Role
Who AI should be. CFO, copywriter, compliance reviewer, analyst.
Session recording
Watch the Session 2 recording
Watch it back any time, or share it with your team.
Step 1
The Perfect Prompt
Every strong prompt has four parts. Get these right and the output transforms.
Task
The outcome you want. Summary, comparison, email, file note.
Context
Background and any files. Fact-find, transcript, examples.
Output
The format. Table, bullet list, short email, plain paragraph.
The structure to copy
You are a [ROLE].
Your task is to [TASK].
Additional context: [CONTEXT, or attach a file].
The output is [OUTPUT format, length, structure].
Write your own
Pick a routine task from your Session 1 audit and fill in the four lines. Copy the whole thing into your AI and submit.
Download the Perfect Prompt template as a Google Doc on tab 2.0 of the Workbook →
Step 2
The 4 Rs
First output is rarely the final one. This loop is how you get to great.
| Step | What you do |
|---|---|
| Run | Submit the prompt and see what AI produced. |
| Review | What worked? What's missing or off? |
| Refine | Adjust the prompt, or add more context as feedback. |
| Repeat | Submit again. Keep going until it's right. |
Mindset shift: you're not asking a question, you're directing a capable assistant. Tell it what to fix.
Step 3
Your 60-prompt Broker Playbook
Your aggregator platform handles what happens inside the system. This library handles everything around it: the drafting, summarising, compliance writing and communication. Every prompt gives you the task, the exact text to copy, and what to upload. Open a category and copy what you need.
Only paste real client data into an approved enterprise-grade tool, and redact anything AI doesn't need (full TFNs, account and card numbers, ID numbers). Just practising? Use the demo data further down this page.
1 · Client Discovery & Fact-Find
6 prompts
1.1 Fact-Find Summary Notes
You are a broker assistant. Summarise client goals, income, and liabilities from this fact-find into five concise bullet points suitable for a Preliminary Assessment. Output: plain-English summary paragraphs (no advice).
Upload: Fact-Find PDF
1.2 Needs & Objectives
You are a compliance note writer. Draft the "Needs and Objectives" paragraph drawn from the fact-find, written in language that meets Best Interest Duty (BID). Output: ready-to-paste paragraph for the BID section.
Upload: Fact-Find PDF
1.3 Post-Discovery Email
You are an email assistant. Write a short follow-up email summarising the client's goals, next steps, and required documents. Avoid any product or rate references. Output: polished email draft with subject line.
Context: Discovery meeting notes
1.4 Plain-Language Question Set
You are a client-communication coach. Rephrase these technical fact-find questions into clear, client-friendly language (no jargon). Output: Q&A list showing Original → Simplified.
Context: List of fact-find questions
1.5 Fact-Find Data Check
You are a data checker. Compare income and expenses in this fact-find and flag any missing, inconsistent, or unclear items that need clarification before assessment. Output: table with Field → Action Required.
Upload: Fact-Find PDF
1.6 Meeting Transcript to File Note
You are a broker assistant. Convert this meeting transcript or voice memo summary into a clean, structured file note covering client goals, financial position, and agreed next steps. Output: CRM-ready paragraph with date, attendees, and action items.
Context: Raw transcript or dictated notes
2 · Credit Assessment & Strategy
8 prompts
2.1 Serviceability Summary
You are a credit analysis assistant. Summarise key serviceability outcomes from this calculator (income, expenses, borrowing power, surplus/shortfall) into plain English for internal file notes. Output: 3-5 bullet points (no advice).
Upload: Serviceability calculator PDF or export
2.2 Lender Policy Comparison
You are a policy summariser. Compare these two lender policy extracts and summarise the key differences for eligibility, income types, and LVR limits. Output: comparison table (Lender A vs Lender B).
Upload: Two lender policy docs or excerpts
2.3 Preliminary Assessment Summary
You are a file-note writer. Draft a short internal summary explaining how the short-listed loan structures align with the client's stated goals and objectives. Avoid recommending a specific product. Output: paragraph ready for Preliminary Assessment notes.
Upload: Fact-Find and shortlist or scenario worksheet
2.4 Risk Flags Checklist
You are a risk reviewer. Identify potential credit risks or anomalies in this client's data (e.g. unstable income, high LVR, adverse credit, undisclosed debts). Output: checklist table with Risk Item → Verification Step.
