24/06/2025
The lending landscape in Australia is undergoing a notable shift, with an increasing number of brokers seeking to meet the evolving and diverse needs of clients through non-traditional lending solutions.
This trend was front and centre at Bluestone Home Loans’ recent National Broker Roadshow, a multi-city event designed to spotlight the growing relevance of alternative lending structures and encourage brokers to broaden their offerings. The roadshow drew hundreds of brokers from around the country who came together to deepen their knowledge and connect with peers navigating the same changes in the industry.
Driving this initiative is the rising interest in areas such as alt doc loans, near prime lending, and SMSF loan products, segments that traditionally don’t receive as much attention as mainstream options. Yet, these products offer brokers significant potential to diversify their portfolios and create new opportunities for clients.
Bluestone Home Loans’ chief commercial officer, Tony MacRae, noted that brokers are becoming increasingly curious about these options and are starting to see the advantages of thinking beyond traditional lending frameworks. He highlighted a particularly strong opportunity in SMSF refinancing, where many borrowers are still paying above-market rates. Brokers who initiate these conversations can provide meaningful value while also enhancing their own credibility and client pipeline.
The role of brokers is clearly evolving. No longer confined to simply arranging loans, brokers are increasingly positioning themselves as trusted advisers and strategic partners. This transition was a key talking point throughout the roadshow, as brokers discussed how working collaboratively with tax professionals, accountants, and financial planners can significantly enhance their client offering.
One broker, for example, shared a story about working alongside a tax adviser to reduce a client’s ATO debt by tens of thousands, a result that not only delivered financial relief but also secured a loyal, long-term client.
Chuchu Hamanyanga, event manager at Bluestone, observed a strong appetite for learning across the broker community. Many attendees who had never previously engaged with SMSF lending were actively participating in discussions, asking insightful questions, and leveraging the opportunity to speak directly with lending specialists.
However, the event also shed light on some of the key challenges facing brokers, particularly around missed opportunities. A number of brokers are still passing on deals that could be successful with the right knowledge and tools, highlighting a need for broader education and awareness around non-traditional lending pathways.
Despite these challenges, the enthusiasm and willingness to adapt were clear. As brokers continue to navigate this changing environment, further development, especially in the areas of AI and technology, is critical.
The message is clear: brokers who embrace diversification, deepen their knowledge, and align themselves with strategic partners are best placed to thrive in today’s dynamic lending environment.
At FINSTREET, we’re committed to empowering brokers as they step into the non-traditional lending space. Through education, tools, and tailored support, we’re helping brokers confidently diversify their offering and uncover more opportunities for their clients. Whether it’s SMSF lending, Low Doc solutions or Near Prime options, our focus is on ensuring brokers stay informed, competitive and connected.
