Broker Bulletin

With nearly 2,000 clients of his own, accountant and podcast host Jeremy Iannuzzelli is the person who brokers email when a deal gets complicated. A firm believer that the best deals happen when brokers and accountants work together to get the best outcome for their clients, Jeremy says today’s market is no barrier for sticky relationships. 

In the latest Broker Bulletin, LMG’s Clare George sits down with Jeremy to unpack what accountants see that brokers often miss, and how closing that gap keeps clients on your book for longer.

What you’ll takeaway: 

• How lending can help clients get on top of ATO debt

• What to check before moving a resi client into commercial

• Why “get a letter from your accountant” is costing broker credibility

Show notes

01:00 From Billabong shares to What School Should Have Taught You
04:21 Why tough markets are the time to build sticky relationships
05:44 ATO payment plans, tax deductibility and the business loan alternative
07:57 Director penalty notices and what they mean for lending
09:33 Moving clients from resi to commercial: GST, structure and risk appetite
11:33 Alt doc: going deeper than the accountant’s letter
15:41 Trusts vs companies: how structures are changing
20:27 The daily 1% habit that keeps Jeremy ahead

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The good news first: brokers hold 81.6% market share and account for just 0.5% of AFCA complaints... But ASIC’s Report 840 also shows where files and complaints processes can be stronger.

So, is this a compliance crackdown? And what should brokers be doing to better protect themselves?

In this week’s Broker Bulletin, LMG Chief Risk Officer Luke Jarmaine MFAA’s Executive Policy and Legal at the MFAA, Naveen Ahluwalia, answer these questions, plus more, so you know exactly where you stand.

What you’ll takeaway: 

• Why the cheapest rate isn’t always the best loan for your client

• Why ASIC’s finding on commissions is a big win for brokers

• How to tighten your record keeping so every file stands on its own

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Got a question, an idea or a guest suggestion? Email us at [email protected]

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Find out more about LMG →

Show notes

00:27 Report 840 at a glance: what ASIC reviewed and why it matters
01:58 Naveen’s first read: a balanced report and a roadmap to improve
04:53 Is the best interests duty working? 81.6% market share and 0.5% of AFCA complaints
06:13 Why the cheapest loan isn’t always the best loan
08:52 What the report says about a maturing industry
11:04 No evidence of commission steering, and why that’s a big win
12:32 Complaints handling: why capturing complaints early matters
15:27 Is a compliance crackdown coming? What to start doing now

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Loan Market Ellenbrook swears by one rule that many brokers are too nervous to try.

In the latest Broker Bulletin, Loan Market CEO Sam White sits down with Tania and Brett Richardson from Loan Market Ellenbrook to deep dive into the business' continued success since its inception back in 2009.

With a team of 13, 484 Google reviews and a business that keeps growing through repeat clients and referrals, Tania and Brett share the behind-the-scenes of their busy WA brokerage.

What you'll take away:

• How one simple rule can halve your appointment times
• Where to focus your activity as the market tightens
• Why more process can mean happier clients, not fewer

Like this episode?
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Got questions, ideas, or a guest suggestion? Drop us a line at [email protected].
You can also connect with us on Instagram @lmg.broker and on LinkedIn.
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Show notes
01:11 Starting out solo in 2009, when asset finance kept the lights on
 05:37 What changed when Tania joined the business
 06:57 How automated workflows led to 484 Google reviews
 08:51 From an upstairs office nobody could find to a corner shopfront
 14:28 What to do right now as the market tightens
 16:09 The rule: why they won’t book an appointment without documents
 18:35 Does process make broking less personal?
 23:08 Husband and wife in business: stay in your lane and leave work at the door 

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Jetstar taught her to stay calm under pressure. The car yards, a tough, male dominated industry, founded her love for finance. Today, Nicole Romero is the Asset Finance Specialist at Loan Market Launch, NSW’s first Loan Market Asset Finance only franchise.

In the latest Broker Bulletin, LMG’s Natalie Viney sits down with Nicole to unpack how that path shaped her approach, the AFX marketplace, and why now’s the time for brokers to diversify.

In this episode, you’ll hear:

• Why diversifying into asset finance is about to matter more than ever
• What the AFX marketplace means for brokers wanting to expand their offering
• The simple daily habit that turns one off clients into lifetime ones

 Like this episode?
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Got questions, ideas, or a guest suggestion? Drop us a line at [email protected].

