When markets shift, brokers do what they have always done best: adapt. Regulatory change, evolving client needs, and demographic shifts are reshaping Australia’s lending landscape, and the opportunity for brokers is not simply to keep pace, but to broaden the solutions they can confidently offer.
Every broker knows the feeling: a client walks in with a scenario that doesn’t quite fit the mainstream box. Maybe an SMSF trustee looking at commercial property or a retiree wanting to access home equity. These conversations are happening more often, and brokers who can guide clients through them are building stronger, more resilient businesses.
That’s where Brighten steps in. The non-bank lender’s product suite spans PAYG to SMSF lending, including specialist solutions designed to help brokers say ‘yes’ to more clients.
“We want brokers to feel comfortable picking up the phone and asking us anything,” Brighten CEO Jason Azzopardi says. “Whether it’s your first deal or your 50th, our team is here to help you get it across the line.”
SMSF commercial: A growing opportunity
With new residential property borrowing inside SMSFs effectively off the table after 10 August 2026, the conversation is shifting to what’s still available. ATO statistics show 11 per cent of SMSFs held a limited recourse borrowing arrangement in 2023–24, so many trustees may be looking for alternative property pathways. Commercial property is a natural next step for suitable SMSF clients who want greater control over their retirement investment strategy.
Australia has more than 670,000 SMSFs managing over $1.06 trillion in assets , and many trustees are savvy, property-aware, and keen to diversify. They need more than a product: they need a broker who asks the right questions, working with a lender that understands the market. For suitable clients, commercial property can play an important role in a diversified retirement strategy and open the door to more sophisticated lending conversations.
“We’ve designed Brighten Super Star®, our commercial SMSF lending product, to make it straightforward for brokers,” Azzopardi says. “And if a broker hasn’t written one before, our BDMs will happily walk them through it; no question is too basic.”
Reverse mortgages: Meeting the needs of an ageing Australia
At the other end of the client life cycle, Australia’s ageing population is a real opportunity for brokers willing to talk about home equity.
The Australian Institute of Health and Welfare reports 4.8 million Australians are aged 65 and over, one in six of us, and this group is projected to nearly double over coming decades . Around 79 per cent of over-65s own their home , and many want to stay put while using equity to boost retirement income, improve their property, or help family.
Deloitte’s Australian Reverse Mortgage Survey puts home equity held by Australians aged 60 and over at around $3 trillion, yet only a fraction has been accessed through equity release products. That gap is a real opportunity for brokers to add value.
“Reverse mortgages are still widely misunderstood,” Azzopardi says. “That’s exactly why we invest so heavily in broker education. When a broker understands how the product works, they can have a confident, informed conversation with their client and that’s where the real value is created.”
Helping brokers build specialist lending confidence
Education is central to Brighten’s broker support model because specialist lending requires confidence, capability, and a clear understanding of product suitability. Over the past year, the lender delivered 26 broker webinars, participated in more than 150 broker and industry events nationwide, and provided ongoing policy and product training.
That education is backed by a broker-first operating model. A dedicated relationship management team supports brokers across Australia with scenario guidance, pipeline updates, and hands-on help from first conversation through to settlement.
“We know brokers are time-poor,” Azzopardi says. “So, whether it’s a quick call with your BDM, a webinar you can watch in your own time, or a hands-on workshop with our credit team, we want you to feel supported.”
No broker needs to become a specialist overnight. But as client needs evolve, specialist lending is becoming less a niche and more a strategic capability. With the right education, support, and lending partner, brokers can broaden their expertise, support more clients, and build more resilient businesses.
1 Australian Taxation Office (ATO) (2026) Highlights: SMSF quarterly statistical report March 2026. Published 16 June 2026. Available at: https://www.ato.gov.au/individuals-and-families/super-for-individuals-and-families/self-managed-super-funds-smsf/smsf-newsroom/highlights-smsf-quarterly-statistical-report-march-2026 (Accessed: 21 July 2026).
2 Australian Institute of Health and Welfare (AIHW) (2026) Australia’s health 2026: Key findings. Published 9 July 2026. Available at: https://www.aihw.gov.au/reports/australias-health/australias-health-2026/contents/key-findings (Accessed: 21 July 2026).
3 Pawson, H. (2022) More rented, more mortgaged, less owned: what the census tells us about housing. The Conversation, 5 July. Available at: https://theconversation.com/more-rented-more-mortgaged-less-owned-what-the-census-tells-us-about-housing-185893 (Accessed: 21 July 2026).
