Finance Specialist: The pipeline illusion in SME broking

Liam Garman and Trent Carter unpack why many SME brokers are heading into the new financial year with dangerously inflated pipelines – and how changing credit conditions could expose the gap between CRM optimism and real, fundable revenue. From tightening borrowing capacity and investor tax uncertainty through to slower settlement cycles and declining credit appetite, the pair explore why historical conversion rates may no longer apply in today's market. Carter explains why brokers need to stop mistaking activity for certainty, aggressively clean out "hope deals", and rebuild their forecasts around genuine credit quality and lender appetite. As well as breaking down the warning signs hidden inside broker CRMs, the co-hosts dive into the dangers of aged pipeline deals, why refinance-heavy markets distort revenue expectations, and the practical steps brokers should take now to build resilient financial year 2026 business plans. Tune in to find out why the brokers who win in uncertain markets won't necessarily have the biggest pipelines – but the most credit-aligned ones.