Joanna Black has broking in her blood – her father was a mortgage broker, one of her first jobs was working by his side. Nearly three decades later, Black has carved out her own path in Australia's finance industry, including nearly five years of specialised experience in asset finance.
A little over a year ago, Black decided to start her own firm. She enlisted the help of Michael Quinn, a chartered accountant and lawyer, and co-founder of the Quinn Group, an accounting and legal firm. Together, the duo launched Nords Wharf, New South Wales-based brokerage Quinntessential Finance, which sits under the Quinn Group of entities. Quinntessential offers services in asset finance and commercial finance.
With both Quinn and Black holding an equal 50% stake in the firm, Black serves as co-owner, director and asset finance broker of Quinntessential. Quinn, meanwhile, spends the bulk of his time in the role of director at the Quinn Group, which offers services in accounting, law, finance, financial planning, taxation, business advisory, business strategy, and mergers and acquisitions.
Australian Broker caught up with Black for the latest edition of the Spotlight Series, to hear the seasoned brokers thoughts on the asset finance market, what brokers need to know and what trends she's seeing as we enter into 2026.
The following interview has been edited for grammar and clarity.
JB: I worked for many years in the real estate industry in various roles, originally in property management and then moved into sales where I was in a residential sales role. I began working in finance about 18 years ago as an assistant to my father who was a mortgage broker and also managed a team of brokers spread across New South Wales. For the last four years, I have worked in the asset finance area of broking, but have always wanted to commence my own business. The asset finance firm I was working for was experiencing a quiet time. So I thought it was time to make the move into my own business. I have a diploma of finance and the status of authorised representative.
JB: It was something I was thinking about for some time, starting a new asset broking business. So I decided to do it with Michael Quinn.
JB: Our specialty at Quintessential Finance is asset finance and credit facilities, for example, lines of credit, etc. We do specialty finance, both commercial finance and asset finance, but not residential home loans. Our client base is a mix of businesses and individuals. We have chosen to limit our finance arm to asset finance only at the moment because we believe the residential mortgage area is adequately catered to by brokers. And we have long-term existing reciprocal arrangements with brokers who specialise in mortgage lending. So we can refer clients.
JB: The Australian asset finance market is thriving in 2025, with businesses across construction, healthcare, transport and agriculture using finance to secure essential equipment without straining cash flow. With banks tightening lending, more small-and-medium-sized enterprises (SMEs) are turning to brokers for faster approvals and smarter solutions. The market remains resilient and is increasingly shifting towards sustainable assets, such as EVs and solar technology.
JB: Brokers in the asset finance market need to be knowledgeable about lender policies, asset types, compliance and industry trends, as these factors directly affect loan approvals. Asset finance differs from other lending markets by focusing on the assets themselves, such as vehicles or equipment, as collateral or the basis for finance. This is opposed to other forms of lending that rely mainly on personal creditworthiness or business cash flow. Normally approvals for asset finance are much faster than other forms of lending, such as mortgages.
JB: At Quinntessential Finance, we go beyond traditional asset broker services. As part of the Quinn Group we give our clients direct access to specialist advice and solutions internal to the group that other brokers simply can’t offer. This unique synergy allows us to deliver smarter, more strategic finance outcomes that are tailored to each client’s broader business and financial needs.
In addition, fundamental to the goals of the group is our emphasis on building long-term relationships with stakeholders, such as clients and referral partners, as opposed to a short-term transactional mentality. We are not about instant gratification. Rather we are focused on creating trust by providing the best advice we can.
JB: Be accessible to your clients and be there when they need you. The best responses are both prompt and personal.
JB: Actively listen to the client and understand what their needs are. Then act to fulfil them. Also, be aware that you are dealing with two different groups to grow your business: clients and referrers. These two groups have different needs and mentalities. The best referrer is a happy client. Finally, the best solutions sometimes take time and consideration. Refrain from off-the-cuff responses, which can be fatal. If a solution is complex, take time to explain it.
JB: I cannot see a significant difference in the asset loan market from a year ago. The benefits of lower interest rates have to some extent been offset by the uncertainty in the world today. My advice: change what you can, focus on core promotional activities and ignore what you can’t change. I am not convinced that interest rates will continue to fall. The Reserve Bank of Australia (RBA) could move either way, depending on the inflation data. The truth is no one can predict rate movements in the current climate.
JB: The biggest change I can see in the market is that borrowers across the board have access to a lot more information these days and are more savvy in the decisions they make. As brokers we need to continually lift our game if we want to remain relevant. Also, more borrowers seem willing to use alternative lenders, compared with the past. And there are definitely more creative and niche solutions available to borrowers than previously.
