Brokers in Progress

Chris Bates

How do you go from being a successful solo mortgage broker to building and scaling a successful brokerage? Brokers in Progress shares the inspiring stories, hard-earned lessons and real-world experiences of mortgage brokers who have made that transition. Each episode goes inside some of Australia’s leading mortgage brokerages to uncover what it actually takes to scale — from making your first hires and building a high-performing team, to developing better systems, attracting and retaining great brokers, stepping away from day-to-day brokering and becoming the leader your growing business needs. You’ll hear directly from mortgage broker and brokerage leaders about the decisions that moved their businesses forward, the mistakes that cost them time and money, the challenges that nearly held them back, and the lessons they wish they’d known when they were still doing everything themselves. These are honest, inspiring stories designed to empower ambitious mortgage brokers with practical insights from people who have already faced the challenges of growth. No courses, product pitches or polished highlight reels — just brokers openly sharing what worked, what didn’t, and how they built businesses and teams capable of growing beyond themselves. If you’re a mortgage broker looking to scale your brokerage, grow your team and build a better broking business, Brokers in Progress is for you.

  1. 4d ago

    012: Emerge Finance - Adam Bradley - How Great Service Drives Growth

    A growing brokerage needs more than a steady flow of new clients. It needs the right people behind the scenes, a service model clients trust, and a way of working that allows the team to take on more without making the business unnecessarily complicated. In this episode, we speak with Adam Bradley of Emerge Finance, who launched his brokerage in 2014 after working as a civil engineer. What began as a solo operation has developed into a team of brokers supported by a dedicated back-office function. Adam walks us through the decisions that shaped Emerge Finance, from finding his niche in guarantor lending and building professional referral relationships to creating systems that help brokers spend more time where they add the most value. He also shares what he has learnt about bringing people into the business, maintaining a strong team culture, and staying focused on the fundamentals through changing market conditions. In this episode: → How Adam moved from handling every transaction himself to building a team and systems that support growth → Why strong client service and professional relationships have become key drivers of referrals → How Adam identified an opportunity in guarantor lending and built his business from there → Why he prioritises quality leads and client experience over chasing volume → What he has learnt about recruitment, team culture and finding the right people → Why staying focused on the core business can be more valuable than trying to do everything For brokers looking to make the move from writing loans to running a business, this conversation offers a practical look at how to build a brokerage around strong service, repeatable processes and people who complement each other. Adam’s experience is a useful reminder that growth doesn't always come from doing more things. Sometimes, it comes from getting the important things right and building the support to do them consistently well. Episode Highlights00:00 – Meet Adam Bradley of Emerge Finance 03:28 – Making the Shift From Broker to Business Owner 05:19 – Building a Back Office That Supports Growth 07:44 – Finding Your Niche and Building Referral Networks 10:24 – Turning Every Property Deal Into a Referral Opportunity 13:26 – Training Brokers and Creating Different Growth Pathways 15:25 – Building Community Through a Physical Office 18:34 – Growing Through Market Cycles by Sticking to the Basics 20:31 – Using Technology Without Losing Focus on the Core Business 24:55 – What Adam Thinks About the Future of Broking 26:31 – Final Thoughts and Key Takeaways About the GuestAdam Bradley is the founder of Emerge Finance, a Brisbane-based mortgage brokerage he started in 2014. Coming from a civil engineering background rather than banking or finance, Adam built Emerge from a one-person operation into a growing brokerage with seven brokers and a strong support team. Along the way, he has focused on building efficient systems, creating a strong client experience and developing a team structure that allows brokers to focus on where they add the most value. Adam has also built the business through client referrals and long-term relationships with professionals including accountants, financial planners, solicitors, real estate agents and buyers agents. Connect with AdamLinkedIn | Adam BradleyLinkedIn | Emerge FinanceWebsite | Emerge FinanceInstagram | Emerge FinanceFacebook | Emerge FinanceYouTube | Emerge Finance Enjoyed this episode? Subscribe to Brokers in Progress for more real conversations about growth, systems, leadership, and what it actually takes to build a successful brokerage. 🎬Produced by Chris Bates and the studio team at www.alcove.com.au The information provided in this podcast is for general informational purposes only and should not be relied upon as financial, investment, or credit advice. It does not take into account your personal objectives, financial situation, or needs. You should consider the appropriateness of the information to your circumstances and seek advice from a licensed financial adviser, mortgage broker, or other qualified professional before making any decision. Canopy Private Pty Ltd holds Australian Credit Licence 558709.

