Choosing The Right Mortgage Partner

Accounting firms are under pressure to grow revenue and defend client relationships, without turning the practice into a sales floor. A smart home loan partner can help clients cut interest costs, improve cash flow and stay loyal to the firm. This article explains why demand for mortgage partners is rising, the main partner types, and how to assess them. It also sets out red flags, a practical checklist and a clear way to compare options like Cromeloan’s tech enabled model.

Key takeaways

• A mortgage partner should protect your client relationships, not compete with them.

• Clear service standards and transparent referral fees matter as much as sharp rates.

• Technology, reporting and client experience decide whether referrals feel seamless or clunky.

• A structured checklist helps compare options like Cromeloan with banks and solo brokers.

Why accountants are looking for mortgage partners now

Accounting firms sit on a goldmine of client data and trust. You see the full picture of income, expenses, tax, and goals. You also see how much cash leaks out of the household in home loan interest each month. For many clients, their biggest financial improvement will not come from a clever tax strategy. It will come from shaving interest off a large loan balance and getting the structure right.

At the same time, most clients now expect their core advisers to work as a team. They want their accountant, financial planner and lending support to line up. Industry commentary shows more firms looking to integrate mortgage support or form strategic alliances so they can keep advice under one umbrella. This is driving demand for mortgage partners who understand professional practices, not just property.

Home lending has also become more complex. Interest rate cycles move faster. Policy settings change. Self employed clients and SMSFs can find it harder to fit bank boxes. Brokers are usually paid through lender commissions, rather than direct client fees, with typical upfront commission around 0.5 to 0.7 percent of the loan plus a smaller ongoing amount. A good partner can translate that world for your clients while you stay focused on tax and business advice.

Take a simple Australian example. A client couple has a $600,000 home loan at 6.5 percent. If a partner helps them refinance to 5.9 percent, the saving is roughly $3,600 a year in interest. That is similar to finding an extra $300 a month in after tax income, without changing their lifestyle. You are the one who can highlight this lever in a review meeting, then hand the relationship to a trusted lending expert.

This is why many firms are now actively exploring mortgage partners rather than leaving clients to “sort the home loan out themselves”. Whether the model is bank aligned, broker driven or tech enabled, the goal is the same. Protect the client relationship, improve their position, and create a new income stream for the firm that aligns with your advice ethic.

Quick checklist – Is it time for a lending partner?

• Review how many clients currently have a home or investment loan.

• Estimate how many of those loans are older than three years and likely above market.

• List client questions about property and lending that your team fields but cannot fully answer.

• Note how often you see missed opportunities in cash flow because the loan is “set and forget”.

What this means for Current borrowers

• Clients with existing loans may be paying more than they need to, especially if the loan is older than three years.

• You can frame a rate review as a cash flow improvement, not a sales pitch.

• A partner lets you act on issues you already see in tax returns and cash flow reports.

• Referral commission can help fund extra service for these clients, such as proactive reviews.

• Clients are more likely to stay loyal when they feel you are helping them win on their biggest cost.

Quick Q&A

Q: Why not just leave clients to find their own broker or bank?
A: When clients go direct, you lose visibility and control. A chosen partner lets you steer them toward a process that fits your values, with clear communication back to your firm.

Q: Do all firms need a mortgage partner?
A: Not every firm, but any practice with a strong individual client book and regular property or cash flow questions should at least explore the option. The upside in client outcomes and fee income can be significant.

Types of mortgage referral partners

There are many referral partners for mortgage brokers and lenders, but from an accounting firm’s view they fall into three broad buckets. Direct banks, solo or small firm brokers, and tech enabled broker platforms. Each style comes with trade offs in control, service, and scalability.

Banks can feel safe because clients know the brands. Some banks offer dedicated referral programs for professional firms, with a local relationship manager as the point of contact. In practice, clients may still end up in a centralised call centre process. You also limit choice to that bank’s policy and product set. If the bank’s appetite tightens for self employed or investor clients, your referrals may stall.

