Program

8:15 AM

Registrations Open

8:55 AM

Welcome from Chair

9:00 AM

SME Market Update

The SME market is primed for growth. Now is the ideal time for brokers to diversify their business offering and capitalise on new business opportunities.
In this session, Chris Thomas, general manager of NAB Commercial Broker, will explain the opportunity for brokers and how the major bank is supporting brokers to unlock these new business opportunities.
You will learn:

  • New business opportunities with the QuickBiz for Broker product offering and their market-leading digital application tool
  • Access to an extensive support network to assist you with commercial lending
Chris Thomas

General Manager, Commercial Broker

9:20 AM

SME Finance Masterclass Part 1

Deep dive into how to crack the SME market and transform your knowledge into real actions. In this practical session discover how to:

  • Impress clients with your understanding of their business model and financial position.
  • Gain business intuition skills that will put you the driver's seat with your relationships.
  • Validate investment decisions. Does the investment make financial sense? What is the payback period? Will the funding be approved?
  • What is the 'magic number' principle and how can business owners apply this to their investment decisions, simply and swiftly?
STUART DONALDSON

BANYANCO

10:20 AM

Networking morning tea and exhibition exploration

11:05 AM

SME Finance Masterclass Part 2

  • Differentiate yourself and consolidate your reputation as the trusted broker and contributor to their business.
  • Spot new lending and restructuring opportunities that will improve their bottom line.
  • Improve your ability to present lending proposals succinctly, and drive-up approval rates
  • Endorse loan proposals with hard evidence and a clear plan.
  • Seamlessly incorporate into your business model, and apply the principles to your own investment decisions, including outsourcing and diversification challenges.
STUART DONALDSON

BANYAN CO

11:55 AM

What's new in SME Lending

In this eye-opening session, discover how to generate a passive income stream that will require little ongoing effort, giving you the time to focus on your core business strategy. What’s more, walk away with invaluable learnings and an actionable toolkit of resources that you can share with your clients to drive revenue. This session will:
• Provide insights on what it means to be transparent in SME Lending
• Equip you marketing tools to increase revenue
• Leverage your existing database to improve both acquisition and retention.

12:25 PM

Workshop: Short term lending

Recent reviews into business finance options have shown a shrinking market of traditional lenders for SMEs.
Given this, short-term lending is on the rise. In this session, learn how this product can be tailored to reflect the needs of individual borrowers and tips to identifying potential clients. Find out:

  • How the alternate funding solution can benefit a growing pool of SME borrower
  • Factors contributing to the tighter lending economy
  • How brokers can use short-term lending to consolidate their position as trusted business advisers
Andrew Way

Director, Semper Capital

12:45 PM

Networking lunch and exhibition exploration

1:45 PM

Workshop: Debtor Finance

As a market leader in working capital finance, with 30 years of experience, Scottish Pacific will share insights on how you can help your clients overcome their cash flow issues. In this session:

  • Learn to grow your revenue from existing and new SME clients
  • Adopt key strategies to explain alternative funding solutions in simple terms
  • Gain insights from Scottish Pacific’s recent SME Growth Index survey and broker success stories
2:25 PM

Panel: Broker Q & A

Case studies and real-life, practical advice -- from brokers who have implemented diversification into their business -- to help you become a trusted go-to finance broker.

3.00 PM

Networking afternoon tea and exhibition exploration

3.20pm

Marketing to your niche: Become a trusted advisor

Winning new business requires a unique and personal approach. After listening to product workshops, this session will help you identify and capture a niche in your market and select the value-add products and services to deliver.
• Identify and understand your niche
• Learn how to elevate yourself within your marketplace
• Understand how to articulate and tailor your proposition to client

Bernadette Schwerdt

Director, Australian School of Copy Writing

4:05 PM

Conference close

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