Carly Cappielli didn't set out to be a broker.
"I completed my undergraduate degree in journalism and communications, but once I left university, I wasn't really sure what to do next," she told Australian Broker.
Fast forward nearly two decades and Cappielli is an award-winning broker who has built a reputation in asset finance. In October, Bell Partners Finance snagged the Sydney-based broker to join the firm as an asset finance and business finance broker.
Bell Partners launched its asset and business finance division in April 2024. At the firm, Cappielli is able to draw on her extensive experience across consumer car and personal loans, commercial vehicle and asset finance, unsecured business lending, refinancing and subprime loans.
In Australian Broker's latest Spotlight Series is back — where we shine a light on the standout professionals driving innovation and success in Australia’s mortgage and finance industries — we caught up with Cappielli to learn more about the secrets to her success, Australia's growing asset finance sector and what it takes for brokers to thrive in this rapidly-evolving space.
The following interview has been edited for grammar and clarity.
CC: Like a lot of brokers I know, I didn't actually set out to become a broker or to work in finance at all in the beginning. In fact, I completed my undergraduate degree in journalism and communications, but once I left university, I wasn't really sure what to do next. Then, by chance, I was offered the opportunity to interview for a sales trainee position at a Lexus dealership. I got the job, loved it, completed my traineeship and learned all aspects of the dealership space, including finance and insurance. That is where I ended up spending the next 15 years of my career. Eventually, after working as a finance business manager in dealerships for so long, I was looking for a new challenge and made the move into asset and business broking.
CC: I did and it was really a case of being in the right place (career-wise) at the right time. I had worked in another brokerage for several years and ended up leading the broker team. That was a great opportunity, but it took me away from working directly with clients on my own applications. I was looking for an opportunity to get back onto the front line with a company like Bell Partners, whose goals and ethics aligned with my own. And, as fate would have it, Bell Partners Finance were looking for me too.
CC: I'm based in Sydney but I work with clients from all around Australia. My specialty as a broker is asset finance. So anything from consumer loans for first-time borrowers, to complex commercial loans for high value assets and equipment, to refinances and unlocking capital through sale and leasebacks.
CC: One of the things I love about asset finance is that the business is always there; it's just the nature of the business that changes. At the moment, I'm seeing a lot of interest from [small- to medium-sized enterprises] looking to add additional vehicles to their fleets, as well as quite a lot of interest in refinances and restructures. I believe this is being driven, at least in part, by the increasingly competitive lender market, with recent interest rate reductions encouraging clients to consider new lends and to reevaluate their current loans and liabilities.
CC: To me, the main difference between the asset finance market and the residential home loan market is speed. Everything happens very quickly in asset finance, and this includes changes from lenders. Rates, fees and policies can all change overnight. And with so many fintech lenders in the market, asset finance brokers need to stay alert to make sure the information they provide their clients is up-to-date and accurate.
CC: I won't pretend to be the expert on being a successful broker, as I know there are so many amazing and successful brokers out there for me to learn from myself. I will say that any success I've had has come from hard work and a genuine desire to achieve the best outcomes for my clients. I also think that goal setting and a positive mindset are critical. Broking can be an emotional rollercoaster. So maintaining perspective and being able to bounce back from setbacks is essential for a long term, rewarding career.
