In a market where brokers now write over 75% of residential loans, one thing is clear – Australians are leaning into third-party advice more than ever. But while broker market share is growing, so is the noise.
The real question is: do borrowers truly understand the value you bring beyond just getting a loan approved?
Because let’s be honest—if all your client sees is a transaction, that’s all they’ll remember.
Brokers aren’t just here to crunch numbers or chase approvals. You are educators, advisors, and problem solvers, and now more than ever, that full value needs to be visible.
Economic Impact Is Just the Start
The numbers are impressive. According to Deloitte’s most recent industry report, mortgage brokers contributed over $4.1 billion to the Australian economy in 2023. Your work supported more than 37,000 jobs, boosted employment in regional areas, and played a vital role in fostering market competition that benefits consumers.
That data represents your day-to-day work with real clients, in real financial situations. Every deal you structure, every client you guide, and every application you follow through impacts the broader economy.
And that’s just the macro view.
On the ground, you’re helping families secure homes, supporting SMEs through tailored finance, and keeping banks accountable through competition.
Helping Borrowers Make Smarter Decisions
Today’s borrowers want more than the best rate. They want someone to guide them through complex financial choices. That’s where your role has shifted from loan writer to educator.
The average broker now spends 11% of their time educating clients on financial products and lending options. Compared to just a few years ago, that’s a significant shift, and one that reflects rising consumer demand for informed, trustworthy advice.
With best interests duty in full swing, that guidance has become not just a value-add, but a professional obligation. And it’s working.
Brokers are helping their clients save an average of 0.35% on their mortgages through proactive repricing and regular reviews. The more your clients understand their options, the more they trust your advice. And that trust leads to long-term relationships, referrals, and return business.
Brokers vs Proprietary: The Trust Advantage
As more lenders push proprietary channels, borrowers are being nudged toward in-house solutions that can feel convenient, but often come with limited product choice and generic advice.
This is where brokers shine.
You offer access to a wide range of lenders. You tailor your advice to the client’s full picture. And most importantly, you work for the client, not the lender.
Brokers are increasingly seen as the independent alternative in a world full of conflicted advice. That perception matters, and it will only strengthen as clients become more financially literate.
Today’s borrowers are smarter, more informed, and less likely to accept a one-size-fits-all product. They want someone in their corner. That someone is you.
Commercial Lending & Diversification
Residential lending is still the core of most broker businesses, but the data is clear – diversification is on the rise.
According to the latest industry figures, 13% of brokers now write commercial loans, with many more expanding into asset finance, personal lending, and self-employed clients.
As a broker, stepping into this space isn’t about replacing what you do, but about evolving how you serve. Whether it’s structuring complex finance for a growing business or guiding a client through cash flow projections, you have the chance to become their long-term finance partner and not just a one-time solution.
Loyalty and Long-Term Relationships Are The Real ROI
A great client experience doesn’t end at settlement.
In fact, 44% of broker business now comes from repeat clients, and another 28% from referrals. That’s over 70% of your pipeline, built not through new ads or cold leads, but through relationships you’ve already earned.
That means checking in during life changes. Reviewing goals annually. Repricing when rates shift. Celebrating milestones, and being the first call when a client is ready to invest, upgrade, or refinance.
When you make your value visible over time, you stop being a service and start becoming a trusted partner.
Why Communicating Value Matters More Than Ever
Here’s what we know:
- Borrowers are smarter
- The market is getting louder
- Competition is shifting in new directions
In this environment, how you communicate your value is just as important as the value itself.
Clients won’t always know how much work you’re doing behind the scenes. They won’t always realise the impact of your lender negotiations, your compliance support, or your long-term strategy.
That’s why you need to show them. Not through jargon. Not through features. But by sharing how your advice shapes outcomes.
And that’s where the right support systems make all the difference.
Ready to Start Showing Your Full Value?
The brokers who lead in 2025 won’t just offer loans. They’ll offer clarity. Confidence. A better way forward for every type of client, whether it’s a first-time buyer, a business owner, or an investor looking to scale.
Want to spend more time being that kind of broker?
Let’s explore how you can clear the clutter, focus on what matters, and scale your impact with the right support behind you.
Book a Free Strategy Call and start making your value visible.