    012: Emerge Finance - Adam Bradley - How Great Service Drives Growth
  2. Oct 29

    011: Rethink Financing - Son Pham - Growing Through Commercial Lending

    Building a successful brokerage is not just about writing more volume. It’s about building the people, systems, processes and expertise that allow the business to keep progressing as it grows. In Episode 011 of Brokers in Progress, we sit down with Son Pham of Rethink Financing, who has been a broker since 2011 and has helped grow Rethink from a predominantly residential brokerage into a business with around 30 people, including 19 brokers, settling around $1 billion last year. Son shares how Rethink expanded into commercial lending, why building the right systems and processes became essential as the business grew, and how the team has created a more structured approach to managing increasing volume and complexity. In this episode: → How Rethink expanded from residential into commercial lending → How Son's "conveyor belt" approach helps build systems that support growth → Why Son believes he should have hired earlier and learned to delegate → How real deal scenarios and lender relationships help brokers develop commercial expertise → Why solution-based broking means finding the right lending structure, not just the lowest rate Whether you’re looking to move into commercial lending, building a team, improving your systems, or working out how to scale a brokerage without everything relying on you, this conversation offers plenty of practical lessons from Son’s experience building Rethink Financing. Episode Highlights00:00 - Why Solutions Matter More Than Rates 00:12 - Inside Son Pham's Rethink Financing 02:15 - The Shift That Opened Up Commercial Lending 03:03 - Running a Brokerage Like a Conveyor Belt 04:20 - The Advantage of Having Services In-House 05:46 - How Bankers Helped Son Learn Commercial 07:44 - Weekly Deal Workshops That Build Broker Knowledge 09:26 - Son's Biggest Lesson About Hiring 12:29 - Treat Every Client Like Your Only Client 18:15 - Turning Residential Brokers Into Commercial Specialists 21:14 - How AI Is Speeding Up Loan Processing 23:15 - Why Commercial Clients Create More Opportunities About the GuestSon Pham is the Co-Founder of Rethink Financing and an experienced mortgage broker with a background in financial planning. Son began his career in financial planning before moving into mortgage broking, initially helping his existing advice clients with their lending needs. He later co-founded Rethink Financing in 2017, initially building the business around residential lending before expanding into commercial finance. Today, Rethink has around 30 people, including 19 brokers, and settled around $1 billion last year, with approximately 70% of the business now focused on commercial lending. Son has played a key role in building the systems, processes and team behind that growth. His experience spans commercial lending, complex deal structuring, broker development and building a brokerage designed to support clients across different parts of their financial and property journey. Connect with SonLinkedIn | Son PhamWebsite | Rethink FinancingLinkedIn | Rethink Financing Enjoyed this episode? Subscribe to Brokers in Progress for more real conversations about growth, systems, leadership, and what it actually takes to build a successful brokerage. 🎬Produced by Chris Bates and the studio team at www.alcove.com.au The information provided in this podcast is for general informational purposes only and should not be relied upon as financial, investment, or credit advice. It does not take into account your personal objectives, financial situation, or needs. You should consider the appropriateness of the information to your circumstances and seek advice from a licensed financial adviser, mortgage broker, or other qualified professional before making any decision. Canopy Private Pty Ltd holds Australian Credit Licence 558709.

    011: Rethink Financing - Son Pham - Growing Through Commercial Lending
  3. Oct 23

    010: 1st Street Financial - Jeremy Fisher - Build the Business You'd Want to Join

