Advertise on podcast: Beyond The Numbers With Christian Stevens

Tommy Anderson built his broking business differently. After starting in real estate and banking, he settled $60M in his first six months as a broker — and today says he’s closer to $300M in settled deals while largely operating solo. In this episode, Tommy breaks down why he moved away from having a five-person team, how TikTok Live became one of his strongest lead sources, and why sales ability still matters more than most brokers realise. For brokers trying to grow without blindly adding staff, tools or overhead, Tommy’s story is a useful look at building around what actually works for you. Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Tommy Anderson: LinkedIn: https://www.linkedin.com/in/thomaslanderson4/ TikTok: https://www.tiktok.com/@tommybrokerly 3:27: Why Bankers Struggle When They Become Brokers 7:04: What the First 12 Months Should Actually Look Like 10:55: Turning “No” Deals Into “Yes” Deals 14:38: From $60M in Six Months to Around $300M Settled 16:40: How He Writes Big Numbers as a Solo Broker 24:09: How Far Can a Solo Broker Actually Scale? 31:05: How Real Estate Agents Drove His First $60M 37:24: How TikTok Live Became His Lead Engine 44:32: What AI Will Actually Change in Broking 47:48: Tommy’s Biggest Business Lessons 55:18: Paying Down Debt While Building Wealth

Jason Wylie is the Director and Principal Broker of Loan Market Capital and a Top 100 broker in Australia — but before finance, he was driving trucks for 12 to 15 hours a day. In this episode, Jason talks about what it took to build his brokerage, the cash-flow and team challenges that come with scaling, and why he’s now doubling down on acquisitions, content and technology as the industry changes. For brokers trying to move from writing loans to building a real business around themselves, this is a practical look at what growth actually costs — and what has to change along the way. Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Jason Wylie: LinkedIn: https://www.linkedin.com/in/jason-wylie-377450174/ Instagram: https://www.instagram.com/jason.d.wylie/ 2:33: Why the First Two Years Were a Nightmare 5:39: Why Speed Matters More Than Ever 10:55: The Cash-Flow Reality of Broking 16:40: Why Relying on Referrals Is Dangerous 22:13: Why Your Existing Book Could Be Your Biggest Opportunity 26:34: Finding Missing Broker Commissions 32:41: How Loan Market Capital Is Growing Its Team 37:39: AI Will Work With You or Outwork You 41:13: Why Jason Asks for Everything Upfront 45:55: Building a Personal Brand Through Content

Mia Castellarin is a Senior Finance Broker at Flint who has gone from a much smaller book to handling around eight times the volume she was writing just over a year ago. In this episode, Mia talks about what that jump actually demanded behind the scenes and why technical skill alone isn’t enough when you’re dealing with complex clients and serious volume. For brokers trying to increase their capacity without letting service or standards slip, Mia’s experience is a strong look at what really has to change as the numbers get bigger. Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Mia Castellarin: LinkedIn: https://www.linkedin.com/in/mia-castellarin-3aab8b1b9/ Instagram: https://www.instagram.com/mia_castellarin/ 0:36: From Beauty to Banking and Broking 4:17: Building and Training a Support Team 7:43: What’s Behind Mia’s Biggest Months 11:13: The Reality Behind the Rapid Growth 15:10: Building SheInvests 20:54: Building a Personal Brand 24:37: How She Structures Complex Client Strategies 26:32: The $500M FY27 Goal 29:02: Why Clients Should Never Have to Ask for an Update

Corey Goldby is the Managing Partner of Source Financial and the founder of the Fat Profits Podcast. In just three years, he’s grown his broking and accounting businesses to a team of 35 — and is now preparing for the next major stage of that growth. In this episode, Corey talks about why he’s merging his brokerage into a larger group, what changed when he stopped protecting the Source brand, and the mistakes he made while building the team so quickly. For brokers trying to move from writing loans to building something bigger, Corey’s experience is a useful look at growth, ownership and knowing when doing everything yourself stops making sense. Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Corey Goldby: LinkedIn: https://www.linkedin.com/in/coreyjgoldby/ Instagram: https://www.instagram.com/financewithcozza/ 03:04 Building two businesses with 35 people 08:16 The merger and building a business you can exit 11:08 Going all in on content and the Fat Profits podcast 19:34 Hiring mistakes and getting outside help 24:06 How new mortgage brokers can win business 28:22 Broker onboarding, pay and performance targets 33:56 Using AI for client notes and handovers 39:24 Where Corey’s leads actually come from 44:55 The budget, investor sentiment and lending changes

