As the founder of Home Loan Experts, Otto Dargan, or at the very least, the firm he built, would be no stranger to a lot of mortgage brokers. In today's conversation with Otto, he elaborates on how he has developed his own leadership skills and he shares some mistakes insights and perspectives that have enabled him to grow personally and professionally and contribute towards the culture and environment that is enabled Home Loan Experts to be one of the more revered broking firms in the country. ...
Oct 03, 2024•39 min•Transcript available on Metacast With a penchant for speaking the truth, there’s a reason Jamie Holroyd has built a trusted reputation as an advisor and confidant to his clients. This would have to be the most candid interview I have done in terms of a guest speaking freely about the constraints or challenges that impede their ability to deliver the service, results and experience that clients have come to expect from the 3rd party channel. As a broker, when you listen to this interview, I have no doubt you will resonate with J...
Jul 02, 2024•39 min•Transcript available on Metacast Unlike most of our guests, Andrew Stevens is a well known and respected supplier to the industry rather than a broker from within the industry. Andrew has established Online Broker Think Tank, which is both a broker-specific Facebook group as well as a brand that’s become synonymous with providing value and insights to brokers. By way of prior experience, Andrew did write loans many years ago, and moreover has a wide range of life experiences that hold him in great stead to provide guidance, sup...
May 30, 2024•54 min•Transcript available on Metacast When you’ve assessed and approved over a billion dollars in lending within the banks, it is more than just a good apprenticeship to set you up for a life in broking, it’s the foundations to a rewarding career. In this interview with Charles Zerafa, he takes up through a career assessing commercial transactions before making the switch to broking and becoming the trusted advisor to a portfolio of high quality clients who lean on his expertise to help them fund their and facilitate their business ...
Nov 06, 2023•27 min•Transcript available on Metacast It’s seldom you come across a person who has started a movement, though that’s exactly what Philip Robison has done. As the the founder of Saving Brothers and a property professional, Philip is driven by the desire to impact people for the better. Not just in their hip pocket, but equally if not more so to look after one’s health and wellbeing - and with the scars and war stories he’s gathered, Philip is empathetic, compassionate and insightful. In our interview, we talk about the highs and lows...
Sep 14, 2023•38 min•Transcript available on Metacast As we all know, time is arguably the most precious commodity for every mortgage broker. In this podcast with gun loan administrator turned business owner, Mandy Love, we look at the importance of having the right people in the right seats to help deliver an efficient, referable and repeatable service to grow a broking practice. Having personally seen Mandy make a significant contribution to the growth of one of our broking clients, she is all too familiar with how to help brokers ensure their fo...
Apr 13, 2023•38 min•Transcript available on Metacast From police officer to high performing mortgage broker mortgage, Travis Carruthers is on a mission to impact more brokers, consumers and staff for the better. Most brokers who settle in excess of $100M per annum are usually looking to grow either their back end to pump through more volumes, or build out the broking team so they can grow with and through others. For Travis, it’s a combination of both, in addition to running a sub aggregation group and providing a consulting service where he imple...
Mar 14, 2023•39 min•Ep 164•Transcript available on Metacast To do more deals, you need to have more clients in your practice. Improving client retention is the easiest and most cost-efficient way to make this happen. Many brokers spend a lot of energy and money on new client acquisition. The idea behind this mentality is simple: You can grow your mortgage broking practice faster if you have more clients. However, some brokers deprioritise how to retain their current clients. Why? Partly because ‘new money’ is more appealing than existing money. A new cli...
Nov 07, 2022•38 min•Ep 164•Transcript available on Metacast Having interviewed over 160 podcast guests and had extraordinary conversations with many incredible people, it’s a big call to say this is the most important podcast I’ve done, particularly since it has nothing to do with broking. It does however have everything to do with how and why we perform and function in the world the way we do through our unconscious biases. It was spurred on by some friends of mine, females, who have had vastly different experiences of people whom I’d refer to as ‘good ...
Jun 17, 2022•32 min•Transcript available on Metacast Operating a broking practice can be challenging, especially if you’re just starting out. It’s even more so if you used to work as an employee in one. Transitioning from employee to owner can be tricky… but not impossible. Keith Caine joins me for this episode of The Successful Adviser. He moved from England after the 2008 recession to build a life in Australia. He joined Mortgage Choice and worked his way up. But today, he runs the firm. Keith shares his story of how he started from scratch and ...