Solo mortgage brokers or small boutiques can deliver very personal service. Many actively seek relationships with accountants and financial planners as key referrers. The upside is flexibility and a single, known face for your clients. The risk is capacity. If that broker becomes busy, ill or leaves the industry, your referral channel can disappear overnight. Reporting can also be patchy unless they invest in good systems.

Tech enabled broker platforms combine human credit skills with technology. They may use digital data capture, online fact finds, comparison engines and automated status reporting. Some are built specifically for professional referrers, with clear referral codes, dashboards and commission split rules. Cromeloan fits in this camp. You remain the client’s core adviser, while Cromeloan’s AI powered platform does the heavy lifting in home loan assessment and product matching.

Here is a simple example. Your client is buying a $500,000 unit in Brisbane with a 5 percent deposit. A direct bank partner could only look at its own policy and may decline due to overtime income. A solo broker might find two options from their preferred lenders. A tech driven partner can sweep across many lenders, test policy rules in minutes and present serviceable options, while feeding updates back to your firm. Same client, very different experience.

Mini framework – Matching partner type to your firm

• Heavy business owner and self employed book: favour brokers and platforms used to complex financials.

• Young professional and first home buyer book: a broad panel and strong digital experience will matter more.

• Regional client base: look for partners with proven reach beyond the capitals.

• Growth focused firm: choose a partner that can scale with referral volumes and multiple office locations.

What this means for Buyers

• First home buyers will notice how simple or painful the process is, and they will remember who sent them there.

• A partner with strong digital onboarding can reduce paperwork stress and help you look modern.

• Buyers with non standard income, such as bonuses or self employment, need a partner who can read financials properly.

• Your recommendation of partner type signals whether you value choice, service, or brand comfort most.

Quick Q&A

Q: Are tech enabled platforms only for younger, tech savvy clients?
A: No. Many older clients enjoy clear dashboards and simple questionnaires as long as someone is available to talk. The key is mixing smart tech with real humans when needed.

Q: Can we work with more than one partner type at once?
A: You can, but too many channels create confusion and extra admin. Most firms pick one primary partner and may keep a secondary option for very niche scenarios.

Criteria to evaluate a mortgage referral partner

Once you know the broad partner type you prefer, the next step is to assess specific providers side by side. This is where you move from “nice people” to concrete criteria. Four areas matter most for an accounting firm: service standards, reporting, referral fee structure, and technology and client experience.

Service standards cover speed, clarity and care. Ask how quickly the partner will contact your referred clients. Many professional programs target same day contact during business hours. Clarify who will handle complex files, and how they communicate if a deal is not straightforward.

Reporting and tracking are about visibility. You want to know how many referrals went in, where each one sits, and what settled. A basic spreadsheet update is a start. A proper portal with referral status, loan balances and settlement dates is far better. It lets you spot when a client misses a chance to refinance and schedule a review.

Referral fee structure is another key test. In Australia, lenders usually pay brokers upfront and trail commissions. Many referral programs then share a percentage of this income with partners like accounting firms. Look for clear written terms, examples in dollar amounts, and any clawback rules if a client closes or refinances early. Transparent disclosure of these fees to clients is not just best practice. It is part of staying on the right side of your professional duties.

Technology and client experience tie it together. A good mortgage partner will offer smooth digital fact finds, electronic document uploads, and simple ways to sign and track progress. For your firm, this means less chasing, fewer paper files, and more confident client conversations. This is where home loan partners can truly differentiate.

Consider another short example. A client has a $700,000 loan and wants to invest in a second property. Your chosen mortgage partner offers to share 30 percent of upfront commission with your firm. If the lender pays 0.65 percent, the total commission is $4,550. Your share is $1,365. The client does not pay extra. Instead, your new income stream helps fund more planning time for that client.

Checklist – Evaluating a potential partner

• Ask for a written summary of service KPIs, including time to first client contact.

• Request a demo of the referral portal or reporting format.

