Agenda

If you can't write it, refer it.

That's often the reality of broking. That’s often the reality of broking. We all draw a line somewhere when we hit the limits of our time, expertise and capacity.

But you’re here because you want to redraw that line. We’re here to take the guesswork out of that decision.

To start the day, Jason Back will walk you through a practical diversification framework you can apply to any product line in your sight. It’s a consistent way to assess the opportunity, understand what it takes to deliver, and decide whether it's right for you.

This is the framework you’ll use throughout the day as we break down different product lines. By 3:00PM, you’ll know what belongs inside your business, and what belongs in your referral network.

You can’t do everything yourself.

But you can be everything to your client.

For years, finding a new niche meant hours of research, expensive campaigns, endless testing and a marketing team big enough to make it happen.

AI has changed that equation.

It can scan markets, interrogate your own data, spot patterns you’d never find manually, identify emerging client segments, build highly targeted campaigns and tailor your message to the people most likely to respond.

And it can do it in minutes, not months, giving you access to a level of market intelligence and marketing capability that was once reserved for the biggest businesses.

The brokers who win won't necessarily be the ones with the biggest databases or the biggest budgets. It will be those of you who can spot an opportunity first, understand exactly who you're trying to reach and move while everyone else is still figuring it out.

Russ Easther shows you how to put that advantage to work today. You’ll discover how to uncover markets hiding in plain sight, identify the clients worth chasing and build a marketing engine that becomes more targeted, more personalised and more effective with every campaign.

How much growth are you leaving on the table by only looking at residential lending?

Beyond the traditional home loan sits a huge and diverse commercial market. It may seem daunting from the outside, but where others see complexity, you can find sophisticated clients, larger lending opportunities and relationships that can extend well beyond a single loan.

In this practical 45-minute session, Jason will interrogate three of the biggest commercial opportunities available to you:

• Commercial mortgages: Open the door to business owners and property investors
• Commercial SMSF lending: See where SMSF lending fits into a broader wealth conversation
• Cash-flow lending: Help business owners navigate the realities of working capital, wages, and inventory

Rather than treating them as isolated products, he'll put them side-by-side to show you where the opportunity sits, how complex each opportunity really is and what it takes to compete.

Business owners don’t dream about loans. They’re kept up at night thinking about how to grow and protect everything they’ve built.

The brokers who win this market understand those challenges long before they start talking about loans.

In this session, Russ Easther breaks down how business owners research, who they trust, and what motivates them to engage with a broker. You'll learn where to find them, the messaging that gets their attention, and how to position yourself as a trusted adviser rather than another lender.

You'll leave with a practical playbook for attracting business owners, including the marketing channels to prioritise, the content that builds credibility, where AI can accelerate your efforts, and the budget and results you can realistically expect.

How much more could you be earning from the clients you already have?

Your clients’ financial needs don’t start and finish with a home loan. They might need to finance a new car, access cash for an unexpected expense, secure their next property before their current one sells, or unlock equity later in life.

Every one of those moments is an opportunity to deepen the relationship, solve a bigger problem, and grow your book.

In this practical 45-minute session, Jason will show you how you can unlock more value from the clients already in front of you:

• Personal lending: Find the smaller, often overlooked lending needs that can deepen client relationships
• Consumer asset finance: Turn conversations about cars, boats, caravans and equipment into new lending opportunities
• Bridging finance: Help clients move when timing matters, unlocking opportunities that might otherwise be out of reach
• Reverse mortgages: Help older clients unlock the equity in their homes to fund the next stage of their lives

Rather than treating these as isolated products, Jason will put them side-by-side to show you where the opportunity sits, how complex each opportunity really is and what it takes to compete.

You’ll assess each opportunity across client demand, revenue potential, complexity, and capability, giving you a clear view of where to play and when to refer.

Finding a new market is one thing.

Winning the client is another.Your clients don't stop spending after settlement. They'll upgrade homes, buy vehicles, renovate, invest and consolidate debt as they move through life's biggest financial moments.

They already know you, trust you and have chosen you to guide one of the biggest financial decisions they'll ever make. So why does the relationship end there?

Your challenge isn't earning their attention. It's staying front of mind when the next need arises.

In this session, Russ Easther explores how to build a client journey that keeps you relevant long after settlement. You'll learn how to identify the life-stage triggers that create new lending opportunities, and use AI and marketing automation to stay connected without adding to your workload.

You'll leave with a practical retention playbook, including the touchpoints that matter most, the campaigns worth automating, where AI can save time, and how to turn one transaction into a lifetime of opportunities.

You've spent the day exploring new products, new clients and new opportunities.

Now it's time to make a decision.

In our afternoon block, Jason Back brings the Finance360 framework together, helping you turn your scorecard into a practical action plan. Rather than trying to do everything at once, you'll identify the products that best align with your business, the clients you're best positioned to serve, and the capabilities you'll need to build over the next 12 months.

You'll leave with a clear diversification roadmap, your first three priorities, and a practical plan for deciding what to build, what to refer, and where to focus your time for the greatest return.

You’ve spent the day uncovering new markets, new products and new opportunities. Now it comes down to what happens when you’re sitting across from the client.

Diversification comes to life in those conversations. A new product only creates value when you can recognise the opportunity, ask the right questions and give the client a compelling reason to act.

This closing masterclass is about turning opportunity into revenue. You’ll sharpen the questions you ask, strengthen how you communicate value and build the confidence to take conversations beyond what’s familiar.

From spotting the signals that open the door to a broader lending conversation, to introducing new solutions without making the client feel like they’re being sold to, you’ll leave with a clearer approach to turning more conversations into opportunities.

Now that you know which products and clients you can fold into your business - get to grips with exactly how the products work.

The best conversations happen when everyone arrives prepared.

After a full day exploring new lending opportunities, client acquisition strategies and implementation frameworks, you'll have the confidence to ask better questions, explore real scenarios and identify the right lending partners for your business.

This structured networking session brings brokers together with participating lenders for practical, implementation-focused conversations designed to help turn today's insights into tomorrow's opportunities.