Upload: Credit report summary or application data
2.5 Responsible Lending Documents Review
You are a document checker. Review this list of uploaded client documents and confirm whether all responsible-lending evidence is present (ID, payslips, bank statements, liabilities, living expenses). Output: Yes/No checklist with comments.
Upload: Document list or folder summary
2.6 Self-Employed Income Summary
You are a credit analysis assistant. Summarise the key income figures from these tax returns and financial statements for a self-employed applicant. Identify any anomalies, trends, or items requiring clarification. Output: plain-English summary table with notes (no advice).
Upload: Tax returns or accountant-prepared financials
2.7 Payslip & Income Document Extraction (Consumer)
You are a data extraction assistant. Extract the following figures from these payslips and income documents: gross income (YTD and per pay period), net income, PAYG tax, superannuation, bonuses, overtime, allowances, and pay frequency. Calculate averaged and annualised figures where relevant. Present in a table matching standard serviceability calculator fields. Flag any inconsistencies, gaps, or items requiring clarification. Output: extraction table plus notes column (no advice, no product recommendations).
Upload: Payslips, PAYG summaries, employment letters
2.8 Business Financials Extraction for Serviceability
You are a commercial data extraction assistant. Extract the following figures from these business financials and tax returns: revenue, gross profit, EBITDA, net profit, depreciation, interest, director wages, add-backs, and trading trends over the past two years. Present in a table matching standard commercial serviceability inputs (e.g. DSCR, adjusted net profit). Flag inconsistencies, gaps, or items requiring clarification before calculator entry. Output: extraction table plus notes column (no advice).
Upload: 2 years financials, tax returns, BAS
3 · Loan Lodgement & Lender Communication
6 prompts
3.1 Lender Update Email
You are a communications assistant. Draft an email to the lender BDM or credit assessor summarising the application progress, outstanding documents, and next steps. Use clear, professional language. Output: email draft with subject line and key points in bullets.
Upload: Application summary or CRM notes
3.2 Client Process Timeline
You are a client communication specialist. Create a simple timeline explaining the key loan milestones (Submitted, Conditional Approval, Formal Approval, and Settlement) in plain English for client updates. Output: short paragraph or list suitable for email or PDF insert.
Context: None
3.3 Lodgement Compliance Review
You are a compliance reviewer. Check this application summary for BID and NCCP alignment. Flag any missing or unclear evidence that may be required for audit. Output: table with Item → Action Needed.
Upload: Application summary or Preliminary Assessment
3.4 Lender Call File Note
You are a file-note writer. Summarise a recent phone call with the lender credit team (date, contact name, outcome, next steps) into an audit-ready file note. Output: paragraph formatted for CRM notes.
Context: Broker's handwritten or typed call notes
3.5 Post-Submission Checklist
You are a document coordinator. Create a checklist showing which supporting documents have been provided to the lender and which remain outstanding. Output: table with Document → Status → Responsible Person.
Upload: Internal spreadsheet or doc-tracking list
3.6 Lender Delay Response Email
You are a communications assistant. Draft a professional email to the lender following up on an application that has exceeded standard processing times. Reference the submission date, outstanding items if known, and request a status update. Output: email draft with subject line.
Upload: Application summary or CRM notes
4 · Compliance & Audit
6 prompts
4.1 File Audit Summary
You are a compliance reviewer. Summarise this loan file into a one-page audit report, highlighting evidence of BID compliance, responsible lending documentation, and missing items. Output: table or bullet summary suitable for compliance upload.
Upload: Full client file or file note summary
4.2 BID Evidence Summary
You are a compliance assistant. Extract key statements from the client file that demonstrate compliance with Best Interest Duty (e.g. needs analysis, lender comparison, rationale). Output: bullet list or short paragraph per category.
Upload: Fact-Find, Preliminary Assessment, CPD
4.3 Compliance Risk Review
You are a quality-assurance coordinator. Create a checklist of items to review before an aggregator or ASIC audit. Include documents, BID evidence, privacy consent, and disclosure forms. Output: checklist table (Item → Verified / Outstanding).
Context: None
4.4 Compliance Note Drafting
You are a broker file-note writer. Draft a BID-compliant file note explaining the rationale behind lender selection and how it aligns with the client's stated goals. Avoid product recommendations. Output: paragraph ready for CRM upload.
