When we mention Lendhaus to brokers, the response is immediate: "How will I get paid? You'll steal my client."

The fear is real. And legitimate.

At Lendhaus, we understand this concern isn't just theoretical - it strikes at the heart of broker business models. But we've discovered something surprising in our journey to transform commercial real estate financing.

Technology platforms and brokers can create more value together than either can alone.

The key is designing integration models that enhance broker capabilities rather than replace them. Let's explore how.

Addressing the Commission Question Head-On

Commission protection is the first concern brokers raise when encountering platforms like ours. We get it.

The solution isn't complicated: transparent fee structures established upfront.

"The easiest way is to have a defined fee up front that the client pays and then divvying it up after the deal is done, but agreeing that ahead of time and agreeing that before the deal is done."

This approach creates clarity for all parties. Clients understand exactly what they're paying and why. Brokers know their compensation is secure. Platforms receive fair value for their technology contribution.

We can learn from successful models in other industries. According to the Mortgage & Finance Association of Australia (MFAA), implementing transparent commission tracking increases trust within teams and leads to more successful brokerages. This approach emphasises the importance of clear fee structures in maintaining broker credibility and client confidence.

Enhancing Broker-Lender Relationships

Brokers value their direct lender relationships above almost everything else. Any platform that positions itself as a barrier between these relationships will face resistance.

Smart platforms enhance these connections rather than obstruct them.

"To enhance a lender's relationship with a broker, the lender really just wants to do the deals and do them effectively and efficiently. [Technology] would speed up that process from a due diligence point of view."

The winning approach focuses on streamlining what neither brokers nor lenders enjoy: documentation, compliance verification, and repetitive administrative tasks.

The human relationship remains central while technology handles the friction points.

Learning from Success Stories

We don't need to reinvent the wheel. Other industries have successfully integrated brokers and technology platforms.

"One breakout platform relationship that has been very successful is in the institutional space in stock trading."

When large institutional investors need to move significant stock positions, platforms enable broker-dealers to manage this process efficiently without disrupting markets.

The result? "A big benefit for the institutional investor who gets the best deal and also allows the broker to do way more deals because the platform handles most of the hard stuff."

The pattern is clear: when technology handles administrative burden, brokers can focus on higher-value activities and actually increase their transaction volume.

This aligns perfectly with findings from Deloitte Australia's research, which shows that companies further along in their technology adoption journeys actually expect headcount increases rather than reductions. This mirrors findings from the Commercial Asset Finance Brokers Australia (CAFBA), which reports that technology-enabled brokers are handling larger deal volumes whilst maintaining personalised service.

Distinguishing High-Value from Low-Value Activities

Not all broker activities create equal value. The most successful broker-platform integrations recognise this distinction.

"The broker's role, which is actually doing the deal, putting documentation together, making sure that all of the forms assigned, effectively all the administration stuff should be automated as much as possible. The broker provides no value for that and gets no value themselves."

Where brokers truly shine is in understanding client needs and securing optimal financing terms.

"The broker should be focused on making sure they get the right information from the client as to what the client needs, understanding that, and giving them the best deal. That's all they need to do."

This reflects our core philosophy at Lendhaus: Be digital. Stay human.

Technology should handle what doesn't need human touch. People should focus on what technology cannot replicate: relationship building, nuanced understanding of client needs, and deal negotiation.

The Future Broker: Enhanced by Technology

What does the ideal future look like when brokers fully embrace digital platforms?

The process transformation is dramatic. Client onboarding, KYC verification, feasibility studies, document aggregation, and initial lender matching become largely automated. But you always retain control over which lenders you select.

"The process for starting and getting to a term sheet will be reduced by 90%."

Imagine brokers spending 90% less time on paperwork and 90% more time on client strategy and relationship building.

This isn't theoretical. Australian finance brokers are already experiencing this transformation. According to The Adviser, leading Australian brokers report that technology platforms are streamlining due diligence processes whilst making loan applications "simple and profitable for both" brokers and lenders. The Finance Brokers Association of Australia (FBAA) similarly notes that digital transformation is enhancing broker capabilities rather than replacing them.

Best Practices for Platforms and Brokers

Based on our experience and industry research, we recommend these best practices for successful broker-platform integration:

For platforms:

1. Design transparent fee structures that fairly compensate all parties

2. Automate administrative tasks that create no value for brokers

3. Enhance rather than obstruct direct broker/lender relationships

4. Provide tools that increase broker transaction capacity

5. Respect pre-existing relationships with appropriate compensation models

For brokers:

1. Identify which activities create genuine client value versus administrative burden

2. Embrace platforms that handle low-value tasks while enhancing high-value capabilities

3. Reposition as strategic advisors rather than transaction processors

4. Leverage technology to increase deal volume and quality

Creating Win-Win Scenarios

The future of commercial real estate financing isn't platforms versus brokers. It's brokers with platforms creating superior client outcomes together.

We remain committed to our guiding principle: In commercial real estate, financing is a big deal. Lending and borrowing shouldn't be.

By focusing on standardising, globalising, and simplifying the CRE financing process, we can create a single source of truth that benefits everyone in the ecosystem - brokers included.

The broker who embraces the right technology platform doesn't become obsolete.

They become extraordinary.