Brokers in Progress

Chris Bates
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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.

Episodes

  1. 5d ago

    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

  2. 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

  3. 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

  4. 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

  5. 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

  6. 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

  7. 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

  8. Sep 10

    004: AXTON Finance - Clint Waters - Building Beyond The Principal Broker

    Building a successful brokerage isn't just about writing more volume. It's about creating the environment, systems, and relationships that make long-term growth possible. In Episode 004 of Brokers in Progress, we sit down with Clint Waters, founder of AXTON Finance. Clint has been a broker for more than 20 years, and today AXTON has a team of eight brokers settling more than $500 million a year. Clint shares how his role has evolved from being the principal broker saying yes to every client and writing every deal, to stepping back and building an environment where good brokers can become great. In this episode: → Why Clint believes experienced brokers can achieve more inside the right environment → The shift from principal broker to building the platform around the team → Why settlement volume alone isn't enough to measure a successful brokerage → How AXTON is centralising knowledge to make better, more consistent decisions → Why efficiency and broker productivity will matter more as the industry evolves → The role brand and reputation play before a client even speaks to a broker → Why human relationships are becoming more valuable as AI becomes part of the broking process → What it means to play the long game with clients, even when the best advice is to wait Whether you're building a team, trying to improve your brokerage, or working out how to step beyond writing every deal yourself, this conversation offers a practical look at what it takes to build for the long term. Episode Highlights01:54 - From Principal Broker to Building the Platform 04:24 - How Technology Changed the Brokerage Model 06:32 - Creating a Home for Experienced Brokers 09:45 - Why Brand Opens the Door With Clients 13:13 - Stepping Back Before Burning Out 15:12 - Building a Team Around Shared Values 19:32 - Why Great Broking Is a Long Game 23:13 - Where Brokerage Consolidation Is Heading 30:07 - Centralising Knowledge for Better Decisions 32:35 - Building AXTON’s Premium Brand 36:47 - Wrap Up and Next Episode About the GuestClint Waters is an experienced mortgage broker and the founder of AXTON Finance. He has worked in mortgage broking since 2003, helping clients across a wide range of residential, investment and commercial lending needs. Based in Melbourne, Clint has spent more than 20 years in the industry and has built AXTON into a team of eight brokers settling more than $500 million a year. Today, his focus extends beyond writing loans to building the systems, culture and environment that help experienced brokers perform at a high level, while maintaining a strong focus on long-term client relationships and quality credit advice. Connect with ClintLinkedInWebsite 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.

    004: AXTON Finance - Clint Waters - Building Beyond The Principal Broker

  9. Sep 3

    003: MortgageWorks - Anthony Roddy - Hire for Character, Train the Rest

    The people you bring into a business can matter just as much as the numbers they write. In Episode 003 of Brokers in Progress, we sit down with Anthony Roddy, co-founder of MortgageWorks. Anthony built the business alongside two of his closest mates, George Fennel and Nick Jacobs. What started with three brokers running their own books has grown into a team of 16 brokers, now settling more than $1 billion a year. Anthony gets candid about what it takes to build a business with three very different founders, the people decisions they’ve learned to take seriously, and the personal growth required as the business grows and the challenges get bigger. In this episode: → Why MortgageWorks hires for integrity, personality and attitude, with the belief that the rest can be trained → How three founders with very different personalities make decisions without always agreeing → Why hiring is the one major business decision Anthony, George and Nick insist must be unanimous → What Anthony means by being “ruthlessly honest with yourself” as you take on bigger problems → Why MortgageWorks is willing to sacrifice volume to protect a culture built around integrity, collaboration and support → How difficult lending environments can force you to become a better, more capable broker → Why Anthony believes relationships and the ability to handle complexity will become even more important as technology changes broking → Why MortgageWorks wants to get its core business right before expanding into additional services Whether you’re building a team, going into business with others, or working through the next stage of your own growth, this episode is a practical look at why the people around you, and the work you do on yourself, can shape the business you ultimately build. Episode Highlights01:34 - Building a Business With Two Close Mates 03:58 - Keeping the Partnership Fair From Day One 06:07 - Growing MortgageWorks to 16 Brokers 09:01 - Hiring for Character and the Right Fit 11:38 - Finding the Right Market Position 13:34 - Why Growth Requires Ruthless Self-Honesty 16:12 - Becoming Better Through Tough Markets 18:37 - Why Culture Matters More Than Volume 20:31 - How AI Could Change the Broking Industry 24:44 - Learning From People Who’ve Been There Before 26:29 - Get the Core Business Right Before Expanding 28:30 - Using Automation to Increase Capacity 29:56 - Making a Three-Founder Partnership Work 31:36 - Wrap Up and Next Episode About the GuestAnthony Roddy is the co-founder of MortgageWorks, a Sydney-based mortgage brokerage he built alongside George Fennel and Nick Jacobs. Anthony started his career in accounting before moving into mortgage broking in 2015. Together with George and Nick, he has grown MortgageWorks from three brokers running their own individual books into a team of 16 brokers, with the business now settling more than $1 billion in loans annually. A big part of Anthony’s approach to business is centred around people. At MortgageWorks, the team places a strong emphasis on integrity, collaboration, support and hiring people with the right attitude and personality, with the belief that many of the technical skills can be taught. Anthony is also a strong believer in continual personal growth and being honest about where you need to improve as the challenges of running a business get bigger. Connect with AnthonyWebsite | MortgageWorksLinkedIn | Anthony RoddyLinkedIn | MortgageWorksInstagram | MortgageWorksFacebook | MortgageWorks 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.