    Building a successful brokerage is not just about writing more volume. It’s about building the people, systems, relationships and support that allow the business to keep progressing over time. In this episode, we sit down with Jeremy Fisher of 1st Street Financial, who has been a mortgage broker since 2002 and has built a 21-broker business settling around $1.2 billion a year. Jeremy shares how 1st Street Financial has evolved from a one-person operation into a multi-office brokerage, why he chose to build around experienced brokers, and how giving brokers ownership within the business has helped create a strong and long-standing team. In this episode: → Why Jeremy believes experienced brokers can thrive inside the right environment → How 1st Street Financial built a support model around specialised offshore teams → The role of lender relationships, processes and automation in a lean brokerage → How local branding and community involvement helped build 1st Street Financial’s reputation → What changing technology, regulation and market conditions mean for brokers → Why adapting to change is becoming an essential part of building a brokerage for the long term Whether you’re building a team, improving your systems, thinking about support, or working out how to keep a long-established brokerage progressing, this conversation offers plenty of practical lessons from more than two decades in the industry. Episode Highlights00:00 - Meet Jeremy Fisher of 1st Street Financial 01:42 - From Solo Broker to a 21-Broker Business 04:19 - Building a Brand Through Local Visibility 05:26 - Putting Client Relationships First 07:08 - Why 1st Street Hires Experienced Brokers 08:32 - Giving Brokers Ownership and Freedom 10:08 - Growing Through Relationships, Not Recruitment Ads 11:23 - The Value of Being Part of an Experienced Team 14:14 - Why Jeremy Wishes He Got Support Earlier 17:09 - Adapting to Change as the Brokerage Grows 20:34 - The Shift From Broker vs Bank to Broker vs Broker 23:12 - Exploring AI Without Replacing the Broker 28:03 - Why Existing Clients Come First 31:06 - Building Specialist Offshore Support Pods 32:15 - Growing a Brand Through Community Connections About the GuestJeremy Fisher is the founder of 1st Street Financial and has been a mortgage broker since 2002. Over more than two decades in the industry, Jeremy has built 1st Street Financial into a 21-broker business settling around $1.2 billion a year, with offices across Sydney, Queensland, Melbourne, the Central Coast and South Coast, supported by a dedicated team in the Philippines. His focus has been on creating an environment where experienced brokers can run their own business within the business, while benefiting from strong lender relationships, shared processes, automation and support. Today, Jeremy continues to look at how 1st Street Financial can evolve, including the use of AI and automation to improve the customer experience while keeping the broker relationship at the centre of the business. Connect with JeremyLinkedIn | Jeremy FisherLinkedIn | 1st Street AU1st Street Financial Enjoyed this episode? Subscribe to Brokers in Progress for more real conversations about growth, systems, leadership, and what it actually takes to build a successful brokerage. 🎬Produced by Chris Bates and the studio team at www.alcove.com.au The information provided in this podcast is for general informational purposes only and should not be relied upon as financial, investment, or credit advice. It does not take into account your personal objectives, financial situation, or needs. You should consider the appropriateness of the information to your circumstances and seek advice from a licensed financial adviser, mortgage broker, or other qualified professional before making any decision. Canopy Private Pty Ltd holds Australian Credit Licence 558709.

    010: 1st Street Financial - Jeremy Fisher - Build the Business You'd Want to Join
  4. Oct 15

    009: UFinancial - Bryce Deledio - Every Stage of Growth Needs a Different Version of You

    Building a bigger brokerage isn't just about adding more volume. It's about knowing what needs to change, what needs to be protected, and how to bring people, systems and businesses together as you grow. In this episode, Chris Bates sits down with Bryce Deledio from UFinancial. Bryce has been involved in mortgage broking since 1998, with UFinancial starting in 2008. Today, Bryce says the business has a loan book of around $6 billion, settled close to $2.2 billion in the last financial year, has 35 brokers and around 160 employees across its broader financial services businesses. A major part of the conversation is how UFinancial has approached growth through acquisitions, diversification and its employee broker model, and what Bryce has learned about making those decisions work beyond the transaction itself. In this episode:→ How seven directors with different strengths have become a business advantage → How UFinancial moved towards an employee broker model → Why integration and cultural alignment matter beyond the acquisition price → What Bryce has learned from 14 different transactions → Why Bryce believes "the mortgage is the transaction and the relationship is the asset" → How UFinancial approaches culture when bringing new businesses into the group → Why people shouldn't always be the answer to a process problem For brokers and business owners thinking about growth, M&A, team structure or the next stage of their business, this conversation offers a practical look at what it takes to keep progressing without losing sight of the people and relationships that built the business in the first place. Episode Highlights00:00 - Why Leaders Must Evolve as Their Business Grows 00:16 - Inside UFinancial's Growth and Seven-Director Model 03:08 - What Changes at Every Stage of Scaling 05:13 - Bryce's Journey From Broker to Business Leader 06:10 - Why UFinancial Turned to Acquisitions for Growth 08:03 - Why Cultural Alignment Matters More Than Price 08:51 - What Makes a Brokerage Valuable to Buyers? 10:34 - Building an Acquisition Strategy Through Relationships 13:44 - Building a Financial Services Ecosystem Around Brokers 15:43 - The Mortgage Is the Transaction, Trust Is the Asset 17:45 - Why UFinancial Moved to Salaried Brokers 20:45 - Finding the Right Brokers, Not Just More Brokers 21:55 - Protecting Culture When Bringing Businesses Together 24:40 - Balancing Brand Identity With Group Integration 26:45 - How Joining a Larger Group Can Renew Growth 28:42 - Why Hiring More People Won't Fix Broken Processes 30:05 - Knowing What to Change and What to Protect About the GuestBryce Deledio is the CEO and one of seven directors of UFinancial. Bryce has been involved in mortgage broking since 1998, after being introduced to the industry through his family’s involvement in financial services. UFinancial began in 2008. Today, the business has a loan book of around $6 billion, 35 brokers and approximately 160 employees across the group, including its financial planning, accounting and asset businesses. Bryce also explains that the group has completed 14 transactions as part of its growth strategy. Connect with BryceLinkedIn | Bryce DeledioLinkedIn | UFinancialWebsite | UFinancial Enjoyed this episode? Subscribe to Brokers in Progress for more real conversations about growth, systems, leadership, and what it actually takes to build a successful brokerage. 🎬Produced by Chris Bates and the studio team at www.alcove.com.au The information provided in this podcast is for general informational purposes only and should not be relied upon as financial, investment, or credit advice. It does not take into account your personal objectives, financial situation, or needs. You should consider the appropriateness of the information to your circumstances and seek advice from a licensed financial adviser, mortgage broker, or other qualified professional before making any decision. Canopy Private Pty Ltd holds Australian Credit Licence 558709.

