“Despite this significant contribution, they sometimes attempt to marginalise our involvement, making business interactions unnecessarily challenging,” she said.

It is imperative for lenders, Lawson said, to recognise and value the contributions brokers bring to the table, fostering a collaborative relationship rather than one characterised by friction.

Lawson said brokers’ roles extend beyond mere facilitation; they streamline processes, handle administrative tasks, and effectively package deals, all of which are integral to lenders’ operations, especially when dealing with indirect business.

However, she said a notable challenge arises in retention efforts; lenders, Lawson added, often perceive brokers as a threat because their aim is to secure the best rates for borrowers, even if it means directing them away from the lender’s offerings.

“Yet, it is crucial to emphasise that our loyalty lies with providing optimal solutions for borrowers; we are willing to maintain customer relationships with lenders, but only when it aligns with the borrower’s best interests and financial well-being,” she said.