• Model a typical client referral to see example commission splits in dollar terms.

• Test the client experience by acting as a “mystery shopper” yourself.

What this means for Current borrowers

• Clients benefit when your firm chooses a mortgage partner with clear service standards and strong follow up.

• Transparent fee splits and documented disclosure keep client trust high.

• Better reporting means you can proactively suggest reviews when fixed rates end or rates shift.

• A smooth digital process reduces frustration, which clients will associate with your recommendation.

Quick Q&A

Q: What is a fair referral fee share for an accounting firm?
A: There is no single right number, but many programs share a portion of the broker’s upfront and sometimes trail commission. The real test is whether the structure feels fair for the work each party does and is clearly explained to clients.

Q: How do terms like partners mortgage or partners home loan actually differ?
A: Often they are marketing labels rather than legal structures. Some brands talk about “partners mortgage” or “partners home loan” style alliances, but under the hood the model is still a referral arrangement with commission sharing and client consent.

Red flags in a mortgage partner relationship

Not every option will be a good fit. Spotting red flags early can save client headaches and brand damage. For accountants and advisers, some risks are commercial. Others go to core ethics.

One warning sign is poor communication. If a partner is slow to contact referred clients or does not give you status updates, your reputation takes the hit. Another is product bias. If every client seems to land with the same lender, or complex clients are pushed into high cost solutions, your alarm bells should ring.

A second red flag is vague or secretive referral fees. If the partner cannot show you a clear, written schedule, something is off. If they resist open disclosure of referral fees to clients, that conflicts with the transparency standards promoted in professional guidance.

Compliance and culture matter too. Look at how the partner handles complaints, conflicts of interest and vulnerable clients. Visit their office or jump on a call with the principal. Does the approach feel aligned with how you talk to clients about tax and strategy, or does it feel pushy and transactional.

Imagine you referred five clients with loans between $500,000 and $900,000 over a year. Only one received a full review. Two never heard from the partner. One was pushed to a product that later caused stress. The fifth went ahead but you never saw a report or commission statement. That is a partner problem, not a “referral did not work” problem.

Red flag checklist – Questions to ask yourself

• Would I be happy for a family member to use this partner.

• Do I feel confident sending my top 10 clients to them.

• If something went wrong, would I feel the partner owned their part of it.

• Does their communication style match the tone of my practice.

What this means for Buyers

• A poor partner can turn an exciting purchase into a stressful saga, and clients may blame you.

• If clients feel they were sold to rather than advised, they may question all their advisers.

• Good partners will tell buyers when they should wait or adjust plans instead of forcing a deal.

• Your willingness to change partner if red flags appear shows clients you put them first.

Quick Q&A

Q: Is it worth leaving a partner if the referral fee is high but service is average.
A: Yes. Client trust is worth more than any one income stream. A slightly lower split with a better experience will usually pay off in longer client relationships and more referrals back to your firm.

Q: How often should we review a mortgage partner relationship.
A: At least annually. Check client feedback, referral volumes, settlement rates and any complaints. Treat it like you would any key supplier review.

Practical checklist to choose a mortgage partner

By this point, you may have a shortlist. Turning that list into a decision is easier with a simple, repeatable checklist. Think of it as a one page scorecard you can use for any future option.

Start with client fit. Does the partner understand your typical clients. That might be PAYG professionals, business owners, property investors or retirees. Review sample scenarios, ask how they would approach a client with a $500,000 owner occupier loan and a $400,000 investment loan, and see if the answer feels thoughtful.

Next, weigh the practice fit. Confirm how referrals will be made, who in your team can send them, and how notes flow back into your CRM. A platform like Learn how Cromeloan works can plug into your existing workflow rather than sitting off to the side.

Then test the numbers and disclosure process. Make sure the partner can show you clear examples of referral income for loans of different sizes. Check how they help you document client consent to referral fees. In Australia, guidance stresses the importance of explaining referral arrangements and any benefit you receive.

