Hear from Karl Lawrence, Prospa BDM for VIC and TAS: 2026

Karl starts by understanding each broker’s business, customers and growth goals. This helps him identify where Prospa can add value.

“The strongest partnerships are built on collaboration and a shared goal of helping more customers, rather than approaching them with a predetermined agenda,” Karl said.

Karl encourages brokers to stay curious and look beyond the transaction.

That means asking about the client’s challenges, opportunities and longer-term goals. It also means learning from experienced brokers and industry leaders.

“The better you understand your clients, the better equipped you’ll be to help them,” he said.

For Karl, the answer is trust.

“Trust is built through consistency, reliability and doing what you say you’re going to do,” he said.

Broker feedback also matters. Karl sees it as an opportunity to improve processes, customer experiences and partnerships.

Karl believes AI will increasingly streamline straightforward finance deals. Brokers will need to stand out through expertise, strategic advice and a deeper understanding of their clients.

“The brokers who thrive in the years ahead will be those who can deliver insight, guidance and value beyond the transaction itself,” he said.

Karl is Prospa’s Business Development Manager for Victoria and Tasmania. He manages broker relationships and helps identify opportunities to support small business clients.

Karl has 12 years of experience across banking, insurance and finance. He started his career as a personal banker at ANZ in 2014.

Stay curious, understand the client’s bigger goals and build trust by being consistent, reliable and honest.