Upload: Fact-Find or scenario summary
4.5 Privacy & Data Governance Review
You are a data-protection assistant. Review this list of client data storage points and identify any potential privacy or security risks under the Privacy Act. Output: table (Data Type → Storage Location → Risk → Recommendation).
Upload: Internal data map or storage summary
4.6 File Note from Call Recording Summary
You are a compliance file-note writer. Convert this call summary or transcript into an audit-ready file note capturing client instructions, disclosures made, and agreed next steps. Output: structured paragraph formatted for CRM upload.
Upload: Call transcript or summary notes
5 · Post-Settlement & Client Retention
7 prompts
5.1 Congratulations Email
You are a client-care assistant. Draft a short congratulations email for clients whose loan has just settled. Thank them, outline what happens next, and include a friendly reminder that you'll be in touch for future reviews. Avoid any product or rate mentions. Output: email draft with subject line.
Context: Client name and settlement date
5.2 Annual Review Invitation
You are a review scheduler. Write a professional email inviting the client to their annual loan review. Include a calendar link or call-to-action, and insert the standard disclaimer about general information only. Output: email draft with headline and CTA.
Context: None
5.3 Post-Settlement Survey
You are a customer experience coordinator. Create a brief 5-question survey to gather feedback about the client's settlement experience and broker communication. Keep language friendly and simple. Output: numbered survey questions with optional multiple-choice options.
Context: None
5.4 Repricing Summary for Client
You are a repricing assistant. Summarise this rate-review data into a short, client-friendly paragraph that explains potential savings or lender options without providing advice. Output: summary paragraph plus compliance disclaimer.
Upload: Lender repricing spreadsheet or notes
5.5 Referral Request Email
You are a referral coordinator. Draft a polite thank-you email that invites satisfied clients to refer friends or family. Follow RG 234 and Privacy Act requirements: no inducements, just a friendly request. Output: email draft with subject line.
Context: None
5.6 Automated Follow-Up Messages
You are a communications assistant. Draft three short follow-up messages for clients who haven't returned required documents after settlement. Tone: polite, friendly, and Privacy Act-compliant. Output: SMS version and email version for each.
Context: None
5.7 Financial Hardship Communication
You are a client-care communications assistant. A client has indicated they are in financial difficulty or may struggle to meet repayments. Draft a calm, empathetic message that acknowledges their situation, explains that their lender has a dedicated hardship team and process, offers to help them make contact, and reassures them. Do not give financial advice, suggest specific restructures or products, or promise any outcome. Keep it compliant and considerate of someone under stress. Output: a short email and an SMS version, plus an audit-ready file note recording the disclosure made and the agreed next step.
Context: Client name and brief de-identified notes on the situation
6 · Lead Generation & Marketing
6 prompts
6.1 Email Nurture Series
You are a marketing assistant. Write a three-email nurture sequence that educates potential first-home-buyer clients about pre-approval. Use the broker's tone, keep wording compliant with ASIC RG 234, and avoid product or rate references. Output: three short emails with subject lines and pre-header text.
Context: Broker's brand voice or past client emails
6.2 LinkedIn Post Calendar
You are a LinkedIn content writer. Create four weekly posts that position the broker as a trusted educator on lending trends (no product promotion). Output: table with date, post caption, and engagement tip.
Context: None
6.3 Monthly Newsletter Summaries
You are a newsletter editor. Summarise three recent RBA or CoreLogic updates for a client newsletter in plain English (under 200 words each). Output: bullet-point summaries ready for email.
Context: Links or article excerpts
6.4 Compliance Copy Check
You are a copy reviewer. Assess this social-media post or ad for compliance with ASIC RG 234 and Best Interest Duty. Identify risk phrases and suggest compliant alternatives. Output: two-column table, Original Phrase → Safe Rewrite.
Context: Draft post text
6.5 Lead-Magnet CTA Ideas
You are a marketing analyst. Draft three call-to-action options for a lead magnet (e.g. Borrowing Power Checklist). Keep language educational and factual. Output: short tagline plus CTA sentence for each.
Context: Title or topic of lead magnet
6.6 Google Review Request Email
You are a client communications assistant. Draft a short, friendly email asking a recently settled client to leave a Google review. Keep it genuine, no incentives, and compliant with Privacy Act and RG 234. Output: email draft with subject line and optional SMS version.
