NAB’s executive for commercial broker and equipment finance sales has said the standard of commercial broking is getting stronger.
The quality of brokers entering the commercial market has improved over the past three years, according to Chris Thomas, National Australia Bank (NAB) executive for commercial broking and equipment finance sales, who has flagged the impact of growing diversification led by experienced industry professionals.
Speaking to The Adviser, Thomas said the major bank had observed a real “lift in the quality of brokers coming into the commercial space”.
“More experienced professionals are diversifying across industries, which is raising the standard of applications and the calibre of customers,” he said.
“At the same time, customers expect speed and transparency – they want fast turnaround without losing the relationship piece.”
While the commercial side of broking is not as mature as residential, it is growing strongly as brokers look to diversify, according to data from the Mortgage and Finance Association of Australia (MFAA).
Earlier this year, the industry body revealed the value of commercial loans settled by mortgage brokers had risen to its highest level on record.
Likewise, commercial mortgages were written by 37 per cent of brokers in the year to April 2025, according to market research firm Agile Market Intelligence, with an additional 28 per cent planning to start offering them over the next 12 months.
Market sentiment for commercial property has also risen markedly and stands near eight-year highs, NAB research shows.
Commercial broking set for boom
Asked what the biggest changes affecting commercial brokers would be in the next 12 months, Thomas flagged the rapidly shifting business landscape, with trade uncertainty, supply chain pressures, and shifting customer expectations reshaping how businesses make decisions.
“Against this backdrop, the role of the commercial broker has never been more important,” he said.
“Brokers who bring well-prepared deals, understand the broader economic pressures facing clients, and develop deep sector expertise will be the ones who stand out in an increasingly competitive market.”
The rising number of brokers writing commercial loans is also leading to stronger demand for a more personalised service from brokerages.
Thomas noted that there was a growing focus on structuring finance around each customer’s goals, rather than a one-size-fits-all approach.
Reflecting on how brokers position themselves to win more commercial clients as competition intensifies, he said: “Transparency upfront is critical – the more information brokers provide early, the quicker we can get to ‘yes’ and the better the outcome for everyone involved.
“It’s also about maintaining open communication throughout the process so clients feel supported at every stage.”
[Related: Why brokers are turning to commercial lending to grow their business]
