EOFY advantage: How brokers can collaborate (and negotiate) with SME lenders

At Prospa, we consistently see a spike in lending volumes during this time. Why? EOFY is also a period marked by aggressive promotions, particularly as businesses look to incentivise purchases. In the B2B space, these offers often lead to increased demand, requiring additional cash flow to secure goods or services at discounted rates. That’s where brokers can step in, not as facilitators but as trusted advisers to their business.

So, as a broker, how do you engage, communicate, and negotiate with an SME lender?

What SME lenders can do for you

SME lenders like Prospa are purpose-built to support small businesses with fast, flexible funding. We offer unsecured business loans and lines of credit from $5,000 to $500,000, with approvals often within hours and funding within 24 hours.

Access to fast, flexible funding remains one of the biggest challenges for small businesses in Australia. Traditional lending models often don’t move at the pace these businesses need, especially when opportunities or unexpected costs arise. That’s where specialist lenders are starting to play a bigger role.

Rather than replacing brokers or long-term finance, these lenders offer a different kind of support: unsecured loans and lines of credit that can be approved quickly, sometimes within hours, and funded within a day. It’s a model designed for agility, helping businesses act when timing matters most, whether that’s stocking up ahead of a busy season or investing in growth before the end of the financial year.

Some lenders are also investing in tools that make the process smarter. For example, Prospa IQ provides brokers with upfront business assessments before a credit submission, helping them better understand their clients’ position and improve the chances of a successful outcome. Combined with flexible application support, it gives brokers more control and confidence in serving their clients.

This shift is making small business finance more responsive, collaborative, and ultimately effective.

EOFY: A strategic trigger for brokers

This time of year is a peak period for business clients. Many actively seek lending products that align with their goals and brokers are ideally positioned to guide them in finding the right solutions for their unique funding needs, providing relief and reassurance.

However, brokers must be proactive in capitalising on this.

Start by clearly understanding your clients’ business landscape heading into EOFY. This will give you insight into both the challenges and the opportunities that lie ahead.

Review your existing customer base and map out specific needs by industry. This allows you to tailor your communication and offer relevant, industry-specific insights. Using these insights and demonstrating your understanding, you position yourself as a subject matter expert and a go-to finance partner.

Collaborating and negotiating with an SME lender

To get the most out of working with an SME lender, brokers should focus on three key areas:

1. Know the products at your disposal and how they can be utilised: Not all SME finance is created equal. At Prospa, we offer both term loans and lines of credit suited to different business needs. Understanding the nuances helps you match the right product to the right client.
2. Give insights and business context, not just your needs from a dollar and time frame perspective: Lenders are flexible – that is a key advantage for us. But we need insights. The more you can tell us about your clients’ business, goals, and cash flow patterns, the more tailored and competitive we can make the offer.
3. Communicate early and often: To be top of mind when your clients are ready to act, you must engage early. A proactive communication strategy – including timely marketing messages followed by direct outreach – will increase your visibility and credibility. Consistent, value-driven contact is key.

Doing this before EOFY

The sharp increase in borrower activity during EOFY can place pressure on brokers. Careful planning and time management are essential to avoid shortfalls and ensure no client is left behind.

Success in the new financial year is shaped by prior planning and investment to solve upcoming challenges or pursue opportunities. Equally important is the act of starting the year with clear, well-defined goals and strategies in place. Many of these initiatives, such as hiring new staff, launching new projects, or developing new products, require upfront investment. Having access to the necessary funding ensures business owners can move quickly, setting the pace for early success.

Final words of advice

Speed is essential during EOFY. Clients often require funding solutions within tight time frames. Brokers who can deliver fast, reliable outcomes will stand out and win more business during this busy time.

EOFY isn’t just a deadline; it’s a launchpad. Brokers who understand how to collaborate and negotiate effectively with SME lenders will meet their clients’ needs and build stronger, more resilient businesses.

Roberto Sanz is the general manager of sales and partnerships at Prospa.