The two advantages brokers already have

The current challenge for brokers isn’t a lack of opportunity. It’s recognising where activity remains strong and being prepared to act on it. While it’s easy to focus on changing conditions and policy shifts, the reality is that lending activity continues across many segments of the market.

According to ABS data, there were 134,225 new home loans in the quarter ending June 2026, valued at $97.6 billion. If customers are still seeking lending solutions, the question for brokers is where they focus their attention and how they position themselves to support changing customer needs.

For brokers looking to tap into active areas of the market, there are already capabilities and resources available that may not yet be fully utilised. Two strategies worth focusing on are expanding into new lending segments and making better use of existing relationships and referral networks.

A good time to upskill

Brokers can position themselves for success by broadening their expertise beyond the segments they’ve traditionally worked in. Recent policy changes to residential SMSF lending, negative gearing, and capital gains tax may prompt some borrowers to reassess their current and future lending strategies. However, activity continues in other market areas, creating opportunities for brokers willing to expand their knowledge and skill set.

For example, commercial lending and commercial SMSF remain active areas of the market for brokers supporting business owners and self-managed super fund borrowers. Personal lending may also present opportunities to support customers with a broader range of financial needs.

By building their knowledge and exploring specialisations to complement their existing offering, brokers can expand their range of solutions and be better placed to meet evolving customer needs.

Some borrowers, including first home buyers, may be waiting for conditions to shift before moving ahead with a property purchase. That doesn’t mean brokers need to wait. Now is a good time to strengthen referral networks, build future pipelines and have pre-approvals sorted ahead of time. When customers are ready to enter the market, brokers who have done the groundwork will be well positioned to support them.

Use the tools at your disposal

While expanding into new lending segments can help uncover opportunities, it’s equally important to look at what’s already available to you. Many brokers have spent the past few years focused on generating new business, leaving little time to focus on retention. In today’s market, some of the strongest opportunities may already exist within a broker’s customer base.

Start by understanding where customers are now. Have their circumstances changed? Are they considering their next property purchase, looking to invest, or seeking ways to improve their cash flow?

Sometimes, a simple conversation is all it takes to uncover a new opportunity. Technology has also made it easier to stay connected. From CRM platforms to automated and AI-powered solutions, brokers now have access to tools that can help them engage with their customer base more efficiently and consistently.

Reviewing existing relationships, reconnecting with past customers and strengthening referral networks can help create new opportunities without the need to start from scratch. In many cases, future business opportunities are already sitting within a broker’s existing network.

Supporting both strategies with flexible lending solutions

As brokers expand into new lending segments and deepen relationships with existing customers, understanding non-bank lending can help them support a wider range of borrowers.

As policies and market conditions evolve, non-bank lenders can offer greater flexibility in credit assessment and servicing. Regular engagement with BDMs and credit teams can help brokers build confidence in unfamiliar scenarios and identify more ways to meet customer needs. While market conditions continue to evolve, opportunity remains available to the brokers willing to adapt. Those who broaden their expertise, strengthen existing relationships, and make use of flexible lending solutions will be well placed to support customers and drive future growth.

David Smith has been the chief distribution officer of non-bank lender Liberty since January 2024.