Market volatility is inevitable. Your vulnerability to it is optional. The residential market is tied to consumer confidence, while commercial markets follow business capital cycles. When these de-couple, a diversified broker thrives while others struggle.
The Cyclic Hedge
Diversification is the ultimate defense. A broker with a diversified book (e.g., 70% residential, 30% commercial/asset) ensures that when one engine slows, the other sustains the business.
Revenue Stability Projection
Comparing a pure Residential book vs. a Diversified (70/30) book over a 5-year cycle.
Why It Works
- Residential: Driven by housing clearance rates & consumer sentiment.
- Commercial: Driven by business capex & tax cycles (EOFY).
- Result: Revenue peaks in one often fill the troughs of the other.
Asset Finance: The "Easy Win"
Vehicle & Equipment finance is the lowest hanging fruit for residential brokers. Unlike complex home loans, these are high-velocity, low-touch transactions—often turning around in 24-48 hours.
The Opportunity
Most self-employed clients have vehicles financed at high dealer rates. Refinancing these debts or funding new purchases generates immediate cash flow.
NAB has expanded "Green Equipment" finance categories, providing a new hook for client discussions.
Workflow Integration
Don't overcomplicate it. Just add one question to your Residential Fact Find.
"Do you intend to purchase a vehicle or upgrade business equipment in the next 12 months?"
Commercial Property via SMSF
Business owners purchasing premises through a Self-Managed Super Fund (SMSF) is a powerful wealth accumulation strategy. It allows the business to pay rent to the owner’s retirement fund—a tax-efficient loop.
The Referral Ecosystem
The Accountant
Sets up structure & tax advice.
You (The Broker)
Connects strategy to funding.
Financial Planner
Manages investment compliance.
Broker Strategy
By leading this conversation, you position yourself at the center of the client’s professional network, locking in loyalty from both the client and their accountant.