It wasn't until a new interstate highway reduced traffic to Colonel Sanders’ modest fried chicken shop and left him nearly broke that he decided to pack up his pressure cooker, his unique blend of 11 herbs and spices, and start selling his recipe to restaurant owners around the country.

Many mortgage brokers today find themselves at a similar crossroads. With the housing market facing headwinds, more are looking beyond residential properties to secure their financial future with lending to small to medium-sized enterprises – a $20 billion industry that’s beckoning brokers to expand their horizons.

Like Colonel Sanders, mortgage brokers are sitting on a gold mine without realising it. According to industry estimates, 40% of of mortgage holders who use brokers are also small business owners. These clients, already in the broker’s database, represent a latent asset waiting to be activated.

“These customers are already in your database and are most likely looking for access to capital,” says Rebecca Del Rio, chief revenue officer at leading non-bank SME lender Bizcap. “You’re already the trusted source for mortgages, so by partnering with the right lenders, you can be their trusted source for business loans as well.”

Del Rio points out that by adding commercial lending to their product offering, mortgage brokers can earn additional income without cannibalising their existing business. She explains that

It’s a side hustle in your own business

A natural evolution from mortgage to finance broker

The shift from mortgage broker to finance broker is more than just a rebranding exercise. It’s a strategic move that allows brokers to service a wider range of their clients’ financial needs.

Mo Saleh, a residential and asset finance broker who recently made the transition, shares his experience. “Before partnering with Bizcap, business loans and lines of credit were not a primary focus for my customers,” he says. “However, Bizcap’s innovative and flexible lending solutions have transformed my approach.”

Saleh’s journey into SME lending began when a client needed a loan for a second-hand vehicle that was too old for traditional asset finance lenders. By focusing on the client’s monthly revenue instead of the available security, Bizcap was able to offer a solution that other lenders couldn’t match.

Time is often of the essence with business opportunities. Bizcap has positioned itself as a leader in this space, offering loan approvals in as little as three hours, with same-day funding.

“If you look at other lenders in the field, Bizcap is the fastest,” Saleh says. “Their unique offerings and rapid cash flow support have empowered me to better serve my diverse customer base, providing tailored financial solutions that truly meet their business needs.”

This speed is not just about convenience; it’s a crucial factor in helping businesses keep up with a changing and competitive marketplace. From purchasing discounted stock to refurbishing premises, securing new land for development or expanding operations, whatever their needs, quick access to funds can make all the difference.

As Bizcap's Chief Revenue Officer, Rebecca Del Rio highlights

We aim to make it easy for our referral partners: we equip you with the content to craft engaging email communications that you can send out to your database with a custom Bizcap referral link

Navigating the transition into SME lending

For mortgage brokers considering the leap into SME lending, Bizcap recommends a three-step approach: understand, educate and leverage. ‍

1. Understand your clients

The first step is to analyse your existing client database. How many are self-employed? These small business owners are likely already taking out loans for their businesses, either directly from lenders or through another broker.

2. Educate yourself and your clients

Next, brokers need to educate themselves on SME loans and where to find them. Obtaining funds from non-bank lenders like Bizcap is far less complicated than securing a mortgage; all that’s required for a conditional approval is the client’s name, contact details and bank statements.

Equally important is educating clients about this new offering. Senior business development manager Nathan Evans suggests opening conversations with questions like, “How is your cash flow going?” or “What business opportunities did you say no to in the last six months because you didn’t have the necessary funds?”

3. Leverage lender support

Finally, brokers should take advantage of the expertise and support offered by non-bank lenders. Bizcap, for instance, provides a range of resources, from marketing templates to educational webinars, events and one-on-one information sessions.

Moreover, when a broker joins Bizcap’s network, they’re assigned a dedicated business development manager and broker support specialist who can assist with enquiries, workshop scenarios and ensure efficient funding.

For brokers who lack time, or expertise in SME deals, Bizcap offers a ‘Tick ‘n’ Flick’ referral model. “We aim to make it easy for our referral partners: we equip you with the content to craft engaging email communications that you can send out to your database with a custom Bizcap referral link. The customers then flow into our system with your referral details noted, our in-house team acts on your behalf, and you get paid the commissions,” Del Rio explains.

A unique approach to approving deals  

Bizcap has emerged as a game changer in the SME lending space, having funded $1 billion in loans while maintaining a stellar 4.9/5 Trustpilot rating. Unlike traditional lenders that often look for reasons to decline a deal, Bizcap actively seeks ways to support viable businesses in achieving their goals.

Tony Truong, Bizcap’s chief credit officer, explains the unique approach: “When assessing a small business’s loan application, we focus on their current cash flow and, though we do take their history into account, we don’t let past blemishes like defaults or low credit scores automatically disqualify them. Instead, we assess real-time potential and believe in giving businesses a chance to rebuild.”

This holistic approach to credit assessment allows Bizcap to approve 76% of eligible loan applications, often supporting businesses that other lenders might reject.

One Melbourne plumbing business owner, for example, was turned down by both his bank and another non-bank lender due to his industry and an existing tax debt. Bizcap, however, saw potential in his long-standing business with good cash flow and account conduct.

The business owner credits the loan from Bizcap with saving his operation, citing the speed, the personable approach and the willingness to listen to his story rather than just look at the financials.

A win-win situation

The benefits of this diversification extend beyond the brokers themselves. Small businesses in Australia are increasingly looking for alternatives to traditional bank financing. A recent study by CPA Australia Asia-Pacific found that around 58% of Australian small businesses did not use banks as their main source of finance in 2023.

In fact, around 75% of small businesses in Australia report difficulty in accessing external finance. This underscores the importance of open-minded lending practices like those espoused by Bizcap.

As mortgage brokers evolve into finance brokers, they’re not just safeguarding their own businesses against market fluctuations; they’re also providing a valuable service to SMEs struggling to secure funding through traditional channels.

According to Bizcap's Chief Credit Officer, Tony Truong

We don’t let past blemishes like defaults or low credit scores automatically disqualify [loan applications]. Instead, we assess real-time potential and believe in giving businesses a chance to rebuild

As markets ebb and flow, the ability to offer a comprehensive suite of services is becoming increasingly important. By embracing SME lending, mortgage brokers can move beyond simple survival – they can blossom, one small business at a time.

Much like Colonel Sanders, who converted latent potential into new business in the face of adversity, today’s mortgage brokers are finding that diversification into SME lending could be their own secret recipe for success in a challenging market.

This article first appeared in The Australian Broker