Turn commercial opportunities into confident solutions

For mortgage brokers who primarily work in residential lending, commercial and asset finance can open a meaningful new growth channel. The MFAA's October 2026 workshop series, spanning five Australian cities, is built around that opportunity: equipping brokers with the skills to spot commercial needs within existing client relationships, understand the business context driving each request and build lender-ready submissions. MFAA CEO Anja Pannek explains the thinking behind the program's design and what participants across all experience levels can expect.

What are the MFAA Commercial and Asset Finance Workshops?

The Mortgage and Finance Association of Australia (MFAA) runs a national workshop series designed to help participants develop skills they can apply in their own businesses and client conversations. The sessions explore the thinking and processes behind a well-structured transaction rather than focusing on products alone. Participants consider the client's business and objectives, the purpose of the funding and the factors that may influence how a lender assesses an application. As MFAA CEO Anja Pannek explains: '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'. The workshops are designed for brokers who primarily work in residential lending. Places are limited.

When and where are the MFAA workshops running in October 2026?

The workshops run across five cities from 13 to 27 October, each session from 9:30 am to 2:30 pm. Melbourne opens the series on 13 October at RACV City Club. Brisbane follows on 15 October at the Brisbane Convention and Exhibition Centre. Adelaide's session is on 20 October at Sanctuary Catering & Events at Adelaide Zoo. Perth runs on 22 October at Beaumonde on the Point. Sydney closes the series on 27 October at Swissotel Sydney. Tickets are $55 including GST for MFAA members and $75 including GST for non-members. Places are limited at each venue. Registration is open now across all five cities.

How can mortgage brokers identify commercial and asset finance opportunities in client conversations?

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. These needs may not be the original reason a client approaches their mortgage broker, but they can emerge through a broader conversation about the client's circumstances, plans and financial goals. Recognising these cues allows 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.

Why is understanding a client's business important in commercial finance?

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. Workshop 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 how the business operates, its industry, its financial position, the experience of its owners and the reason it is seeking funding. Pannek explains: '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'.

How should a mortgage broker structure a commercial finance submission?

A strong submission should help the lender understand the client, the business, the purpose of the funding and the rationale behind the proposed solution. 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. Through realistic examples, the workshops examine how information can be brought together to present a clear and considered application, covering the questions to ask, the details to gather and the factors that may shape the structure of a transaction.

Who is presenting at the MFAA workshops across the five cities?

The workshops are delivered by experienced commercial finance speakers. David McCleery presents in Melbourne and Adelaide. Todd O'Neil presents in Brisbane and Sydney. Jarrod Smith and Michael Coombes present in Perth. Pannek says: 'Each workshop will use realistic client examples to connect the learning to situations mortgage and finance brokers may encounter in their own businesses. 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.' The series is supported by Gold Partner N1 Holdings and event supporters MA Money, Platform Finance, La Trobe Financial and Pepper Money.

Who should attend the MFAA workshops and what will they gain?

The workshops suit two distinct groups. Brokers relatively new to commercial and asset finance will receive a practical introduction to recognising and progressing opportunities beyond residential lending. Brokers already working across residential, commercial and asset lending can refine their approach, revisit the fundamentals and learn from experienced industry practitioners. Pannek adds: '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.' The MFAA represents more than 16,500 members and supports them through advocacy, education, professional development, events, research and resources. Further analysis and industry resources are available through Australian Broker's premium reports.

Featured expert

Anja Pannek: CEO, Mortgage and Finance Association of Australia (MFAA); the association represents more than 16,500 members across the mortgage and finance broking industry.