Context: Client name and settlement date
7 · Team Operations & Training
6 prompts
7.1 Team SOP Drafting
You are an operations assistant. Draft a standard operating procedure (SOP) for this recurring brokerage task. Use clear step-by-step bullet points and include who, what, when, and where each action occurs. Output: formatted SOP ready for team handbook.
Context: Task description or transcription notes
7.2 New Staff Onboarding Guide
You are a training coordinator. Create a one-page onboarding guide explaining the firm's structure, key software (CRM, ApplyOnline, aggregator portal), and client-service expectations. Output: plain-English summary with headings.
Context: List of systems or onboarding checklist
7.3 Weekly Team Update Email
You are a team communication assistant. Draft a weekly internal email summarising priorities, open files, compliance reminders, and team wins. Keep it motivating and concise. Output: email draft with subject line.
Context: Notes or bullet points from manager
7.4 Role Delegation Matrix
You are a workflow designer. Build a delegation matrix listing who is responsible, accountable, consulted, and informed (RACI) for each key brokerage task. Output: table format.
Context: List of team roles and key workflows
7.5 Training Recap Summary
You are a training documentation writer. Summarise this internal or aggregator training session into key takeaways, next actions, and follow-up dates. Output: short paragraph or bullet list for CRM notes or Slack post.
Context: Meeting or training transcript / notes
7.6 CPD Log Summary
You are a compliance assistant. Summarise this month's continuing professional development (CPD) activity into a short record showing course name, provider, hours, and key learning outcome. Output: table ready for compliance upload.
Context: CPD certificates or training notes
8 · Business Growth & Strategic Planning
6 prompts
8.1 Quarterly Business Review (QBR)
You are a business strategy assistant. Summarise key performance data (settlements, conversion rate, referral sources, team utilisation) into insights and next-quarter focus areas. Output: table plus 3 bullet recommendations.
Upload: KPI spreadsheet or CRM dashboard export
8.2 Capacity Planning Model
You are an operations analyst. Review current volumes and calculate how many new files or clients the firm can handle before adding staff. Include assumptions and notes. Output: table plus summary paragraph.
Upload: Team capacity data or workflow metrics
8.3 Referral Partner Strategy
You are a partnership planner. Draft a 90-day outreach and relationship plan for referral partners (agents, accountants, planners). Include communication cadence and joint-value ideas. Output: 3-column table (Partner Type, Action, Frequency).
Context: List of key partners or categories
8.4 Annual Goal Alignment Plan
You are a business coach assistant. Turn this list of goals into SMART format (Specific, Measurable, Achievable, Relevant, Time-bound). Link each to a measurable KPI. Output: table of Goal, KPI, Owner, Deadline.
Context: Goal list or planning notes
8.5 Succession & Valuation Snapshot
You are a succession planner. Draft a short business-valuation snapshot outlining factors that affect saleability: recurring revenue, database strength, lead sources, compliance culture. Output: bullet summary plus valuation considerations.
Upload: Basic P&L or firm overview
8.6 Settlement Volume Summary
You are a business reporting assistant. Summarise this month's settlement data into a short performance snapshot covering volume, average loan size, deal sources, and any notable trends. Output: bullet summary suitable for a monthly business review.
Upload: Settlement spreadsheet or CRM export
9 · Professional Development & Thought Leadership
5 prompts
9.1 Industry Insight Article
You are a content writer. Draft a 400-500 word LinkedIn or newsletter article sharing your reflections on a recent industry trend (e.g. RBA moves, lending technology). Keep it educational and non-advisory. Output: formatted article with headline and intro hook.
Context: Topic or news link
9.2 Conference Takeaway Summary
You are a learning summariser. Create a one-page summary of key takeaways, quotes, and ideas from this aggregator or industry conference. Focus on what's actionable for the brokerage team. Output: bullet list or short paragraphs.
Context: Event agenda or personal notes
9.3 Peer Presentation Outline
You are a presentation coach. Draft a short outline for a 10-minute talk you'll deliver at a PD day or networking event. Include intro, three main points, and a practical takeaway. Output: outline in numbered bullet format.
Context: Topic or theme
9.4 Monthly Reflection Journal
You are a personal development assistant. Write a reflection summary for this month covering wins, lessons, and focus for next month. Keep tone professional yet authentic. Output: three short paragraphs (Wins, Lessons, Next Focus).
