Bluestone Home Loans continues to make its mark on the industry.
After lodging more than $1.2 billion in new loan applications in a single month earlier this year and expanding its specialty lending sector with commercial property investments, residential construction loans and expat loans late last year, the non-bank lender took its "Adapt. Diversify. Win" roadshow across the country.
Bluestone touched down in Sydney on Wednesday as part of its seven-city national tour, with upcoming stops in the Gold Coast, Brisbane, Sunshine Coast, Adelaide, Perth and Melbourne, where the series wraps up on 12 August.
The national tour brought together industry experts, thought leaders, brokers and BDMs to discuss the challenges shaping the market, while sharing strategies and industry insights to navigate an evolving landscape marked by higher interest rates, inflationary pressures, tax changes, falling property prices and continued global uncertainty.
"Our industry never stands still," said Bluestone Chief Commercial Officer Tony MacRae. "The brokers who succeed are the ones who adapt alongside their customers. Understanding what's happening in the market, spotting emerging opportunities and being prepared to diversify are all critical to long-term success."
"Every broker is looking for ways to grow," he added. "Our goal is to help them do exactly that. By adapting, diversifying and backing themselves, brokers can build stronger businesses and create better outcomes for more customers."
Australian Broker caught up with MacRae to hear more of his thoughts on the market.
TM: What we're seeing is the continued growth in the self-employed segment. Small business owners and entrepreneurs remain incredibly active. But many don't fit neatly into traditional lending policies, which creates opportunities for brokers who understand alternative solutions. Borrowers are also focused on flexibility. Higher living costs have prompted borrowers to explore refinancing, debt consolidation and ways to improve their cash flow.
For brokers, diversification has never been more important. The brokers who are thriving today are the ones who can support a wider range of customer circumstances, whether that's self-employed borrowers, those with complex income streams, investors or customers recovering from a past credit event.
TM: The mortgage industry has always been built on relationships, and that's even more important in a complex lending environment. Customers place a huge amount of trust in their broker when making one of the biggest financial decisions of their lives. That trust is earned over time through good advice, communication and understanding a customer's unique circumstances. The same principle applies to lender relationships. When brokers have strong relationships with lenders, they gain confidence in which solutions are available, who they can call for support and how to navigate complex scenarios.
TM: Affordability will be a continued focus for borrowers as they navigate market, tax, negative gearing and other changes. For brokers, the challenge is helping customers navigate an increasingly complex landscape. Borrowers often need more guidance, more education and access to a broader range of lending solutions than they may have needed in previous years. The opportunity for brokers is that complexity often reinforces the value they bring. Customers are increasingly seeking trusted advice and support as they work through their options.
TM: We've seen continued momentum, despite the current environment. It's of course something we'll monitor closely though. This is likely more to our focus on solution over rate. More borrowers find themselves outside of the prime lending.
TM: We're never sitting still. We're investing in ways to make it easier and faster for brokers to do business with us and will be able to share more details on that in the coming months. We're also focused on strengthening our broker partnerships through education, support and initiatives like this roadshow, which helps brokers stay informed about changing market conditions and emerging opportunities.
