Field notes for AU mortgage brokers.
Practical, AU-specific writing on valuation, refinance, missing trail, and the mechanics of running a trail book in 2026.
Selling your mortgage broker book — the buyer's checklist
23 May 2026The exact questions a buyer asks before they make an offer on an Australian mortgage broker trail book — and how to have the answers ready before the conversation starts.
salevaluationdue-diligencemethodologyRun-off rate — what AU mortgage book buyers actually look at
23 May 2026Run-off is the single most predictive number in a trail-book valuation. Here's how it's calculated, what a healthy book looks like, and how to defend a high number to a buyer.
valuationrun-offmethodologyRefinance opportunity scoring — what actually makes a client likely to refinance
23 May 2026A working broker's model for identifying refinance candidates in an AU trail book — the inputs that matter, the signals that don't, and how to rank a 300-loan book without guessing.
refinancescoringmethodologyLender concentration — why too much of one bank hurts your book value
23 May 2026Concentration is the silent discount on AU broker trail books. Here's how buyers measure it, what thresholds matter, and what to do if your book is 60% CBA.
valuationconcentrationriskmethodologyHow to value an Australian mortgage broker's trail book
23 May 2026A working broker's guide to estimating sale value — annual trail, run-off rate, lender concentration, and the multiples that actually land deals.
valuationsalemethodologyFind missing trail commission — how to detect silently dropped trail payments
23 May 2026Trail commissions vanish quietly. Here's a working broker's playbook for catching dropped payments month over month — what to compare, what's a real miss, and what's a legitimate nil.
missing-trailreconciliationmethodologyClawback risk — the AU 12/24-month schedule explained
23 May 2026A practical walkthrough of how Australian mortgage clawbacks actually work — the 12/24 schedule, what triggers them, how to estimate exposure on your current book, and what to flag before it bites.
clawbackriskmethodologyAFG vs LMG vs Connective — choosing an aggregator in 2026
23 May 2026A working broker's comparison of Australia's three largest aggregator groups in 2026 — commission splits, technology, lender panel access, and which one to pick depending on the kind of book you're building.
aggregatorsafglmgconnectivemethodology