It's a Broker Thing

ATO debt used to be something brokers hoped would go away.  Now? "It’s the elephant in the room."  In the latest episode of It’s a Broker Thing, Tony MacRae sits down with Michael Moon from Tax assure to unpack why brokers who lean into ATO debt are closing deals others walk away from.  With the right conversations, funder, and exit strategy, a “non-deal” can become a deal, and a once-off client can become a client for life. 🎧 Tune in to the latest episode of It’s a Broker Thing. WebsiteLinkedInYouTube

With the "ATO under pressure to recover $54 billion in debt”, brokers are seeing tax issues surface in more deals than ever before.  You’ve probably already seen it creep into your own pipeline. In this episode, Tony MacRae sits down with Michael Moon from Tax Assure for a chat about what’s going on behind the scenes. They get into: The scale of the ATO debt mountain and how it’s playing out for clients How the ATO’s debt recovery powers really work (and what that can mean for a deal)  What to do when ATO debt pops up, and how to get clients moving in the right direction  It’s the kind of conversation that’ll sound familiar but with some practical ways you can handle it next time it shows up in a deal. If ATO debt has been showing up more in your world lately, this one’s worth a listen. Tune in to episode nine of Its a Broker Thing WebsiteLinkedInYouTube

The clients you'll write loans for in ten years are still in school...and most of them have no idea how money works. In this episode, Beth Comino and Victoria Costa share how a chance conversation turned into a movement, and why mortgage brokers might just be the most powerful financial educators in the country. From credit scores to compound interest, they're getting to young Australians before the damage is done — and they want brokers along for the ride. WebsiteLinkedInYouTube

In broking, your clients don't remember the rate. They remember how you showed up when things got tough. In this episode, Rachelle Kroon shares how she's built Sphere Home Loans on one non-negotiable: the client comes first, always. From navigating COVID lockdowns to today's rising rate environment, Rachelle gets real about why no AI tool replaces a phone call and why uncertainty is actually a broker's biggest opportunity. If you’ve ever felt the weight of guiding clients through uncomfortable moments, this one will hit home. Honest, practical and full of “you wouldn’t believe this” moments, it’s a reminder of why brokers matter most when rates rise. WebsiteLinkedInYouTube

In broking, it’s your connections that determine how far you’ll go. In this episode, Ruan dives into his 15+ years of broking experience to share why it’s so important to get the basics right. Anyone can create a sleek website or modern brand in a few prompts, but can you automate a tangible brand promise? That's why the fundamentals matter. The physical touchpoints, the emotion behind it and the ability to maintain authenticity in everything that you do. Tune into episode six for real talk, practical tips and a fresh perspective. WebsiteLinkedInYouTube

What keeps a broker or brokerage relevant year after year? Host Tony MacRae and business coach Ruan Burger strip back the noise to discuss why the most successful brokerages aren’t just built on transactions, but on the art of aftercare. Ruan shares why he transitioned from being a top-tier broker to founding Success and Broker, offering a raw look at the habits that separate those who thrive from those who plateau. Ruan's secret to staying relevant? You'll have to tune in to find out. Tune into episode four for real talk, practical tips and a fresh perspective. WebsiteLinkedInYouTube

Think branding starts with a logo? It could be the last place to look. Host, Tony MacRae, joins business coach and founder of Success & Broker, Ruan Burger, to discuss how brokers can build a powerful brokerage without big budgets. From the science of social media, to the art of making the complex simple, Ruan shares the ultimate competitive advantage to stay relevant in a world full of noise. The starting point? You'll have to tune in to find out. WebsiteLinkedInYouTube

In a world where AI can automate almost every digital interaction, what’s the real power of human connection? In this episode, we explore why strong relationships may be the ultimate growth strategy – driving client loyalty, referrals, and building broker business momentum. Host Tony MacRae and SFG’s Blake Buchannan chat brand, purpose and why consistency matter more than ever. They also draw unexpected parallels between building a business and hitting the gym. Together, they ask the big question: What are you actually putting out into the world, and is it attracting the clients you want?Tune into episode three for real talk, practical tips and a fresh perspective.WebsiteLinkedInYouTube

Sometimes it’s the losses that teach us the most. In this ep, we look at how accepting tough moments - and learning from them - can actually strengthen the way brokers show up in their partnerships.Host Tony MacRae and SFG’s Blake Buchanan strip the conversation back to the real stuff: the early experiences that shaped how they communicate, the importance of reading the room, and why authenticity matters more than ever. Blake opens up about growing up fast, learning trust the hard way, and discovering that disagreements aren’t the issue... avoiding them is. They explore the delicate dance between lender, BDM and broker - including the secret to success and how to get back on-track when it hits the fan.  Tune into episode two for real talk, practical tips and a fresh perspective.WebsiteLinkedInYouTube

When the market turns tough, brokers often find themselves serving the ultimate sh*t sandwich; the delicate balancing act of delivering bad news while keeping client trust intact. So, how do you stay honest, empathetic, and still protect relationships? In this episode, we unpack how brokers can support clients, manage emotions, and remain the steady hand guiding Australians through their biggest financial decision. Blake Buchannan from SFG joins host Tony MacRae to explore the lost art of communication, and how turning “soft skills” into strategic skills can set brokers apart. From active listening to delivering a quick, respectful no, Blake shares practical ways brokers can turn even a decline into a positive next step for clients. Blake also opens up about the pitfalls of his own property journey, and why, even in an AI‑driven world, nothing replaces genuine human connection and personalised service.  Tune in for real talk, practical tips, and a fresh perspective.WebsiteLinkedInYouTube