Spotlight: How specialist lending has evolved from niche to necessity

Specialist lending has moved from the margins to the mainstream. This week's Broker Daily Spotlight focuses on that shift.

Senior journalist Julian Barnes is joined by Belinda Wright (Thinktank's general manager of partnerships and distribution) and Joel Harrison (head of partnerships and distribution) to break down how specialist lending can redefine the broker playbook.

As borrower scenarios become less straightforward and traditional bank appetite narrows, brokers are stepping into commercial, SMSF, and non-bank lending in a much bigger way. Better education, sharper tech, and deeper lender relationships are making that transition not just possible but also profitable.

Here's what's driving it:

• More complex borrowers pushing demand beyond standard residential deals.
• Non-bank lenders filling gaps left by the majors.
• A clear growth pathway for brokers willing to expand beyond PAYG lending.
• A changing definition of what a "full-service" broker looks like.

This is about more than product diversification. It's about staying competitive as the market shifts beneath your feet.