Context: Personal notes or dot points
9.5 Award Submission Draft
You are a professional writer. Draft a compelling award submission for this broker based on the results, client outcomes, and business achievements provided. Match the tone to the award category and keep language factual, specific, and evidence-based. Output: structured submission ready to edit and lodge.
Context: Award criteria, key achievements, client outcomes, supporting data
10 · Marketing & Client Communications
4 prompts
10.1 CRM Email Workflow Builder
You are a marketing automation specialist. Design a five-step email nurture workflow for new enquiries inside the broker's CRM. Each email should educate, not advise, and comply with the Spam Act and RG 234. Output: table with Step #, Timing, Subject, Purpose, CTA.
Context: Brief on audience plus CRM type (e.g. Mercury / HubSpot / ActiveCampaign)
10.2 Client Journey Mapping
You are a customer-experience designer. Map the end-to-end client communication journey, from first enquiry through annual review. Highlight automated vs manual touchpoints. Output: table or swim-lane list showing Stage, Action, Owner, Tool.
Context: Broker's existing process map or notes
10.3 Template Library Audit
You are a content librarian. Review this folder of client-facing templates (emails, SMS, checklists). Identify duplicates, outdated wording, and compliance risks. Output: table, Template Name, Issue, Recommended Update.
Context: Folder of templates or list of filenames
10.4 Lead-Capture Form Optimisation
You are a digital marketing assistant. Review or create web form copy that gathers enquiry details while meeting Privacy Act requirements. Output: form fields plus consent statement plus thank-you message.
Context: Current web-form text or website link
Doing SME or commercial work? The full Google Doc workbook also includes a bonus Business Finance Prompt Library for asset finance, equipment finance and business loans, with regulated-vs-unregulated flags. Open the Workbook →
Download the full Prompt Library as a Google Doc on tab 2.1 of the Workbook →
Step 4
10 workflow stacks
A workflow stack chains several of the prompts above into one job. You run them top to bottom on the same client, feeding each answer into the next. These ten map to the moments that eat your week. Open one to see the exact sequence.
1 · New Client Onboarding Pack
4 prompts
Run in this order, on the same client:
- 1.3 Post-Discovery Email
- 1.4 Plain-Language Question Set
- 1.5 Fact-Find Data Check
- 2.5 Responsible Lending Documents Review
Turns out: a follow-up email, a client-friendly question set, a data-gap check, and a document checklist.
2 · Preliminary Assessment Builder
4 prompts
Run in this order, on the same client:
- 1.1 Fact-Find Summary Notes
- 1.2 Needs & Objectives
- 2.1 Serviceability Summary
- 4.4 Compliance Note Drafting
Turns out: a fact-find summary, needs and objectives, serviceability notes, and a BID file note.
3 · Compliance Red Flag Checker
4 prompts
Run in this order, on the same client:
- 4.1 File Audit Summary
- 4.2 BID Evidence Summary
- 2.4 Risk Flags Checklist
- 4.4 Compliance Note Drafting
Turns out: an audit summary, BID evidence, a risk review, and a corrected file note.
4 · Self-Employed File Prep
4 prompts
Run in this order, on the same client:
- 2.6 Self-Employed Income Summary
- 1.4 Plain-Language Question Set
- 2.3 Preliminary Assessment Summary
- 4.4 Compliance Note Drafting
Turns out: an income summary, clarifying questions, assessment notes, and a file note.
5 · Lodgement & Lender Comms
4 prompts
Run in this order, on the same client:
- 3.3 Lodgement Compliance Review
- 3.1 Lender Update Email
- 3.4 Lender Call File Note
- 3.5 Post-Submission Checklist
Turns out: a compliance check, a lender email, a call note, and a document tracker.
6 · Rate Review & Retention
4 prompts
Run in this order, on the same client:
- 5.4 Repricing Summary for Client
- 4.4 Compliance Note Drafting
- 5.2 Annual Review Invitation
- 5.6 Automated Follow-Up Messages
Turns out: a repricing summary, a BID note, a review invitation, and follow-ups.
