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National Australia Bank: Multi-speed economy elevates broker’s advisory role
Chris Thomas, executive commercial broker and equipment finance sales at NAB, said that changing economic conditions and rising expectations are upping the importance of well-prepared, relationship-led commercial broking.
“As we prepare for 2026, I am optimistic that the commercial lending market will remain dynamic, fluid, and shaped by a multi-speed economy,” he said.
“We’ll see some businesses thrive while others may find conditions more challenging, which will further elevate the role of commercial brokers as customers look for guidance, context and clarity.”
Thomas said he predicts customer expectations to continue to rise, particularly around speed, transparency, and tailored solutions.
He added: “Brokers who understand their customers’ operating pressures, present well-prepared deals, and communicate openly will stand out in an increasingly competitive market.
“We’ll also see more experienced professionals moving into commercial broking, lifting the overall quality of submissions and driving demand for more personalised, relationship-led service models. Structuring finance around long-term business goals, whether that’s growth, resilience or succession planning, will be critical.
“At NAB, we value brokers as key partners and are committed to bringing the best of NAB to them, including our broad credit appetite, extensive distribution network and strong local banker connections across Australia.”
Liberty Lending: Resilient SMEs drive demand for fast, flexible commercial finance
Liberty Lending’s chief distribution officer, David Smith, said he expected continued growth in commercial lending, driven by resilient small- to medium-sized enterprises (SMEs) and rising demand for fast, flexible funding.
He said: “We expect strong growth in commercial lending as SME demand remains resilient. Businesses are navigating rising costs and uncertainty, making fast and flexible finance critical.
“This is where brokers can really shine by asking the right questions and uncovering needs that might already exist in their client base.
“More brokers are expected to step into commercial lending, and that trend will accelerate. It’s a great way to deepen relationships and grow your business. Many self-employed clients will seek funding to manage cash flow or invest in growth, and they’ll need solutions that go beyond the traditional approach.”
Smith also noted that the rate cycle will shape business confidence.
“If conditions soften, we anticipate more SMEs investing in expansion. Technology will keep reshaping the space, making applications faster and more predictable. In 2026, expect strong demand for solutions that combine speed, certainty and flexibility, helping brokers support businesses to seize opportunities,” Smith said.
Bluestone Home Loans: Broker diversification fuels growth
Chief commercial officer of Bluestone, Tony MacRae, has predicted growing opportunities for brokers in the commercial lending space, as market share increases.
“Broker market share continues to climb as more brokers diversify into commercial and non-standard lending solutions. This shift is opening doors to new client segments and strengthening broker value in an increasingly competitive landscape. We’ve adjusted our product mix to help brokers win these clients, from expats to commercial investors and those looking to build a property,” MacRae said.
Looking ahead, MacRae saw the broader economic outlook for 2026 as positive, with continued growth expected across key sectors.
“For brokers, this means a strong environment to expand offerings, deepen client relationships, and position themselves as trusted advisers in both traditional and alternative lending spaces,” he added.
Pepper Money: Non-bank lending accelerates as borrower complexity increases
Barry Saoud, CEO of residential and commercial lending at Pepper Money, has predicted that the 2026 market will continue to be shaped by broker-led distribution and a growing shift towards non-bank lenders.
“With brokers now settling more than 76 per cent of new home loans, their role as trusted advisers matters more than ever – especially as borrower profiles become more complex. Rising interest rates, driven by persistent inflation, will challenge affordability and push more Australians to look for flexible lending solutions. As traditional banks tighten their credit criteria, non-bank lenders are stepping in as preferred partners, offering faster approvals, flexible options and common-sense credit policies,” Saoud said.
With a growing number of borrowers falling outside traditional banks’ appetite, Saoud identified three key trends that will fuel non-bank growth in 2026:
1. Investor activity is expected to rise for non-banks, particularly given that borrowers are using company or trust structures – Scenarios that non-banks are ready to support.
2. Construction lending is gaining momentum. Despite a dip in approvals late in 2025, project proposal values are up 60 per cent, signalling a strong pipeline. Saoud added: “Non-banks are responding with alternative documentation for self-employed clients, high loan-to-value options and near-prime solutions for those with past credit issues.”
3. Financially stressed households need relief. With holiday debt hitting $2.7 billion and default risk up 12 per cent since 2022, more Australians are turning to debt consolidation and extended loan terms. Non-banks are meeting these needs with options that allow unlimited consolidation, tax debt inclusion, and cash-out flexibility.
He added: “As banks recalibrate under pressure – whether from debt-to-income limits or a shifting rate environment – non-bank lenders will deliver helpful loan options to everyday Australians and small businesses. We’re not just filling gaps. We’re redefining the lending landscape.”
Assetline: Private credit moves into the commercial mainstream
Royden D’Vaz, Assetline’s general manager of distribution and partnerships, said he expects private credit to be the powerhouse of growth in 2026.
He said: “The commercial lending landscape will pivot toward private credit and bridging solutions as businesses and developers chase liquidity in a tighter bank environment. Speed and certainty will be non-negotiable, and non-bank lenders will dominate by offering bespoke structures for SMEs and property investors.
“Expect strong demand for short-term private lending and residual stock finance, driven by self-employed borrowers who are the engine room of the economy, seeking capital for growth. Private credit is no longer a last resort; it’s a strategic solution for any worthwhile business purpose. Brokers who master these products will lead the charge in an evolving market where agility and innovation win.”
[Related: What are brokers predicting for 2026?]