Self-employed lending experts discuss the biggest issues impacting the space heading into 2026
As the year comes to a close, MPA catches up with the biggest names in mortgage finance to get the lowdown on the year that was, while looking towards the year ahead.
In this installment, two heavyweights of the self-employed lending space give a glimpse into this increasingly competitive corner of the mortgage market.
For Ryan Gair (pictured, left), chief executive of Rate Money, self-employed lending has moved beyond a niche and into the mainstream.
As for Calvin Cordle (pictured, right), managing director and chief executive of RedZed, he sees the space becoming more diverse, while expecting artificial intelligence to play a bigger role going forward.
What were the big self-employed lending trends that defined the self-emplpyed lending space in 2025?
Cordle: Despite the backdrop of ongoing geopolitical and economic uncertainty – including inflationary pressures – demand for credit remained strong, and arrears continued to improve. This performance underscores the resilience and adaptability of self-employed borrowers.
We also saw growing use of SMSFs for property investment, reflecting a more strategic and sophisticated approach to wealth management across this segment.
Encouragingly, RedZed continued to attract more female borrowers and small business owners, aligning with broader industry trends and reinforcing the increasingly diverse profile of Australia’s self-employed community.
Gair: In 2025, self-employed lending became increasingly competitive, with more lenders recognising this segment as a key growth area. At the same time, the number of self-employed Australians entering the property market is rising – over 500,000 new ABNs were registered between April 2023 and October 2025, many of these individuals now looking for tailored home loan solutions.
Self-employed lending isn’t a niche anymore, it’s where the action is. You need to move fast and know what you’re doing to get it right.
What were some of the biggest highlights for your company over the year?
Gair: One of the standout highlights this year was bringing six new franchisees into the Rate Money network.
That level of growth doesn’t happen by accident, it’s a clear sign that our franchise model is trusted, our support structure works, and Rate Money is a brand people genuinely want to align themselves with and grow alongside.
We’ve been supporting self-employed Australians from day one, helping them navigate the complexities of home loans. That focus is what sets Rate Money apart.
Cordle: 2025 was a standout year for RedZed, with 39% growth reflecting strong brand preference built on our consistent focus on the self-employed since our founding 19 years ago.
We continued to invest heavily in technology, enhancing our digital platforms, expanding the Broker Academy, and strengthening our core systems to deliver a more seamless experience for both brokers and borrowers.
On a lighter note, the launch of our brand campaign (One Trick. Great Trick Though.) introduced Australia to a new superstar, Dougie the pony! And, of course, it was great to see the Melbourne Storm reach the grand final once again, even if they fell just short this year.
On a personal level, what were your career highlights over the year?
Gair: On a personal level, one of my career highlights this year has been seeing Rate Money continue to grow and expand its footprint, even as competition in the self-employed lending sector intensified. It’s been hugely rewarding to see the team’s hard work pay off and to witness firsthand the strength and resilience of the Rate Money brand.
Cordle: One of the biggest highlights was seeing the hard work invested in making RedZed’s operational processes faster and smarter truly pay off. These improvements have delivered a better experience for brokers, borrowers, and our team members alike, while supporting strong business growth. It felt like changing the engines on a plane while flying at full speed, and the result is a stronger, more efficient organisation.
Looking ahead, what factors will influence the self-employed lending space in 2026?
Gair: Looking ahead to 2026, the self-employed space is likely to keep evolving around speed, simplicity, and understanding what customers really need.
Cordle: Looking ahead, artificial intelligence will be a major influence, and we’re already exploring how it can be applied across our lending operations.
Over time, these investments are expected to improve turnaround times and further streamline the experience for both brokers and borrowers. We’ll also be keeping a close eye on interest rates and funding markets, given their ongoing impact on borrower pricing, with the RBA’s next move remaining firmly data dependent.
Do you see the space becoming even more competitive?
Gair: Yes, the non-bank and alternative lending space has definitely heated up over the last few years. I’d expect that trend to continue, which means businesses will need to stay focused on what they do best, adapt where needed, and keep delivering for their customers.
Are there any major milestones coming up for your business in 2026?
Cordle: We’ll celebrate the organisation's 20th anniversary in November 2026, which will be a significant milestone for the business and a great opportunity to bring our entire team together. And, hopefully, 2026 will also deliver a Melbourne Storm grand final win!
Product innovation is set to remain a defining feature of the industry, and RedZed will stay focused on developing solutions that genuinely support brokers and their self-employed clients.
Gair: In 2026, one of our key goals is to reach the $15 billion milestone in settlements. Beyond that, we’re focused on continuing to grow our network, supporting our franchisees, and finding smarter ways to help self-employed Australians get to yes faster. It’s about building on the momentum we’ve created and making next year even bigger and better.
How are you personally spending the Christmas season?
Gair: Christmas will be all about family time, and then I’m heading overseas for a well-deserved break. It’s a chance to relax, experience new cultures, and recharge before what’s set to be a huge 2026.
Cordle: I will be staying at home in Melbourne, spending time with family and friends and hoping for good weather. It is a wonderful time of year to switch off, reset, and recharge.