7 · Settlement & Handover Pack
4 prompts
Run in this order, on the same client:
- 5.1 Congratulations Email
- 5.3 Post-Settlement Survey
- 5.5 Referral Request Email
- 6.6 Google Review Request Email
Turns out: a congrats email, a survey, a referral ask, and a Google review ask.
8 · Pipeline Follow-Up
2 prompts
Run in this order, on the same client:
- 5.6 Automated Follow-Up Messages
- 6.4 Compliance Copy Check
Turns out: a warm check-in message, compliance-checked and ready to send.
9 · Referral Partner Nurture
2 prompts
Run in this order, on the same client:
- 8.3 Referral Partner Strategy
- 6.3 Monthly Newsletter Summaries
Turns out: a monthly partner update built from real wins and market insights.
10 · Annual Review Prep
4 prompts
Run in this order, on the same client:
- 1.5 Fact-Find Data Check
- 5.4 Repricing Summary for Client
- 4.2 BID Evidence Summary
- 5.2 Annual Review Invitation
Turns out: a data check, a repricing summary, a BID pull, and a confirmation email.
Today you run these manually, in order. In the 6 Week Sprint we install five of them so they fire from a single command. Download the Workflow Stacks as a Google Doc on tab 2.2 of the Workbook →
Step 5
Run one for real
Pick your single biggest time drain from the Session 1 audit. Find the matching prompt or workflow, and run it now on a real or made-up scenario.
No file handy? Use the demo fact-find (the N. family)
This is the same demo data Adam runs from the front. Two pieces, both copy-and-paste. Use the fact-find to run 1.1, 1.2 and 1.5 in sequence, and the discovery-call transcript below it to run 1.6.
CLIENT FACT-FIND — DEMO DATA
Date of meeting: 14 June 2026. Meeting type: Initial discovery call (Zoom, 45 minutes).
APPLICANTS
Applicant 1: James N. Age 38. Senior Software Engineer, TechFlow Pty Ltd. PAYG, full-time, 4 years 2 months. Gross income $168,000 base plus bonus (amount not provided).
Applicant 2: Priya N. Age 35. Marketing Consultant, self-employed sole trader, 2 years 8 months. Gross income approximately $95,000 (2025 financials not yet provided, awaiting accountant).
Dependants: 2 children, ages 6 and 3.
CURRENT POSITION
Owner-occupied home, Perth: estimated value $780,000. Current loan $410,000 with ANZ at 6.14% variable, repayment $2,680 per month.
Savings: $165,000 held in offset.
Other assets: 2 vehicles owned outright, approx $55,000; superannuation James $240,000, Priya $130,000.
Liabilities: home loan as above; ANZ credit card, limit $15,000, balance $4,200; Latitude personal loan, original $25,000, repayment $480 per month, balance unknown (client to confirm).
MONTHLY LIVING EXPENSES
Groceries $1,400; utilities $520; insurance $680; school and childcare $1,850; transport $600; entertainment, dining and subscriptions $900. Total declared $4,750. Note: client eats out most weekends and takes one overseas holiday a year, not reflected in the declared figure.
GOALS AND OBJECTIVES
Purchase first investment property. Target $650,000 to $700,000, Perth outer suburbs, long-term 10+ year hold. Expected rent $550-$600 per week (unverified). Structure sought: 80% LVR to avoid LMI, interest-only 2-3 years then P&I, offset required, split fixed and variable but open to advice. Timing: 3-6 months.
Concerns: rate rises on two mortgages; cash flow with school fees; not compromising the owner-occupied home.
Preferences: major bank if possible; flexibility to pay the investment loan down faster if business income grows; avoid cross-collateralisation.
RISK AND INSURANCE
No income protection. No life insurance. Wants to deal with it separately later.
EXIT STRATEGY
No clear exit strategy. James mentioned selling one property before retirement, with no specific plan.
BROKER NOTES
Priya's 2025 financials are with the accountant, ETA 2 weeks. James's bonus history to confirm via last 2 payslips and ATO income statement. Personal loan balance and payout figure to confirm. Discuss whether an offset on the investment loan is tax-effective given Priya's self-employed status. Client open to refinancing the existing ANZ loan if serviceability benefits.
Discovery-call transcript (for prompt 1.6)
DISCOVERY CALL TRANSCRIPT — DEMO DATA
Edge Broking. Broker: Sarah Mitchell. Clients: James N. and Priya N. Date: 14 June 2026. Initial discovery call (Zoom, recorded).
