From Finder to Fixer: How Brokers Are Becoming the Business World’s Secret Weapon
From Finder to Fixer: Why Brokers Are Becoming the Business World’s Secret Weapon
The role of a finance broker isn’t what it used to be. Gone are the days when brokers were simply deal-makers, lining up the best rate or the fastest approval. In today’s business landscape, especially in a post-COVID economy, brokers are stepping into a far more strategic role: acting as trusted advisors, problem-solvers, and connectors.
At a recent panel discussion recorded live in Brisbane with Anthony Britton of Solution Partners Consulting and Cameron Whinnett of Thryvv.io, the conversation centred on how and why this shift has happened, and what it means for business owners and the brokers who support them.
From Bank Managers to Brokers
Once upon a time, a local bank manager played the role of a business confidant, knowing their clients’ businesses inside and out and offering tailored advice. That role has largely disappeared, leaving a gap for someone to provide continuity, guidance, and a big-picture view.
Today, brokers often fill that void. They’re not just there for the home loan or the business overdraft; they’re involved in multiple transactions over the years, gaining deep insight into a client’s challenges, goals, and opportunities.
Why Brokers Need to Think Beyond the Loan
Both Anthony and Cameron agreed: the financing transaction is just the tip of the iceberg. Businesses often come to a broker with an urgent funding request, but without addressing the underlying issues, such as poor profitability, missing compliance documentation, or unclear forecasting, any cash injection is just a short-term fix.
Anthony emphasised that lenders, particularly non-bank lenders, now place as much weight on the story and preparation as they do on financial performance. Missing documents or unclear numbers can derail a deal, even if the core business is viable. The broker’s role is to prepare the client so the lender sees a clear, compelling case.
Cameron added that in times of financial distress, business owners often respond by simply working harder, leading to burnout and clouded decision-making. A “fixer” steps in to help them see the bigger picture, identify the root causes, and bring in the right expertise.
The Power of the Right Connections
Being a fixer isn’t about knowing everything; it’s about knowing the right people. Brokers who can connect clients with specialist advisors—whether that’s a tax expert, restructuring consultant, legal counsel, or even a marketing strategist—can dramatically change the trajectory of a struggling business.
These connections also matter in times of opportunity. Growth, whether organic or through acquisition, needs strategic and financial planning. A broker with a strong network can help a client prepare for and execute that growth.
Regular Check-Ins: Not Just for Compliance
The panel also discussed the importance of regular reporting, not as a tick-box exercise, but as a tool for proactive decision-making. Quarterly or monthly conversations help brokers spot early signs of trouble, such as unpaid superannuation or directors not paying themselves (often a red flag), and address them before they escalate.
Avoiding the “Band-Aid” Loan Trap
Low-doc or no-doc loans can be tempting in urgent situations, but they’re often a symptom of deeper problems. Without tackling the root cause, these quick fixes can pile up into unsustainable debt. A good broker looks beyond the immediate need and works to create a long-term, sustainable funding structure.
The Takeaway
Today’s successful brokers are part deal-maker, part strategist, and part connector. They understand their clients’ businesses beyond the balance sheet, spot risks and opportunities early, and build a trusted network of professionals to call on when needed.
In a world where AI may take over many of the “vanilla” transactions, the brokers who thrive will be those who bring this extra value, the ones who move from finder to fixer.
Watch the full recording to learn more.
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