{"id":16711,"date":"2025-08-11T11:38:50","date_gmt":"2025-08-11T01:38:50","guid":{"rendered":"https:\/\/brighten.com.au\/media-centre\/how-brokers-can-branch-out-and-find-new-growth\/"},"modified":"2025-08-11T13:06:05","modified_gmt":"2025-08-11T03:06:05","slug":"how-brokers-can-branch-out-and-find-new-growth","status":"publish","type":"media-centre","link":"https:\/\/brighten.com.au\/zh-hant\/media-centre\/how-brokers-can-branch-out-and-find-new-growth\/","title":{"rendered":"How brokers can branch out and find new growth"},"content":{"rendered":"\n

Publication Date: Monday, 28 July 2025
This article originally appeared in Austra<\/a>lian Broker<\/a><\/em>.<\/p>\n\n\n\n

If you’ve ever been blueberry picking in the summer \u2212 especially at a pick-your-own farm \u2212 you\u2019ll know that after the first wave of visitors strips the most obvious fruit, some of the best and juiciest berries are still there, just hidden in the shade or slightly out of reach. Mortgage broking isn\u2019t so different. For brokers willing to look beyond the low-hanging fruit of residential home loans, there\u2019s a whole layer of opportunity that remains underserved. Commercial lending, construction finance and solutions for self-employed borrowers have all grown steadily, offering new ways to deepen client relationships and build sustainable businesses. But tapping into these areas requires more than just ambition \u2212 it demands knowledge, confidence and support.<\/p>\n\n\n\n

Market pressures drive change<\/strong><\/h3>\n\n\n\n

Competition in the broker channel has intensified as it captures an ever-larger share of new home loan originations. \u201cIf a broker doesn\u2019t offer a full suite of products, their customer is likely to go to another broker who can help all types of borrowers and provide tailored solutions,\u201d says Chris Meaker, head of sales and distribution at non-bank Brighten. The numbers support this strategic shift. The MFAA\u2019s latest research shows that both the volume and the loan book value of commercial lending by mortgage brokers have roughly doubled in the last five years. This expansion represents a structural change in how brokers position themselves in the market.<\/p>\n\n\n\n

Meaker says the idea that offering a commercial solution is harder or more complex than residential is plain wrong. \u201cThat isn\u2019t the case,\u201d he states, \u201cand often it can be easier, with less income constraints. If a broker is submitting residential applications, it\u2019s no harder to provide commercial solutions for the same customer. This can also be said for offering alt-doc loans, short-term finance and bridging loans or offering expat and non-residential solutions.\u201d The administrative burden that deters many brokers may be less significant than anticipated. Both lenders emphasise the importance of support systems in overcoming these barriers. \u201cThere\u2019s nothing really to stop brokers. It\u2019s more about education and working closely with our BDM team to expand their knowledge and help their customer base,\u201d Meaker explains.<\/p>\n\n\n\n

Technology as enabler, not replacement<\/strong><\/h3>\n\n\n\n

The role of artificial intelligence and automation in mortgage broking generates significant discussion across the industry. Rather than viewing technology as a threat, successful brokers are learning to leverage it strategically. Meaker offers a broader perspective on this technological shift. \u201cA broker\u2019s role is about so much more than just running an algorithm and picking the lowest number,\u201d he says. \u201cIt\u2019s about managing relationships, nurturing customers and acting as a conduit between the borrower and the lender.\u201d The human element becomes more valuable as routine tasks become automated. Technology platforms now enable brokers to access diverse product sets more easily than in the past. Training programs, webinars and direct access to specialist teams help brokers navigate new territory with confidence.<\/p>\n\n\n\n

\u201cA broker\u2019s role is about so much more than just running an algorithm and picking the lowest number. It\u2019s about managing relationships, nurturing customers and acting as a conduit between the borrower and the lender\u201d – CHRIS MEAKER, BRIGHTEN<\/em><\/strong><\/p>\n\n\n\n

As technology streamlines processes, the personal service element becomes more pronounced, with systems taking on more admin tasks. Meaker positions this as a strategic advantage, noting, \u201cWhile AI chugs along in the background helping with routine number crunching, brokers can focus on adding value by positioning themselves even more as expert mentors who can guide their customers all the way through the homebuying process, from whoa to go.\u201d This evolution requires brokers to enhance their consultative skills while leveraging technology to handle the administrative burden. The combination creates capacity for deeper customer relationships while maintaining operational efficiency.<\/p>\n\n\n\n