You can also connect with us on Instagram @lmg.broker and on LinkedIn.
Want to know more about LMG? Click here: https://lmg.broker/about-lmg 

Show notes:
00:27 Nicole Romero joins Natalie Viney on Broker Bulletin
02:26 What an asset finance broker actually does
04:07 Inside the AFX marketplace
04:12 From Jetstar to car yards: Nicole’s career story
08:20 Market trends pushing more brokers toward asset finance
10:18 Where residential brokers can start diversifying
11:09 Advice for brokers starting out in asset finance
14:42 The 1% habit that creates lifetime clients

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Paper credit files. A pool shed for an office. Rebecca Justice built Benchmark Finance Group from nothing, and set one rule from day one: stick to what you're best at. In the latest Broker Bulletin, LMG's State Commercial Specialist, Todd Bateman, sits down with Benchmark Finance Group's Managing Director, Rebecca Justice to unpack why she has never diversified into home loans or asset finance, even as the rest of the industry leans into the write, develop, or refer model.

What you'll takeaway:

• Why Rebecca has never diversified Benchmark beyond property and commercial finance

• The $50 million deal that shows what can go wrong when brokers stray outside their lane

• What Rebecca wishes she'd known about validation before going out on her own

Like this episode?

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Got questions, ideas, or a guest suggestion? Drop us a line at [email protected].

You can also connect with us on Instagram @lmg.broker and on LinkedIn.

Want to know more about LMG? Click here.

Show notes:

00:38 Rebecca's recent feature in business news on the private credit market
01:44 How Rebecca got into finance, from wanting to be a lawyer to working at Domino's
07:02 The leap from 15 years at NAB into starting Benchmark Finance Group
08:21 Why Rebecca chose to specialise in property finance instead of becoming a generalist broker
09:34 The case for referring instead of diversifying into every type of lending
14:35 The real difference between writing credit as a banker and as a broker
18:42 From a pool shed office to a growing seven person team
24:08 The biggest lesson Rebecca has learned since becoming a business owner

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Balpreet Bal didn't set out to build a billion dollar business. He set out to give clients a better experience than the one he had as a first-time home buyer.

Twelve years later, that instinct still anchors Loan Market Bal and Associates. The Perth-based brokerage has grown into a team of 15+, with over $1 billion in loans settled and 530+ five-star Google reviews. In the latest Broker Bulletin, Loan Market CEO Sam White sits down with Bal to unpack the real turning point in Loan Market Bal and Associates' growth. 

In this episode, you'll hear:

• How Bal's mindset shift took him from solo broker to settling $1 billion in loans
• Why letting go of control was the hardest, and most valuable, lesson in scaling
• How Bal's team uses AI to save time without losing the human touch

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Nine thousand commercial properties sold last year. $85 billion in transactions. And most brokers still think commercial lending isn't for them.

In this episode of Broker Bulletin, Mel Griffin sits down with John Flavell, Founder & Director of Wave Money, to bust the biggest myths around commercial property lending. Uncovering why your own client database might already hold your next opportunity.

You'll hear:

• Why your existing customers are sitting on an opportunity you might be missing
• Why "it's complicated" is a myth worth questioning
• How an 80% LVR and 30-year term is opening commercial property to everyday investors

Like this episode?
Leave a review! Don't miss an episode: Subscribe to the Broker Bulletin podcast channel on your favourite streaming service.

Got questions, ideas, or a guest suggestion? Drop us a line at [email protected].

You can also connect with us on Instagram @lmg.broker and on LinkedIn.

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Show notes timestamps:

00:59 – John explains why he founded Wave Money and the borrowers being underserved by traditional lenders
03:28 – Why brokers now write over 70% of resi loans, and what hasn't changed in 30 years
06:25 – How recent tax changes are shifting where investors put their money
10:36 – "Your customers are already sitting in your database"
13:58 – Busting the myth that commercial lending is too complicated for resi brokers
17:56 – The policy detail: 80% LVR, 30-year terms, and lease-only servicing
22:14 – What "lease doc" lending actually means, explained simply
25:40 – A first-time investor's story: buying a factory unit in Geelong
31:06 – John's "one percenters" for building a business built on long-term relationships

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Jenna built a business around school pickups. Now it's reshaping what broking can look like for women and men everywhere.