Damien Roylance and Vincent Moore have spent the last decade growing Entourage from a small brokerage into a five-office business with more than 50 people and a multi-billion-dollar loan book. In this episode, they unpack some of the decisions behind that growth — from giving top brokers a pathway to ownership, to buying loan books and investing heavily in AI to rethink how much support a broker actually needs. For brokers trying to build something bigger than their own book, this is a conversation about what has to change as the business grows. Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Damien Roylance: LinkedIn: https://www.linkedin.com/in/damienroylance/ Instagram: https://www.instagram.com/djroylance/ Connect with Vincent Moore: LinkedIn: https://www.linkedin.com/in/vincent-moore-0988356a/ Instagram: https://www.instagram.com/vinniejmoore/ 0:46: From a $160K First Loan to 5 Offices and 50+ Staff 7:49: Hundreds of Thousands Invested Into AI 10:38: The Vision for a $1B Broker With No Support Staff 16:33: From $150M Broker to Equity Partner 20:13: How They’ve Retained Their Best People 26:40: Building a Business Inside a Business 32:15: Why the Founder Can’t Stay the #1 Broker Forever 39:31: Buying Loan Books — What Actually Makes Them Work 42:12: What a Brokerage Could Actually Be Worth

Mackenzie Jones is a finance broker at Flint and one of the newest faces in the industry. After starting at CBA, she made the jump into broking at just 22, bringing the same discipline, competitiveness and consistency that made her a two-time martial arts world champion. Mackenzie talks honestly about moving from banking to broking, learning how to build her own name without hiding behind a big institution, and why personal brand has become such a big part of her first few months. From posting consistently on social media to learning credit, understanding policy, buying her first property and setting a goal to become one of the top brokers in the country. Mackenzie’s story is a reminder that age does not matter as much as discipline, ambition and being willing to say yes before you feel ready. Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Mackenzie Jones: LinkedIn: https://www.linkedin.com/in/mackenzie-jones-289571250/ Instagram: https://www.instagram.com/mackenzie.lj/ 2:32 — Why Broking Feels So Different To Banking 4:14 — Two-Time World Champion: The Discipline Behind The Drive 6:51 — Why Bankers Should Make The Jump Early 7:52 — Helping Clients Build The Life They Want 10:31 — The First Skills Every New Broker Needs To Learn 19:07 — The $75M First-Year Target And Bigger Long-Term Vision 30:36 — Buying Her First Property And Planning A Portfolio 32:47 — “Second Is The First To Lose”: The Mindset Behind Her Ambition

Ryan Sweeney is the Founder and CEO of Front Financial, and at just 25 he’s already gone from broker to running a fast-growing finance business. In this episode, Ryan talks about what changed when the business stopped chasing volume and started focusing on profitability, why niching down created better opportunities, and what he’s learned stepping into the CEO role. For brokers and business owners trying to grow a team, improve profitability and build something that can scale, there’s a lot to take from Ryan’s journey. Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Ryan Sweeney: LinkedIn: https://www.linkedin.com/in/ryan-sweeney-39a389191/ Instagram: https://www.instagram.com/_ryansweeney/ 0:37: From a $50 Op-Shop Suit to Mortgage Broking 3:23: Starting Front Financial When Everyone Said They Were Too Green 7:41: Volume vs Profit: Why Bigger Lodgements Don’t Always Mean a Better Business 12:09: From Broking to Lending: Building the Next Version of Front Financial 20:11: Role Cards: How Front Stops Everyone Swimming in Each Other’s Lane 25:31: The Reality Behind Two Years of Rapid Growth 26:32: From Broker to CEO: Ryan’s Identity Crisis 32:01: Why Becoming CEO Means Giving Up Instant Gratification 38:19: Building Front’s Culture: Values, Brand and Leading From the Front

