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This article was produced in partnership with Bluestone.
Australia’s property market may be steadying, but the real growth story lies in who’s buying—and how. Non-traditional borrowers are reshaping demand, creating a channel of lending that’s bigger, faster-growing, and more accessible than many brokers realise.
Self-managed super funds (SMSFs) lending is now 18 years old. In other words, it is not a niche experiment but has developed into a mature channel that keeps attracting informed investors.
As Richard Chesworth, Bluestone’s in-house SMSF expert, puts it, “There is a lot of activity because SMSF lending is now an established market. People are buying, selling and refinancing, and brokers have a key role to play.” He notes the market’s evolution since inception, with a growing cycle of acquisitions, refinances and exits as early trustees reposition their portfolios.
The product’s popularity is partly because Australia’s property market is back in growth mode. After a rollercoaster few years, 2025 has delivered both stability and momentum. Capital city house prices are tipped to rise another 6% in FY26, with units close behind at 5%. Sydney and Melbourne remain powerhouses, while Brisbane and Perth are stealing the spotlight thanks to affordability and strong rental yields.
According to the ABS, investor loans now make up around a third of all new lending in 2025. With borrowing capacity improving and rents tight in most capitals, the value case for well-located apartments has strengthened, and the gap between house and unit growth is narrowing. Forecasts for FY26 have units reaching new highs in cities like Sydney and Brisbane, a sign that budget conscious buyers are trading land for location.
As the market continues to grow and the number of non-standard income applicants continues to increase, brokers should look to understand the evolving fringes of the market. Clients with unique use cases, like first home buyer investors, those looking to ‘rentvest’ and of course, self-employed investors all fall outside the mould of PAYG, but these groups are becoming increasingly important, offering brokers new opportunities to help a broader range of customers.
The ATO estimates the SMSF sector at about $1.01 trillion in assets, across more than 646,000 funds, with upwards of $70 billion of property assets securing $27bn in LRBAs.. That base gives brokers real volume potential if trustees decide that property suits their long-term strategy.
SMSF lending isn’t as daunting as many might think. In fact, most brokers we speak to say that after placing a few loans they start to find SMSF as second-nature as other traditional products. Partnering with a lender that knows the rules and understands what to lookout for can help you breeze through that first SMSF application.
Three things to keep in mind:
It really all comes down to leveraging your networks. With SMSF property lending now valued at over $70 billion, brokers are missing out on a piece of an ever-growing pie if they turn down these opportunities. And it’s these sophisticated borrowers that often have more established portfolios where brokers can work with accountants and financial advisers to provide an end-to-end service to their clients. And we all know that happy clients mean more referrals and repeat business.
Specialist solutions like alt doc loans and SMSF lending are helping more Australians achieve their property goals. Tony MacRae, Bluestone’s Chief Commercial Officer, sums it up:
“Specialist lending is where brokers can really add value. It’s about solving problems and opening doors for clients who don’t fit the traditional mould.”
Bluestone Home Loans is backing brokers with fast turnaround times, unique market insights, and hands-on support. “When you have a customer purchasing a property, the last thing you want is delays because it’s through super,” Chesworth says.
“Timely delivery is a promise we live by.”
The information provided in this article is general in nature and is not intended to be financial advice. It has been provided without taking into account any person’s objective, financial situation or needs. Every application is assessed individually. Before acting on this information, we recommend you seek your own, independent legal, financial and taxation advice which can take into consideration your specific circumstances.
