Choosing Your Home Loan Partner Model

Most firms still treat home loans as a side topic, even though repayments are often a client’s biggest monthly cost. This article sets out the main partnership models so you can choose a structure that fits your practice, your risk appetite, and your clients. You will see how referral income can sit beside, not compete with, your core tax and advisory work. We also show where Cromeloan fits, and when a more structured home loan partnership is worth the effort. By the end, you will have a simple decision lens you can use at partner level to pick your ideal home loan partner model.

Key takeaways

• Home loans are often your clients’ biggest expense, so the right partner model can deepen relationships and create new revenue.

• There are three main options, from casual “mate at a bank” referrals through to a structured, tech enabled home loan partnership.

• A structured model lets you control client experience, streamline workflow, and support broader planning across tax, wealth, and cash flow.

• Cromeloan sits at the structured end, giving firms tools, a clear process, and shared commission without needing to become brokers.

Why accountants benefit from a mortgage broker partnership

Most clients see you as their primary financial guide. When clients ask “Can we afford to upgrade?” or “Should we fix the rate?”, they are really asking for cash flow insight rather than a product recommendation. A strong mortgage broker partnership lets you keep those conversations in house while a lending specialist handles product and lender policy. That protects your role as trusted adviser while improving client outcomes.

Consider a typical client couple in Sydney with a $750,000 loan at 6.5 percent. If a broker helps them refinance to 5.9 percent, the saving is roughly $270 per month, or over $3,000 per year. That single change can often have more impact on their take home position than another round of expense trimming or a small tax optimisation. Being the firm that joins the dots on both tax and lending makes you very hard to replace.

For the firm, a well structured accountant mortgage broker relationship can add a new income stream with low marginal cost. You do not need to build credit policy expertise or submit applications yourself. Instead, you identify needs, gain consent to share information, and hand over clean data. Over time, the referral income can support extra staff, new software, or client education projects that might not stack up on tax work alone.

This is also where a home loan partnership shines for client retention. When clients see that you understand their loan, their equity, and their broader goals, they are less likely to move to another accountant. You become the central hub across cash flow, tax, and debt, not just the person who lodges returns.

Finally, the right partner helps you manage risk. Clear scopes, written referral agreements, and a consistent process make sure you stay within your advisory licence and professional standards. The broker deals with product recommendations. You stay focused on strategy, numbers, and whether the loan structure supports the plan.

Checklist for assessing if you need a partner

• Review how often clients ask you about interest rates, refinancing, or buying property.

• Look at your current ad hoc referrals and ask if the process feels controlled and consistent.

• Estimate the number of clients with loans over $400,000 and think about the impact of a 0.5 percent rate drop.

• Decide if you want a simple referral model or a more formal home loan partnership with tools and process.

What this means for Current borrowers

• Clients with existing loans get a clear pathway for reviews rather than random “I might call the bank” moments.

• You can schedule regular loan check ups alongside tax planning meetings.

• Simple examples, like “saving $250 per month on a $600,000 loan”, make your value very tangible.

• Borrowers gain confidence that someone is watching both their tax and their debt, not just one piece.

Quick Q&A

Q: Will a mortgage broker partnership confuse clients about who is advising on what?
A: It does not need to. A simple explanation that you handle strategy and tax while the broker handles products and lenders keeps roles clear.

Q: Does our firm need lending expertise to start?
A: No. You need a clear process, a trusted partner, and a way to spot likely opportunities from your existing client data. The broker brings the product knowledge.

The three main partnership models

Most firms end up in one of three models. First is the casual “refer to a mate at a bank” approach. Second is a traditional mortgage broker partnership where you send leads and get occasional updates. Third is a structured model, often supported by tech and calculators, where home loans become an integrated part of your service. Each has a place, but they deliver very different client experiences.

The ad hoc model is simple. A client mentions they want to buy a home, you hand over a business card, and your part is done. This may suit smaller practices with few borrowing clients. But it offers little control over service quality, turnaround times, or how your client is treated. You also have limited visibility of outcomes, which makes it hard to measure value or build any reliable revenue line.

In a traditional mortgage broker partnership, you may have a loose agreement with one or two brokers. You send referrals, they keep you updated, and there may be a share of trail commission. This is a step up. Your clients will often get better coverage across multiple lenders, and you can request regular updates. But the process is still mostly manual, and it relies on individual relationships rather than a firm level system.

