Turn commercial opportunities into confident solutions

IN Partnership with

FOR MORTGAGE BROKERS who primarily work in residential lending, commercial and asset finance can provide a valuable opportunity to broaden their services and support clients with more of their finance needs. A conversation about a client’s home loan may reveal that they are also planning to purchase new equipment, acquire a commercial property, refinance business debt, upgrade vehicles or fund the next stage of their business growth. The opportunity may already exist within the client relationship, but recognising it is only the beginning. Working across residential, commercial and asset lending requires mortgage and finance brokers to understand the business behind each transaction, ask the right questions and gather the information needed to structure a strong solution for lender consideration.

The Mortgage and Finance Association of Australia (MFAA) represents more than 16,500 members across the mortgage and finance broking industry. The MFAA supports its members through advocacy, education, professional development, events, research and resources that help them serve their clients and build stronger businesses.

Anja Pannek, MFAA

The Mortgage and Finance Association of Australia (MFAA) Commercial and Asset Finance Workshops will return this October across Sydney, Melbourne, Adelaide, Brisbane and Perth. The workshops will help participants identify and support commercial and asset finance client needs in a considered and sustainable way. The sessions will explore the thinking and processes behind a well-structured transaction rather than focusing on products alone. Participants will have the opportunity to consider the client’s business and objectives, the purpose of the funding and the factors that may influence how a lender assesses an application. This practical approach is purposely designed to help participants develop skills they can apply in their own businesses and client conversations. Recognising the opportunity Commercial and asset finance opportunities can arise in many different ways. A self-employed residential lending client may need funding for a business vehicle or equipment. A business owner may be considering new premises, purchasing an existing business or investing in technology to improve productivity. In other cases, a client may want to refinance existing business facilities, improve cash flow or access funding to support expansion. While these needs may not be the original reason a client approaches their mortgage broker, they can emerge through a broader conversation about the client’s circumstances, plans and financial goals. Recognising these cues allows mortgage brokers to ask more informed questions and determine whether there is an opportunity to broaden the support they provide and expand into commercial and asset lending. The workshops will help participants look beyond the immediate request and better understand what is happening within the client’s business, why the funding is required, how it will support the business and what information may be relevant when presenting the transaction to a lender.

“Commercial finance opportunities often begin in everyday client conversations. Learning to recognise those opportunities can help mortgage brokers broaden their services and build more diversified, resilient businesses across residential, commercial and asset lending”

Build the practical skills to incorporate commercial and asset finance into your business through the MFAA’s national workshop series, coming to five Australian cities this October

Published 21 Sep 2026

Understanding the business Every commercial finance transaction has a business story behind it. Understanding that story can help a broker determine what the client is trying to achieve and how a proposed finance solution may support that objective. Participants will explore the importance of looking at the whole business rather than viewing the finance request in isolation. Depending on the transaction, this may include considering how the business operates, its industry, its financial position, the experience of its owners and the reason it is seeking funding. This broader understanding can help a mortgage broker identify important considerations early and communicate the transaction more clearly. It can also lead to a better client experience. Commercial finance can feel complex for clients, particularly when they are balancing the demands of running a business. A broker who can explain the process, identify the information required and guide the client through the transaction can provide valuable support.

Structuring a stronger solution Once an opportunity has been identified and the client’s objectives are understood, the next step is to structure the transaction for lender consideration. A strong submission should help the lender understand the client, the business, the purpose of the funding and the rationale behind the proposed solution. Through realistic examples, the workshops will examine how information can be brought together to present a clear and considered application. Participants will explore the questions to ask, the details to gather and the factors that may shape the structure of a transaction. The aim is not simply to get an application in front of a lender. It is to help a broker develop a more complete understanding of the transaction before it is submitted. That preparation can support more productive conversations with lenders, help manage client expectations and make it easier to respond when further information is required. Practical learning across five cities The workshop series will be delivered by experienced commercial finance speakers, with David McCleery presenting in Melbourne and Adelaide, Todd O’Neil presenting in Brisbane and Sydney, and Jarrod Smith and Michael Coombes presenting in Perth. “Each workshop will use realistic client examples to connect the learning to situations mortgage and finance brokers may encounter in their own businesses,” said Anja Pannek, CEO of MFAA. “The sessions will provide an opportunity for participants to strengthen their knowledge, build confidence and consider how commercial and asset finance could become a more substantial part of the services they provide.” For mortgage brokers relatively new to commercial and asset finance, the workshops will provide a practical introduction to recognising and progressing opportunities beyond residential lending. For brokers already working across residential, commercial and asset lending, the sessions will offer an opportunity to refine their approach, revisit the fundamentals and learn from experienced industry practitioners. “The series is designed to help participants turn the potential of commercial and asset finance into practical capability they can confidently incorporate into their businesses,” she added.

Brisbane Thursday, 15 October 9:30 am–2:30 pm Brisbane Convention and Exhibition Centre

Find out more

“These workshops use realistic client examples to help participants understand commercial transactions, assess opportunities and structure well-considered solutions they can confidently incorporate into their businesses and present to lenders for consideration”

WORKSHOP DATES

Melbourne Tuesday, 13 October 9:30 am–2:30 pm RACV City Club

Adelaide Tuesday, 20 October 9:30 am–2:30 pm Sanctuary Catering & Events at Adelaide Zoo

Perth Thursday, 22 October 9:30 am–2:30 pm Beaumonde on the Point

Sydney Tuesday, 27 October 9:30 am–2:30 pm Swissotel Sydney

Tickets are $55, including GST, for MFAA members and $75, including GST, for non-members. Places are limited. Register now to build the practical skills to identify commercial and asset finance opportunities, understand the business behind each transaction and incorporate these services into your broking business. The workshops are proudly supported by Gold Partner N1 Holdings, and event supporters MA Money, Platform Finance, La Trobe Financial and Pepper Money.

Anja Pannek, MFAA