For Liberty Network Services’ (LNS) group manager, Matt Whyte, the shift from new-to-industry to established broker isn’t defined by time. It comes down to confidence in supporting borrowers and growing a successful business.
Whyte believes many broker induction programs underestimate what new brokers need in those early months.
“There can be a view that technical lending knowledge is enough, but it’s only the beginning,”
Whyte says. With brokers entering the industry at different stages and from diverse backgrounds, a one-size-fits-all approach can fall short.
“Brokers have different skills and gaps. That’s why personalised, hands-on, and ongoing support is important in ensuring brokers build capabilities at their own pace,” Whyte says.
“At LNS, we focus on helping advisers feel confident by equipping them with tools across every aspect of running a broking business.”
The 5 skills that build confidence
LNS supports advisers through personalised mentoring over their first 24 months, followed by ongoing access to credit teams, technology, and marketing expertise.
“There are five core areas we focus on to set new advisers up for long-term success and help them navigate challenges with certainty,” Whyte says.
“Support across these areas helps advisers move from new, to capable, to confident.”
Lending knowledge
While a foundational knowledge of the mortgage process and compliance is critical, advisers also need to stay across changing borrower behaviours and market conditions. This helps them apply knowledge to real scenarios and identify more opportunities.
A focus on building practical capability is something many new-to-industry brokers experience firsthand.
Liberty adviser Pankaj Bhardwaj participated in the LNS mentor program as a new-to-industry broker.
“The regular professional development days ensure I continue to build my technical knowledge and stay current with industry changes,” Bhardwaj says.
Customer engagement
Borrowers expect clear communication and a personalised experience. LNS helps advisers create a structured, transparent process to guide borrowers through each step.
“Customer review reminders and communication campaigns help maintain regular contact and strengthen long-term relationships,” Bhardwaj says.
Systems
Technology and processes help advisers capture, convert, and retain customers while improving efficiency. LNS supports early adoption, including tools like Spark+ to streamline workflows, which Bhardwaj says “supports every stage of the client journey”.
Relationship building
Strong relationships are at the heart of broking. Understanding how to foster them helps advisers stay top of mind for future lending needs and referrals. LNS works closely with advisers to build these skills.
Bhardwaj credits the “experienced professionals” who are “always willing to share insights and guidance” to help build confidence with clients and lenders.
Business planning
A clear business plan brings these elements together and supports wider business goals. Whyte says that LNS provides business development, brand building, referrals, and scaling guidance.
Ongoing support and regular meetings with his network sales manager (NSM) helps Bhardwaj stay on track with business goals.
“These provide valuable insights into business performance, compliance requirements, industry trends, and growth opportunities,” Bhardwaj says. According to Whyte, when advisers build capability across these areas, confidence follows.
“Ultimately, confidence is what enables brokers to grow sustainable, long-term businesses,” Whyte said.
