Business lending expands broker horizons
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AUSTRALIA'S SME lending market is changing, and brokers are playing an increasingly important role in helping businesses navigate it.
Research from the Reserve Bank of Australia (RBA) points to greater broker activity in SME lending in recent years, with lenders reporting that the share of loans originated and refinanced by brokers has risen. At the same time, specialist and non-bank lenders have continued to gain ground, particularly in smaller SME loans.
For brokers, these trends present an opportunity. As the range of funding options available to SMEs expands, so does the scope for brokers to broaden their offering beyond traditional residential lending and help business-owning clients meet increasingly diverse funding needs.
Bizcap is a global non-bank business lender, offering fast, flexible funding to SMEs in Australia, the US, the UK, New Zealand, Singapore, Europe and Canada. Founded in 2019, Bizcap empowers businesses by offering approvals in as little as three hours, with same-day funding available. Bizcap has funded more than 100,000 SMEs, totalling $5 billion globally, and holds a 4.8/5 Trustpilot rating.
For more information, visit bizcap.com.au.
Isaac Garson, Bizcap
Isaac Garson, lead business development manager at Bizcap, says this evolution is becoming increasingly apparent in his day-to-day conversations with brokers. “More brokers are recognising that business lending can be a natural extension of the service they already provide,” Garson says.
“They may have spent years helping a client with their home loan or investment properties, only to discover that the same client also owns a business and has completely different funding needs on that side,” he adds. “That existing relationship puts the broker in a strong position. They already understand the client, and commercial finance gives them another way to support them.”
The RBA has identified increased broker activity as one factor contributing to stronger competition in SME lending, alongside the growth of specialist non-bank lenders. Its research suggests brokers can play an important role in matching businesses with lenders able to provide finance on suitable terms.
More choice creates a bigger role for brokers
The opportunity is being driven partly by the changing SME finance landscape.
The RBA found that the non-bank share of SME lending has increased strongly since the beginning of 2022, particularly for smaller loans. It has also observed improvements in access to SME finance through faster approval times, streamlined applications and a broader range of funding products.
Australian Bureau of Statistics (ABS) data further highlights the breadth of business demand for finance. In 2024–25, 18% of Australian businesses sought debt or equity finance, up from 5% in 2021–22. Among businesses seeking finance, 42% turned to finance companies, while 42% said maintaining short-term cash flow or liquidity was a reason for seeking funding.
For Nathan Evans, senior business development manager at Bizcap, these shifts in how businesses seek and access finance make the broker’s understanding of different lenders and products increasingly valuable.
“There isn’t one type of SME borrower and there isn’t one funding solution that is right for every business,” Evans says. “One client might need capital quickly to purchase stock, another might need some breathing room around cash flow, while another could be looking for funding to support expansion.”
“That’s where brokers can really demonstrate their value. Understanding the scenario and knowing which lender to speak to can save a business owner a lot of time,” he adds.
Speed can be particularly important. The RBA notes that fast decision times matter for SMEs needing to act on growth opportunities and says lenders have invested in digitisation, automation and simpler application processes to improve turnaround times.
For specialist lenders, such as Bizcap, where eligible businesses can receive approvals in as little as three hours, that responsiveness can give brokers another option when traditional funding processes do not suit the client’s timeframe.
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“More brokers are recognising that business lending can be a natural extension of the service they already provide”
As SME lending evolves, brokers have an opportunity to broaden their offering, with specialist lenders and strong BDM relationships helping them navigate a growing range of funding needs
Published 19 Oct 2026
Building confidence in commercial finance
For brokers accustomed to residential lending, however, entering SME finance can initially seem complex. Garson says this is where the relationship between a broker and their BDM becomes particularly important.
“A broker doesn’t need to become an expert in every commercial lending product before they start having these conversations,” he says. “A good BDM should be someone they can call, explain the client's situation to and work through the options with. Sometimes, the most important thing is simply recognising that there is a funding need and knowing who to ask.”
Evans agrees, adding that brokers can start by becoming more curious about the businesses behind their existing clients.
“It can be as simple as asking a business-owning client what is happening in their business over the next six or 12 months. Are they hiring? Buying equipment? Taking on a new contract? Do they experience seasonal cash flow pressures? Those conversations can uncover needs that might otherwise never be discussed,” he says.
Importantly, the growth of specialist lending does not mean brokers need to choose between banks and non-banks. Instead, a broader lending market gives them more tools with which to solve different client scenarios.
Traditional banks will continue to play an important role in SME finance. But as specialist lenders expand the options available and businesses become increasingly open to alternative forms of funding, understanding the broader market can become a valuable capability for brokers.
The opportunity ultimately comes back to the strength of the client relationship.
“Brokers are already trusted to help clients make important financial decisions,” Garson says. “If they can extend that relationship into the business as well, they have an opportunity to become an even more valuable financial partner to that client.”
Brokers looking to broaden their commercial lending offering can partner up with Bizcap.
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“There isn’t one type of SME borrower and there isn’t one funding solution that is right for every business … That’s where brokers can really demonstrate their value”
Nathan Evans, Bizcap