    003: MortgageWorks - Anthony Roddy - Hire for Character, Train the Rest

  10. Aug 27

    002: Inovayt - Nick Reilly - Building a Brokerage Where Top Performers Thrive

    The next stage of brokerage growth isn’t always about adding more brokers. It’s about giving the right people the systems, resources, and opportunities to keep progressing. In this episode of Brokers in Progress, we sit down with Nick Reilly, founder of Inovayt. Since starting the business in 2007, Nick has grown Inovayt into a broader financial services business settling around $1.2 billion a year, with 16 brokers and 65 staff across Melbourne, Brisbane, and Adelaide. Nick shares how his approach to growth has evolved, from learning to step back and give good people autonomy to building an environment where top performers can keep reaching new levels. In this episode: → Why investing in proven performers can be more valuable than continually adding new brokers → How the right systems can help a $60–70M broker progress to $100M and beyond → Why giving people autonomy became a turning point in Inovayt’s growth → How top performers can create a blueprint that lifts the rest of the team → Why Nick believes technology and AI will give the best brokers more time to win and retain clients → How Inovayt is creating a pathway for talented people to grow within the business → Why the future of broking could see fewer businesses writing a greater share of the volume → How Inovayt is thinking about client retention and building relationships beyond a single transaction → What Nick is learning as the business moves into partnerships, acquisitions, governance, and its next stage of growth Whether you’re building your first team or working out how to take an established brokerage to its next level, this episode is a practical look at what it takes to create an environment where good people can grow with the business. Episode Highlights01:54 - From Broking to Building a Business 05:08 - How Inovayt Evolved Beyond Broking 07:00 - Expanding Inovayt Across Australia 08:21 - Learning to Step Back as a Founder 11:22 - What Nick Learned From Hiring Mistakes 13:24 - Building Systems Around Top Performers 15:37 - What Sets Top Brokers Apart 18:14 - Giving Your Best People Room to Grow 20:00 - Why Fewer Brokers Could Write More Volume 24:03 - Your Brokers Are Your Brand 27:33 - Partnerships, Acquisitions and the Next Stage 32:44 - Building a Culture Where Everyone Wins 36:38 - Wrap Up and Next Episode About the GuestNick Reilly is the founder of Inovayt, a financial services business that has grown from a mortgage brokerage into a team of 16 brokers and 65 staff across Melbourne, Brisbane and Adelaide, settling around $1.2 billion a year. Nick started Inovayt in 2007 after beginning his career in mortgage broking, but from early on he saw himself as a business builder rather than simply a broker. The business evolved in stages: first building lead generation and back-end support that other brokers could plug into, then expanding into financial planning, and more recently growing into new markets and bringing smaller businesses into the group. A big part of that growth has been learning to build around good people. Nick talks openly about stepping back as a founder, giving capable leaders autonomy and creating the systems that allow top performers to keep progressing. Rather than focusing solely on adding more brokers, Inovayt is increasingly focused on giving proven performers the resources, support and client-facing time they need to reach new levels, while creating a blueprint others in the business can follow. Nick is now leading Inovayt into another stage of growth, with nine shareholders, a partnership model and a goal of reaching $30 million in turnover by 2030. His own focus is shifting again, this time towards acquisitions, governance, managing shareholders and learning what it takes to lead a significantly larger organisation. For brokers and business owners thinking about how to create a business where talented people can grow and stay for the long term, Nick’s journey offers plenty to learn from. Connect with NickLinkedInWebsite 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. 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.

