Finance Specialist: What brokers need to get right in SME lending

Drawing on Carter’s experience working with SME brokers and business owners, the episode explores why successful brokers prioritise a deep understanding of their clients’ businesses, rather than relying solely on credit policy or product selection. The conversation also highlights the importance of inquisitiveness, clear expectation setting, and disciplined delivery.

With SME clients facing varied challenges across industries and stages of growth, the episode reinforces the value of playing the long game. Brokers who invest in relationships, choose a clear niche, and position themselves as trusted advisers, rather than transactional intermediaries, are better placed to generate repeat business, referrals, and sustainable growth.