Commercial lending is becoming a practical way to do exactly that. For many brokers, it builds on the skills they already use and the client relationships they already have. It’s an opportunity to expand without rebuilding their business from the ground up.
Plus, demand for commercial lending is growing across Australia. Overall commercial credit demand grew by 3 per cent in Q3 2025 (v Q3 2024) (Source: Equifax Quarterly Commercial Insights – September 2025). Business owners are increasingly prioritising cash flow certainty and looking for lending structures that give them more control, particularly in a higher rate environment. Many are also turning to equity in existing assets – whether that’s commercial property or SMSF balances to fund growth or reposition their businesses. For brokers, that points to a growing pool of untapped opportunities.
Commercial demand is already there
Many borrowers are business owners, investors, or self-employed. Their lending needs often extend beyond a home loan, whether that’s purchasing or refinancing a business premises. In some cases, they’re already asking their residential brokers for that commercial support.
What I see consistently is that these commercial opportunities are passed up. Not because brokers aren’t capable, but because commercial lending is seen as unfamiliar territory, too complex, and confusing to broach.
At MA Money, we see the demand for commercial lending firsthand. By our numbers, around a third of residential clients also need commercial funding options. When that support isn’t available from their residential broker, those clients will take their business elsewhere.
Bringing commercial lending into your offering helps you stay connected to your clients’ long-term financial needs. Clients return as their businesses grow and their funding needs change. Through that strengthened, longer-term relationship, brokers also gain a more consistent income stream.
Diversifying with commercial lending
It has become increasingly common for residential brokers to expand into commercial lending. In most cases, it’s not a full pivot. It’s an extension of the work they’re already doing, with the clients they already have.
The challenge is often confidence. It’s natural for commercial lending to feel unfamiliar at first, especially when working with the major banks. There are new jargon and different rules to contend with, which can put a damper on momentum from the get-go.
But access is changing. More education, better tools, and stronger lender support are making the transition to commercial easier. At MA Money, brokers get access to training, resources, and direct contact with BDMs who are ready and willing to support.
Starting your first commercial deal
A residential broker’s first commercial deal is usually straightforward and often comes from a familiar client. It could be a small-business owner purchasing a property or a client looking to refinance their existing commercial loan.
Starting with large or complicated commercial deals can make the process harder than it needs to be. Early deals should be smaller so that they’re easier to manage. It gives brokers the chance to understand how commercial lending works without adding unnecessary confusion and roadblocks into the
mix.
Reviewing your residential client book will often reveal commercial opportunities that are already there. As your clients grow, their lending needs will grow with them. Supporting that progression can open the door to larger and more complex deals over time.
Making commercial lending easier for all brokers
Commercial borrowers are looking for clear communication, fast timelines, and flexible policies. They want to make confident business decisions, which means they need a broker who can guide them with certainty.
That confidence is shaped by the lender behind the deal. Straightforward pathways, responsive credit teams, and transparent assessment processes all play a role in helping brokers move quickly.
At the same time, platforms, servicing terminology, and lodgement processes are becoming more aligned with residential. In many cases, brokers are now working through systems and workflows they already know, lowering the barrier to entry and making commercial lending far more accessible.
Making the transition simpler with MA Money
At MA Money, we’ve built our commercial offering to feel familiar for residential brokers. Our products and policies align closely with what brokers already know, which makes it easier to build and submit commercial deals. We focus on flexible, practical solutions that reflect how clients earn and operate.
With a 48-hour SLA to conditional approval, we move quickly and keep communication clear, so brokers and their borrowers know where they stand. Plus, brokers have direct access to BDMs and credit teams to work through scenarios and help shape deals from the outset. It is a hands-on approach that makes it easier for brokers from day one.
This article does not constitute financial, tax, or legal advice. Any information contained in this article is of a general nature only and does not take into account individual objectives, financial situation, or needs. Independent advice from a licensed professional should be obtained prior to making any financial decisions. You should seek independent advice from a licensed professional before making any financial decisions. Fees, charges, T&Cs apply (available on request). MA Money Financial Services Pty Ltd ACN 639 174 315 Australian Credit Licence 522267.
