By implementing clear KPIs, a disciplined weekly routine and a refined referral process, the business owner behind Beachwood Finance has set his sights on significant growth, with a target of $100 million in settlements for FY26.
Mr Wood operates Beachwood Finance under Loan Market’s own-brand offering, and his ambitious growth plans are fueled by his participation in Loan Market’s Elevate program - an exclusive six-month initiative designed to help brokers scale through expert coaching, strategic planning, and business masterclasses.
This shift has been a game-changer for Mr Wood and his Charlestown-based team. Where success was once measured by settlements - a lag indicator that takes months to materialise - he now focuses on the front-end activities that drive business growth.
Speaking to Michael Karpathakis, Head of Business Growth at Loan Market, on the most recent episode of the Broker Bulletin podcast, Why your #1 business focus should be the top of the funnel, the business owner and broker said “one of the big switches over the last six months was changing the focus from the end to the top, and changing the focus to activity.”
“That’s made a huge difference. The pipeline is busy.”
Structuring for success
Mr Wood’s approach to accountability starts with a structured calendar. He has implemented a clear weekly framework that ensures prospecting remains a priority, rather than an afterthought.
“I run it weekly. On Monday, I look at the week ahead. On Friday, I measure the week. And on the next Monday, I plan for the next week ahead. It’s a very fresh, active way to look at it.”
A key part of this is his ‘hour of power’, a dedicated time block where he removes distractions and focuses purely on business development.
“At 10 o’clock I close the door, and I just do my hour of power. I just hammer as much activity as I can.”
This disciplined structure has helped him track and hit key performance indicators, ensuring a steady flow of new business opportunities.
Systemising referrals
Referrals have long been a key driver for Mr Wood’s business but, until recently, they weren’t captured through a structured process. By refining his approach, he has now ensured that referral requests happen at key moments throughout the customer journey.
“By design, we mention at the beginning of the process that we’re going to ask for a referral. Then we ask for one later (around unconditional), and then we ask again around settlement - through templates; SMS and a phone call.”
The shift from an ad-hoc approach to a deliberate strategy has resulted in stronger lead generation and a more predictable pipeline.
Clear KPIs
By working backwards from his settlement targets, Mr Wood has built a process that keeps him focused on the right activities.
“I’ve reversed engineered from the numbers in settlements I want and converted that into appointments and activities to go out and chase, which is working really well.”
Understanding that not every lead converts, he has set realistic expectations to maintain momentum.
“Most of my referrals currently come from either existing customers or repeat customers, so that type of customer has a high confidence of proceeding. I’ve based my numbers on six out of ten, just to be on the safe side.”
Big goals
Mr Wood’s focus on growth is underpinned by clear personal milestones that keep him motivated. He has a visual tracker in his office - a cut-out of himself on a surfboard - marking his progress toward his FY25 target of $60M. If he hits that goal by June, he’s rewarding himself with a new surfboard for an upcoming trip to Sumatra.
Looking even further ahead, Mr Wood has an ambitious but structured plan to reach $100M in settlements for FY26.
“I had a goal of $80 million for FY25, but I had a bit of a family distraction earlier in the year. So I’ve shifted that down to $60 million.”
“FY26 is going to be $100 million. And I need a really big reward - our 30th wedding anniversary is coming up in August 2026, so I think a trip to Europe might be on the cards.”
Hitting targets
Through a combination of structured routines, referral-driven lead generation, and a focus on top-of-funnel activities, Mr Wood’s well on track to achieve his targets.
As he puts it: “Structure to the calendar and the hour of power; that combination of things has spiked prospecting and lead generation. It’s trickled down to a very full pipeline, potentially a record-breaking March, and definitely a strong end of financial year.”
For brokers looking to take their business to the next level, Mr Wood’s experience proves success isn’t just about working harder - it’s about working smarter.
Listen to the full conversation here.