The Adviser recently concluded its 10th annual New Broker Academy 2026, held in partnership with principal partner Bendigo Bank Broker. Traversing Australia’s eastern seaboard across three weeks in May and June, the roadshow brought together prospective, new, and established brokers to unpack exactly what it takes to hit the ground running as a new broker and capitalise on the immense opportunities shaping mortgage and finance broking today.
Against a backdrop of shifting credit dynamics and record broker market share, the academy provided attendees with a practical, goal-oriented playbook designed to turn early-stage hurdles into long-term business growth.
From teaching prospective brokers the ins and outs of what is required to start their broker career on the strongest foundations, to reverse-engineering what it takes to write $100 million a year, to mastering digital marketing to generate new business, and expanding the client offering with diversification, the academy delivered actionable insights for every stage of the broker journey.
Getting it right from day 1
The first few sessions of the day were targeted at attendees who had not yet started their broking journey – but were actively pursuing a career into industry. These sessions explored the booming opportunities within Australia’s mortgage broking industry and provided a clear roadmap for prospective brokers looking to enter the market.
Joanna James, chief development officer at the Finance Brokers Association of Australia (FBAA), set the stage by showcasing why now is the perfect time to become a credit adviser, analysing shift-inducing market conditions and surging borrower demand, helping attendees evaluate if the profession aligned with their career goals.
Matthew Trounce, CEO of Entry Education, then demystified the entry process by breaking down essential qualifications, compliance obligations, and timelines into straightforward, actionable steps.
This was followed by an aggregator panel unpacking the myriad business models and aggregator options available to new brokers to clarify where new talent fits in and the support available to those just starting out.
The $100m blueprint
After morning tea, attendees were joined by delegates who were already in their first few years of broking. Principal partner Bendigo Bank addressed the hundreds of new brokers and showcased the lending trends they have been seeing and how the bank is supporting brokers in writing loans that delight clients.
Nick Reilly, CEO of top 25 brokerage Inovayt, then delivered a masterclass in how new brokers can achieve the $100 million milestone. While talking to brokers in Brisbane, Sydney, and Melbourne, Reilly outlined how his team structures its time and operational disciplines to become elite brokers quickly.
In his keynote session, he reverse-engineered the ambitious loan target by breaking it down into granular daily, weekly, and monthly metrics – from calculating the exact number of client conversations, phone calls, and qualified leads required each week, to time-blocking their diaries, and building in. By establishing control over pipeline activities early on, brokers can establish a consistent, predictable roadmap to dominate their first two years in business.
Navigating the broker journey at every stage
To understand what broking success looks like at every stage of the journey, attendees heard firsthand insights from brokers who are doing it themselves. Moderated by Annie Kane, managing editor of The Adviser, a panel of distinguished brokers took the stage in each state to explore the insider’s secret to success at every stage.
Featuring leaders across different sectors and stages of the industry – including an established elite broker (five-plus years’ experience), a rising star (two years in industry), and a new broker in their first year – the session offered a transparent contrast of business models (both franchise and non-franchise models) and scaling strategies.
The panellists shared personal milestones and lessons learned across their first two, five, and 10 years in the industry. Attendees gained firsthand knowledge on overcoming early operational bottlenecks, balancing client prospecting against administrative processing, and developing structured approaches to build resilient, scalable brokerages.
Building unshakeable referral relationships
Referrals remain the lifeblood of a thriving brokerage, but as Bernard Desmond, founder and CEO of Blank Financial, emphasised in his session, Relationships and referrals: How to turn partners and clients into champions, true referral power isn’t about being the loudest voice in the room.
Desmond outlined strategies for shifting focus away from purely transactional interactions toward building deep, value-driven partnerships. By prioritising hyper-personalisation, operational transparency, and client efficiency, brokers can cultivate trust that transforms everyday clients, real estate agents, and professional partners into active brand advocates.
Referral partnerships networking session
For the first time this year, the academy put those referral principles into immediate practice with an innovative cross-industry session. The Referral Accelerator brought together attendees from the New Broker Academy and the New Agent Academy, which was being run concurrently.
Recognising that both new brokers and emerging real estate agents rely heavily on strong referral networks to build their pipelines, this structured networking session provided an invaluable platform for collaboration. Brokers were able to apply Desmond’s actionable relationship-building framework in real time, connecting directly with local real estate agents to uncover shared opportunities and lay the groundwork for long term, mutually beneficial referral partnerships.
Diversification: Expanding revenue and client value
As borrower requirements become more complex, expanding beyond standard residential home loans has evolved from an option into a strategic necessity.
A dedicated lender panel focused on diversification and how brokers can diversify their skills and revenue.
Featuring industry leaders from Bankwest, Mortgage Ezy, and Bizcap, the panel explored how broadening a lending suite positions brokers as comprehensive financial partners.
The panellists showcased practical methods for integrating specialist lending products – from commercial finance and non-bank SME solutions to flexible mortgage options – into a broker’s core offering. By equipping themselves with a broader array of lending solutions, brokers can solve complex borrower scenarios, protect their client base against competitors, and generate sustainable, diversified revenue streams.
Building an ‘always-on’ lead engine
Addressing the challenge of organic client acquisition, Darrell Weekes, founder and marketing maven at Purple Thread Marketing, presented the ultimate digital marketing playbook for brokers.
Weekes demystified online brand building, urging brokers to move away from sporadic social media posts or reliance on viral luck in favour of systematic marketing systems.
Weekes walked through constructing an automated lead funnel that attracts, nurtures, and converts prospective borrowers consistently in the background. Complementing these insights, marketing expertise from specialists like Deena Shoobridge (Your Client Matters) reinforced the critical role of brand visibility, client retention strategies, and content cadence in ensuring new brokerages stand out in competitive markets.
Beyond the formal presentations, the New Broker Academy 2026 served as a vital forum for deep conversations between emerging brokers, established leaders, aggregators, and lender partners. From informal discussions over lunch to the structured networking blocks, attendees exchanged perspectives on market trends, regulatory shifts, and technological adoption.
Supported by Bendigo Bank Broker and The Adviser, the 2026 roadshow reaffirmed that while the broking landscape requires adaptability and dedication, the opportunities for new entrants have never been greater. Armed with reverse-engineered blueprints, diversification tools, automated marketing strategies, and fresh referral networks, the next generation of brokers leaves the academy fully equipped to build enduring, high-performing businesses.
Thank you to all the speakers, partners, and delegates who supported the New Broker Academy 2026.
