Former bank executive on why he left banking for broking
Broker in Focus is a dedicated series that highlights the unique journeys of mortgage brokers, providing them with a platform to share their experiences, insights, and expertise. Through compelling personal stories and professional reflections, each featured broker recounts the key moments that have shaped their careers, delves into the challenges and opportunities facing the industry today, and shares the valuable wisdom they have gained along the way.
This week, MPA is featuring Martin Robinson (pictured top), mortgage and finance broker at The Mortgage People, who swapped more than two decades in banking for the independence of broking in June 2023. Beginning his career as a bank teller in the north of England, he rose to become a regional executive for a major bank before a growing desire to return to genuine, client-focused advice prompted a change of direction.
Robnison launched The Mortgage People to escape the constraints of single-lender banking and build a business centred on understanding the person behind the account number. He speaks to MPA about the pressures of leaving a corporate career behind, the rewards of building a client-first business and the advice he would give to anyone considering a move into broking.
- Full name: Martin Robinson
- Job title: Mortgage and finance broker
- Company: The Mortgage People
- Number of years in the industry: 3
- Location: Gold Coast, Queensland / Australia wide
How and when did you become a mortgage broker?
I have spent more than 20 years working in banking and financial services, beginning my career as a bank teller in the north of England before progressing through the ranks. After moving to Australia, I continued my banking career and eventually became a regional executive for a major bank, a role I held during the final 10 years of my time in banking.
I had considered moving into mortgage broking for several years. As time went on, I began to feel increasingly removed from the part of the job I enjoyed most, which was spending quality time with clients, understanding what they wanted to achieve and helping them turn their plans into reality. I missed focusing on the person behind the account number. I wanted the freedom to have more meaningful conversations with clients and provide guidance based on their individual circumstances, rather than being limited to the products and lending appetite of one institution. There were also clients who genuinely needed help but did not fit the criteria of the bank I worked for. While it is understandable that one lender may not be able to assist every client, the opportunity to explore a much broader range of lenders and options was extremely appealing.
When I reflected on the best moments of my banking career, they were always the times when I helped clients or team members achieve their goals. I realised that I wanted to return to that more personal, client-focused way of working. In June 2023, after more than two decades in banking, I took the leap and launched my own mortgage broking business, The Mortgage People.
In your opinion, what has been the most positive development in broking?
Best Interests Duty has been one of the most positive developments for the mortgage broking industry. It reinforces the responsibility brokers have to place the client's interests first and supports greater trust, professionalism and accountability across the industry. I believe it has been beneficial for clients, brokers and the wider industry. It is also one of the reasons mortgage brokers continue to play such an important role in helping Australians understand their lending options.
What challenges do you see currently facing the industry?
The continued rise of digital lending platforms and artificial intelligence is one of the biggest changes facing the industry. AI has been discussed extensively, and there are understandable concerns about the effect it may have on employment across many industries. However, I do not believe technology will replace the value of human relationships, empathy and personal advice.
For many people, taking out a home loan is one of the biggest financial decisions they will ever make. They want to feel heard, understood and supported by someone who can consider the full picture, not just process information. The opportunity for the broking industry is to use technology to improve productivity, reduce administration and help brokers support more clients, while continuing to protect the personal relationships and tailored advice that make the industry valuable.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
The early days of establishing The Mortgage People were among the most challenging and rewarding periods of my career. Moving from a salaried executive role into self-employment brought a completely different kind of pressure. Suddenly, I was responsible for every aspect of the business, including lender relationships, compliance, systems, reporting, client service, marketing and business development.
After working in the corporate world for so long, I wanted to create and shape every part of the business myself. I developed the brand, contributed to the logo and website design and built the foundations of The Mortgage People while also working to generate enough income to support my family. There was a significant learning curve. I had to become familiar with new systems, products, lenders, compliance responsibilities and the realities of running a small business. The experience taught me the importance of discipline, persistence and staying focused on the reason I started. By concentrating on delivering a strong client experience and consistently putting clients first, the business has continued to grow.
The Mortgage People is now helping clients with home loans, refinancing, investment lending, construction lending and a range of other finance needs.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
Work hard, learn as much as you can and build strong relationships with people across the industry.
Do not be afraid to ask questions or lean on experienced brokers, lender representatives and industry contacts. There is a great deal to learn, particularly in the early stages, and having the right support around you makes a significant difference.
Back yourself, remain disciplined and remember why you entered the industry in the first place. Most importantly, put the client first. If you stay focused on understanding their goals and providing a genuinely strong experience, you will build trust and create the foundations for a sustainable business.
Broker in Focus is a weekly MPA feature spotlighting mortgage brokers from diverse firms and locations across Australia. Among those recently featured are Rachelle Kroon of Sphere Home Loans, Lawry Miller of Teachers and Nurses Mortgage & Finance, Stacey Straatsma of Mortgage Choice Nowra, Jerry O'Brien of Mortgage Station, Ashley Hooker of Mortgage Choice Woronora Heights, Ben Harris of In Financial Services, Bree Rollo of Tend Home Loans, Charlotte Rubbo of In Mortgage & Finance Services, Karen Le Comte of Mortgage Choice Cleveland, Ditte Moller of Viking Mortgages, and Chandelle Lord of Mortgage Lane.
Are you a mortgage broker interested in being featured? Email the author with your details.