*Content warning: This episode includes an open conversation around suicide and mental health, including personal experiences with loss. Viewer discretion is advised. If you or someone you know is struggling, please reach out to a support service. Cooper Chapman is the founder of The Good Human Factory, author of The 1% Good Club and a former professional surfer who spent more than a decade competing around the world. In this episode, Cooper talks about what high performance actually looks like when stress, pressure and mental health are part of the equation. He breaks down the 1% framework, why small daily habits matter more than waiting until you burn out, and how to manage yourself better when life or work gets heavy. For brokers and business owners, this is a conversation about performing well without running yourself into the ground, building better habits and learning how to handle the hard periods when they come. Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens:  LinkedIn: https://www.linkedin.com/in/propertyfinance/  Instagram: https://www.instagram.com/cmrstevens/  Connect with Cooper Chapman:  LinkedIn: https://www.linkedin.com/in/cooper-chapman-08a278151/  Instagram: https://www.instagram.com/cooperchapman/ 1:52: From Pro Surfer to Business Owner — Cooper Chapman’s Story 6:46: Top 100 in the World but Still Feeling Like He Hadn’t Made It 9:10: The Apprenticeship Mindset 11:28: How the Good Human Factory Started 16:21: Appreciation, Not Expectation — Training Your Brain for Gratitude 21:24: Burnout Isn’t Fixed by a Holiday — The Power of Micro Resets 31:59: The 5 Communication Mistakes Leaders Make When Someone Opens Up 39:12: The 10 Habits Behind Cooper’s Mental Health Framework 42:06: Good Mental Health Is How You Handle the Hard Times

William Tucker is a Director and Senior Finance Broker at Flint who nearly walked away from broking before things started to click. After leaving Queensland Health and backing himself in a new career, Will found himself working 22-hour days, running on three hours of sleep and trying to build a business while raising a young family. In this episode, he talks about what changed when he stopped trying to do everything himself, why the right environment made such a big difference, and how he went from nearly quitting to writing serious volume. For brokers trying to grow without burning themselves out, there’s a lot to take from Will’s story around support, structure and knowing when hard work alone isn’t enough. Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with William Tucker: LinkedIn: https://www.linkedin.com/in/william-tucker-996abb230/ Instagram: https://www.instagram.com/william.tkr/ 0:41 — 12 Years In Real Estate: From Leasing To Agency Leadership 2:05 — Property Management Lessons: Time, Conflict & Client Pressure 5:01 — What Property Partnerships Actually Do: More Than Referrals 7:28 — Real Estate Referral Strategy: Agents, PMs, Projects & Client Types 12:14 — Newcastle Growth: DA Trackers, Development & Future Corridors 15:20 — FY27 Partnership Vision: Thinking Bigger Than Local Referrals 25:09 — Biggest Client Lesson: Why Structure Matters Early 36:46 — Personal Brand: Why Social Media Compounds Like Property 42:58 — What Makes A Good Partnership: Engagement, Trust & Real Relationships

What separates a brokerage that gives its owner a job from one that builds real enterprise value? In this episode, Christian sits down with Rex Afrasiabi, founder of Bond Property Lawyers and New Chapter Legal, to unpack the systems, agreements and growth strategies behind a scalable broking business. Rex shares how Bond grew from zero to nearly 1,000 clients per month in just three years, as well as how AI could help one conveyancer manage up to 100 settlements per month. If you’re a mortgage broker who wants to scale beyond writing loans and build a business that lasts, this episode is for you. Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens:  LinkedIn: https://www.linkedin.com/in/propertyfinance/  Instagram: https://www.instagram.com/cmrstevens/  Connect with Rex Afrasiabi:  LinkedIn: https://www.linkedin.com/in/rexafra/  Instagram: https://www.instagram.com/rex_afrasiabi_lawyer/  2:30: Zero to Nearly 1,000 Clients a Month in Three Years 6:48: The Goal to Take Bond From Startup to an ASX Listing 7:45: AI Could Lift Capacity From 20 to 100 Settlements Per Conveyancer 9:28: What Mortgage Brokers Can Learn From Real Estate Agents 11:46: The Three Brokerage Models 16:03: Mapping Ancillary Services Around the Complete Client Journey 17:25: Why 70% of Business Partnerships Break Down 21:48: The Contracts That Protect Your Brand, Employees and Trail Book 24:58: Aggregation Agreements 31:44: Why a Solo Brokerage Is Usually a Job, Not a Business 34:07: The Commercial Finance Opportunity Most Brokers Are Missing 35:17: 4,000% More Impressions and Six Warm Leads in Three Weeks 46:17: Why New Brokers Need Multiple Mentors