    009: UFinancial - Bryce Deledio - Every Stage of Growth Needs a Different Version of You
  5. Oct 8

    008: Empower Wealth Advisory - Ben Kingsley - Building a One-Stop Financial Services Model

    Building a successful brokerage is about more than writing loans. It’s about creating the systems, expertise and relationships that allow a business to grow with its clients. In this episode, we sit down with Ben Kingsley, founder of Empower Wealth Advisory, to explore the journey from sole operator to building an integrated business across mortgage broking, property planning, buyers agency, financial planning and tax. Ben shares how specialisation, strong systems and a focus on the customer journey have shaped the business, including the decision to build its own platform to help clients stay connected and manage their financial journey over time. In this episode: → How Ben evolved from a sole broker into an integrated wealth business → Why specialisation became central to the way Empower Wealth Advisory operates → The challenge of building systems and management layers as the team grows → Why proactive client relationships can create opportunities to serve clients over the long term → How changing customer expectations and AI could reshape mortgage broking → Why brokers may need to think beyond the immediate lending transaction → The opportunities and risks around property advice and referrals → How Empower Wealth Advisory approaches growth through acquisition → What Ben looks for when assessing a brokerage or business to acquire → Why building for the business you want to become can help support future growth Whether you're building a brokerage, growing a team, or thinking about how to create more value for clients beyond the initial transaction, this conversation offers plenty of practical lessons on building a business for the long term. Episode Highlights00:00 - Building Wealth Beyond The Transaction 00:22 - Meet Ben Kingsley Of Empower Wealth Advisory 02:29 - From Sole Broker To Empower Wealth Advisory 04:23 - Building A Full-Service Advice Business 06:16 - Why Specialisation Matters At Scale 09:18 - How Leadership Changes As The Team Grows 12:49 - Great Systems Run Great Teams 14:47 - Evolving The Business To Keep Adding Value 19:13 - How AI Is Changing What Clients Expect 23:00 - Property Advice, Referrals And Broker Risk 27:55 - Growing Through The Right Acquisitions 34:13 - Where The Broking Industry Is Heading 37:17 - Final Thoughts And What's Next About the GuestBen Kingsley is the founder of Empower Wealth Advisory, an integrated property and wealth business built around helping clients manage their money, build wealth and work towards their long-term financial goals. Ben began his journey as a sole-operator mortgage broker and has since built a business spanning mortgage broking, money coaching, property planning, buyers agency, financial planning and tax. A key part of Ben’s approach has been specialisation, with dedicated teams across different areas of the client journey rather than relying on one person to do everything. He has also invested heavily in systems and technology, including building a platform designed to help clients manage their financial information and stay connected to their progress over time. Today, Ben’s focus is on continuing to evolve the business around changing customer needs, building strong teams and creating a more proactive, long-term relationship with clients. Connect with BenLinkedIn | Ben KingsleyEmail | Ben KingsleyX (formerly Twitter) | Ben KingsleyWebsite | Empower Wealth AdvisoryLinkedIn | Empower Wealth Advisory Enjoyed this episode? Subscribe to Brokers in Progress for more real conversations about growth, systems, leadership, and what it actually takes to build a successful brokerage. 🎬Produced by Chris Bates and the studio team at www.alcove.com.au The information provided in this podcast is for general informational purposes only and should not be relied upon as financial, investment, or credit advice. It does not take into account your personal objectives, financial situation, or needs. You should consider the appropriateness of the information to your circumstances and seek advice from a licensed financial adviser, mortgage broker, or other qualified professional before making any decision. Canopy Private Pty Ltd holds Australian Credit Licence 558709.

