iscover 
The Mortgage & Finance Association of Australia (MFAA) has released a new guide to help brokers capitalise on the growing demand for services beyond the traditional mortgage as part of its 2025 Business Growth Roundtable Series.
Expanding Your Client Services explores how brokers can capitalise services such as self-managed super fund (SMSF) lending, commercial and asset finance, property strategy, and more.
Strategies are designed to help brokers explore new opportunities to diversify their income, strengthen client relationships, and build more resilient businesses.
The MFAA’s guide unpacks expanding businesses through complementary client services, noting the most successful firms didn’t try to offer everything at once.
Leading broking businesses have approached diversification with care, according to the MFAA’s guide, and there are a multitude of different ways to expand.
One broker noted: “We know home loans, but commercial or equipment finance was a whole different world. It’s daunting if you haven’t done it before.”
Clear communication fostered trust in diversification, according to the MFAA.
The most successful brokers outlined their role upfront, integrated other professionals seamlessly, and remained central to the client relationship.
Another broker added: “Clients don’t know we can do more than mortgages. We have to educate them without sounding pushy or confusing them.”
In addition to Expanding your client services, the MFAA has also released guides to Technology, efficiency and cyber resilience and Business growth through strategic partnerships.
These form part of a five-part series, with two more guides – People, culture & succession planning and professionalism, standards & trust – scheduled for release in January 2026.
Melanie Kafka, MFAA executive for member experience and partnerships, said the guide aims to provide valuable insights for brokers, no matter their business model or career stage.
“Right across the country, members openly shared their knowledge to support others. They are at the coalface of changing markets and shifting client expectations,” she said.
“MFAA members talked about what is working well and the lessons they learned along the way. Their willingness to give back means these guides speak to the real world of broking and will help others strengthen their relationships, diversify or expand their services and use technology more effectively.”
Diversification push
More mortgage brokers are writing commercial loans than ever before, according to the latest data from industry body, the Mortgage & Finance Association of Australia (MFAA), continuing the diversification trend observed in recent datasets.
As reported by Broker Daily sister brand The Adviser earlier this year, MFAA’s Industry Intelligence Service Report (IIS) data showed a record number of brokers are now also writing commercial loans as part of their offering.
At the time, MFAA CEO Anja Pannek said borrowers are recognising that brokers have the skills to find the right financial solutions and that this mindset was extending to commercial.
“We welcome the fact that more mortgage brokers are diversifying their services by writing commercial loans, as this can only contribute to their business growth,” Pannek said.
“It also enhances competition and choice, providing SME clients with a greater range of options.”
[Related: MFAA guide puts technology and cyber resilience in focus]