Commercial Funding Guide & What Most Brokers Get Wrong | The Property Playbook

Описание: When it comes to commercial and business finance, many brokers say they can do it — but very few truly understand lender appetite, deal structuring and risk mitigation.

In this episode of The Property Playbook, host Tim Graham is joined by Jonathan Kline-Spink, Founder of Market Street Finance, to unpack the critical differences between residential and commercial lending — and why specialist expertise matters.

With nearly a decade building Market Street Finance into a 13-person team, Jonathan explains why commercial lending is not a “box-ticking” exercise. Unlike residential finance, commercial deals are story-driven, relationship-driven and heavily influenced by shifting lender appetite.

In This Episode, You’ll Learn:

• Why commercial lending is far more nuanced than residential finance
• How lender “credit appetite” can shift without formal policy changes
• Why structure often matters more than interest rate
• The importance of relationships with bank decision-makers
• How good brokers mitigate risk before submitting a deal
• What separates a commercial finance specialist from someone who “dabbles”
• Why many residential investors hit serviceability ceilings — and pivot to commercial
• The critical importance of understanding lease terms when buying commercial property
• Why you’re often buying a lease — not just a building
• Common rescue scenarios where deals have been declined or mishandled
• How bridging and non-bank solutions can save transactions
• Why commercial lending is not covered by NCCP protections
• The additional legal complexity involved in construction and development deals
• Industrial vs retail property trends in 2026

Jonathan also explains why industrial property has been “on a tear,” why retail may be undervalued in Victoria, and how commercial investors must assess tenant quality, lease structure and recoverable outgoings before proceeding.

The conversation reinforces a clear message:

Commercial finance is relationship-driven.
It is story-driven.
And one small structuring detail can materially change the outcome.

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The Property Playbook features weekly conversations with industry leaders, investors and finance specialists — helping property professionals and investors navigate the evolving Australian real estate landscape.

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At Hotspotting.com.au, our passion for property investment is the driving force behind everything we do. Founded in 2006 by Terry Ryder, a renowned researcher and writer in the residential real estate field, our mission is to provide accurate and up-to-date insights for property investors and real estate professionals. We understand that making informed decisions is crucial when it comes to property investment, which is why we are dedicated to delivering reliable information and fostering transparency within the industry.

Heading our team as Managing Director, Terry is joined by Tim Graham, our General Manager. With a background in both real estate and finance, Tim brings extensive knowledge and experience to our company. He holds a Masters in Business Administration, is a licensed mortgage broker, and is licensed as a corporate estate agent in Victoria and Queensland. His expertise extends globally, having worked in various international markets.

As avid property investors ourselves, we understand the importance of finding the right location for investment. That's why we are committed to supporting individuals and businesses in achieving their property investment goals. At Hotspotting.com.au, we are dedicated to providing accurate and reliable insights to help you make the best investment decisions.

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