    008: Empower Wealth Advisory - Ben Kingsley - Building a One-Stop Financial Services Model
  6. Oct 1

    007: The Birdie Group - Nathan Smith - Find Good People and Build the Job Around Them

    Building a successful brokerage isn't just about writing more loans. It's about finding the right market, building the right team and creating a business that can grow beyond the principal broker. In this episode of Brokers in Progress, we sit down with Nathan Smith, Director of the Birdie Group. Nathan is approaching 10 years at Birdie and has grown the business from a solo brokerage into a team of around 40. Today, the Birdie Group spans mortgage broking through Birdie Wealth, as well as conveyancing, property management and law. Nathan shares how focusing deeply on the Sutherland Shire helped Birdie build a strong local brand and reputation, why the group expanded into complementary services, and how a people-first approach has shaped its culture and growth. In this episode: → Why Nathan chose to niche geographically rather than by client type → How Birdie expanded from mortgage broking into complementary services → How flexibility, regular one-on-ones and career paths help build loyalty → The leadership lessons that come with growing a larger team → How Birdie integrates its offshore team as part of the wider business → Why finding good people and protecting the brand guide long-term growth Whether you're building a brokerage, growing a team or thinking about how to create a business that can progress beyond your own loan writing, this conversation offers plenty of practical lessons on building for the long term. Episode Highlights00:00 - Meet Nathan Smith of the Birdie Group 02:31 - From Solo Broker to a Multi-Service Business 03:52 - Why Birdie Chose a Geographic Niche 05:27 - Expanding the Brand Into New Services 06:41 - Building a Workplace People Want to Join 10:28 - Letting Good People Shape the Growth Plan 13:04 - Building the Next Layer of Leaders 16:12 - Why Good People Stay at Birdie 20:28 - Protecting the Brand Above Anything Else 22:00 - Making the Offshore Team Part of Birdie 23:26 - The Brokers Who Thrive at Birdie 25:27 - Solve the Problem, Not Chase the Tech 26:41 - Building Long-Term Partner Relationships 28:57 - The 10-Year Mindset Behind Birdie Wealth About the GuestNathan Smith is the Director of the Birdie Group, a group of businesses spanning mortgage broking, conveyancing, property management and law. With around 20 years of experience as a broker, Nathan has spent the past decade building Birdie from a solo brokerage into a team of around 40, with a strong presence in Sydney’s Sutherland Shire. Nathan’s approach is centred on finding good people, building roles around them and creating a workplace where they can grow. That includes regular one-on-one conversations, flexible working arrangements, clear career paths and a strong focus on long-term relationships. In this episode, Nathan shares what he’s learned from building Birdie over the past 10 years, from geographic niching and expanding into complementary services to developing leaders, integrating an offshore team, protecting the brand and continually improving the client experience. Connect with NathanLinkedIn | Nathan SmithLinkedIn | Birdie WealthWebsite | Birdie Wealth Enjoyed this episode? Subscribe to Brokers in Progress for more real conversations about growth, systems, leadership, and what it actually takes to build a successful brokerage. 🎬Produced by Chris Bates and the studio team at www.alcove.com.au The information provided in this podcast is for general informational purposes only and should not be relied upon as financial, investment, or credit advice. It does not take into account your personal objectives, financial situation, or needs. You should consider the appropriateness of the information to your circumstances and seek advice from a licensed financial adviser, mortgage broker, or other qualified professional before making any decision. Canopy Private Pty Ltd holds Australian Credit Licence 558709.