The structured model treats home lending as a proper service stream, without turning you into a broker. For example, clients might complete a short digital pre assessment, or you might use simple calculators in a review meeting. A $500,000 client scenario with a 10 percent deposit can be modelled on the spot, showing approximate repayments at different rates. The data feeds into a workflow where your partner broker, or a platform like Cromeloan, takes over the application process. The firm sees status updates, outcomes, and referral income in a consistent way.

The choice between them comes down to scale, risk appetite, and how central you want lending to be in your value proposition. Many firms start with a simple arrangement and move toward a structured model once they see the impact on client satisfaction and partner drawings.

Steps to map your current model

• Write down how you currently handle client lending questions, from first mention through to outcome.

• Mark which of the three models your real process looks most like.

• Note where clients wait, repeat information, or get lost in the handover.

• Identify gaps where tech, tools, or a more formal loan partner program could tidy up the journey.

What this means for Buyers

• First home buyers get clearer expectations on timing, documents, and borrowing power.

• You can show simple examples, such as a $650,000 purchase with a 5 percent deposit, to frame the conversation.

• Buyers see that you and the broker are working as a team rather than separate silos.

• There is less risk of “shopping around” confusion if the process is structured and documented.

Quick Q&A

Q: Is the casual “mate at a bank” model always bad?
A: Not always. It can work for micro practices with a small number of lending clients. The limitation is choice. A bank can only offer its own products, while a broker can access many lenders, compare options, and match different bank policies to unique client scenarios. Over time, that reduced optionality makes the “mate at a bank” model hard to scale and less reliable for diverse client needs.

Q: Do we need custom software to have a structured model?
A: Not necessarily. You can combine simple online forms, calculators, and a clear referral workflow. A platform built for accountants simply makes it easier. Cromeloan provides brand wrapped calculators and scenario tools with simple one click referral built in, a branded AI agent that engages clients, and secure access to the Cromeloan CRM so you can monitor referral progress in one place. That means you get a structured model without having to design or maintain custom software yourself.

Pros and cons of each for accounting firms

Each model has trade offs across control, effort, risk, and revenue. The ad hoc approach has almost no setup cost. You do not need agreements, tools, or training. But you also get no data, no reliable income, and limited ability to protect the client experience. If a bank staff member changes roles, your “partnership” can vanish overnight.

A more traditional mortgage broker partnership improves service quality and choice for clients. You may see some shared income from trail commission, which smooths revenue. On the other hand, it can still feel “person dependent”. If the broker gets busy, your clients may wait. Reporting can be patchy, which makes it hard to include lending in partner dashboards or capacity planning.

A structured home loan partnership usually needs more thought up front. You will want a written agreement, a shared process map, and clear roles for administration, advisers, and the lending partner. In return, you gain visibility. You can track number of referrals, conversion rates, and annual savings achieved for clients. You can see, for example, that last year you helped 20 clients refinance an average $550,000 loan and saved them a combined $60,000 per year in interest. That is powerful evidence of value in review meetings.

From a risk angle, the structured model also helps. You can bake in compliance steps, such as written consent before sharing data, and clear language about who provides credit advice. Templates and repeatable workflows reduce the chance of inconsistent messages or uncontrolled promises. Over time, this makes lending feel like any other systemised part of the practice.

The key is to pick a model that matches your capacity. A sole practitioner may start with a lean structure and one strong partner. A larger firm with a dedicated “debt and cash flow” stream might go deeper with internal champions, dashboards, and more formal marketing around the service.

Firm lens checklist on pros and cons

• List the top three benefits you want from a home loan partnership, such as client retention or referral income.

• Next to each model, mark whether it strongly supports those benefits or not.

• Factor in partner and manager time needed to make each model work.

• Decide whether visibility and reporting are “nice to have” or essential for your practice.

What this means for Current borrowers

• Existing clients with loans can get scheduled reviews rather than random rate checks.

• Clear models reduce the risk of mixed messages when rates move or markets change.

• You can show clients how loan changes support their broader plans, such as bringing retirement forward by a few years.

• Over time, borrowers will see your firm as the long term home for both tax and big money decisions.

Quick Q&A

Q: Which model gives the best balance between effort and benefit?
A: For many firms, a structured partnership with simple tools is the sweet spot. It offers control and visibility without the overhead of building an in house lending arm.

Q: Can we change models later?
A: Yes. Many firms move from casual referrals to a more formal structure once they see the impact on client satisfaction and fee growth. Start with clear intent and review it each year.

