Always Be Closing (ABC) in 2025: What It Means for Australian Finance

‘Always Be Closing’—the iconic sales mantra immortalised by Glengarry Glen Ross—has never truly left the Australian finance sector. But in 2025, it’s getting a much-needed reboot. With new lending regulations, digital-first customer journeys, and rising consumer expectations, the ABC of sales now means more than just relentless deal-chasing. Here’s how the concept is evolving in today’s market and what it means for brokers, lenders, and everyday Australians.

The Classic ABC: Hard Sell Origins

Historically, ‘Always Be Closing’ was shorthand for the never-stop-pushing, high-pressure tactics that defined old-school sales. For mortgage brokers and financial advisors, it often meant:

• Relentless follow-ups with leads

• Prioritising conversion rates above all else

• Using urgency and scarcity to push clients to sign

While this approach drove results in the past, it’s increasingly mismatched with the regulatory environment and customer expectations in Australia. The 2025 Best Interests Duty (BID) updates and Consumer Data Right (CDR) expansions have forced a rethink of what ethical, effective closing looks like.

ABC in 2025: Consultative Closing and Compliance

Today, ‘Always Be Closing’ is less about the hard sell and more about being constantly solution-oriented. The modern ABC mindset for Australian finance professionals includes:

• Prioritising Customer Outcomes: The BID reforms require brokers to demonstrate that product recommendations genuinely serve the client’s best interests. This means closing only when the solution is right—no more pushing unsuitable products.

• Leveraging Digital Tools: Digital ID verification, e-signatures, and real-time application trackers have streamlined the closing process. Lenders using platforms like NextGen or Lendi are closing deals faster, while still ensuring compliance.

• Transparency and Disclosure: New CDR rules in 2025 mean clients have more access to their data. This transparency is key to building trust and closing with confidence.

Example: A Melbourne-based mortgage broker uses digital comparison tools to present clients with tailored loan options, walks them through the pros and cons, and only encourages closing when the client is comfortable and fully informed. The broker’s conversion rates remain strong—not by pushing, but by empowering.

ABC Beyond Sales: Building Lasting Relationships

In 2025, successful closers aren’t just hunting for signatures—they’re nurturing relationships for long-term value. Here’s how the best in the industry are redefining ABC:

• Aftercare: The close isn’t the end. Follow-ups with post-settlement check-ins, refinancing reminders, and ongoing support keep clients loyal and drive referrals.

• Education: Savvy finance professionals offer educational webinars or guides, helping clients understand their options. This consultative approach builds trust and increases the likelihood of a close—when the timing is right.

• Personalisation: With Open Banking data, brokers can personalise communication and offers, showing clients they’re more than just a number. This tailored touch is what closes deals in a crowded market.

Example: An investment advisor in Brisbane uses behavioural analytics to suggest portfolio adjustments during annual reviews, keeping clients engaged and more likely to invest further. Closing becomes a byproduct of proactive, value-driven advice.

The Takeaway: Modern ABC is About Trust, Not Pressure

The core of ‘Always Be Closing’—commitment to results—remains. But in 2025, it’s achieved through transparency, tech-driven efficiency, and a relentless focus on the client’s best interests. With regulatory scrutiny tighter than ever, and consumers better informed, the most successful Australian finance professionals are those who close with empathy, ethics, and expertise.