    007: The Birdie Group - Nathan Smith - Find Good People and Build the Job Around Them
  7. Sep 24

    006: Simplicity Loans & Advisory - Matthew Johnson - Bring In the Expertise That Unlocks Growth

    Building a successful brokerage isn’t just about writing more business. It’s about knowing where you can add the most value, building the right systems around your team, and creating a business that can keep growing. In this episode, we sit down with Matthew Johnson, Managing Director of Simplicity Loans & Advisory Group, to unpack the journey of building a specialist commercial brokerage and what it takes to grow beyond the founders. Matthew and business partner Jean-Pierre (JP) Gortan started the business with just five people and a clear ambition to build something bigger than themselves. Today, Simplicity writes around $3 billion a year in lending, with residential making up less than 3% of its volume, and has around 13 to 14 commercial brokers. Matthew shares how the business moved from doing whatever it could to keep the lights on, to doubling down on commercial lending, building Marketplace Finance, bringing in complementary leadership, and putting systems and governance in place to support the next stage of growth. He also opens up about the decisions that shaped the business, including how the team approached its partnership with REA Group and why he sees it as the start of the next chapter rather than the end. In this episode: → Why knowing your specialty can be more powerful than trying to do everything → How Simplicity moved from a broad lending offering to a clear commercial focus → How Marketplace Finance created another path to scale the business → Bringing in the right leadership expertise to unlock the next stage of growth → What Matthew learned from a major technology investment → Why asking for honest feedback can help leaders continue to grow → The role of partnerships and consolidation in the future of commercial broking → Why brokers don't need to be experts in everything to deliver more value to their clients Whether you're building a commercial brokerage, growing a team, or working out how to move beyond being the person responsible for every deal, this conversation offers plenty of practical lessons on building a business with the foundations to keep growing. Episode Highlights00:00 - Meet Matt Johnson of Simplicity 01:11 - How to Get Honest Feedback From Your Team 01:49 - The REA Deal and What Comes Next 03:41 - Building for Scale From Day One 06:53 - Why Simplicity Went All In on Commercial 09:39 - Building Marketplace Finance for Scale 12:16 - Playing to Your Strengths as Founders 17:51 - Advisory Boards, Tech and Calculated Bets 24:06 - Managing a Confidential Sale With Your Team 29:51 - Breaking Through the Next Stage of Growth 33:45 - Why Specialisation and Partnerships Matter 36:20 - Learning to Ask for Honest Feedback 39:22 - Final Takeaways and Closing About the GuestMatthew Johnson is the Managing Director of Simplicity Loans & Advisory Group, a specialist commercial lending business he co-founded with JP after both building careers in commercial banking and lending. Matthew has extensive experience across commercial lending, business banking, credit analysis and cash flow lending, with a strong focus on helping businesses navigate complex lending needs. Since launching Simplicity, Matthew and JP have built the business from an initial team of five into a commercial brokerage writing around $3 billion in lending across the calendar year, with around 13 to 14 commercial brokers throughout the year. Residential lending now represents less than 3% of the business. Today, Matthew’s focus extends beyond writing deals to strategy, leadership and building the systems, structures and partnerships that allow the business and its people to continue growing. He is particularly focused on creating the right environment for experienced brokers, developing strong leadership around the founders, and continuing to build a business that can scale beyond its original team. Connect with MatthewLinkedIn | Matthew JohnsonWebsite | Simplicity Website | Marketplace Finance Enjoyed this episode? Subscribe to Brokers in Progress for more real conversations about growth, systems, leadership, and what it actually takes to build a successful brokerage. 🎬Produced by Chris Bates and the studio team at www.alcove.com.au The information provided in this podcast is for general informational purposes only and should not be relied upon as financial, investment, or credit advice. It does not take into account your personal objectives, financial situation, or needs. You should consider the appropriateness of the information to your circumstances and seek advice from a licensed financial adviser, mortgage broker, or other qualified professional before making any decision. Canopy Private Pty Ltd holds Australian Credit Licence 558709.

