Why your #1 business focus should be the top of the funnel

Too many brokers run their business based on settlements; but what if shifting your focus to the top of the funnel is the real game-changer?

In this episode of Broker Bulletin, John Wood from Beachwood Finance chats to Loan Market’s head of business performance Michael Karpathakis to unpack how he’s transformed his approach to business growth. 

Instead of fixating on settlements, John has built a structured, KPI-driven strategy that prioritises lead generation and prospecting. The result? A more predictable pipeline, stronger client relationships, and serious momentum towards his $100M target for FY26.

John shares:

1. Why reverse-engineering your KPIs from settlements up is the key to growth
2. The simple calendar structure that keeps his lead generation on track
3. How he’s systemised referral requests to bring in more high-quality clients
4. The ‘Hour of Power’ routine that’s filling his pipeline - and why every broker should do it

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