As advisers navigate economic uncertainty, regulatory change, recruitment challenges and rapidly evolving technology, expectations of aggregators are growing. For many mortgage advisers, access to lenders is now just the starting point.
Lender access will always be an important part of the aggregator proposition, but in 2026, it is no longer enough on its own.
Advisers are increasingly looking for practical support that helps them manage their responsibilities, build their capabilities and strengthen their businesses - this includes everything from compliance and professional development to coaching, technology and introductions to new industry partners.
So if access to lenders is now just the starting point, what else should a good aggregator be bringing to the table?
The broad support advisers now expect from their aggregator partnerships
For Guy Carter (pictured, top), managing director and financial adviser at Your Mortgage Team, a good aggregator provides support that can be tailored to businesses with different needs.
“They need to offer a broad range of services for every adviser depending on how much support the adviser or FAP requires. Covering everything from compliance and admin support to marketing, commissions, training, and CPD - basically, they are the backbone to any advice business.”
Eric Hao (pictured, below), GM and financial adviser at STAR Mortgage & Insurance, believes aggregators also need to help lift standards across the industry.
“It’s about focusing on compliance and championing this aspect of our industry, as well as creating opportunities for its members to grow through personal development.”
For Carter, two functions are particularly valuable – compliance support and being the voice of their advisers when talking to stakeholders within the industry.
“The ability to advocate for advisers can be significant, particularly when individual businesses may not have the time, resources or influence to engage directly with every lender, regulator or industry stakeholder.”
For Hao, the value of aggregator support comes back to a clear focus on improvement, where there is opportunity to challenge thinking, learn from others and avoid becoming too focused on the day-to-day demands of writing business.
“Training and coaching is something we use the most as this helps us build on both our technical knowledge and business management skills.”
From service provider to trusted business partner
While aggregators may offer similar categories of support, the quality of the relationship can determine how valuable that support becomes.
Carter says trust and connection distinguish a service provider from a genuine business partner.
“It’s about building a relationship and trust with the aggregator. If they better understand our business, including its goals, challenges, systems and client base, it makes it easier for them to provide relevant support or recognise opportunities that might otherwise be missed.”
Hao similarly believes the difference lies in whether the aggregator is helping a business move forward, rather than simply satisfying minimum requirements.
“Again it comes back to the growth mindset. We want everything that is presented to us to help us grow as a business, rather than simply meeting the status quo requirements.”
Where are the pain points? Helping advisers tackle different pressures
The need for a strong aggregator relationship has become more evident as advisers face challenges on several fronts.
Carter identifies that confidence in the economy, rising interest rates, and inflationary pressures have made people a lot more reserved when it comes to property transactions, and it’s been one of the biggest challenges for his business this year.
When borrowers feel uncertain, property decisions may be delayed and advisers may need to spend more time educating clients, working through scenarios and maintaining relationships with people who are not yet ready to transact.
At the same time, advice businesses must manage compliance, competition, technology, staffing and administration and Carter says the significance of each issue varies considerably.
“Every advice business will have slightly different concerns given their size, experience, systems, and processes, but for most, it usually comes down to ‘all of the above’. ”
For STAR Mortgage & Insurance, the most pressing issue is recruitment.
“For us it's staffing and the challenge of recruiting enough advisers to grow the business – the problem being that there is not enough training out there to hire new advisers with the right skillset,” says Hao.
This highlights an opportunity for aggregators to support not only current advisers, but also the development of the industry’s future workforce. Structured training, mentoring and professional development could help businesses bring new advisers through while maintaining appropriate advice and compliance standards.
Opening doors to new partnerships, connections and growth opportunities
Some of an aggregator’s greatest value can come from opening doors that would be more difficult for an individual business to access independently.
Carter says his aggregator has helped by connecting his team with new lending partners and providing the opportunity to meet the lenders and management teams in person.
And Hao also points to the value of networking beyond traditional lenders.
“This year we’ve had introductions to more industry partners, as opposed to just lenders, to supplement our business and enable us to grow. And that’s not something we’d be able to do as easily on our own.”
These partnerships can expand the solutions available to clients while also creating new services, referral relationships and business opportunities.
And Carter believes the success of other advisers benefits the industry collectively.
“The better and more successful other advisers are, the more credibility it gives to the industry, putting advisers at the forefront of financial advice and business opportunities.”
What advisers will need next
Looking ahead, aggregators will need to keep adapting alongside the businesses they support.
Carter expects advisers will require compliance support, growth support, and opportunities with the ever-changing technology environment.
And Hao also sees regulatory support as a central priority.
“We will continue to need assistance when it comes to compliance reforms, to ensure we don't ‘come up short’ after every change in the regulatory environment.”
Ultimately, the best aggregators in 2026 are not simply providing a panel of lenders or a collection of services. They are helping advisers respond to change, create new opportunities and build stronger, more sustainable businesses.
