Managing directors Paul Wells and Ryan Harkness reveal big growth plans as the non-bank lender brings in the big-data cavalry
ORDE Financial, one of the greatest recent success stories in Australia’s non‑bank lender scene, has teamed up with renowned demographer and social commentator Bernard Salt on one of the most comprehensive pieces of market research tailored to mortgage brokers in recent memory.
Titled Outlook Australia, it provides a thorough insight into the shifting identities and emerging needs of Australian borrowers.
The research is broad in scope, bringing together a diversity of sources – from Australian Bureau of Statistics census and labour force data to building approvals and population projections – to develop a comprehensive understanding of where Australia’s lending landscape is heading next.
This is a substantial undertaking, no doubt, but also one that fits squarely with ORDE’s simple but evocative ‘Built for Broker’ tagline. Because building something requires a bedrock of knowledge, this project simply represents another step in ORDE’s three‑word promise.
“Brokers aren’t just writing loans. They’re problem‑solvers supporting clients through major opportunities, decisions and change,” says ORDE’s CEO and co‑managing director Paul Wells (pictured top, left). “This research puts real data behind those conversations.”
Outlook Australia shines a light on some of the strongest‑growing borrower segments in the country, including tradie business owners, professionals in high‑growth industries, migrant communities, and millennials looking to upgrade into family homes.
The research shows that more and more borrowers are sitting outside the traditional lending moulds
Australia’s tradie workforce, for instance, has surged to an estimated 1.97 million, with around 374,000 operating as business owner‑managers. “This shift is rapidly expanding the pool of borrowers with non‑standard income structures, driving demand for lenders who can assess real‑life financial situations,” says Wells.
“Brokers aren’t just writing loans. They’re problem-solvers supporting clients through major opportunities, decisions and change” – Paul Wells, ORDE Financial
More people are also relying on multiple income streams, whether by running side hustles or having flexible working arrangements. These clients, says Wells, “rely on brokers more than ever, because the mainstream processes don’t make their lives easy”.
He adds, “By giving brokers a sharper view of who’s growing, where and why, we help them turn insight into opportunity. Clearer client conversations. Better outcomes.”
So, how does ORDE intend to practically implement this wealth of knowledge?
“The research gives us a clear roadmap for where borrower needs are heading, and ORDE is positioning our capabilities to help brokers capture these opportunities,” says ORDE’s chief operating officer and co‑managing director Ryan Harkness (pictured top, right).
“The big demographic groups shaping demand are only getting bigger,” he adds. “That means more clients with variable incomes, side or new businesses, seasonal cash flow or evolving work patterns. These are the kinds of opportunities brokers are built for – and the ones ORDE is here to help them capture.”
The nitty‑gritty
Bernard Salt’s research shows that between 2022 and 2025, Melbourne’s west, Sydney’s southwest and Queensland’s southeast were among the regions recording the most growth in commercial and industrial approvals.
These are regions where SMEs are starting up, families are moving to and major projects are concentrated, “which is exactly why ORDE is aligning our BDM and broker support to these corridors”, says Harkness.
“Not every borrower has decades of local documentation, but that doesn’t make them any less capable” – Ryan Harkness, ORDE Financial
Likewise, commercial and industrial investment has jumped sharply in Melbourne, Sydney and Brisbane.
These growth hotspots “aren’t just construction zones or pockets of development; they’re future hubs of small business, trades, employment and community”, says Harkness.
“Brokers targeting these regions will see more clients wanting to grow their businesses, buy equipment, take on new contracts, invest in property, or structure their wealth more effectively. That’s where the trusted adviser role shines: brokers help clients understand what’s possible, not just what’s available.
“ORDE aims to back brokers in these corridors with flexible, property‑backed (SME) solutions and real scenario support. So when, say, a tradie wants to upgrade to a larger workshop, fit out new premises, purchase additional equipment using equity, or a small business owner needs cash out to take on work linked to nearby infrastructure projects, we want brokers to feel confident that ORDE can help make it happen.”
The research also shows that Australians are shifting towards high‑skilled and care‑economy work, with notable growth across aged and disability care, nursing and software and app programming.
“For brokers, that means more clients with strong earning potential but non‑traditional income profiles,” says Harkness. “Understanding those patterns – and having lenders who understand them too – is crucial to supporting the modern borrower with clarity and confidence.”
A diversifying market
The Outlook Australia report highlights how cultural diversity is becoming an increasingly influential feature of the borrower landscape.
More than 30% of the Australian population is born overseas, and for those looking to buy property, brokers are often their first trusted point of contact, Harkness explains. “They explain the system, translate the options and give confidence where everything feels unfamiliar.
“Our job is to keep lending pathways open, flexible and respectful. Not every borrower has decades of local documentation, but that doesn’t make them any less capable. We want brokers to know ORDE sees the strength and potential in these communities.”
One of the fundamental findings of Outlook Australia was just how universal the goals of Australians both young and old are: homeownership, stability, family life and opportunity.
“These values cut across age, culture and background,” says Wells. “This is why brokers matter so much. Behind every application is a story and an aspiration, and brokers help make sense of it, turning those ambitions into something real with clarity and respect.”
Turning insights into action
The release of Outlook Australia comes more than five years after ORDE burst onto the non‑bank lender scene. It’s hardly a newcomer any more, with $10 billion worth of settled loans under its belt, supporting more than 16,000 borrowers – all entirely sourced through the broker channel. But Wells believes there is still more work to be done.
“A core tenet of our culture definitely retains and leverages the ‘new kid on the block’ mindset,” he says, “because that drives our broker‑focused culture and singular commitment to service, responsiveness, adaptability and team motivation. It’s very hard to redirect or shift established lending cultures that lack this kind of energy and drive.
“And, in market, we definitely remain the new kid on the block for most brokers. We only recently passed the point that more than half of Australian brokers have access to ORDE. For many brokers we work with every day, we are still a new lender in their experience.”
Now, ORDE intends to build its presence in the growth regions highlighted in Bernard Salt’s research. 2026 “is about turning insight into action”, says Harkness, “especially for brokers working with, or wanting to grow, self‑employed and SME clients – a huge growth opportunity for broker pipelines”.
To learn more about ORDE’s Outlook Australia, visit orde.com.au.
