Australian mortgage brokers wrote 81.0% of new residential lending by value in the March 2026 quarter according to MFAA figures, which makes broking the dominant channel for home loans and one of the strongest broker segments in any industry. Measured that way, the question is less whether brokers hold share and more how an individual brokerage grows its slice of it.
This article puts the headline number in context, explains what drives channel share and individual share separately, and sets out the checks that tell you whether your own slice is growing.
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Overview of Broker Market Shares in Various Segments
Brokerage exists across many industries, from real estate agency to insurance to finance, and each measures share differently: listings, policies written or lending volume. Figures quoted from overseas broker markets rarely translate, so treat international comparisons with caution and anchor your planning to Australian mortgage-channel data.
Mortgage Broker Market Dynamics
The mortgage broker channel’s climb to a fifteen-year high reflects structural change rather than a single cycle: borrowers value choice while lenders value distributed distribution. Regulation has also professionalised the industry. Conditions still matter. Movements in interest rates, currently anchored by the RBA target of 4.35% after the August 2026 hold, and activity in the housing market shape how much lending flows through any channel in a given quarter.
International comparisons mislead for the same reason: even adjacent data-centric businesses such as Experian measure market share on entirely different bases from Australian home lending.
Channel Share Versus Your Share
A common mistake is reading strong channel numbers as personal success. The 81.0% figure describes all brokers together; individual share depends on settled volume against your local competition. Useful checks each quarter:
- Settlement count and value: trended over at least four quarters.
- Referral mix: what percentage of new business comes from repeat clients versus marketing channels.
- Conversion rate: enquiries to applications to settlements, by source.
- Local benchmark: your aggregator’s peer comparisons where available.
Technology and Operating Efficiency
Share grows when capacity does. A well-configured customer relationship management system lifts how many clients you can serve properly, while selective use of artificial intelligence tools can cut document handling time, provided no automated tool ever recommends a loan. Together these systems keep client relationships organised at scale and protect data security, which is itself part of your licence obligations.
The Role of Customer Experience in Brokerage
In a channel where most brokers offer access to broadly similar panels, service is the differentiator. Fast, clear communication earns referrals. Referrals are the cheapest share growth available. Prioritising client loyalty through annual reviews and proactive rate conversations compounds: every retained client is a settlement you do not have to win twice.
Economic and Regulatory Influences
External forces move channel share too. Rate rises shrink refinancing volume but often push complex-income borrowers towards broker advice; regulatory tightening raises compliance cost per file, which tends to favour professional operations. Watch ASIC updates and lender policy changes rather than reacting to commentary.
Your Next Step
This week, calculate your own share of your local market: total your trailing-twelve-month settlements, estimate typical annual lending per active broker in your area from aggregator benchmarks, and divide. Then pick the single weakest metric from the quarterly checks above and fix it before chasing new lead sources. Growing share usually starts with converting and retaining the clients you already attract.