Finally, look at resilience. What happens if a key contact leaves. How does the system handle peak periods, such as pre 30 June or before school holidays. Tech enabled partners with pooled teams and structured processes tend to cope better with spikes in demand.

Step by step – Building your scorecard

• List 5 to 7 criteria that matter most to your firm, such as service, reporting, tech, fees and culture.

• Score each candidate out of 5 on every criterion based on evidence, not just feel.

• Add comments for any concerns or standout strengths.

• Review scores with your partners and decide whether to pilot one option or run a small comparison.

What this means for Current borrowers

• A structured selection process reduces the risk that clients land with an inconsistent experience.

• Strong partners can handle both simple and complex borrowing needs over time.

• Clear referral income helps you invest in better review meetings and education for borrowers.

• A good checklist also makes it easier to explain to clients why you chose a particular partner.

Quick Q&A

Q: How big does a firm need to be before this is worth doing.
A: Even a two partner firm with a few hundred clients can benefit if enough clients have a mortgage. The checklist helps you make a neat, confident choice rather than relying on ad hoc contacts.

Q: Can we change partners later if we find a better fit.
A: Yes. Your scorecard becomes the benchmark for any new option. You can move over time, while still supporting existing clients whose loans are already managed by the first partner.

See how Cromeloan’s mortgage referral model works

All of this theory only matters if a partner can execute. Cromeloan is designed specifically as a B2B home lending partner for accountants and advisers. Cromeloan uses AI to collect client details, compare lender policies and present tailored options in minutes, while sharing settlement commission with your firm.

From a client’s view, the journey starts with a simple digital experience. Your team can give them a link or embed Cromeloan tools in your own channels. The system gathers key facts, runs them against thousands of loan options, and surfaces competitive, serviceable choices for the client’s situation. You stay in the loop without needing to become the broker.

From your practice’s view, a core advantage is alignment. Cromeloan’s model is built around transparent commission sharing, clear reporting and an always on digital journey. You can see referrals, track progress and understand income, without adding a fleet of staff. For many firms, this is a more modern solution than a traditional one to one mortgage partner model.

Imagine a client with a $750,000 variable rate loan at 6.4 percent. Cromeloan reviews their position and identifies options at 5.8 percent that fit their income and goals. The client could save around $4,500 a year in interest. You have helped trigger the review, Cromeloan has done the heavy lifting, and your firm receives a share of the commission once the new loan settles. Everyone can see who did what.

If you want to explore this in more detail, the next steps are simple.

• Check out our Homepage to see the overall partner proposition.

• Dive into how Cromeloan works for a clearer picture of the process and tech.

• Check Cromeloan partnership pricing to compare fee free and paid partnership plans. Then decide how Cromeloan can sit alongside your existing services.

Implementation checklist – Bringing Cromeloan into your firm

• Map when in your annual review process you will raise home loan checks.

• Decide who in the team will introduce Cromeloan and how they will describe it.

• Set simple internal targets, such as number of loan health checks per month.

• Review Cromeloan reporting each quarter and refine your process.

What this means for Buyers

• Buyers can get tailored home loan options in minutes, not weeks, through a process introduced by a trusted adviser.

• They see that their accountant is thinking about both tax and real life cash flow.

• A clear digital journey reduces form fatigue and confusion about next steps.

• The partnership model means clients know everyone involved is aligned to good long term outcomes.

Quick Q&A

Q: How is Cromeloan different from a standard broker referral.
A: Cromeloan combines broker expertise with AI and a structured B2B model. That means faster assessments, better tracking and a partnership agreement that is built for professional firms, not walk in retail traffic.

Q: Will using Cromeloan add lots of admin for our team.
A: No. The design goal is to remove friction and complexity. Your team introduces the service, Cromeloan handles the home loan work, and you receive clear updates and commission reporting.

Disclaimer: The information in this article is general in nature and does not take into account your objectives, financial situation or needs. It is not financial, tax or credit advice. Before acting on any information, consider whether it is appropriate for your circumstances and seek advice from a licensed professional.