Agenda

Making money in any stage of the economic cycle

Kick off your SME Bootcamp day with a bang! In this powerful opening session, we’ll explore how to position yourself and your clients to succeed, regardless of economic conditions. Learn how to spot opportunity in uncertain times, build financial resilience, and turn market challenges into revenue. Perfect for brokers and accountants looking to lead with confidence when clients are feeling the pinch.

Client conversion cycle
Holding yourself accountable to results, challenging your assumptions and taking control of your pipeline. This session will help you refocus your energy on the right clients and the right activities.

Learn how to:

• Reinvest your time into high-impact actions
• Increase your revenue per client
• Smooth your cash flow by escaping the commission roller coaster
• Build long-term value through better conversion discipline

It’s not just about more leads – it’s about better outcomes.

How to quickly dissect financials and uncover the real story

Go deeper than spreadsheets and statements. In this interactive session, participants will work through a real-life SME case study to uncover the true story behind the numbers.

Learn how to:

• Interpret financials through the lens of your client’s strategy
• Identify what’s driving business decisions
• Connect data to long-term goals and tailored finance solutions

Qualify opportunities, gain indicative support and build lender confidence

Building on the earlier case study, this session helps you turn client insight into action. Learn how to quickly assess the viability of a deal, engage lenders with confidence, and streamline your process from discovery to mandate.

You’ll develop a practical deal discussion paper that helps you:

• Answer the key question: Is this a deal?
• Explore lender appetite and funding options
• Lay the groundwork for a credit memorandum
• Transition seamlessly to a client mandate letter and fee engagement
• Turn insight into structure and structure into success

Once you’ve qualified an opportunity, the next step is critical, presenting it in a way that gets a lender to say yes. In this session, you’ll learn how to structure and deliver a compelling finance submission that positions you as a professional and your client as a worthy borrower.

You’ll discover how to:

• Lead with the right narrative that matches lender priorities
• Highlight strengths while addressing potential risks
• Use clear structure and language to drive faster decisions
• Avoid the common pitfalls that lead to rework and delays
• Make your submissions stand out and get your deals over the line

Maximising your value as an SME adviser

Unlock the full potential of every client relationship. This session explores the real value of diversification and how meeting more of your clients’ finance needs leads to stronger relationships and greater revenue.

Using a real brokerage case study, we’ll break down:

• The financial impact of cross-selling and holistic client service
• Where untapped value already exists in your business
• How to position yourself as a true SME finance partner, not just a transaction handler
• How to get more value for your clients and more income for your business
• Template (revenue activity predictor)