Jun 02, 2022•30 min•Transcript available on Metacast The sole operator mentality can only take mortgage brokers so far. At some point, brokers will need to delegate key responsibilities to their team members. This will allow them to focus on the strategic and operational decisions and actions that keep their broking practices moving forward. Marissa Schulze, the director of Rise High Financial Solutions, joins me for this episode of The Successful Adviser. She and I discuss common growing pains and how she grew from a practice of one to a thriving...
Apr 01, 2022•32 min•Transcript available on Metacast There’s been a subtle paradigm shift in the mortgage broking industry in recent years. More and more brokers are embracing the idea of being a broker AND a business owner. It’s no longer about being a one-man-band. Instead, it’s all about structure and substance – building a team and growing a business. Anthony Landahl of Equilibria Finance sat down with me for this episode of The Successful Adviser. We discussed how brokers can best equip themselves and their businesses for this ongoing transit...
Mar 18, 2022•29 min•Transcript available on Metacast Should you earn 90% commission as an independent broker or base salary + 40% as a PAYG broker? The numbers might suggest that the answer is obvious. However, just like loans, there are different scenarios and different wants and needs that might influence what is the right structure for each person. Being an employed broker can be a fantastic opportunity to build a long-term career, build confidence, and be well paid by doing the technical aspects of the role that most brokers seem to enjoy. Cra...
Mar 04, 2022•30 min•Transcript available on Metacast When it comes to the attributes of successful brokers, often, it can be easy to focus solely on those most visible, like great process, capable staff, high-quality client base, etc. A less obvious, yet powerful aspect that influences consistent and ongoing success is how we see the opportunities around us. Is there an abundance, or are they scarce? Over the years, I have noticed some brokers develop a scarcity mindset. Perhaps this is influenced by the number of brokers and seeing them as compet...
Feb 04, 2022•34 min•Transcript available on Metacast There are many nice, polite, pleasant, and well-meaning brokers out there. But sometimes their communication style often doesn’t result in the number of conversions, income or lifestyle they want to achieve. Instead, because of their generous nature, they can be weighed down by carrying other people’s stress and occasionally have clients or staff walk all over them, which causes them to work harder, but not necessarily have more to show for it. In this episode of The Successful Adviser, I sit do...
Jan 28, 2022•38 min•Transcript available on Metacast At age 20, when most young adults are figuring out what they want to do with life, Kim Davie became a property owner. With an avid interest in property investing, Kim turned her back on corporate in search of a more rewarding and flexible role, and naturally, broking became that profession. With an abundance of life and professional skills to support her vocation, 6 years on, Kim is relishing the decision. Like many respected brokers, her business is based on trust, relationships and service, wh...
Jan 21, 2022•29 min•Transcript available on Metacast When it comes to a broker’s subconscious or unconscious beliefs, the issue isn’t whether these beliefs are right or wrong. It’s their real-world impact that ultimately matters. Are those beliefs serving that broker’s personal and professional goals? Or are they getting in the way of their key objectives? In this episode of The Successful Adviser, I talk with Jane Slack-Smith, the founder of Your Property Success. And we discuss how brokers can identify and iron out the kinks in their belief syst...
Jan 14, 2022•41 min•Transcript available on Metacast In this interview with Julie Bishop, I took a slightly different tact. Yes, Julie and I could have just talked about all the great things going on in her business, which she co-owns with two other brokers. But instead, we looked at some of the challenges and opportunities Julie has worked through to transition from a successful career in banking to establishing a highly referred broking business. Some of the discussion points included: When to pull the trigger on hiring staff Structuring and pro...
Nov 19, 2021•38 min•Transcript available on Metacast Like practically all well-established brokers, it comes as no surprise that Belinda Caesar’s core marketing strategy is elevating her clients into raving fans so they can spread the good word. Having founded her business in Melbourne, Belinda has since moved to Cairns to enjoy a very different lifestyle, which was evidenced by the 90% local humidity on the day of our interview. Alas, I digress, as more impressive is Belinda’s intent to over-service her clients, through education, connections to ...
Sep 09, 2021•35 min•Transcript available on Metacast Quite literally, one of Australia’s first ever brokers, over the past 30+ years Marco Meloni has seen it all. That said, it comes as little surprise that his secrets to success aren’t really secrets at all. Be responsive, give great advice, deliver results and care for your clients. These are just some of the insights Marco shared during our interview. Moreover, we also touch on how Marco, who is entering the twilight of his career can plan a gradual exit from his business in a way that makes it...