Fifteen years ago, Jenna Davenport left banking because there was no flexibility for a parent trying to do the school run….

In this episode of Broker Bulletin, Loan Market's Erin Manhood sits down with Jenna, managing director of The Finance Nest, to unpack how her and her business partner have grown a six broker business with a genuine mission to bring more women into the industry, without ever losing sight of process, culture or client experience.

What you'll take away:

 Why The Finance Nest built its own "associate broker" apprenticeship model
 How process and systems, not less work, are what actually create flexibility
 Jenna's honest take on stepping off the tools and planning succession
 Why she rings a bell for every single settlement (and what else gets celebrated)
 How AI is being used to buy back time for real client connection

 Like this episode?
Leave a review! Don't miss an episode: Subscribe to the Broker Bulletin podcast channel on your favourite streaming service.

Got questions, ideas, or a guest suggestion? Drop us a line at [email protected].

You can also connect with us on Instagram @lmg.broker and on LinkedIn.

Want to know more about LMG? Click here.

Show notes:
00:36 – Meet Jenna Davenport and The Finance Nest
01:16 – What an "associate broker" actually is at The Nest
03:08 – Why Jenna stumbled into broking to be present for her daughter
04:03 – Building a business of attraction for women in the industry
08:12 – Why process and systems are the real key to flexibility
10:16 – The next stage for Jenna and Dusty as leaders
19:18 – The bell, the wins, and celebrating what matters
23:19 – Using AI to buy back time, not replace people

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Why are deals still being left on the table in the non-standard lending space, and what do brokers need to do to achieve greatness in this niche?

In this episode of Broker Bulletin, Michael Wasef, Director at Ontime Finance, sits down with Aaron Taylor, Head of Non-Standard Lending at Bluestone, to talk about the customers who don’t always fit the standard lending box. 

You’ll hear:

• Why self-employed customers can struggle with mainstream lending, and where the opportunity is for brokers

• The extra question that can uncover more options for your customers

• Where brokers could be missing opportunities across non-prime lending

Like this episode?

Leave a review! Don't miss an episode: Subscribe to the Broker Bulletin podcast channel on your favourite streaming service.

Got questions, ideas, or a guest suggestion? Drop us a line at [email protected].

You can also connect with us on Instagram @lmg.broker and on LinkedIn.

Want to know more about LMG?

Show notes (timestamps):
01:13 – The big shifts: negative gearing, SMSF and DTI changes
02:17 – Why self-employed customers still get told no
05:15 – The non-prime opportunities brokers leave on the table
07:42 – What separates brokers who write complex deals from those who don't
12:10 – Why borrower storytelling and broker notes matter
18:04 – Why non-bank borrowing capacity beats mainstream banks
25:13 – Inside Bluestone's new construction product

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Success in broking rarely comes down to one big moment. It's built through the habits, conversations and support systems that happen every day.

In this episode of Broker Bulletin, Alberto Gorgioski sits down with Loan Market Double Bay broker Max White to unpack the practical habits behind his growth. From committing to consistent prospecting and earning trust in every client conversation to leaning on the people around him. Max shares what's worked and why none of it happened alone.

Whether you're just starting out or looking to sharpen your own approach, this conversation is packed with ideas you can put into practice.

In this episode, you'll hear:

• Why consistent prospecting still drives the majority of Max's business
• How a strong support network has helped accelerate his development
• What it takes to build credibility with clients, regardless of age or experience

Like this episode?
Leave a review! Don't miss an episode: subscribe to the Broker Bulletin podcast channel on your favourite streaming service.

Got questions, ideas, or a guest suggestion? Drop us a line at [email protected].
You can also connect with us on Instagram @lmg.broker and on LinkedIn.

• 00:27 Meet Max White
• 01:01 Taking the leap into broking
• 02:28 The value of a strong support network
• 05:04 Solving real problems for first home buyers
• 07:39 Why personalised advice wins
• 08:20 Preparing for bigger opportunities
• 09:24 Earning trust early in your career
• 11:52 The prospecting habit that still delivers
• 13:17 One calendar habit every broker can adopt
• 14:15 1% Improvement: consistency compounds

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