Your next funding opportunity might already be in your client book.

According to the MFAA and Deloitte's 2025 Value of Mortgage and Finance Broking report, 44% of broker business leads come from repeat customers, with another 28% coming from referrals.

Existing client relationships are clearly valuable. And as those clients' businesses change, their funding needs can change too.

A new contract, an upcoming expense or a passing comment about cash flow could be worth a closer look.

Here are six things to listen out for in your next client conversation.

1. ‘We've just won a big contract’

A new contract often means upfront costs. Your client may need to pay for materials, stock, wages or subcontractors weeks or months before the work generates income.

Ask: “What do you need to pay for before you get paid?”

It's worth understanding the payment terms, particularly if the contract is significantly larger than the work your client usually takes on.

2. ‘Business is booming, but cash is tight’

A client whose revenue has grown substantially may still be operating with the same funding arrangements they had a year ago.

They might be carrying more stock, extending payment terms to customers or spending more on staff and suppliers.

Ask: “Where is the extra cash getting tied up?”

3. ‘We've got a big expense coming up’

A big expense that might be coming up could include an Australian Taxation Office (ATO) payment, a large stock order, an equipment replacement or a supplier bill that's larger than usual.

These expenses are often discussed in passing, particularly when a client is talking about their plans for the next few months.

Ask: “How are you planning to fund it?”

It's also worth finding out when the payment is due and whether the client expects other significant expenses around the same time.

4. ‘We're always at our limit’

If a client is regularly maxing out an existing facility, find out how they're using it.

Are they drawing on it to cover short-term expenses and repaying it as revenue comes in? Or are they carrying a balance that rarely reduces?

Ask: “Is your current facility giving you enough headroom?”

For eligible businesses that need ongoing access to working capital, Bizcap's Line of Credit offers limits from $15,000 to $750,000.

5. ‘This time of year is always tight’

Some businesses face the same cash flow pressures every year. It could be retailers buying stock ahead of the holiday season, agricultural businesses preparing for harvest, or construction businesses managing gaps between progress payments.

Ask: “When does the pressure usually start, and what tends to cause it?”

If the timing and amount are reasonably predictable, there's an opportunity to discuss funding before the next busy or quiet period arrives.

6. ‘We're turning work away’

A client might have more enquiries than they can handle but lack the equipment, vehicles, staff or stock to take on additional jobs.

For example, a transport business may have the opportunity to service another contract but needs an additional truck first.

Ask: “What's stopping you from taking it on?”

The answer could reveal a specific investment the business has been putting off.

Got a client scenario worth discussing?

You don't need to know which Bizcap product is the right fit before getting in touch.

Whether your client needs help with an upcoming expense, additional working capital or funding for a new opportunity, our broker support team can help you assess the scenario and explore the available options.

Bizcap offers business funding from $5,000 to $7.5 million across a range of solutions, with approvals available in as little as three hours for eligible clients and selected products, subject to assessment.

Have a client in mind? Speak to your Bizcap broker support specialist or submit the scenario through our Partner Portal.

New to Bizcap? Become a partner.