Program outline

Tuesday 16 March

Commercial and business finance fundamentals

Types of commercial and business finance available
Commercial conversations – how effective conversations assist conversion
Key questions to ask prospective clients
Financials and cashflows – how forecasts can help you identify the right product
Panel Discussion - product, process and other broker tips in this space.

Thursday 18 March

Commercial property purchase fundamentals and development finance

The process to complete a commercial premises purchase
The top questions to ask to determine who to go to
Key numbers when putting a commercial premises purchase transaction together
Development finance fundamentals including key ratios
Panel Discussion - product, process and other broker tips in this space.

Thursday 25 March

Vehicle & equipment finance and identifying opportunities and making a plan

The process and options for a business to purchase or lease motor vehicle or equipment assets
Key numbers when putting these transactions together
Panel Discussion - product, process and other broker tips in this space
Where to from here? Building a plan to generate business across all area covered over the three sessions.

Agenda

Each day will consist of the following timeline.

Time	Session
12.00pm - 12.30pm	Exhibition open
12.30pm - 1.45pm	Session 1
1.45pm - 2.15pm	Exhibition open
2.15pm - 3.15pm	Session 2
3.15pm - 3.45pm	Exhibition open

Facilitators

Todd O'Neill
Director, Xenium Finance

Todd has over 20 years’ experience in commercial lending as well as training and coaching of brokers. Todd has worked as a broker for the last 13 years with the Mardent Group until recently establishing Xenium Finance with Nathan Keating.

Nathan Keating
Director, Xenium Finance

Nathan has spent almost 30 years’ helping businesses and consumers deal with banks. Nathan has worked with PWC, ANZ and for the last 12 years has run his business Pearl Finance until recently establishing Xenium Finance with Todd O’Neill.

Todd and Nathan’s previous training forum with the MFAA received 100% attendee satisfaction and feedback that included: “Delivered with a great understanding from a broker’s perspective with regard to commercial lending”.