State Managers shed light on non-bank landscape

Recently, we spoke with our new State Managers about the changing lending landscape, as borrowers increasingly turn to non-banks amid tightened criteria from banks and their withdrawal from certain loan products. Jason Lucas, Arthur Kavelas, and Laura Stanley all concur that brokers are increasingly looking to non-bank solutions for their clients.

With Assetline enhancing its comprehensive product suite, under the guidance of our State Managers, our sales and distribution teams are better equipped than ever to address unique borrower challenges and support brokers to serve clients and grow their businesses. 

The role of Assetline’s State Managers

Having joined in September 2024, Arthur Karvelas is one of our newest team members, leading the sales team in Victoria: “My role as State Manager is to support the broker network and we will continue that support well into the future. I love the broker network we engage with and believe they support more clients to achieve their property and financial goals through the choices they have in Assetline’s suite of products.”  

For Laura Stanley, the role is also about a focus on broker and aggregator relationships in New South Wales. “I represent the Assetline brand with full transparency across our expanding loan products. It is absolutely not a one-size-fits-all approach. We offer bespoke, flexible, solution-based, long and short-term options for borrowers. For me and my team it’s about due diligence and education.”  

Jason Lucas focuses his efforts on sunny Queensland to educate our network on the Assetline approach. Jason also leads the Commerical Lending division focusing on expanding Assetline’s presence in the short-term and construction lending markets. “Collaborating with General Manager of Distribution and Partnerships, Royden D’Vaz, we aim to meet client needs while pushing our most innovative products to fill gaps in the market where serving hasn’t traditionally been met.”

The rise and rise of non-bank lenders

All three State Managers observed an increasing demand for alternative options and non-bank lending solutions as brokers adapt to the shifting lending landscape.

Laura, well-versed in the space having spent 10+ years as a broker herself, was first to offer insight, “Brokers are beginning to speak our language: they’re assessing situations more creatively, understanding the value in using equity and thinking laterally from construction to feasibility with considerations like time-frames and overall costs, it’s never as simple as the rate at face value.”

Jason adds, “I think holistically we're seeing a big uptake in people wanting to enter the commercial lending space from the broker segment. Clients need solutions that fit outside of the traditional mainstream banks and in an environment where we've seen interest rates hike from your major lenders, essentially causing a compression in the rate structures from non-bank to bank so that the gap is no longer a point to contend with.”

Similarly, Arthur, who joins the team with more than two decades of industry experience with previous roles at Yellow Brick Road, Bluestone, Pepper Money and Heritage Bank, observes, “What I've seen is the need for non-bank lenders increase in the marketplace. The reason for that is their appetite to assist more clients. Whether they need flexibility, short turnaround times, or product expert knowledge  - the easiest step is to look at the non-bank space. They offer a more unique product range with tailored solutions. That is certainly the case here at Assetline.”  

Diversify your offering to clients

Laura, Jason and Arthur, offered several pieces of advice for brokers, specifically, how they could look to Assestline to broaden and diversify their offering.

• Non-banks are a non-issue: Brokers should not shy away from learning about non-bank products and maintaining conversations with lender BDMs is crucial. Laura speaks to the specific education around the perception of fees. “If they can't go to mainstream banking, don’t be afraid of non-bank rates, fees and the charges. Use a feasibility test instead.”

Arthur speaks to the point too, “For many of our loan types, the rates and terms are competitive. Don’t forget that for some borrowers, the decision to work with Assetline is not just rate-motivated. They might be flexible products, speedy decisions or have a complex scenario to work through. We’re here to workshop any and all scenarios with our sales team and if it’s a no, we let brokers know quickly.”  

Jason goes on to add, “With Assetline right now, it's an expanding shop front. We have products ranging from construction, short-term, long-term - both coded and non-coded - as well as bridging and SMSF options, we're leaders in the market when it comes to a broad shop front." 

• Lean into non-bank support and benefits: Access to decision-makers is just a phone call away and as Laura sees it, it is that simple, “I know you're phoning me because you need help and I owe it to you to just phone you back.” Arthur is quick to acknowledge the hard-won gains of the broker network, “The way that we get business in the door, is via brokers. So we're always going to be broker-centric. We know they work hard for their money and their success is at the forefront of everything we do. Working in this industry and seeing brokers' businesses grow in line with the level of support we have provided is very fulfilling.” 

• Leverage existing relationships: With an often expanding product suite, we’re able to service borrowers through most of their financial lifecycle including long-term mortgages, bridging finance, short-term finance, SMSF finance and construction finance. “Many of these areas are those where the traditional lenders have moved away from.” Arthur notes. Brokers already have access to clients who may benefit from non-traditional lending solutions or who already have one loan type with Assetline. “I think when you look at diversification it's understanding that most of the opportunities are already in your book. So it's about how you uncover those,” adds Jason. “To ensure brokers are making the best decisions for their clients, we provide a range of marketing solutions, product information sheets, webinars, and in-person events. We'll go to the broker and train them up on the product suite so they’re best equipped to provide a diverse product offering to their client base.”

• Don’t be afraid to explore different loan types: “If brokers reach out and explore new options, they can find ways to serve their clients better, it’s all about offering choices and being a trusted advisor.” says Laura. Jason adds “No matter what the focus is at the time, we're able to suggest a product class to find alignment and cut through to solve those problems for our brokers and their clients' situations.”  Arthur jumps in to note, “And our unique policies and product range are very welcome in the marketplace. A fresh perspective.”

Successfully servicing brokers

Jason, Laura, Arthur, and the Assetline team are here to help and grow. As Assetline Capital strengthens its position in the non-bank lending market, our newly tapped State Managers bring a wealth of knowledge and commitment to education and support. They’re at the ready, with their teams, to equip brokers with the tools to navigate complexities while offering a full-suite of products to successfully service their clients' scenarios. 

For more details on our products and our unique approach to non-bank lending and how it can suit your customers' circumstances, chat to one of our experienced sales team today.