{"id":19007,"date":"2026-10-07T09:42:34","date_gmt":"2026-10-06T22:42:34","guid":{"rendered":"https:\/\/brighten.com.au\/media-centre\/brighten-tips-50-commercial-broker-market-share-within-2-years\/"},"modified":"2026-10-07T10:14:35","modified_gmt":"2026-10-06T23:14:35","slug":"brighten-tips-50-commercial-broker-market-share-within-2-years","status":"publish","type":"media-centre","link":"https:\/\/brighten.com.au\/zh-hant\/media-centre\/brighten-tips-50-commercial-broker-market-share-within-2-years\/","title":{"rendered":"Brighten tips 50% commercial broker market share within 2 years"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">Publication Date: Wednesday, 7 October 2026<br><em>This article originally appeared in&nbsp;<strong><a href=\"https:\/\/www.theadviser.com.au\/lender\/49031-brighten-tips-50-commercial-broker-market-share-within-2-years\" target=\"_blank\" rel=\"noreferrer noopener\">The Adviser<\/a><\/strong><\/em><\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"390\" src=\"https:\/\/brighten.com.au\/wp-content\/uploads\/2026\/10\/image.png\" alt=\"\" class=\"wp-image-19002\" srcset=\"https:\/\/brighten.com.au\/wp-content\/uploads\/2026\/10\/image.png 800w, https:\/\/brighten.com.au\/wp-content\/uploads\/2026\/10\/image-767x374.png 767w, https:\/\/brighten.com.au\/wp-content\/uploads\/2026\/10\/image-300x146.png 300w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/><\/figure>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><em>Brighten anticipates a stronger commercial foothold for brokers as changing borrower priorities open fresh lending opportunities.<\/em><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Brokers could originate half of commercial lending within two years, according to Brighten\u2019s associate director and head of commercial, Ben Mckell.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The non-bank lender\u2019s commercial head sees room for expansion as business owners consider purchasing premises and investors explore smaller commercial properties.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Mckell said discussions with lending executives and aggregators pointed towards a substantial increase in brokers\u2019 commercial penetration.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201cIt\u2019s probably around 35 per cent to be honest [current commercial broker market share], so now\u2019s the time for a broker to capture that market share because when I speak to other heads of commercial and businesses or aggregators, we\u2019re expecting that market share to increase to about 50 per cent in two years\u2019 time,\u201d he said.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Smaller assets draw attention<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Mckell said commercial applications had increased following the federal budget changes, while brokers were seeking more guidance on ownership structures.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201cIn terms of commercial flows, there really wasn\u2019t any negative impact because commercial property is still allowed to retain those negative gearing benefits, and to be honest, we\u2019ve actually seen a large increase in commercial lending applications,\u201d Mckell said.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201cIn terms of scenarios, there are a lot more questions from brokers on different types of trust structures, on how they can navigate through this for residential property as well, they are asking more questions about the negative gearing changes.\u201d<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Commercial brokers were also telling Mckell that some buyer\u2019s agents previously focused on residential developer stock were turning towards micro warehouses and storage units.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That emerging interest, however, had not produced a substantial commercial SMSF application uplift, with prospective borrowers awaiting greater policy certainty.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201cWe haven\u2019t seen an immediate upshoot, I think some of the investors are still waiting on all the final rulings, in terms of the SMSF going forward, because they\u2019re probably hesitant, what if the government makes a change to commercial security within SMSF?\u201d Mckell said.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Yet he revealed that Brighten reported a sharp, short-lived residential application response when the LRBA residential borrowing ban was announced.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201cSMSF lending is definitely not dead, yes it\u2019s slowed down because of the residential flows, but on the day the ban was announced, our application flows for residential SMSF actually quadrupled,\u201d he said.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">He interpreted the response as greater awareness of managing super through property.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Business owners explore ownership<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Mckell also said that more business owners were considering buying premises, either within an SMSF or through conventional commercial finance.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">He noted that one broker had described a florist paying $17,000 in rent who could purchase a nearby shop, with Mckell viewing the opportunity as a potential transition from rental expenditure towards asset ownership.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Mckell also noted that industrial property was particularly prominent in Brighten\u2019s portfolio, with the commercial chief identifying tenant longevity and income returns as attractions for business owners and investors.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201cIf I look at our book, it\u2019s very heavily concentrated in industrial assets, which seems to be the number one commercial asset for both a business owner, but also a property investor,\u201d he said.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201cDepending on the location of an industrial unit, whether it\u2019s a factory or warehouse, they tend to have longer-term tenants with some pretty attractive yields. We\u2019re seeing yields range from 5-8 per cent.\u201d<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Familiar clients, broader lending<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Amid a softer mortgage backdrop, Mckell resisted describing residential specialisation as dangerous, and instead framed commercial expansion as an opportunity amid weaker home-loan activity.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201cA broker already understands property, when you look at the financial analysis, they\u2019re well equipped to read financials, and the serviceability is pretty similar,\u201d he said.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201cWe all look for the main figures in a commercial loan, we still want to see what the net profit is, any addbacks, but we may just need to do a bit more deep dive into group servicing to look at the overall structure of the personal and business income and commitments.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201cThe brokers need to start having those conversations, and maybe they have self-employed clients who\u2019s come to them for a home loan just isn\u2019t aware that they offer commercial loans.\u201d<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Mckell said reviewing balance sheet liabilities could uncover financing needs beyond the original home loan inquiry.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Private lending gathers interest<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Alongside property-backed commercial lending, Mckell reported strong demand for Brighten\u2019s private-loan offering among asset-rich customers.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">He distinguished multiple entities and trust structures from an inability to meet repayments and said investors were also contributing to demand.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201cI\u2019m seeing an increase in demand in that particular product, and specifically it is for investors as well,\u201d Mckell said.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">He added that these borrowers were increasingly seeking short-term funding to acquire sites while preparing development plans, and would likely exit when ready to construct.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Brighten anticipates a stronger commercial foothold for brokers as changing borrower priorities open fresh lending opportunities.<\/p>\n","protected":false},"author":1,"featured_media":5536,"menu_order":0,"template":"","meta":{"_acf_changed":false},"categories":[],"tags":[],"class_list":["post-19007","media-centre","type-media-centre","status-publish","has-post-thumbnail","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.8 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Brighten tips 50% commercial broker market share within 2 years | Brighten<\/title>\n<meta name=\"robots\" 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