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Commercial lending has been absolutely booming recently - with lenders across the board moving to build out their commercial lending arms and target higher margins. But, while lenders may be pushing increasing time and resources into the commercial teams, brokers are still seeing plenty of areas that could be improved.
In February, The Adviser hosted a roundtable in partnership with non-bank lender MA Money, to understand what leading commercial brokers are seeing in this space - and what they look for in a commercial lender.
A common theme emerged during the roundtable: traditional banking is fraying as it experiences a ‘brain drain’ and a new era of specialised agility led by non-bank lenders like MA Money is taking its place.
Adam Rakowski of Ortus Financial noted that today’s business bankers often lack the depth to handle specialised sectors like agriculture or quarries, observing that “the typical business banker capability potentially isn’t what it was… they hire people that are good at giving you the one-liner, but they actually aren’t very beyond that initial thing. They can’t really talk to the detail.”
Rakowski further emphasised the regional inconsistency that plagues major institutions, noting that “lodging a deal for a quarry in Sydney, in Albury versus Toowoomba, we’ll get a different outcome for the same bank.”
For his business, which deals with everything from asset finance to big corporate farm operations, this lack of consistent credit is a significant hurdle that non-banks are increasingly equipped to solve.
This expertise gap is where MA Money has strategically stepped in. By employing subject matter experts who understand the nuances of a deal, the lender ensures that complex scenarios are assessed with a level of insight that transcends rigid algorithms.
“The typical business banker capability potentially isn’t what it was… they hire people that are good at giving you the one-liner, but they actually aren’t very beyond that initial thing. They can’t really talk to the detail.
— says Adam Rakowski of Ortus Financial
Jon Gawley of Kanebridge Capital. an ex-banker-turned-broker with 22 years of experience, highlighted the value of this human-centric approach, noting that finding a good banker in the current climate is like “finding a diamond in the rough.” Gawley observed that "the good ones have either jumped and got a different role or they're out of there. A lot have become brokers."
He argued that the real "jewels in the crown" are the credit managers, and that brokers now prioritize partners like MA Money who provide direct access to decision-makers.
Stephen Michaels of Catalyst echoed this, remarking that "non-bank lenders are so much more personable in SME-thinking”, suggesting that trying to lodge a self employed loan with a bank means “you might scrape your knees twice instead of 55 times going through a proper bank process."
Michaels pointed out that the non-bank space has become part of the "natural conversation" for consumers because banks have "left that gap open."
The commercial broker noted that "consumers in the current market, if they're buying a property or investing their money, you need to have different lenders in different shapes and sizes for their requirements."
Katie Thomas of Focus on Finance agreed, saying that there is a significant gap in how banks assess servicing across asset classes, particularly with "yield compression and rate increases."
She noted "When we're starting to look at the ICRs [interest cover ratios] across all of the different banks or non banks, it doesn't matter what LVR they're promoting, it doesn't service regardless because of the ICR that they want on the deal."
Thomas argued the non-bank space helps to "level that and keep it a lot more consistent" by avoiding the internal "political agendas" and rotating portfolios of traditional banks.
Matt Spears of Evoke Capital observed that this streamlined process is a relief for brokers, as "a major bank is a struggle at times... sometimes you've got to get two people to talk to each other who do the same role, because they are giving you different answers.”
Speed and certainty have become the primary currencies of the commercial world.
Tim Lemon, National Sales Manager at MA Money, emphasized that a non-bank’s strength is its consistency.
He flagged the importance of having a commercial lending partner that offers a maximum loan to value ratio - and keeps to it. He explained: “If we say 75 per cent LVR - which many commercial borrowers are seeking now - you’re getting 75 per cent.
“To go back to that customer and say, ‘I know I put it up at 75, but the lender only wants to do 70 per cent’ and you can’t answer that question of why they’ve reduced it… is just frustrating.”
This commitment to transparency is supported by MA Money’s digital-first approach via ApplyOnline, which allows for a residential-style efficiency.
To address the documentation hurdles that often stall self-employed borrowers, MA Money Head of Commercial Craig Stuart detailed how the lender is leading with flexible solutions like Light Doc and Lease Doc options (see more below).
"We're not being flippant, we're lending responsibly, but we're just giving more and more options to brokers... we think we can help them out where challenges exist over loan purpose or serviceability," Stuart explained.
“We’re not being flippant, we’re lending responsibly, but we’re just giving more and more options to brokers… we think we can help them out where challenges exist over loan purpose or serviceability”
— says Craig Stuart, MA Money Head of Commercial
He also revealed that SMSF continues to be "really, really popular" as a tool for acquiring appreciating assets where serviceability struggles exist.
These products are designed to fill the void left by major banks that have exited the trust lending space.
It’s this type of flexibility, innovation and experience that are increasingly gaining traction with brokers looking to secure finance for their business clients.
