Australia's Self-Employed Are Under Pressure, and They're Looking for Guidance

New research conducted by Connective Complete into Australia's SME and self-employed segment regarding the Federal Budget reveals a significant shift in borrower sentiment:

• 84% feel less confident about their financial future
• 93% say it's becoming harder to succeed in business
• 73% are more financially stressed than a year ago
• 64% are less likely to hire staff in the next 12 months
• 88% expect a negative impact on business confidence

Recurring revenue. Real rewards.

Just as importantly, many are delaying major financial decisions, including investing in their business, hiring staff and purchasing property.

What this means for brokers and your business

Your clients aren't saying "no", they're saying "not yet" because they're uncertain and worried. In that uncertainty lies your opportunity to build long-term trust.

Ways you can respond

Lead with reassurance, not urgency

Clients are already feeling pressure. Position yourself as a steady, informed guide. Reframe lending as a strategy, not just a transaction, and help clients understand how lending can improve cash flow, provide flexibility and create a buffer in uncertain decisions.

Get ahead of delayed decisions

If clients are postponing property purchases, refinancing and business investment, you can use scenario planning to keep momentum without forcing action.

Double down on education

Many self-employed borrowers are unsure how they'll be assessed. Clear guidance on documentation, servicing and lender appetite builds confidence early.

Stay proactively connected

Silence can be misinterpreted as lack of support. Regular check-ins, especially during uncertain times, reinforce your role as a trusted partner.

Partnering with a specialised lender matters more than ever. With nearly 20 years of experience supporting Australia's self-employed, Complete understands the nuances of SME income, evolving business conditions and the importance of flexible lending solutions.

For brokers, that means greater confidence in placing deals, clearer pathways for complex scenarios, and the ability to provide clients with funding solutions that genuinely align to their needs, helping you strengthen trust and deliver long-term value when it counts most.

Guidance for self-employed clients under pressure

When self-employed clients are delaying decisions or unsure how they will be assessed, your Connective Lending Manager or Connective Complete BDM can help you work through documentation, servicing and lender appetite.

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