Finance Specialist: What brokers need to get right in SME lending

In the first Finance Specialist episode of 2026, hosts Liam Garman and Trent Carter turn their attention to the habits and mindset that underpin long-term success in SME and commercial finance broking. As brokers reset for the year ahead, the focus is moving beyond transactions to how sustainable growth can be built in an increasingly complex lending environment. Drawing on Carter's experience working with SME brokers and business owners, the episode explores why successful brokers prioritise a deep understanding of their clients' businesses, rather than relying solely on credit policy or product selection. The conversation also highlights the importance of inquisitiveness, clear expectation setting, and disciplined delivery. With SME clients facing varied challenges across industries and stages of growth, the episode reinforces the value of playing the long game. Brokers who invest in relationships, choose a clear niche, and position themselves as trusted advisers, rather than transactional intermediaries, are better placed to generate repeat business, referrals, and sustainable growth.