How brokers can support small business clients in a tough economic environment

Small businesses are carrying the weight of rising costs, higher interest rates and tightening cash flow – and industry bodies say brokers are on the frontline of helping them stay afloat.

On 6 May, the Mortgage and Finance Association of Australia (MFAA) and the Commercial and Asset Finance Brokers Association of Australia (CAFBA) launched a joint member resource, Supporting Your Small Business Clients, designed to help brokers engage earlier with small business customers under pressure and guide them toward the right support options.

In announcing the new resource, MFAA chief executive Anja Pannek (pictured, left) said the current environment is amplifying the link between business and household finances.

“Small business clients often manage interconnected financial pressures across their business and household. In that environment, timing matters,” Pannek said. “Brokers play a critical role in helping clients navigate that complexity, not just by arranging finance, but by helping them understand their options, manage risk and make more informed decisions.”

CAFBA chair of advocacy David Gandolfo (pictured, right) said commercial and asset finance brokers are often at the frontline of supporting small businesses through periods of change.

“By engaging early, brokers can help clients explore options such as restructuring, refinancing or adjusting funding strategies before those pressures become more acute and while there is still a broader range of options to address them,” said Gandolfo.

Gandolfo explained how brokers are often the first to see trouble emerging, saying: “Brokers are uniquely positioned to see early signs of stress, whether that’s tightening cash flow, increased reliance on short-term funding or difficulty managing tax obligations.”

Pannek said the goal with the joint member resource is to equip brokers to lean into those conversations sooner. “In a more complex environment, access to the right advice at the right time can make a meaningful difference. This resource is about equipping brokers with practical tools to support better conversations, earlier action and ultimately better outcomes for their clients.”

Opening the conversation: simple questions that matter

The guide encourages brokers to use straightforward, practical questions to check in with business clients, such as:

• How are you feeling about things financially at the moment?

• What are you doing right now to stay on top of cash flow and costs?

• Are you looking to grow, or are you focused on holding steady?

Trigger points for a proactive broker check‑in include:

• Rate increases or repayment changes

• Missed or late repayments

• Increased use of short-term funding

• ATO arrears or payment plans

• Significant changes in business turnover

The MFAA-CAFBA resource underscores that in today’s conditions, the right structure can matter as much as the rate. Brokers are encouraged to:

• Help clients understand rates, fees, structures, flexibility and long‑term impact, including risks and trade‑offs

• Match product solutions – such as working capital facilities, asset finance or cash flow lending – to the underlying business need

• Reassess loan structure (term, repayment type, security) as pressure emerges, not after it has escalated

Practical resources brokers can share with clients

To support these conversations, the guide lists a range of publicly available resources brokers can point clients to, particularly where financial pressure is emerging. These include:

Business support and guidance

• Council of Small Business Organisations Australia – Small Business PEAK: practical, step‑by‑step guidance on compliance obligations, requirements and navigating change

• business.gov.au: government information on funding, grants, regulatory requirements and running a business

• Australian Small Business and Family Enterprise Ombudsman: support and dispute assistance, especially where small businesses are dealing with larger organisations

Financial difficulty and dispute resolution

• Australian Financial Complaints Authority (AFCA): independent external dispute resolution for complaints about financial firms, including lenders

• Lender hardship teams: assistance with temporary relief, restructuring or tailored repayment arrangements

Tax and payment support

• Australian Taxation Office (ATO): assistance with tax obligations, including payment plans and practical options for businesses under pressure

• Specialist private firms: some can help negotiate or refinance tax debt on more flexible terms where appropriate

Mental health and wellbeing

• Beyond Blue – NewAccess for Small Business Owners: free, confidential coaching support tailored to small business owners experiencing stress

These resources, combined with a broker’s ongoing support, can help business owners feel less isolated and more empowered to act.

Check out the full guide now.