Sarah: Thanks for jumping on, James, Priya. The idea of this first call is just for me to understand where you're at and what you're trying to do. No pressure to have everything figured out. I'll ask a lot of questions, you tell me as much or as little as you know, and we'll work out the gaps together. I'm recording it so I can write up my notes properly afterwards. You're both happy with that?
Priya: Yep, all good.
Sarah: Lovely. So what's brought you to me? What are you trying to achieve?
James: The short version is we want to buy our first investment property. We've been talking about it for two years and never quite pulled the trigger. We've got a bit of equity in our place now and some savings, and we feel like if we don't do it this year we'll keep putting it off.
Priya: And honestly we don't really know if we can. That's part of why we're here. We don't want to overstretch ourselves, especially with the kids.
Sarah: Sensible place to start. Tell me about your current home.
James: We're in Perth, in the suburb we grew up near. Bought it about six years ago. It's worth around 780 now. We owe about 410.
Sarah: And who's that loan with?
James: ANZ. Variable, I think we're on 6.14. Repayment's around 2,680 a month.
Sarah: Have you had that rate reviewed recently?
James: No, it's just been ticking along. Haven't looked at it in maybe two years.
Sarah: I'll come back to that, there might be something there for you. Now savings, what have you got set aside and where does it sit?
Priya: About 165,000 in our offset against the home loan. That's our main pool. We've been disciplined about not touching it.
Sarah: Strong position. Anything else? Shares, other accounts?
Priya: Not really. Two cars, both paid off, maybe 55 grand the pair. And super.
Sarah: Roughly where's your super at, both of you?
James: Mine's around 240. Priya's is about 130.
Priya: Mine's lower because I went out on my own a few years ago and contributions dropped off for a while.
Sarah: Completely normal, and it's a thread I want to pull on later. Let's talk income. James, what do you do?
James: Senior software engineer at TechFlow. Just over four years. Full-time PAYG. Base is 168.
Sarah: Anything on top? Bonus, RSUs, overtime?
James: There's a bonus. Varies year to year. Some years decent, some almost nothing. I'd have to dig out the figures.
Sarah: That's an important one, lenders treat bonus income differently depending on consistency. Could you send me your last two payslips and your most recent ATO income statement?
James: Yeah, I can pull those together this week.
Sarah: Priya, talk me through your work.
Priya: Marketing consultant. I work for myself, sole trader, about two years and eight months. Before that I was at an agency.
Sarah: And income-wise?
Priya: Roughly 95 a year. It moves around a bit, but 95 is about the average lately.
Sarah: Do you have your tax returns and accountant-prepared statements for the last financial year?
Priya: That's the thing. My 2025 ones aren't finalised. They're with my accountant, she said maybe two weeks. The year before is done.
Sarah: That's a real consideration. For a self-employed applicant most lenders want two years of figures, and the most recent year matters. Send them through when ready, along with the prior year. Best to wait for the documents than give me a wrong number?
Priya: I'd rather wait for the documents.
Sarah: Smart. Now liabilities, aside from the home loan?
James: A credit card, also ANZ. Limit 15,000. We usually pay it off but there's about 4,200 on it now.
Priya: And a personal loan with Latitude. Originally 25,000, for a car thing. Repayment's 480 a month.
Sarah: Do you know the balance or payout figure on that?
Priya: Not off the top of my head. I'd have to log in and check.
Sarah: No problem, flag it for me when you can. It affects your borrowing capacity and whether it's worth clearing before we lodge. Now living expenses, I need an honest picture. What are you spending in a typical month?
James: We worked this out before the call. Groceries about 1,400. Utilities around 520. Insurances, home, cars and health, about 680.
Priya: School and childcare is the big one, about 1,850 between the two kids. Transport maybe 600. And the rest, eating out, subscriptions, the fun stuff, we put down 900.
Sarah: So roughly 4,750 a month. The awkward follow-up, because the lender will ask. Does that 900 genuinely cover your lifestyle? You mentioned eating out.
Priya: Honestly, we eat out most weekends. And we do one big overseas trip a year to see my family. I don't think the holiday's in those numbers.
James: Yeah, the holiday's not in there. We treat it as separate.
Sarah: That's exactly what I need to capture, because if declared expenses don't reconcile with how you live it creates problems at assessment. We'll revisit the real monthly number including the holiday. Now the goal, the investment property. What are you picturing?
