The industry association’s new guide has been drawn directly from roundtable conversations with some of Australia’s leading broking businesses.
The Mortgage & Finance Association of Australia (MFAA) has released a new guide to business growth through strategic partnerships as part of a series of resources to help brokers “strengthen, scale and future-proof their businesses”.
Business growth through strategic partnerships is one of several new resources, drawn directly from conversations with some of the country’s leading broking businesses as part of the industry body’s 2025 Business Growth Roundtable Series.
The guide examines how brokers are expanding their reach by deepening referral networks, collaborating with peers, and leveraging trusted professional relationships.
Key insights
The MFAA highlighted several keys to successful strategic partnerships based on roundtable conversations with more than 50 experienced brokers.
A common challenge was finding partners who share values, add genuine value, respect the client relationship, and align on mutual benefit.
One broker noted: “Everyone wants to ‘partner’ but not everyone adds value. It’s hard to know who’s a good fit for our clients and our culture.”
The MFAA’s guide also states that long-term success requires investment, such as setting clear expectations, educating partners, and checking in regularly rather than adopting a “set and forget” approach.
The best results occur when both sides win, going beyond referral fees to share insights, co-market, and remain engaged in the client journey.
Another broker added: “Just as we have expectations of our partners for how they service the clients we refer to them; our partners expect us to meet their standards when supporting clients, they refer to us. Systems help us ensure we meet those expectations.”
Melanie Kafka, MFAA executive for member experience and partnerships, said the guides highlighted some of the best qualities of the broking community.
“Right across the country, members openly shared their knowledge to support others. They are at the coalface of changing markets and shifting client expectations,” she said.
“MFAA members talked about what is working well and the lessons they learned along the way. Their willingness to give back means these guides speak to the real world of broking and will help others strengthen their relationships, diversify or expand their services and use technology more effectively.”
In addition, the MFAA has also released guides to Expanding your client services and Technology, efficiency and cyber resilience.
These resources form a five-part series, with two additional guides – People, culture & succession planning and Professionalism, standards and trust – due for release in January 2026.
The guides are available to all brokers, and Kafka said that, regardless of career stage or business model, they will find the guides relevant and informative.
“We’re thrilled to launch these guides and make them available to our members as they prepare for what’s certain to be a busy year in 2026,” she added.
[Related: MFAA welcomes new board members]
