A new FBAA–CoreData study points to a pivotal year ahead for mortgage brokers, with strong client trust, rising crypto engagement, and complex Labor housing schemes reshaping conversations at the coalface.
The 2025–26 Investor Satisfaction and Intention Research, based on an online survey of 1,007 investors and homeowners, finds “Finance and mortgage broker use remains comparable”, with 53% of recent users dealing with a mortgage broker and 45% with a finance broker.
Engagement is strongest among Australians in their 30s and 40s entering or trading up in the property market, while usage has softened among investors with $2 million–$6 million portfolios, suggesting broker relationships are spreading further into the mass‑affluent and emerging investor segments.
For mortgage brokers, the trust story remains a major competitive advantage over direct lenders. The report confirms that “Trust in brokers is high and loyalty remains stable”, with roughly three in four recent clients saying they are likely to use the same broker again.
Satisfaction scores are particularly strong for communication, availability, and perceived alignment with the client’s best interest. Yet where problems do occur, communication issues and lack of felt support still dominate complaints – a reminder that service consistency is critical in a referral‑driven market.
Recommendations from friends, family, and other professionals now account for about six in 10 leads, reinforcing the commercial value of every satisfied client.
Product conversations are rapidly broadening beyond traditional mortgages. The study finds “Crypto and SMSF loans increasingly driving engagement”, with 41% of investors who engaged brokers for investment products discussing cryptocurrency and four in 10 now holding it in their portfolio.
At the same time, demand for SMSF loans is climbing and government initiatives are becoming central to home‑buying strategies. CoreData urges the industry to “help brokers guide clients through Labor’s new housing schemes”, positioning brokers as educators who can unpack policy settings alongside lender options.
Macro risk perceptions are also shifting. While financial crisis remains the top concern, the report notes “Geopolitics and tech risks rise in investor concern”, with four in five investors saying global events have influenced their investment decisions over the past year.
For mortgage brokers, that mix of anxiety and optimism creates an opening: clients are still confident about property over the next five years, but they increasingly want expert guidance to navigate volatile markets, complex schemes and a growing menu of investment‑linked borrowing.
Get the hottest and freshest mortgage news delivered right into your inbox. Subscribe now to our FREE daily newsletter.
