AGENDA

The trail of disruption and devastation wreaked by COVID-19 has spurred a lending solution boom for smart brokers. SMEs across the country are rebuilding and regenerating, now is the time to lean in close and build lasting relationships on a foundation of funding cash flow and growth. There has never before been a greater need for SMEs to be supported by brokers that are across the market, understand the impact of stimulus and engage swiftly with solutions.

• How has COVID affected business, what impact will the shape of recovery have, is conventional planning relevant, and how do we factor in the profound changes to how people and businesses now operate?
• Financially model the possibilities to put you in the driver’s seat in helping your clients project their short-term funding needs
• Gain insights into ‘real and actual’ success stories of businesses that survived and prospered through broker and lender support when it was most needed. These same businesses may otherwise have failed!
• Participants will be provided a workbook to build out an action plan to target SMEs within their own portfolio, armed with the confidence to make a difference.

An analysis case study of a SME client finances/cash flow during COVID.

We will look at the key findings and lessons learnt from day one and find out how today's sessions will build on your action plan.

This session will focus on alternative products and how brokers can seamlessly integrate these finance solutions into their client offering.

• Key product/service features.
• Product lead time to settlement?
• Which clients is it suitable for?
• How much can brokers make?
• Do they need to upskill/educate or is this a pure referral model?
• How difficult is it to introduce into the client conversation?

There has been a huge need for short-term action by SMEs to navigate through 2020. But what about the long term, how should SMEs adapt to trading in a recessionary environment, what action can they take to protect the business value and maintain or improve profitability? SMEs and brokers need to collaborate on the growth prospects of the business now through forward planning and challenging the norms.

• Stop, Start, Continue: now is the right time to be planning ahead and putting the business under the microscope to answer the questions what should we stop, start and continue in a ‘beyond’ COVID environment?
• Lift the veil on SME financials, identify the one-percenters that significantly boost profitability, and leverage this as your point of difference with your clients to lock in the relationship and lock out the competition.
• Gain insight into the numbers as a source of relationship defining opportunities and walk away with the tools and the ‘language’ to put this into action and make a profound impression on your clients.
• Start with the end in mind! SMEs rarely focus on the value of their enterprise as they are consumed by the day to day. What if there was a simple way to illustrate this, could this influence their growth plans?
• Are you ‘match fit’ and able to tap into commercial lending? We work through a blueprint of how to position proposals with lenders by sharing the story of the business to gain approval for funding facilities.

During this session, Beau will talk about the emerging and significant trends affecting SMEs that brokers should be aware, of as many of these trends will drive more demand for SME credit. As a co-founder of a listed business, Beau will also provide examples of how Prospa has adapted to these trends.