Aussie Modular: A franchise model reimagined for growth

Dino Pacella is not just a fresh new face at Aussie – his hire represents a bold new direction for the trailblazing mortgage broking franchise.

Under the newly created GM retail role, Pacella will be working closely with the existing network to strengthen franchisee businesses while also looking to expand Aussie's retail footprint across the country.

Discussing this huge step-up in his career with MPA, Pacella details the minutiae of the role in exhaustive detail; clearly, he's champing at the bit to get stuck in and make a genuine impact.

Pacella speaks grandly of evolving Aussie to fit the needs of the modern borrower – he intends to promote the values of accountability, consistency and trust in the nationally recognised retail brand.

By the sound of it, Aussie is nothing but a natural fit for him.

"At this stage of my career, I was very intentional about what I wanted my next move to look like," says Pacella.

"I wanted to be part of a championship-calibre team. An environment surrounded by high performers, strong leadership, ambitious people and a business with a genuine winning mentality.

"When you're around organisations and teams that consistently perform at a high level, it raises standards, sharpens execution and creates a culture where people push each other to keep evolving. That was a major part of the attraction for me. Aussie has built an incredible brand and a strong legacy, but what excited me most was the ambition around where the business wants to go next."

Going modular

Aussie Modular is the centrepiece of Aussie's evolution. Developed through extensive consultation with the franchise council and broader network, the new model is designed to address what brokers have been asking for: stronger economics, more flexibility and a support structure that can adapt to the way individual operators want to grow.

As for the nitty-gritty, Aussie Modular introduces up to 90% pass-through on self-generated business, with increasing returns as book size grows, with the intention of rewarding the network's most productive operators more directly.

"It's a clear shift towards a growth-led model, recognising that the strongest operators are already driving their own growth and should see a greater share of the value they create," Pacella says. "Alongside that, we're moving to a more flexible support model. Instead of a fixed structure, franchisees can access a suite of affordable, modular solutions and choose the support that fits their business."

Aussie Modular is not out to replace the brand's existing strengths but to build on top of them. That includes Aussie's consumer app, which now has more than 100,000 users and, according to Pacella, produces customers who are three times more likely to convert.

In stores where a buyer's agent is embedded, some are on track to generate well into six figures of additional revenue in their first year, while conveyancing attachment rates in some locations are already above 30%, per Aussie's internal data.

"For franchisees, it means much more than incremental revenue," Pacella says. "It creates a more compelling proposition to attract brokers, build teams and scale the business."

This gets to the heart of one of the biggest challenges for brokers moving into franchise ownership: moving from being a high-performing loan writer to running a business.

"Writing volume and running a business are two very different skill sets," Pacella explains. "You're suddenly thinking about people, structure, growth, location and long-term strategy, not just settlements. That can feel like a big step, particularly for brokers who haven't done it before."

Aussie has built a structured progression pathway for brokers considering this move. Around 80% of its first-time franchisees have historically come from within Aussie's own network – mobile, salaried and store-based brokers who have moved through programs including the Aussie Franchise Academy, Loan Book Marketplace and Aussie Amplify.

In the 12 months to mid-2026, 12 brokers became first-time franchisees, and nine existing franchisees expanded into multisite ownership. Practical support extends beyond training, covering site selection, lease negotiation and set-up – areas where first-time business owners often feel most exposed.

Critically, the pathway is not restricted to those already inside the Aussie network. External operators can enter through greenfield locations the business has identified as high-opportunity, or by acquiring an existing store with an established book and recurring income already in place.

"Our role is to remove as much friction as possible from that transition," Pacella says. "Whether someone is coming from inside the network or joining us from the broader market, the focus is on giving them the support, structure and confidence to step into ownership and build a business that can grow and scale over time."

Proof is in the pudding

If you needed any proof that Aussie's model is working, flip on over to this issue's Top 50 Brokerages list, where no less than six Aussie brokerages made the cut.

"That's a fantastic achievement and something the whole network should be really proud of," says Pacella.

"To have six of our retail businesses recognised among the industry's top brokerages is a strong reflection of the quality, discipline and growth mindset of our franchisees. These are businesses that are focused on customer outcomes, operational excellence and building something sustainable over the long term."

What comes next

With Aussie Modular entering its consultation phase with the franchise network and early signals described as strongly positive, Pacella has written a clear target on the whiteboard: 20% market share over the next few years.

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"We see Aussie Modular as a key vehicle to help us get there. It gives us a much more compelling proposition for the external market, while also creating new opportunity within our existing network."

It is a confident statement of intent for a leader with 23 years of industry expertise under his belt.

"For us, this is a meaningful step forward," Pacella says. "It's about positioning the Aussie franchise channel as the model of choice for brokers and business owners looking to scale thriving businesses."

On a personal note, Pacella looks forward to leading a strong network built by strong people, strong cultures and a united vision. He's out to put together a high-performing environment while contributing positively to the broader executive leadership group.

"Ultimately, success will be measured by the strength of the culture we build, the performance of the network, the growth of the retail footprint and the impact we create collectively as a leadership group."