Brokers are operating in a rapidly evolving environment, with policy reforms and changing market conditions influencing borrower demand across different segments of the market.
“With some investment avenues becoming less suitable to certain borrowers, many will look for other options to align with their circumstances,” Smith says.
“The opportunity in the market isn’t necessarily disappearing, but where demand comes from may shift. Brokers who recognise those changes early may be well placed to support more borrowers.”
Finding growth in different markets
With policy reforms affecting areas such as negative gearing, capital gains tax, and residential SMSF lending, Smith believes brokers can explore new avenues for growth.
“For example, while borrowers may have fewer opportunities to invest in residential property through their SMSFs, there’s still significant potential in commercial SMSF lending,” Smith says.
“For brokers who haven’t worked in this area before, it’s a chance to understand where demand may be emerging. This is where non-bank lenders can play an important role, helping brokers explore segments beyond their traditional focus.”
Smith says changing policies may prompt some investors to reassess their strategies and explore different lending options, creating new avenues for brokers to broaden their expertise.
“Direct commercial lending can be more straightforward than some brokers realise. There is expert support available in this area from Business Development Managers (BDMs) and credit teams at flexible lenders like Liberty, from application through to settlement,” Smith says.
“As borrower needs continue to evolve, diversification may help brokers support more borrowers.”
Meeting diverse borrower needs
As brokers broaden their offering, access to flexible lending options will be critical. Smith says non-banks can help support a wider range of borrower circumstances through innovative solutions.
“Liberty has been supporting borrowers across home, car, business, commercial, personal, and SMSF lending for nearly 30 years,” Smith says.
“Because we support multiple lending segments, brokers have more options as demand shifts.
“We combine a broad range of lending solutions with a free-thinking approach to credit assessment that considers the full borrower picture. This experience and flexibility can help brokers confidently navigate areas that are new to them.”
Supporting brokers through change
Smith says straightforward processes become increasingly important as brokers expand into new lending segments.
“The broker experience is incredibly important to us, which is why we continue to invest in initiatives designed to make it easier for brokers to do business with Liberty,” Smith says.
“We’ve introduced a range of initiatives to simplify broker processes, including enhancing our SLA reporting through our broker platform Liberty IQ to increase transparency.”
Smith says Liberty is also implementing automation to speed up the application journey, remove process steps, and make the broker experience predictable and consistent.
“Markets will continue to evolve, but opportunities don’t disappear, they shift. We’re committed to helping brokers navigate changing borrower needs with confidence,” Smith says.