James: Somewhere in the 650 to 700 range. Perth, outer suburbs where yields are better. We haven't locked in a suburb.
Sarah: And the plan with it?
James: Long-term, ten years plus. Not a flip. Partly for the kids down the track.
Sarah: Any sense of the rent?
Priya: We've seen similar places around 550 to 600 a week, but we haven't confirmed that with a property manager. Just from looking online.
Sarah: We'll treat that as an estimate until it's verified, I'll want a rental appraisal in writing closer to a specific property. Now structure, any thoughts on how you'd want the loan set up?
James: We want to stay at 80 percent to avoid LMI. Interest-only at the start, maybe two or three years, then principal and interest. And an offset.
Sarah: Preference between fixed and variable?
James: Leaning towards splitting it, but we're open to your guidance. No strong views.
Sarah: Noted. One thing I always raise early, there's a question of whether an offset on an investment loan is the most tax-effective setup for you, particularly with Priya self-employed. That's your accountant's lane, but I'll flag it for the three of us to think about.
Priya: We hadn't thought about that at all.
Sarah: It's much cheaper to get right at the start. How do you want this structured against your existing home? Some people cross-collateralise, some very much don't.
James: We've read cross-collateralising can be a trap. We'd prefer to avoid it. We don't want the investment putting our home at risk.
Sarah: Reasonable preference, and one I tend to agree with. We can keep the two separate. What else is keeping you up at night?
James: Rates, mainly. Two mortgages and rates going up again. I want to know we can handle it if repayments climb.
Priya: And cash flow for me. With school fees and my income being lumpy, I get nervous committing to another big fixed cost.
Sarah: Both valid, and both things I'll stress-test before you commit. On the lender side, any preferences?
James: We'd lean towards a major bank. Feels more stable. But we're open.
Sarah: Understood, though I'll tell you honestly if a major isn't the best fit for the self-employed side. Anything about flexibility you care about?
Priya: If my business income grows, I'd love to pay the investment loan down faster without penalties.
Sarah: Good, that points us towards certain features and away from heavily fixed structures. Timing, when are you hoping to buy?
James: Ideally the next three to six months. Not in a rush, but we don't want to drift.
Sarah: Workable, the long pole will be Priya's finalised financials. A couple of things people skip. Insurance, do either of you have income protection or life cover?
Priya: No, neither. It's on the list of things we keep meaning to sort out.
James: We want to deal with that separately, later. We know we should.
Sarah: I'll note it. I won't push it today, but taking on a second mortgage with two young kids and no income protection is worth a proper think. I can point you to someone who does that side if you want. Last one, exit strategy. Lenders increasingly want to understand how debt gets retired later in life, especially with interest-only and longer holds. Have you thought about how this unwinds?
James: Not in detail. The rough idea is we'd sell one of the properties before we retire. But we haven't planned it out.
Sarah: That's honest, and fine for now, but we'll need to articulate it more clearly when we document everything. Let me read the picture back. Owner-occupied home in Perth around 780, owing 410 to ANZ at 6.14 variable. 165 in offset, two cars about 55, super 240 and 130. James PAYG at 168 base plus a variable bonus we need to evidence. Priya self-employed around 95 with 2025 financials about two weeks away. Liabilities, the home loan, a 15,000 ANZ card with 4,200 owing, and a Latitude personal loan at 480 a month, balance still needed. Goal, a 650 to 700 investment in outer Perth, ten year hold, 550 to 600 a week rent unverified, 80 percent LVR, interest-only to start, offset, probably a split, no cross-collateralisation, major bank preferred, inside three to six months. Have I got that right?
James: That's a really good summary. That's us.
Priya: Spot on.
Sarah: Good. Next steps. On your side, James, your last two payslips and ATO income statement. Priya, your 2025 financials and tax return the moment they're finalised, plus last year's. And the payout figure on the Latitude loan. On my side, once I've got those I'll model your borrowing capacity including a rate-rise stress test, and look at whether there's a saving on your existing ANZ loan. I'll also think about the offset and structure question for your accountant. I'll send a short summary email after this so we're both on the same page.
Priya: That sounds great. Thank you, this has been clarifying.
James: Genuinely helpful. We'll get that stuff to you this week.
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