Aggregator leaders forecast key broker trends for 2026

“Brokers will continue to be key to helping borrowers navigate the market and providing true product choice,” Waldron said and added that he expects broker market share to continue to grow as consumers seek credit advice from “trusted professionals”.

He also pointed to a major evolution in technology, with AI shifting from hype to practical application.

“We’ll also see AI evolve from hype to the ‘invisible engine’ of the brokerage. This shift is already underway, with AI doing the heavy lifting on many administrative and repetitive tasks, freeing up brokers to focus on what technology can’t replicate: nurturing long-lasting relationships,” he said.

Compliance-first brokers will stand out: outsource Financial

Tanya Sale, CEO of outsource Financial, said 2026 will be defined by two dominant themes: compliance and AI.

“Having been part of the ASIC Bid Review on our industry in 2025 – it is quite clear what ASIC will expect of aggregators and brokers going forward,” Sale said.

“It is simple for 2026: Compliance‑first brokers will stand out and if brokers do not embrace this it will be at their own peril.”

Sale added that technology and AI updates will also be a key trend for brokers.

“The second main one will be around AI – as an aggregator, we have already started adopting and putting in place technology that will accelerate processes in the mortgage broking/lending space and thereafter after the settlement – this is apparent for us in the advanced components now in our software – Salestrekker 2.0 will be a game changer for our brokers in 2026,” she said.

Competition will intensify, but brokers will matter more than ever: Connective

Mark Haron, executive director of Connective, said momentum built in the second half of 2025 is flowing into 2026, but with heightened competitive pressure.

“Affordability and supply constraints will continue shaping borrower decisions, alongside increased movement between cities and regions as redevelopment accelerates,” he said.

Haron noted that while banks are competing harder in proprietary channels, brokers face their most immediate competition from other brokers.

“The biggest technological and commercial shifts rolling into 2026 won’t reduce the importance of brokers – they’ll sharpen it,” he said. “AI won’t replace brokers, but brokers who embrace AI will outperform those who don’t.”

He added that 2025 marked the return of confidence, and success in 2026 will come down to visibility and speed.

“The brokers who win will communicate consistently and move faster than competitors,” he said.

Steady growth amid volatility and regulation: AFG

Christa Malkin, general manager of aggregation at AFG, said the home lending market is poised for steady growth in 2026 after another year that underscored the essential role of brokers.

“Despite elevated rates and increasingly complex borrower needs, brokers prove critical in guiding customers through refinancing waves, shifting product structures and tighter credit conditions,” she said.

With inflation still uncertain, Malkin warned that rate volatility could persist, keeping borrowers “highly price-sensitive” and increasing demand for “clear guidance, fast decisioning and transparent credit processes”.

She also pointed to strong population growth and housing undersupply supporting credit demand, even as regulators sharpen their focus on responsible lending and high debt-to-income exposures.

“A defining theme for 2026 is that leading brokers will only get busier,” Malkin said.

“As broker market share grows and industry consolidation accelerates, those who lean into technology, streamline workflows and deepen customer relationships will be best placed to thrive.”

What do you think will define the broker market in 2026? Share your thoughts in the comments below.