Broker Participation
Of brokers now arrange commercial mortgages as a primary growth lever.
Fintech Speed
Average processing time for algorithmic lenders like Prospa and Shift.
Major Bank Lag
Average time for majors like Westpac, prioritizing diligence over speed.
Diversification is Standard
Commercial lending is no longer a niche; it's a necessity. With residential volumes stabilizing, brokers are looking sideways for growth. Nearly two-thirds of the industry is either active in commercial or planning to enter immediately.
The Speed Gap
Broker Pulse data reveals a massive efficiency disparity. Fintechs utilize automated scraping to fund in hours. Banks, burdened by legacy systems, lag significantly behind.
The Triage Protocol
With such a divergence in speed and appetite, brokers must act as triage nurses.
Do not send an urgent working capital deal to a major bank.
"I need funds NOW"
Working Capital, Stock Purchase, ATO Debt
- 1.5 Day Turnaround
- Higher Rate (Justified)
- Low Doc / Bank Scraper
"I need a Solution"
Complex Mortgage, Development, Refinance
- Lower Rate / Higher LVR
- Relationship Banking
- Complex Deal Structuring
Relationship Capital
If speed was the only metric, banks would be obsolete. They aren't.
Major banks, specifically ANZ, maintain dominance in Commercial Mortgages (33% broker usage). Why? Because complex deals require human credit appetite, not just an algorithm.
"For high-value assets, the relationship and rate security of a major bank outweighs the 7-day wait."
Navigating the 2025 "Credit Squeeze"
Self-Employed Scrutiny
Lenders are tightening criteria for self-employed borrowers. Expect forensic analysis of "Add-Backs" and a renewed focus on the sustainability of business income in a softening economy.
DTI & Cash Flow
Debt-to-Income (DTI) ratios are back in the spotlight. Lenders are looking for consistent cash flow evidence, moving away from pure asset-lend scenarios towards serviceability-first models.
Don't Learn on a Live Deal
Mishandling a commercial deal can damage your primary residential relationship. If you are new to the sector, adopt a "Spot and Refer" partnership model or find a commercial mentor.