Say yes, then figure it out – here's how advisers can step into new markets with confidence
With volatility quickly becoming the norm rather than the exception, mortgage advisers across New Zealand are looking for ways to future-proof their businesses. For Brendan Brits, mortgage adviser at Loan Market Coast to Coast, diversification has been the key to maintaining growth – even in the face of economic headwinds.
Brits took home the Xceda Adviser of the Year - Regional at the 2025 New Zealand Mortgage Awards, and he shared his strategy with NZ Adviser.
Moving beyond residential mortgages
Brits noted that while the last year has been challenging, business has thrived nonetheless. However, the success didn’t come without proactive and intentional adaptation.
This has meant moving into areas of lending that were previously only a small part of the business, and making them a more substantial part of the portfolio.
“The New Zealand economy has been struggling, as have local businesses,” Brits said. “But with struggle comes opportunity, and a diverse and dynamic approach to lending has been able to solve a lot of problems for a lot of people.
“Our business has seen a lot of growth from a diversified business lending portfolio, and we’ve had strong growth from moving into diversified business and commercial assets,” he said. “We see a lot of baby boomers offloading historical assets. I also do a lot in the non-bank lending space in funding for builds and large-scale subdivisions, and that has seen a lot of growth over the last twelve months after being stagnant for three years.”
This diversified portfolio speaks to a broader shift that’s happening across the adviser landscape. More clients are seeking support not just for home loans, but for commercial projects, business lending, development finance, and investment restructuring. Advisers who can step confidently into those spaces, either directly or through referral relationships, are inevitably better positioned to weather the unpredictable.
Breaking into new lending channels
For advisers looking to branch out into commercial and non-bank lending, the journey can feel daunting. It’s not an area that can be fully grasped overnight - but for Brits, the starting point was simply acknowledging any gaps in knowledge.
“If you don’t have the knowledge base, learn to say ‘I don’t know’ with comfort and confidence,” Brits said. “Say ‘yes’ to more opportunities, even if it’s outside of your wheelhouse. Investigate what the client wants to do, and then seek out a solution.”
A solid starting point is engaging in proactive outreach with lenders. Brits noted that both main bank and non-bank channels are generally very communicative and supportive, and are more than happy to support advisers in developing their knowledge base of different products.
For Brits, the strategy was simple – reaching out to commercial managers of lenders, and establishing solid personal relationships.
“I asked for explanations of how things worked and what they looked for in deals,” he said.
“That’s been instrumental in building my foundational knowledge of how to assess viability in that space. You’re not expected to know everything, but be comfortable with saying ‘I don’t know,’ go find a solution, and get back to your client within 24-48 hours. It’s an easy way to get into a new space and bridge the knowledge gap.”
Ultimately, diversification creates a win on all fronts. Lenders receive stronger, more viable submissions, advisers expand their business reach, and clients get tailored solutions that truly meet their needs. Brits notes that it is in lenders' interests to support this evolution, and many are actively encouraging it.
“They’re not keeping the knowledge a secret,” he said. “Lenders want to empower those in their network and grow their business.”
Brits also pointed to a lingering public perception issue: many Kiwis still believe that obtaining lending is more difficult than it really is. But with an increasingly thriving alternative lending sector, this is less and less the case, giving advisers a better platform to educate potential clients.
“There’s a lot of mystery around how finance works, and that’s largely to do with the lack of financial literacy in the country,” Brits said. “But now more than ever, there are so many resources available to people - really well-resourced information directly from the mortgage industry. It’s a lot easier than people think.”