    002: Inovayt - Nick Reilly - Building a Brokerage Where Top Performers Thrive

  11. Aug 20

    001: Shore Financial - Theo Chambers - Inside One Of Australia's Largest Brokerages

    Brokers don't just need more clients. They need the systems, leadership, and strategy to build a business that actually scales. In the debut episode of Brokers in Progress, we sit down with Theo Chambers—co-founder of Shore Financial—one of Australia's largest independently owned mortgage brokerages. Since launching in 2013, Shore Financial has settled over $16.5 billion in loans, grown to 37 brokers and 120 staff, and expanded into financial planning, asset finance, and funds management. This year alone: $2.5 billion. Theo gets candid about the strategic decisions—and costly mistakes—that shaped Shore Financial's growth from a boutique brokerage to a full-scale financial services operation. In this episode: → Why most brokers hit a ceiling at $80–100M in annual volume — and how to break through it → The operational shift that separates brokerages that scale from ones that stall → Why "more volume doesn't always mean more profit" — and what matters more → How Shore Financial is building for the AI era (and why Theo believes AI will empower brokers, not replace them) → The "2.6 products" rule that turns one-off clients into raving fans for life → Industry consolidation: what it means for your brokerage right now → The loan book trap — why some acquisitions will deteriorate in value faster than you think Whether you're a solo broker building your first team or a principal pushing past $500M, this episode delivers the kind of strategic clarity that's hard to find anywhere else. Episode Highlights01:26 – What Drove Theo to Build Bigger 02:25 – The Secret Ingredient: Why Continuity Wins 03:16 – How Shore Financial Scaled to $2B+ 05:34 – How Shore Grew Without Paid Marketing 07:59 – Breaking Through the $80M Broker Ceiling 10:37 – Why Systems Need to Come Before Scale 12:39 – How Leadership Changes as You Scale 14:03 – Building a Brokerage Beyond the Founder 17:45 – ESOP: Turning Senior Leaders Into Owners 20:22 – Which Services Add the Most Value? 25:57 – The Future of Broking: AI and Tech 28:38 – Why Brokerage Consolidation Is Accelerating 32:56 – 650 Data Points: Shore’s Competitive Advantage 35:46 – Building a True Client-for-Life Model 39:59 – Theo’s Advice for Growing Brokers About the GuestTheo Chambers is the co-founder of Shore Financial, one of Australia's largest independently owned mortgage brokerages. Founded in 2013 alongside co-founder Alex Nochar, Shore Financial has settled over $16.5 billion in loans, scaled to 37 brokers and 120 staff, and is on track to settle $2.5 billion this financial year alone. Shore Financial was built on an insight Theo developed during his time at McGrath—that the relationship between real estate agents and mortgage brokers was one of the most underutilised distribution advantages in the industry. Rather than anchor that model to a single real estate group, he and Alex built something non-exclusive and nationally scalable. Growth came fast—and Theo is the first to admit that early success created its own problems. Volume outpaced infrastructure, producing a large business with fragile systems. The reset was deliberate: centralise processing, invest in leadership, slow down to build properly. Those decisions shape how Shore Financial operates today. Theo now leads Shore Financial as a diversified financial services business—spanning financial planning, asset finance, and a funds management arm with approximately $160 million in assets under management. His focus has moved from writing loans to building an institution: corporatising the business, reducing key-person dependency, embedding ESOP structures to give senior leaders skin in the game, and building a data platform that captures up to 650 data points per client application. For brokers thinking about what their business looks like at the next level—and the level after that—Theo's journey is one of the most instructive in the industry. Connect with TheoLinkedIn | Theo ChambersWebsite | Shore FinancialInstagram | Theo Chambers 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. 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.

    001: Shore Financial - Theo Chambers - Inside One Of Australia's Largest Brokerages

  12. Aug 19

    Brokers in Progress: The Lessons Behind Australia’s Top Brokerages (Trailer Episode)

    What can you learn from the people who’ve already built and scaled some of Australia’s leading mortgage brokerages? Brokers in Progress brings together brokerage leaders who’ve collectively settled tens of billions in home loans to share the lessons behind the businesses they’ve built — including the decisions that drove their growth, the mistakes they’d avoid, and the challenges they’re still working through. Across the series, they get into the realities of scaling: building teams and systems, attracting and retaining great brokers, stepping away from the tools, breaking through growth ceilings, and preparing for where the broking industry is heading next. These aren’t polished success stories. Every guest is an open book about what worked, what didn’t, and what they wish they’d known earlier. No courses. No product pitches. No highlight reels. Just brokers sharing what they’ve learned so other brokers can get better. New episodes every Friday. 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 https://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.

    Brokers in Progress: The Lessons Behind Australia’s Top Brokerages (Trailer Episode)
  • 12 Episodes

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.

Information

  • Creator
    Chris Bates
  • Years Active
    2026
  • Episodes
    12
  • Rating
    Explicit
  • Copyright
    © Copyright 2026 Chris Bates
  • Show Website
    Brokers in Progress

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