Bree Atkinson is the Head of Property Partnerships at Flint, based in the Newcastle team. After 12 years in real estate across property management, sales admin and agency leadership, Bree has now moved into broking partnerships. She brings a deep understanding of how agents, developers, property managers and buyers actually work. Bree talks through what property partnerships really look like when they are done properly, why understanding a partner’s world matters more than just asking for referrals, and how her real estate background has helped her build trust quickly with property professionals. For brokers, agents or anyone building referral relationships, Bree’s story is a reminder that great partnerships are not just about leads. They are about trust, consistency and knowing how to genuinely add value. Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Bree Atkinson: LinkedIn: https://www.linkedin.com/in/bree-atkinson-336305108/ Instagram: https://www.instagram.com/bree_atkinson_flintgroup/ 0:41 — 12 Years In Real Estate: From Leasing To Agency Leadership 2:05 — Property Management Lessons: Time, Conflict & Client Pressure 5:01 — What Property Partnerships Actually Do: More Than Referrals 7:28 — Real Estate Referral Strategy: Agents, PMs, Projects & Client Types 12:14 — Newcastle Growth: DA Trackers, Development & Future Corridors 15:20 — FY27 Partnership Vision: Thinking Bigger Than Local Referrals 25:09 — Biggest Client Lesson: Why Structure Matters Early 36:46 — Personal Brand: Why Social Media Compounds Like Property 42:58 — What Makes A Good Partnership: Engagement, Trust & Real Relationships

Matt Frawley is a mortgage broker at Shire Home Loans and a former professional rugby league player. After more than a decade across the NRL and Super League, Matt has now stepped into broking full time; bringing the same discipline, resilience and work ethic that kept him in professional sport for 11 years. Matt talks honestly about finishing as a professional athlete, losing the daily structure of sport, and starting again in a completely different industry. If you're a broker, athlete, business owner or anyone navigating a major career transition, Matt’s story is a reminder that the next chapter does not need to be rushed. It does need discipline, support and a willingness to do the reps. 1:17 — Bulldogs, Raiders & Super League — 11 Years In Professional Sport 4:14 — The Broking Pathway — Diploma, Work Experience & Shire Home Loans 6:28 — First Deals — Learning Credit, Policy & The Reality Of Broking 7:42 — Social Media Nerves — Putting Yourself Out There After Sport 9:59 — Inside Shire Home Loans — Mentorship, Support & Team Structure 15:10 — Athlete Transition — Identity, Structure & The Emotional Shift 17:53 — Short-Term Goals — Becoming A Good Broker First 19:02 — Fatherhood & Freedom — Building A Career Around Family 25:29 — Staying Connected To Footy — Coaching, Community & The Raiders 29:11 — Advice For Young Athletes — Money, Networks & Better Decisions 37:12 — Matt’s Property Journey — First Home, Investments & Options After Sport 42:08 — The Growth Lever — Teams, Outsourcing & Buying Back Time Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Matt Frawley: LinkedIn: https://www.linkedin.com/in/matt-frawley-7a252b92/ Instagram:https://www.instagram.com/mattfrawleybroker/

Jay Nash is the Founder of Empire Finance Mortgage Brokers, based in Shepparton, Victoria. After studying accounting, spending time at Westpac, Bendigo Bank and ANZ, and building nearly a decade of experience, Jay made the jump into broking 18 months ago — writing $60 million in his first year. This conversation goes well beyond moving from banking to broking. Jay breaks down the reality of launching a brokerage from scratch, why his first 18 months were both exciting and brutal, and how he went from solo operator to building a team with brokers and offshore loan processors. He talks about regional broking, asset finance, commercial clients, word of mouth, social media, learning to say no, and learning that success is not just about writing big numbers, but creating something sustainable that gives you back time with your family. If you're a banker, broker or finance professional trying to build a stronger business, serve clients better and create more freedom without burning out, this one's for you. 0:19 — From Accounting To Banking — Westpac, Bendigo Bank & ANZ 2:21 — What Banking Taught Him — Team Culture, Commercial Lending & Credit 5:15 — Why Broking — Building Something For Family, Not KPIs 7:42 — $60M First Year — Regional Lending, Smaller Deals & More Transactions 11:00 — FY27 Focus — Better Systems, Smarter Growth & More Family Time 13:50 — Learning From Others — Podcasts, PD Days & Peer-To-Peer Support 14:38 — Lead Flow — Shepparton, Word Of Mouth & Accountant Referrals 18:56 — Sustainable Growth — $80M Settled And Why Volume Isn’t Everything 22:15 — Social Media Strategy — Being Real, Building Trust & Staying Visible 25:52 — Finding The Right Niche — Regional Lending, Commercial & Self-Employed Clients 30:31 — Burnout Warning Signs — When Growth Starts Costing Too Much 37:31 — What Jay Would Do Differently — Saying No And Asking For Help Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Jay Nash: LinkedIn: https://www.instagram.com/empire_finance_brokers/ Instagram: https://www.linkedin.com/in/jay-nash-123363a6/