How mortgage partnership finance supports broader planning

Mortgage partnership finance simply means structuring your work so that lending outcomes sit within your overall advice, rather than off to the side. The loan is not just a product. It is a lever in the plan. When you combine tax planning, cash flow work, and lending conversations, you can often open choices that clients did not realise they had.

Take a family with a $600,000 owner occupied loan and a plan to buy an investment unit in five years. Through a structured partnership, you help them refinance now, freeing up $200 per month in repayments. You then map how that saving, plus extra salary sacrifice, could fund additional super contributions and still allow a future purchase. The mortgage partner manages lender choice. You manage the plan. Together, you move them closer to their goals.

From the firm’s side, this integration can support new service lines. For example, a “debt and wealth review” package might combine a tax position review, a loan health check, and a simple future scenario. Tools and calculators help you frame these conversations in plain English. A $500,000 scenario at different rates can make the idea of reviewing loans feel real rather than theoretical.

This model also suits the way many clients like to engage. They do not think in technical terms. They think in questions like “Can we afford private school?” or “Can we buy a bigger place near the coast?”. When your practice can quickly show the impact of different loan structures, it keeps those lifestyle questions anchored in real numbers.

A structured home loan partnership also smooths internal workflow. Admin teams can help collect loan documents and update status. Advisers can focus on the “what if” planning. The lending partner or platform handles lender policy, credit checks, and product selection. Everyone works in their strengths.

Steps to link lending and planning

• Identify review touchpoints where lending naturally fits, such as annual tax planning or mid year check ins.

• Build a simple template that includes loan balance, rate, and remaining term in every review.

• Use at least one basic scenario each time, like “What if your rate dropped by 0.5 percent?”.

• Capture clear next steps in writing, including whether to refer to your home loan partner.

What this means for Buyers

• Buyers get advice that links property choices to long term plans, not just today’s borrowing power.

• You can explore trade offs, such as smaller property plus more super, in simple dollar terms.

• First home buyers see that loan decisions today can support or limit future options.

• That depth of support builds loyalty and increases the chance they return for future purchases.

Quick Q&A

Q: Does this approach blur the line into financial advice?
A: You still need to respect your licence and professional standards. The idea is to focus on numbers and scenarios while your lending partner handles specific credit recommendations and lender choice.

Q: Can this work for clients with small loans?
A: Yes. Even a $350,000 loan can benefit from a review. Savings of $100 per month can be meaningful, especially if you link them to clear goals such as paying off debt faster or funding school costs.

Where Cromeloan sits on the spectrum

Cromeloan sits firmly at the structured end of the partnership spectrum, but without forcing firms to become lenders. It is built for the accountant and adviser world, not for walk in retail branches. The focus is on process, transparency, and tools that make it easy to spot and act on lending opportunities inside normal client work.

Instead of a loose accountant and mortgage broker handshake, Cromeloan provides a defined framework. Firms can use calculators and prompts to surface lending opportunities in reviews. Data flows into a consistent workflow that supports application, follow up, and post settlement check ins. A $700,000 refinance scenario looks the same in your systems whether it comes from Partner A or Manager C. That consistency matters at scale.

Cromeloan also recognises that firms want clarity on revenue. Referral commission is shared in a way that is visible and predictable. You can see, for example, how many loans settled in a quarter, the total debt supported, and the expected ongoing income. That makes it easier to factor lending into partner budgets and resource planning.

Client experience is central. The home loan partnership model is built so that your brand stays at the front of the relationship. Communication is clear about roles. The client knows you as the strategic adviser and Cromeloan as the engine that helps match them with suitable lenders and products. This protects the trust you have built over years.

Finally, Cromeloan is designed to scale across different firm types. Whether you have one office and three partners or a multi office group, the underlying tools and process can flex. You can lean on Cromeloan’s AI agent and calculators, or keep things simple and just refer clients through a structured portal.

Ways Cromeloan supports your practice

• Brings structure and visibility to your home loan partnership without heavy in house build.

• Provides tools that help staff at all levels spot lending opportunities in normal client work.

• Shares settlement commission with your firm in a transparent way.

• Keeps your brand at the centre of the client relationship while Cromeloan does the heavy lifting.

What this means for Current borrowers

• Clients with existing loans can be invited into regular reviews using Cromeloan tools.

• You can track which clients have had loan reviews and which still need attention.

• Borrowers gain confidence that their loan has been checked against current market options.

