM
Location: ONLINE
Click the register now button to register.
FBAA COFFEE MEETTEMPLESTOWE VIC
Join FBAA VIC for a relaxed morning of coffee, conversation, and connection. Hear from Buyers Advocate Emily Wallace and Dealer Finance Group’s Dê Nguyễn as they share fresh, practical insights from the property and finance sectors. Hosted by VIC State Councillor Rachael Bland, this free event includes coffee and morning tea - proudly sponsored by Buyers Advocate and Dealer Finance Group.
Time: 10AM – 12PM AEST
JUL 29 REGISTER NOW
Location: Melissa’s Cafe - 63-65 Parker St, Lower Templestowe, VIC
Click the register now button to register.
WCFF SPOTLIGHT SESSIONSCOTPAC BUSINESS FINANCE
Looking to broaden your funding toolkit and better support your SME clients? Join us for an exclusive webinar with ScotPac Business Finance, Australia’s largest non-bank business lender. With over 35 years of experience, ScotPac specialises in solving real-world business problems through flexible finance solutions tailored to the needs of growing SMEs.
Time: 2PM – 3PM
Location: ONLINE
JUL 30 REGISTER NOW
Click the register now button to register.
JUL
30
WEBINAR WEDNESDAYSBLUESTONE
Growing Your Business. Identifying Your Opportunities. Delivering Outside the Norm!
Highlighting opportunities for brokers to help customers they may have overlooked. Best practices and practical tips to help make the complex seem easy.
Time: 11AM – 12PM AEST
Location: ONLINE
Click the register now button to register.
AUG 06
BROKER ELEVATE ROUND 2 - PERTH
Join us as Broker Elevate returns for its second national tour — travelling to major cities across Australia to empower brokers with the tools that matter most. This year, we’re opening The Broker’s Toolbox and diving deep into the technologies that drive success across the entire lending journey.
Time: 9.15AM – 2.10PM
Location: Mandoon Estate, 10 Harris Rd, Caversham WA
Registrations open soon!
AUG
07
BROKER ELEVATE ROUND 2 - ADELAIDE
Join us as Broker Elevate returns for its second national tour — travelling to major cities across Australia to empower brokers with the tools that matter most. This year, we’re opening The Broker’s Toolbox and diving deep into the technologies that drive success across the entire lending journey.
Time: 9.15AM – 2.10PM
Location: Adelaide Pavilion, cnr South Terrace &, Peacock Rd, Adelaide
Registrations open soon!
AUG 12
BROKER ELEVATE ROUND 2MELBOURNE
Join us as Broker Elevate returns for its second national tour — travelling to major cities across Australia to empower brokers with the tools that matter most. This year, we’re opening The Broker’s Toolbox and diving deep into the technologies that drive success across the entire lending journey.
Time: 9.15AM – 2.10PM
Location: Leonda by the Yarra, 2 Wallen Rd, Hawthorn VIC
Registrations open soon!
REGISTER NOW
REGISTER NOW
AUG
13
BROKER ELEVATE ROUND 2 - HOBART
Join us as Broker Elevate returns for its second national tour — travelling to major cities across Australia to empower brokers with the tools that matter most. This year, we’re opening The Broker’s Toolbox and diving deep into the technologies that drive success across the entire lending journey.
Time: 9.15AM – 2.10PM
Location: Crowne Plaza Hobart, 110 Liverpool St, Hobart
Registrations open soon!
REGISTER NOW
BROKER ELEVATE ROUND 2 - BRISBANE
Join us as Broker Elevate returns for its second national tour — travelling to major cities across Australia to empower brokers with the tools that matter most. This year, we’re opening The Broker’s Toolbox and diving deep into the technologies that drive success across the entire lending journey.
Time: 9.15AM – 2.10PM
Location: BTP Conference & Exhibition Centre, 1 Clunies Ross Court, Eight Mile Plains QLD
Registrations open soon!
AUG 19 REGISTER NOW
AUG 21
BROKER ELEVATE ROUND 2 - SYDNEY
Join us as Broker Elevate returns for its second national tour — travelling to major cities across Australia to empower brokers with the tools that matter most. This year, we’re opening The Broker’s Toolbox and diving deep into the technologies that drive success across the entire lending journey.
Time: 9.15AM – 2.10PM
Location: The Epping Club, 45-47 Rawson St, Epping NSW
Registrations open soon!
oct 31
FBAA NATIONAL INDUSTRY CONFERENCE
NIC 2025: Broker X is a future-forward experience bringing together brokers, lenders, tech leaders, and innovators to unlock new ways of thinking, working, and thriving in the finance industry.
Following a record-breaking 2024 event, this year’s conference is set to push the boundaries even further, with powerful keynote speakers, techinfused insights, real-world strategies, and practical tools to future-proof your business.
Time: 7.30AM – 3.30PM
Location: Royal Pines, The Gold Coast
Click the register now button to register.
REGISTER NOW
REGISTER NOW
31
FBAA GALA DINNER & AWARDS OF SUPREMACY
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.
Time: 6.30PM – 11.30PM
Location: Royal Pines, The Gold Coast
Click the register now button to register.
REGISTER NOW
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
Every challenge your business faces is just an opportunity in disguise— success is about how creatively you uncover it.