    006: Simplicity Loans & Advisory - Matthew Johnson - Bring In the Expertise That Unlocks Growth
  8. Sep 17

    005: Ortus Financial - Adam Rakowski - Building a Brokerage That Doesn't Depend on You

    Growth eventually forces you to make a choice: keep writing the deals yourself, or build a brokerage that can grow without depending on you. In Episode 005 of Brokers in Progress, we sit down with Adam Rakowski, founder of Ortus Financial. After 15 years at Macquarie, Adam started Ortus in 2019. Today, the business is settling around $1.5 billion a year through approximately 30 brokers. Last year, Ortus also took on a $2 billion loan book and around 20 brokers through a major acquisition. That growth has pushed Adam further off the tools and into a different role. He shares what he is learning about delegation, leadership, building the right team and creating a business that can continue delivering for clients without everything running through him. In this episode: → Why growth will eventually force you away from writing the deals yourself → What Adam learned from taking on a $2 billion loan book and integrating around 20 brokers → Why having different employment and incentive models became difficult as Ortus scaled → Why Adam believes in getting good people around you before you need them → The value of developing people who can eventually replace you and creating genuine career progression → Why Ortus is leaning further into private client and agricultural finance, where the team has deeper experience → Adam's view on specialisation, and why he sees it as an abundance mindset rather than limiting opportunity → Why the human and cultural side matters just as much as the numbers when considering an acquisition → How Adam sees consolidation changing the broking industry and the opportunities it could create for larger firms For brokers and business owners working out how to step back from being the person who does everything, this episode is a practical look at building the people, structure and focus needed to grow beyond yourself. Episode Highlights02:14 - How Macquarie Shaped Adam’s Approach 03:29 - Taking On A $2 Billion Loan Book 06:31 - What The Acquisition Changed 08:43 - Stepping Off The Tools To Lead 11:42 - Simplifying The Model As Ortus Scales 15:29 - Going Deeper Through Specialisation 19:32 - Why Adam Sees Consolidation Coming 27:58 - Get The People Before You Need Them 31:24 - Building Trust As The Team Grows 35:30 - Wrap Up And Next Episode About the GuestAdam Rakowski is the founder of Ortus Financial, a finance brokerage focused on building long-term client relationships and delivering a private banking-style experience. Before starting Ortus Financial in 2019, Adam spent 15 years at Macquarie, where he gained experience across sales, credit and operations. That background continues to shape his approach to broking, particularly his focus on understanding the full client journey and building relationships around trust, empathy and consistency. Today, Ortus Financial is settling around $1.5 billion a year through approximately 30 brokers. The business has also grown through acquisition, taking on a $2 billion loan book and around 20 brokers last year. As Ortus has grown, Adam’s own role has evolved from writing deals to spending more time on leadership, strategy and developing his team. He is a strong believer in getting good people around you early, leaning into what you do best and building a business that can continue delivering for clients without depending on one person. Connect with AdamLinkedInWebsite (Ortus Financial)Instagram (Adam)Instagram (Ortus Financial) Enjoyed this episode? Subscribe to Brokers in Progress for more real conversations about growth, systems, leadership, and what it actually takes to build a successful brokerage. 🎬Produced by Chris Bates and the studio team at www.alcove.com.au The information provided in this podcast is for general informational purposes only and should not be relied upon as financial, investment, or credit advice. It does not take into account your personal objectives, financial situation, or needs. You should consider the appropriateness of the information to your circumstances and seek advice from a licensed financial adviser, mortgage broker, or other qualified professional before making any decision. Canopy Private Pty Ltd holds Australian Credit Licence 558709.

    005: Ortus Financial - Adam Rakowski - Building a Brokerage That Doesn't Depend on You

About

How do you go from being a successful solo mortgage broker to building and scaling a successful brokerage? Brokers in Progress shares the inspiring stories, hard-earned lessons and real-world experiences of mortgage brokers who have made that transition. Each episode goes inside some of Australia’s leading mortgage brokerages to uncover what it actually takes to scale — from making your first hires and building a high-performing team, to developing better systems, attracting and retaining great brokers, stepping away from day-to-day brokering and becoming the leader your growing business needs. You’ll hear directly from mortgage broker and brokerage leaders about the decisions that moved their businesses forward, the mistakes that cost them time and money, the challenges that nearly held them back, and the lessons they wish they’d known when they were still doing everything themselves. These are honest, inspiring stories designed to empower ambitious mortgage brokers with practical insights from people who have already faced the challenges of growth. No courses, product pitches or polished highlight reels — just brokers openly sharing what worked, what didn’t, and how they built businesses and teams capable of growing beyond themselves. If you’re a mortgage broker looking to scale your brokerage, grow your team and build a better broking business, Brokers in Progress is for you.

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