• The process is smoother, with fewer repeat questions and clearer handoffs.

H3: Quick Q&A

Q: Is Cromeloan a fit if we already work with a broker?
A: It can be. Some firms keep an existing broker relationship but use Cromeloan to add structure, tools, and reporting on top of that base. Others move fully into the Cromeloan ecosystem.

Q: Do we lose control of the client experience?
A: No. The model is built so that your firm remains the client’s main point of trust. Cromeloan supports you with process, lenders, and tools behind the scenes.

Decision guide: which partnership model suits which type of firm

Different firms need different structures. A small suburban practice with one partner and two staff will have a different sweet spot to a multi office advisory group. The goal is to pick a mortgage broker partnership model that supports your client base, team, and growth plans, not copy the firm next door.

For a smaller practice with limited admin capacity, a light structured model can work well. This might include one or two simple calculators, a clear referral process, and a single main partner platform. You focus on spotting opportunities and making warm introductions. The platform handles heavy lifting. An example could be aiming for just ten good quality referrals per year, each for loans around $500,000, and using the commission to fund extra staff hours or software.

Mid sized firms often benefit from a more defined home loan partnership. They may appoint an internal “debt and cash flow” champion, set targets, and include loan reviews in standard meeting agendas. Here, a more advanced loan partner program with tech, tools, and central reporting supports scale. Mortgage partnership finance becomes a normal part of planning, not a side project.

Larger advisory groups with specialist divisions may aim for deeper integration. This could involve segmenting clients by loan size, running regular campaigns to current borrowers, and using AI enabled tools to triage leads. A structured model like Cromeloan’s makes it easier to coordinate across partners and offices. The bigger the group, the more important it is to avoid ad hoc, person dependent processes.

Decision checklist for your firm

• Size: How many clients hold home loans, and what is the typical loan size?

• Capacity: How much admin and adviser time can you realistically allocate at first?

• Ambition: Are you happy with modest extra income, or do you want lending to be a core stream?

• Control: How important are reporting, branding, and consistent client experience to your partners?

What this means for Buyers

• Buyers in different segments get a model that fits your firm’s ability to support them, rather than a one size approach.

• First home buyers can get a simple, guided experience, while complex buyers get more tailored support.

• Clear models reduce surprises and set realistic expectations about timelines and documentation.

• Over time, buyers learn that your firm is the natural place to start any big property decision.

Quick Q&A

Q: How often should we review our chosen model?
A: At least once a year. Look at client feedback, referral numbers, and revenue. If any piece feels lumpy or risky, adjust the structure or partner choice.

Q: Should every firm aim for the most advanced model?
A: Not always. The right model is the one you can deliver well. It is better to run a simple structured approach consistently than to overreach and deliver a patchy experience.

Talk to us about the right home loan partner model for your practice

The final step is action. Once you have mapped where you are and where you want to be, you need a conversation with a partner who understands both lending and accountants. That is where a focused platform like Cromeloan can help you weigh up options and design a model that fits your practice.

Think about your next twelve months. How many clients will talk about buying, refinancing, or “just seeing what is out there”? How many of those conversations do you want to keep within a controlled, branded process rather than sending clients off with a business card? A simple shift toward a structured home loan partnership can make a noticeable difference to client outcomes and firm revenue.

You do not have to redesign the firm overnight. Many practices start with a small pilot group of clients, refine the process, then roll it out more broadly. A $500,000 refinance or a first home buyer with a 5 percent deposit can be perfect test cases. With the right tools and an AI enabled partner sitting behind you, these cases can move smoothly from “What if?” to settlement.

When you are ready, reach out and explore what a tailored partnership could look like. You can discuss models, referral structures, and how calculators and an AI agent can fit into your current workflows. The goal is simple: better client outcomes, stronger relationships, and a clear, fair share of the value your firm helps to create.

Simple next steps

• Share this article with your partner group and discuss where you sit on the current spectrum.

• Shortlist what you want from a home loan partnership in the next two years.

• Book a conversation with a structured partner like Cromeloan to explore options.

• Decide on a small pilot and set clear measures of success before expanding.
  

Quick Q&A

Q: What if our firm is unsure how clients will react?
A: Start by framing lending as part of looking after their whole financial life. Focus on clarity, not pressure, and let clients know they remain in control of decisions.

Q: Can we exit the arrangement if it does not fit?
A: A good partner model includes clear terms for change or exit. The aim is a long term relationship, but it should never feel like a trap.

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.