In a competitive market, the true mark of a successful broker isn't just the number of loans settled – it's the strength and depth of their client relationships.

While the residential mortgage will always be vital, the most progressive brokers are discovering a powerful strategy to future-proof their businesses: strategic diversification into SME lending.

This was the topic of discussion in this week's episode of Finance Specialist. Here, co-host, Accendo Financials' Trent Carter, noted that a broker might wait over four years for another transaction from a typical PAYG home owner. For an SME client, the next opportunity often arises within six months.

Diversification into SME lending is the strategic key to building a deeper, more profitable, and future-proof brokerage.