What actually happens to your trail book when you switch aggregators.
The biggest fear brokers have about switching — answered with facts, not reassurances.
If you've ever considered switching aggregators, one question probably stopped you cold: ‘What happens to my trail?’ It's the single biggest fear brokers have — and it's the one most poorly understood. Let's fix that.
First, the legal position: you own your trail
Trail commissions are paid by the lender to the credit representative (you) via the aggregator (your licensee). The trail is attached to the loans you originated. When you move to a new aggregator, the trail follows you — because the underlying loan relationships are yours.
This is generally well established in the Australian framework: brokers are entitled to the trail commissions on the loans they originated. Your aggregator is the conduit, not the owner.
Always read your current aggregator agreement carefully. Some agreements include clauses about trail ‘clawback periods’ or minimum notice requirements. These are contractual, not regulatory — and they vary. If you're unsure, get your own legal advice before giving notice.
How the trail transfer process works
The mechanical process of transferring trail is straightforward, though it requires coordination between your old aggregator, your new aggregator, and each lender. Step by step:
- You give notice to your current aggregator (typically 30–90 days, per your agreement).
- Your new aggregator (in ExBanqi's case, SFG) submits accreditation transfer requests to each lender.
- Each lender processes the transfer — updating their records to pay trail to the new aggregator instead of the old one.
- Once processed, trail payments flow through your new aggregator. Under ExBanqi, you keep 100% of that trail.
How long does the trail transfer take?
This is where expectations need to be realistic. Different lenders process transfers at different speeds:
At ExBanqi, your dedicated transition specialist manages this entire process. They submit the paperwork, follow up with each lender, and keep you updated on progress. You don't chase a single email.
The ‘gap period’ — and how to handle it
During the transfer window, there's typically a short period where trail payments are in transit between aggregators. This is normal and temporary. Most brokers experience a 1–2 month gap on some lenders before trail payments resume through the new aggregator. The trail isn't lost — it's just being redirected.
The trail transfer is the part brokers worry about most and understand least. In practice, it's administrative — not adversarial. The lenders want to pay you. They just need updated paperwork.— Bill Amarantos, Founder of ExBanqi
What about your existing loan book?
Your existing loans stay with their current lenders. Nothing changes for your clients — they keep the same loan, the same rate, the same repayments. The only thing that changes is the back-office routing of commission payments. Your clients won't even know you switched unless you tell them.
Can your old aggregator withhold trail?
This is the fear that keeps brokers up at night — and it's largely unfounded. An aggregator cannot indefinitely withhold trail commissions that belong to you. However, some agreements include provisions for:
- A notice period (typically 30–90 days) during which trail continues to flow through the old aggregator.
- Clawback of any ‘sign-on bonuses’ or incentive payments if you leave within a specified period.
- Deduction of outstanding fees or debts owed to the aggregator.
None of these are about withholding your trail permanently. They're standard contractual provisions. Read your agreement, understand the terms, and plan your transition accordingly.
ExBanqi's approach to trail transfers
When you switch to ExBanqi, we assign a dedicated transition specialist who manages the entire trail transfer process — reviewing your current agreement for any notice or clawback provisions, submitting all lender transfer paperwork within the first week, providing weekly progress updates on each lender's processing status, and escalating any delays directly with lender BDMs.
Our goal is simple: zero trail left behind. Every dollar of trail you've earned follows you to ExBanqi, where you keep 100% of it.
The bottom line
Your trail book is yours. The transfer process is administrative, not adversarial. It takes 2–8 weeks depending on the lender. And with a managed transition, you don't have to handle any of it yourself. The fear of losing trail is the single biggest reason brokers stay with aggregators that no longer serve them — don't let a solvable administrative process cost you tens of thousands of dollars a year in unnecessary commission splits.
Your trail follows you. We make sure of it.
A managed 4-week transition with zero trail left behind. See exactly how the switch works.