Avalon Bevan is the Founder and Mortgage Broker of Five Islands Finance, helping clients across Shellharbour, the South Coast and beyond navigate lending with a practical, relationship-first approach. After nearly ten years in loan processing, support and writing loans, Avalon launched her own business in December 2024 while raising three young boys — building around profitability, lifestyle and long-term client trust. But this conversation goes well beyond starting a brokerage. Avalon breaks down what it takes to go from support role to self-employed broker, why word of mouth is not enough, and why brokers need to build a brand to stay resilient through market changes. She also talks about self-employed clients, referral partners, credit policy, and running a business with three kids under four — showing that you can build a sustainable brokerage without doing everything the old way. If you're a mortgage broker trying to grow your brand, work smarter and build a business that fits your life — this one's for you. 2:08 — Starting In Broking — From Admin Trainee To Mortgage Broker 4:56 — The First 18 Months — Salary Replacement, Profit & Freedom 7:48 — Solo Operator Reality — Bottlenecks, Marketing & First Hires 12:17 — FY27 Growth Plan — Marketing, Content & Brand Building 13:01 — Word Of Mouth Isn’t Enough — Why Brokers Need Visibility 20:52 — Advice For New Brokers — Find A Mentor Who Actually Helps 22:14 — The Industry Debate — Part-Time Brokers, Deal Quality & Standards 24:46 — Policy Isn’t Black And White — Exceptions, Credit Papers & Common Sense Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Avalon Bevan: LinkedIn: https://www.instagram.com/fiveislandsfinance/ Instagram: https://www.linkedin.com/in/avalon-bevan-72430a133/

Sam Panetta is the Founder of Broker Coach and host of the Broker Coach Podcast — built around helping mortgage brokers grow stronger, more valuable businesses through strategy, accountability, community, marketing and sales. After starting in smash repairs, moving through futures trading, mortgage broking, credit, financial services and business ownership, Sam has turned Broker Coach into one of the fastest-growing coaching communities in the broking industry. But this conversation goes well beyond coaching. Sam breaks down why most brokers are not struggling because they cannot write loans — they are struggling because they do not know how to market, sell, choose a niche, build attention or position themselves properly. He explains why Broker Coach was built around strategy, accountability and community, how the crew has grown to more than 70 brokers in just 18 months, and why the next wave of broking will reward specialists who understand content, paid ads, personal brand and attention. From $12 million month milestones to AI making loan writing easier, influencer-style brokers, peer-to-peer learning and the future of broker consolidation, this is a direct look at what modern mortgage brokers need to understand next. If you're a mortgage broker trying to grow lead flow, build a stronger brand, find your niche and move from being “just the broker” to running a real business — this one's for you. 0:34 — From Smash Repairs To Finance — Property, Trading & Finding Broking 5:23 — From Broker To Coach — Building Aureus, Selling Up & Starting Again 8:39 — Marketing Times Ten — Why Sam Decided To Out-Market The Industry 11:14 — Inside The Crew — WhatsApp, Help Desk, Masterclasses & Long Lunches 14:06 — Joining Broker Coach — Game Plans, Coaching Tiers & Content Library 15:41 — FY27 Goal — 125 Members And A Hard Cap 18:01 — Where The Industry Is Heading — AI, Attention & Specialist Brokers 19:50 — The Average Broker Problem — Why $18M A Year Is Not Enough 20:26 — Marketing, Sales & Niches — The Skills Brokers Must Learn 25:30 — Broker Coach Success Stories — Harley, Nathan, Loop Loans & Attention 29:36 — Advice For New Brokers — Niche, Paid Ads & Content 31:33 — Girl Dad & Emotional Intelligence — Family, Leadership & Coaching Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Sam Panetta: LinkedIn: https://www.linkedin.com/in/sampanetta/ Instagram: https://www.instagram.com/sampanetta_/