Specialisation opportunities<\/strong><\/h3>\n\n\n\n

The construction and development sector presents particular opportunities for forward-thinking brokers. Meaker describes recent market movements: \u201cWe\u2019ve seen a big shift in customers looking to build their ideal home. We recently launched a vacant land product to provide more solutions to these types of customers.\u201d Commercial lending represents another growth area where brokers can establish expertise. This specialisation prevents customer attrition to competitors while opening new revenue streams. The self-employed borrower segment continues expanding as workplace flexibility increases. Products featuring alternative income verification methods address this growing market segment that traditional lenders often overlook.<\/p>\n\n\n\n

Building sustainable, competitive practices<\/strong><\/h3>\n\n\n\n

Successful diversification requires more than simply adding products to a portfolio. Brokers must assess their existing client base, identify natural extension opportunities and build expertise systematically. Customer retention improves significantly when brokers can offer comprehensive solutions. \u201cIf you diversify and offer a customer a solution that not all brokers can offer, I am confident you will get their next residential or investment loan,\u201d Meaker says. This creates a compounding effect where initial diversification efforts generate long-term relationship benefits. Standing out in a crowded market requires more than competitive rates. This differentiation becomes particularly valuable during economic uncertainty. Meaker reinforces this point: \u201cOffering multiple solutions will enhance your reputation and you’ll become a one-stop shop for your customer.\u201d The convenience factor resonates strongly with time-pressed borrowers who prefer dealing with fewer service providers. The relationship-building aspect cannot be understated. When brokers can support clients through various life stages and business cycles, they transition from transactional service providers to trusted advisers. This shift protects against commoditisation and builds sustainable competitive advantages.<\/p>\n\n\n\n

A buffer against economic choppiness<\/strong><\/h3>\n\n\n\n

Diversification offers protection against market volatility and regulatory changes that affect specific lending segments. This stability becomes increasingly valuable as economic cycles create challenges for single-product specialists. The current economic environment, with its murky inflation outlook, interest rate uncertainty and weak business conditions in some sectors, particularly rewards brokers who can adapt their offerings to meet evolving client needs. Those who limit themselves to traditional residential lending risk being left behind as the market continues to evolve. Direct access to specialist support teams has become standard practice among leading non-bank lenders. This accessibility reduces the learning curve and builds broker confidence in unfamiliar product areas. Similarly, Brighten provides comprehensive educational support. \u201cAt Brighten, we offer face-to-face support and webinars where brokers can tap into our dedicated sales team who have extensive knowledge of all markets, including residential, construction, expat, non-resident, bridging, commercial and short-term finance,\u201d Meaker says.<\/p>\n\n\n\n

Long-term relationship building<\/strong><\/h3>\n\n\n\n

Customer retention forms the backbone of successful diversification strategies. The investment in expanding product knowledge pays dividends through sustained client relationships. \u201cCustomers never leave when you provide good service,\u201d Meaker asserts, highlighting the loyalty that comprehensive service generates. When combined with diverse product offerings, this creates what he describes as \u201ca holistic customer experience\u201d. The financial benefits extend beyond immediate transaction fees. Brokers who successfully diversify report improved margins and more stable income streams as they capture multiple touchpoints throughout their clients\u2019 financial journeys. With the right support, education and tools, brokers can look beyond the familiar and tap into new pockets of opportunity \u2212 whether that\u2019s commercial lending, construction finance or solutions for self-employed clients. Much like the best fruit left hidden among the leaves, these markets reward those prepared to search a little deeper and broaden their approach. In blueberry picking \u2212 and in broking \u2212 the sweetest results often come to those who take the time to look beyond the surface and explore new opportunities.<\/p>\n","protected":false},"excerpt":{"rendered":"

The ripest opportunities often hide beneath the surface. Brokers who look beyond home loans can pick up sweeter deals \u2212 and stronger client loyalty<\/p>\n","protected":false},"author":1,"featured_media":5640,"menu_order":0,"template":"","meta":{"_acf_changed":false},"categories":[35],"tags":[],"class_list":["post-16711","media-centre","type-media-centre","status-publish","has-post-thumbnail","hentry","category-media-centre-zh-hant"],"acf":[],"yoast_head":"\nHow brokers can branch out and find new growth | Brighten<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/brighten.com.au\/zh-hant\/media-centre\/how-brokers-can-branch-out-and-find-new-growth\/\" \/>\n<meta property=\"og:locale\" content=\"zh_TW\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How brokers can branch out and find new growth | Brighten\" \/>\n<meta property=\"og:description\" content=\"The ripest opportunities often hide beneath the surface. 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