May 07, 2021•35 min•Transcript available on Metacast Bianca Patterson exhibits all the hallmarks you’d expect of a high performing broker. Strong conviction in her value proposition Willingness to invest in people and resources Places high value on her time Is clear on the people she wants to work with And it comes as no surprise that over the past 10 years, her brokerage has been growing based almost entirely on referrals from highly satisfied clients. Right now, Bianca has arrived at what most of us would define as ‘successful in business and is...
Apr 23, 2021•35 min•Transcript available on Metacast Based in northern New South Wales just shy of the Queensland border, when COVID hit last year and borders were closed, for 8 weeks Jo Croft was unable to drive to her Brisbane office to see staff and clients. They say necessity is the mother of invention, and Jo had to find a new way to keep the business running. And do it fast. Suffice to say, Jo found a new level of leadership and decision making that caused her to empower and support her staff to take more ownership over their roles and the o...
Apr 09, 2021•40 min•Transcript available on Metacast Best by name, and by nature. Right now, Kirsty Best from Living Home Loans is seeing the business achieve personal best settlement volumes, as she and her husband Andrew take full advantage of the booming property market. Currently writing $6M / month with a view to doing more, Kirsty brings her life skills and financial acumen to fore to deliver a highly referable lending experience. Moreover, Kirsty is part of a growing wave of women in finance who want to support, inspire and encourage other ...
Mar 26, 2021•36 min•Transcript available on Metacast If you’ve ever had a husband, wife or significant other who has contributed to your business in a small or big way, you’ll love this episode with Jo Violeta. Jo is the marketing manager at Violeta Finance. By proxy of her husband Carl being the broker, Jo has focused on driving initiatives that have helped build Carl’s profile, the brand presence and make a significant impact on client acquisition. Moreover, Jo’s experience is inspiring insofar as she has, like many before her, learned on the fl...
Mar 19, 2021•39 min•Ep 147•Transcript available on Metacast Straight up, that headline is definitely correct, though it’s one of a few titles Sarah Wells uses to describe how she delivers service. With a large portion of her clientele being medical professionals, Sarah has become their trusted advisor to give them the clarity, advice and confidence to achieve their goals. Or, as Sarah calls them, to get the Unicorn or at the Zebra. Moreover, in the conversation with Sarah, topics we touch on include: How she frames up a consultation to put her clients co...
Mar 12, 2021•36 min•Transcript available on Metacast Many a broker has ventured into the 1-to-many business model, but they don’t all come out alive. In this interview, Rose de Rossi shares how, in collaboration with her business partner Tracey Lea Gilbert, they have built a successful sub-aggregation group that expands their impact and grows their bottom line. And they aren’t done just yet. As Rose candidly admits, they’re very much in a growth phase and looking to bring on more brokers on the west coast, and in the east. Moreover, in the convers...
Feb 27, 2021•37 min•Transcript available on Metacast In this interview, Caroline Jean-Baptiste talks about what it takes to be an active and involved mother while also operating a successful mortgage broking business. Who says you can’t have both! Having previously worked in the cruise liner industry, Caroline talks about how she made the transition into broking, and then into operating a successful broking business. With a legion of fans who advocate for her service, Caroline earns plenty of referrals, which is coupled with a host of marketing ac...
Nov 26, 2020•37 min•Transcript available on Metacast As a multi-award winning broker and perhaps one of the most respected brokers in the country, Peita Davies has seen a lot in her 17+ years in the industry. Transitioning from the dental industry, Peita shares how the core principles of great service have been the bedrock of building her business, reputation, and loyal customer base. With an entrepreneurial flare, Peita also talks about the various business models she has deployed over the years to grow the business while also having a team of gr...
Nov 18, 2020•34 min•Transcript available on Metacast Starting his career as an accountant with LaTrobe Financial in rural Victoria, 20 years on, he is still working for LaTrobe, though his knowledge, skills, and experience have grown significantly over that time. These days, as Chief Lending Officer, the focus for Cory and his team is weighted heavily toward contributing to the success of their customers, you, the mortgage broker. Interestingly, in line with Cory’s progress, LaTrobe too has extended its service offering from a ‘specialist’ lender ...
Oct 15, 2020•39 min•Transcript available on Metacast Jeremy Harper’s journey in mortgage broking isn’t your typical one. Having established his business in Melbourne, Jeremy packed it up and took it to New York where he and his wife lived and worked for two years. While operating in the Big Apple, through a combination of opportunity and strategic insight Jeremy chose to niche down and build his knowledge and reputation for providing specialist lending solutions for ex-pats. Now back in Australia and operating out of Sydney, the bulk of the loans ...
Oct 08, 2020•30 min•Transcript available on Metacast 
