Why brokers turn toWave Money for complex deals

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AS THE Australian lending landscape evolves, the role of brokers and non-bank lenders is becoming more important than ever. For John Flavell, managing director and founder of Wave Money, the opportunity was clear long before the business launched. “There’s always been a cohort of borrowers whose needs aren’t well served by traditional lenders,” he explains. “Self-employed borrowers, people with multiple income streams or those borrowing in more complex structures – their financial lives don’t always fit neatly into a credit box.” At the same time, brokers, who sit at the centre of client relationships, were increasingly frustrated. “Brokers were telling us they needed a lender partner who could engage early, understand nuance and work with them to structure deals, rather than just process applications,” Flavell says. Wave Money was built to address both challenges: delivering solutions for borrowers while becoming a true business partner for brokers.

Wave Money is an Australian independently owned non-bank lender focused on helping brokers deliver solutions for borrowers whose needs may not be met by traditional lenders. Founded by a team of seasoned mortgage and finance experts, Wave Money leverages deep industry knowledge and experience to deliver exceptional service and positive outcomes for its broker partners and their clients. The business combines direct access to experienced sales and credit teams with a common-sense approach to lending across nuanced borrower scenarios. By combining technology with human discernment, Wave Money aims to be a trusted partner for brokers navigating increasingly complex borrower lending needs.

John Flavell, Wave Money

A model built around broker relationships At its core, Wave Money is a broker-first lender, but what that means in practice is where the difference lies. According to Adam Robson, senior broker relationship manager, the feedback from brokers is consistent. “What we hear from brokers is that they want service but not just in name,” Robson says. “They want to be able to pick up the phone, talk through a deal and get a clear answer quickly.” At Wave Money, that starts with experienced people. “We’ve built a team that understands how to look at deals commercially,” Robson explains. “From the BDM through to the credit team, brokers are dealing with people who’ve been in the industry for a long time and know how to structure complex scenarios.”

“Technology plays an important role in efficiency, but when it comes to decision-making around a complex and layered deal, there’s no substitute for a conversation with an experienced lending manager”

“We specialise in nuance, and that comes down to understanding the full context of a deal. In areas like trust lending, we take the time to understand and assess the bigger picture, and that gives us the confidence to lean in”

Wave Money is building its reputation on direct access to credit decision-makers, deep broker relationships and a common-sense approach to complex scenarios where mainstream lenders often struggle to meet borrower needs

Published 08 Apr 2026

Just as important is accessibility. “Our credit team picks up the phone,” he says. “They don’t sit behind email. Brokers can workshop deals early, get clarity and move forward with confidence.” Flavell says that approach is deliberate. “Technology plays an important role in efficiency, but when it comes to decision-making around a complex and layered deal, there’s no substitute for a conversation with an experienced lending manager,” he says. Where common-sense credit makes a difference That philosophy is most evident in the solutions Wave Money is delivering for its broker partners and their clients. One recent deal highlights the approach. A broker presented a self-employed alt-doc scenario involving multiple borrowers, guarantors and tight servicing constraints, with a rapid settlement required. From application to funding, the deal was completed in just 11 days. “It was a complex deal with a lot of moving parts,” Robson says. “But because the broker, BDM and credit team were all speaking directly, we could work through the scenario in real time.” Rather than relying on rigid policy settings, the team took a commercial view. “We looked at how the client was actually managing their finances,” he explains. “They had credit cards, but they paid them off every month, so we were able to remove those balances from the servicing calculation.” The result was a structured solution that worked for both borrower and broker. “That’s what brokers are looking for,” Robson says. “Not just a yes or no, but a lender who will engage and help get the deal done where it makes sense.”

As borrower profiles become more layered, this approach is increasingly relevant. Brokers are seeing more clients with:

At the same time, some traditional lenders have stepped back from these scenarios. “We’ve seen areas like trust lending become more restricted,” Robson says. “That’s where brokers are looking for alternatives.” Wave Money has leaned into this space. “We’re comfortable working with more nuanced scenarios,” Flavell says. “That might be investors using trust structures, or borrowers where servicing is tight but there’s a clear story behind the application.” The key is context. “We specialise in nuance, and that comes down to understanding the full context of a deal. In areas like trust lending, we take the time to understand and assess the bigger picture, and that gives us the confidence to lean in.” Policy as a guideline, not a barrier Central to Wave Money’s approach is how it views credit policy. “Our policy is a guideline, not a script,” Flavell says. “It’s there to support decision-making, not replace it.” That mindset is reinforced through hiring and culture. “We look for people who want to find a way to get a deal done, not people trained to look for reasons to decline,” he says. It’s a subtle but important distinction. “In many environments, assessors are conditioned to work through a checklist,” Flavell says. “What we’re asking our team to do is think commercially and apply discernment.” Technology still plays a role, but in support of that process. “We use technology to make things efficient – valuations, documentation and workflows,” he says. “But the value comes from freeing people up to focus on the conversations that matter.”

Supporting brokers in more nuanced scenarios

A partnership approach to growth Looking ahead, both Flavell and Robson are confident about the future of the broker channel. “The broker proposition is very well understood by consumers,” Flavell says. “People value having one trusted relationship that can guide them through increasingly complex financial decisions over time.” That complexity is now common and is becoming a defining feature of the market. For brokers, that shift reinforces the need for lending partners who can engage beyond a checklist approach. “We’re not trying to be everything to everyone,” Flavell says. “We’re focused on building deeper relationships with brokers where we can genuinely add value in more nuanced scenarios.” Ultimately, that is where Wave Money sees its role in the market. “If we can support brokers in navigating complexity and delivering outcomes for their clients,” Flavell says, “then we’re doing what we set out to do.”

Find out more

PODCAST EXCLUSIVE: Inside Wave Money: A Partner for Complex Lending

In this episode, we explore how brokers are navigating increasingly nuanced lending scenarios and why more are partnering with Wave Money to get deals done.

multiple income streams company and trust structures growing investment portfolios critical life events such as separation/divorce

John Flavell, Wave Money

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