Tougher lending puts broker business models to the test

In this episode of Broker Daily Uncut, host Alex Whitlock is joined by co-founder and director of Momentum Media, Phil Tarrant, to unpack why securing a mortgage is becoming increasingly difficult and what that shift means for broker business models and borrower expectations. As lending tightens and serviceability becomes more complex, the discussion reinforces why broker expertise is growing in value, not declining. Against that backdrop, the hosts scrutinise cashback and commission-refund mortgage models, questioning whether paying customers undermine broker credibility, attract the wrong client behaviour, and create fragile economics in a tougher credit environment. The episode also explores what sustainable growth looks like for brokers as competition intensifies, including the importance of protecting the value of advice, investing in long-term client relationships, and avoiding business models that rely on volume at the expense of durability.