The best referral opportunities aren't always new clients. More often than not, they're the conversations you're already having.

As mortgage brokers, we naturally focus on helping clients secure their home loan. But once the loan settles, your clients' financial journey is only just beginning.

They're planning what's next.

It might be upgrading the family car, renovating the home, investing in equipment for their business or finding ways to improve cash flow.

The question is, do your clients know you can help with that too?

One simple question

The next time you're speaking with a client, whether it's at settlement, an annual review or a check-in call, try asking:

"What's next for you over the next 12 months?"

It's a simple question, but it often uncovers opportunities that might otherwise never come up.

You might hear:

• "We're thinking about upgrading the family car."
• "The business needs another ute."
• "We're planning a renovation next year."
• "Cash flow has been a bit tight lately."
• "We're finally buying that caravan."

Each of these conversations is an opportunity to continue supporting your client beyond the home loan.

You don't need to be the expert

Recognising an opportunity doesn't mean you need to become an asset finance specialist.

Through Partner Connect, you can refer your client to Broli Finance, AFG's dedicated asset finance brokerage.

Broli manages the finance process from first contact through to settlement, while keeping you informed along the way. Most importantly, your client remains your client. You stay at the centre of the relationship while Broli provides the specialist expertise.

A small change can make a big difference

One AFG broker made a simple change to the way they speak with clients by asking what was next after the home loan.

Since then, they've been settling between 9 and 12 asset finance deals each month, building stronger relationships with existing clients and generating additional referral income along the way.

The opportunities were already there.

They simply started asking one more question.

Start the conversation

Supporting your clients beyond the home loan doesn't have to mean doing more yourself. Sometimes it's simply recognising when a specialist can help.

The next time you're speaking with a client, don't stop at the mortgage.

Ask what's next.

When the opportunity arises, refer it through Partner Connect and let Broli do the rest.  

If you'd like to workshop an opportunity or learn more about how Broli can support your clients, contact, Timothy King, Broli Growth Manager.

The content is for general information purposes only and does not constitute financial product advice. AFG does not make any recommendation or representation regarding the products or services mentioned. Please refer to this article for details on your disclosure and compliance obligations when referring clients and receiving referral fees. Any revenue or performance examples are illustrative only and do not represent a guarantee of future earnings. Individual results will vary.