Business Accelerator: From first home buyer to lifelong client

Liberty Financial's appointment to the Home Guarantee Scheme's 5 per cent Deposit Scheme panel is the latest move aimed at expanding opportunities for first home buyers. But while much of the attention has focused on new schemes and policy changes, the bigger opportunity may lie with brokers themselves. Broker Daily's Julian Barnes and broker coach and Broker Essentials founder Jason Back discuss why first home buyers should be viewed as the start of a long-term relationship rather than a one-off transaction. They explore how brokers can move beyond simply arranging finance to becoming trusted advisers, why listening matters as much as educating, and how a strong first experience can pave the way for future refinances, investment lending, and lifelong client relationships.