Brokers Hit Record 81% Market Share: Where the Next Edge Is

You have already won the loan. The opportunity now is everything after it.

Mortgage brokers just reached a record 81% share of Australia’s residential home lending, up from 55.3% eight years ago (MFAA, June 2026). Brokers now write 4 in every 5 home loans in this country. That is not a trend any more, it is the market?

So here is the honest question worth sitting with. If brokers have already won the loan, where does the next edge come from?

The loan is won. The relationship is the prize.

Lending has become more complex than ever. Clients are no longer choosing a broker simply for a sharper rate. They are choosing someone they trust to guide them through important financial decisions. That trust is the asset, and it does not end at settlement.

The problem is that for most brokers the relationship goes quiet once the loan funds. The client has questions for years afterwards, about super, tax, insurance, the next purchase, and the broker is not there for those moments. Someone else is.

And the rules just shifted under property investors

This is landing just as a wave of legislative change reshapes the outlook for anyone buying, selling or building a property portfolio. Inside self-managed super, new borrowing to acquire residential property has been banned, with the changes applying to new arrangements from 10 August 2026, while existing arrangements are grandfathered. Commercial property borrowing through SMSFs remains unchanged. At the same time, legislated tax reforms commencing from 1 July 2027 will limit negative gearing on residential property to new builds, while Division 296, a new tax applying to very large super balances, has taken effect from 1 July 2026. Your investor clients will be affected by these changes, yet many will be unsure what they mean for their own circumstances. That makes trusted financial advice more valuable than ever, and it makes the broker who can recognise when to introduce that conversation even more valuable to their clients.

This is where a referral partner changes the maths

With Ryker as your financial advice partner, you stay in the picture long after settlement. When your client has a question you are not licensed to answer, you have somewhere trusted to send them, and they come back to you warmer than before.

We do not compete for your client. We help them navigate the advice they need, keep you informed throughout the journey, and strengthen the relationship you’ve worked hard to build. Your loan ends. Your client relationship does not have to.

What this looks like in practice

A client refinances, mentions they have just sold an investment property, and asks what to do with the proceeds. You introduce Ryker. We help them, you stay their trusted first call, and the next time they or their friends need a broker, there is only one name.

The information in this article is general in nature and does not take into account your personal objectives, financial situation or needs. Before acting on any information, you should consider whether it is appropriate for your individual circumstances and seek professional advice. 

Ryker Capital Pty Ltd is a Corporate Authorised Representative of Synchron AFS Licence No. 243313. 

Sources

MFAA Quarterly Market Share Report, June 2026  ·  SMSF Adviser, SMSF residential property borrowing (LRBA) ban, law June 2026  ·  ATO, Reforming negative gearing and capital gains tax (law, commences 1 July 2027)  ·  ATO, Better Targeted Super Concessions (Division 296), law from 1 July 2026