Three NAB experts discuss how brokers are stepping up as professional services partners prepare to exit
7 May 2026
Planning for impactful EOFY conversations
Prepare for EOFY with focused customer conversations on cash flow, uncertainty, and new opportunities.
End of financial year gives brokers a natural opportunity to reconnect with customers as businesses prepare to close their books and reset for the year ahead. In today’s volatile market environment, business planning has never been more important.
As NAB’s latest Quarterly Business Survey shows, business conditions remain positive, but confidence has weakened due to high input costs such as wages and fuel prices. Many customers are looking for guidance from brokers on how to navigate uncertainty.
Sharper conversations with customers
“The most valuable year‑end conversations are those where brokers step back to understand a client’s priorities and plans for the year ahead,” says Anita Lindsay, NAB’s Head of Commercial Broker & Equipment Finance for WA, SA and NT.
“High‑performing brokers are having deeper, more robust conversations with customers about what they really need to succeed, the risks they’re managing today, and where they want to take their business next. It’s about helping customers think confidently about growth, productivity and the future, rather than just responding to what’s in front of them,” Anita says.
Using EOFY to conduct a ‘business health check’
Sam Turri Head of Commercial Broker & Equipment Finance NSW/ACT says end of financial year can act as a trigger point for brokers to help customers go through a ‘business health check’, reviewing existing finance structures and scenario-testing to identify better ways to achieve business goals.
Sam suggests asking detailed questions about customers’ short-term plans, such as:
- What are your top three priorities this year?
- Will the business need to invest in equipment to achieve its goals?
- Will it need help with cash flow – to buy extra inventory, for example?
These questions can open discussions around funding these plans.
For example, equipment finance may be available to support investments in vehicles, machinery or energy efficient upgrades. Trade and working capital facilities may allow businesses to unlock their balance sheets to help manage short-term cash flow pressures to fund inventory purchases.
NAB has specialists who can support brokers and customers with expert guidance and solutions in these areas.
Other questions might focus on managing the business in today’s market conditions.
“Brokers can talk to customers about interest rates and the potential to fix rates on commercial facilities if they expect rates to rise,” Sam says.
“Customers might be looking to maximise or take advantage of their tax positions, and brokers can help them understand the impact on their ability to service debt.”
Planning for future growth and long-term strategies
Brokers add real value when conversations move beyond the immediate and focus on where a business is heading over the next 12 to 24 months.
“Customers will often say, ‘In the next year or so we’re looking to grow, invest and take the next step in the business. What do we need to be thinking about now so we’re in a strong position when the time comes?’” says Anita.
Those discussions allow brokers to help customers step back, review their current position, and understand what future commitments might look like — so there are no surprises and decisions are made with clarity and confidence.
End‑of‑financial‑year conversations can also naturally extend to succession and continuity planning. “It’s a logical point in the year for business owners to reflect on what would happen if key individuals were no longer able to operate the business,” says Anita. “For owner‑led businesses in particular, it’s about making sure the right plans are in place and key person risk has been properly considered.”
Drawing on NAB’s specialist expertise
NAB works in partnership with brokers, offering access to specialist solutions when customers need deeper support. That might include trade finance or markets expertise, green finance to support sustainability goals, or Islamic finance for customers seeking Sharia‑compliant options — with brokers helping bring the right expertise into the discussion as businesses’ needs evolve.
“It really is a holistic business conversation,” says Anita.
In today’s challenging market, brokers who use the end of financial year as a moment for meaningful, future‑focused conversations will be best placed to deepen relationships and support customers in the year ahead.
EOFY Insights with Sally Auld & Chris Thomas
INTERVIEW
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