Peter Cassar of Stamford Capital highlighted the explosive growth of private credit, noting that "it's an exciting period that we're in... the level of liquidity that we're seeing is probably second to none."
The final consensus of the roundtable was that the future of commercial lending lies in specialised knowledge and strong partnerships.
Adam Rakowski advised transitioning brokers to “focus on one part of the market that’s commercial and going really deep and understanding it because it is so dynamic and fluid that things change all the time.”
Jon Gawley agreed, adding that “encircling yourself with peers, BDMs and support staff to look after your clients is key.”
He highlighted the opportunity for commercial brokers, noting that while 80 per cent of the home loan market is written by brokers, the commercial space still has significant room for growth.
“I tell my clients: I’m not just a broker, I’m a partner in your business,” Gawley stated, referring to the shift toward relationship-based broking.
By providing a streamlined process and a dedicated team of experts like Craig Stuart, MA Money is ensuring that brokers can service their SME clients with the confidence and speed required to win in a fast-moving market.
“I tell my clients: I’m not just a broker, I’m a partner in your business”
— says Jon Gawley of Kanebridge Capital
MA Money’s 2026 commercial suite is built to bridge the gap between rigid bank policy and the practical needs of SMEs. These three products, in particular, are designed to eliminate the “paperwork mountain” that often stalls commercial deals.
| Feature | Alt Doc | Light Doc | Lease Doc |
|---|---|---|---|
| Best For | Self-Employed borrowers with complex tax structures or those who have not finalised their most recent returns | Self-employed borrowers with complex tax structures & limited recent supporting income documents | Commercial property investors looking to secure funding based solely on the property’s rental yield. |
| Income Evidence |
Declaration of Financial Position, plus one of these supporting documents:
|
Declaration of Financial Position. (only) No tax returns, BAS, or bank statements required for the primary income assessment. |
Current Lease Agreement. Borrowing capacity is assessed on the strength and term of the existing lease. |
| Max Loan Size |
Up to $6,000,000 (Prime) Up to $4,000,000 (Near Prime) |
Up to $2,000,000 (Prime only) | Up to $2,000,000 (Prime & Near Prime). |
| Max LVR | Up to 80% | Up to 65% | Up to 70% |
| Lease Requirements | N/A | N/A |
Prime: Min. 24 months remaining. Near Prime: Min. 6 months remaining. |
| Property Types | Retail, Office, Light Industrial, and Warehouses | Retail, Office, Light Industrial, and Warehouses. | Retail, Office, Light Industrial, and Warehouses. |
| ABN/GST |
Prime: ABN > 24m / GST > 12m. Near Prime: ABN > 12m / GST > 6m. |
Prime: ABN > 24m / GST > 12m. |
Prime: ABN > 24m / GST > 12m. Near Prime: ABN > 12m / GST > 6m. |
No Annual Reviews: “Set and forget” facilities that remove the stress of yearly bank re-assessments.
Set & Forget Terms: Loan terms up to 30 years, providing long-term cash flow certainty.
Cash Out Flexibility: Access equity up to max LVR for any worthwhile business purpose, including ATO debt consolidation.
Interest Only Options: Available for up to 10 years, helping SMEs manage their immediate liquidity.
No Clawbacks: MA Money's commitment to rewarding broker effort without the sting of retrospective fee reversals.
“Commercial borrowers don’t always fit into a one-size-fits-all model. Light Doc and Lease Doc give brokers more ways to structure a deal without adding complexity.”
— Craig Stuart, MA Money Head of Commercial
Adam Rakowski: “commerical clients want clear, consistent advice and they act on it… having that confidence… [is] where we see big growth because we have clients that are being told ‘no’ weekly from the banks. That’s why brokers are important. We know where to place a deal.”
Peter Cassar: “It’s simply just understanding the actual business strategy. Residential brokers looking to transition to commercial need to make sure that they understand what they’re doing and they’re not just looking for a quick cash grab.”
Matt Spears: “Using lender partners that have a streamlined process where it is easy to follow, they are getting consistent outcomes, and follow the same credit decisions, nationally.”
Katie Thomas: “The transition between how to do commercial finance for brokers has been very complicated and opaque for brokers in the past… The non-bank space really does help to level that by leveraging their knowledge and keeping it a lot more consistent.”
Stephen Michaels: “It’s important to have that human touch and be a bit more predictable. So at least going through that journey you might scrape your knees only once, as opposed to 55 times going through a proper bank process.”
Jon Gawley: “A lot of people out there are just seeking help… and brokers should always have a broker partner they can refer out to if they can’t write it themselves. That way the client is always finding a good solution.”
MA Money
MA Money offers choice and flexibility through our team of experienced lending professionals, innovative mortgage products and competitive pricing with all applications and scenarios assessed on their own merits.
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