Former loan administrator turned broker shares what drives his passion for the profession
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.
MPA interviewed Cameron Conroy Atlas (pictured above), mortgage and finance broker at Victorian Commercial & Home Loan Group, who shared his journey from loan administrator to accredited broker, his insights on industry reforms, and his passion for helping clients navigate complex financial challenges.
Full name: Cameron Conroy Atlas
Job title: Mortgage and finance broker
Company: Victorian Commercial & Home Loan Group
Number of years in the industry: 4
Location: Servicing all metropolitan and regional Melbourne (based in Moonee Ponds)
How and when did you become a mortgage broker?
After completing high school, I began my career in finance with Victorian Commercial & Home Loan Group, taking on a foundational role as a loan administrator. From the outset, I was committed to developing a comprehensive understanding of the lending landscape — gaining in-depth knowledge of policies, procedures, and complex loan scenarios that often fall outside traditional lending criteria.
This early, hands-on experience has been instrumental in shaping my approach as a mortgage broker. In early 2024, I became an accredited broker and have since been focused on building a strong client base, delivering personalised solutions tailored to each individual’s financial goals and circumstances.
Whether assisting with a standard home loan or navigating more intricate borrowing needs, my priority is to provide a service that is not only professional and reliable, but also empowering — helping clients move forward with clarity and confidence.
In your opinion, what has been the most positive development in broking?
One of the most positive developments in broking has been the introduction of the Best Interest Duty (BID) and the additional compliance standards that have followed. While these changes can be demanding at times, they’ve played a crucial role in lifting the professionalism of our industry and building greater trust with clients.
The Best Interest Duty, in particular, has been a game-changer. It’s helped clients clearly understand that brokers work for them, not the banks. We’ve always been transparent about how we’re paid — by the lender, not the client — but now, with the BID in place, we can confidently explain that our services come at no cost to the client and are entirely focused on finding the best possible outcome for their individual needs. This clarity has become a real strength, especially in regional areas where we often compete directly with the big banks. It’s helped reinforce our value and cement the trust and loyalty of our client base.
As for the increased compliance, while it adds to our day-to-day workload, it’s ultimately a positive. We've always taken detailed notes and done thorough research, but the current requirements make it easier to document and explain why certain lenders and products were recommended. It brings a level of transparency and accountability that benefits both the broker and the client.
Overall, these changes have helped professional brokers stand out, offering a trustworthy, client-first service that delivers real value — without costing the client a cent.
What challenges do you see currently facing the industry, and what solutions would you propose?
One of the biggest challenges currently facing the broking industry is the rising cost of living, which is making home ownership increasingly difficult for many Australians. With inflation pushing up everyday expenses and interest rates remaining high, clients are finding it harder to save for a deposit, qualify for the loan amounts they need, or even feel confident about entering the market at all.
In addition to affordability, lenders are tightening their borrowing criteria, making it more challenging for certain clients — particularly first home buyers, self-employed individuals, and those with non-traditional income streams — to secure financing. These more conservative credit assessments are limiting options for many people who might otherwise be in a strong financial position.
The complexity of the lending environment itself is also a growing concern. With so many lenders, policies, and ever-changing product options, the process can be overwhelming for clients to navigate alone. This is where brokers come in, and it makes our role more crucial than ever. However, it also means we need to stay sharp, informed, and adaptable to help clients make the best decisions.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
Brokering is undoubtedly a challenging profession. It comes with its fair share of ups and downs, but for me, one of the most difficult aspects has always been the personal connection I build with my clients. I strive to not only meet but exceed their expectations, and I genuinely care about helping them achieve their goals. Each client interaction, regardless of the challenges, is memorable in its own way. The people I’ve had the privilege of working with have become more than just clients — they’ve become people I trust and, in some cases, even close friends.
One experience that stands out occurred recently when I had the opportunity to help a family struggling under significant financial strain due to the combined pressure of the rising cost of living and ongoing medical issues. They had taken on multiple personal loans and other forms of credit just to keep up with their mortgage payments and ensure they didn’t fall behind on any bills. By the time they came to me, they were overwhelmed, stressed, and afraid they were about to lose their home. They felt trapped, with no clear way out of the financial chaos.
When I first met with them, they feared that no solution existed for their situation. But by carefully reviewing their finances, I was able to offer a way forward. I helped them refinance their mortgage, leveraging the equity in their property to pay off and close all their other lending facilities. This approach reduced their monthly payments from an unsustainable $15,000 per month down to just $4,000 — a dramatic reduction that relieved the immense financial pressure they were facing. Not only did this bring them peace of mind, but it also allowed them to start rebuilding their lives, free from the constant stress of overwhelming debt.
This experience was a powerful reminder of why I love this profession. Helping clients navigate their financial challenges and achieve a more comfortable and stable living situation is one of the most rewarding aspects of being a broker. It’s not just about numbers and loans — it’s about giving people the chance to breathe easier, re-establish their financial footing, and feel a sense of security again.
What I’ve learned from experiences like this is the importance of patience, empathy, and persistence. Every client is unique, and while some situations may seem impossible at first, there’s always a way forward with the right approach. The relationships I build with my clients are invaluable, and being able to make a real difference in their lives is the most fulfilling part of my work.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
Brokering is both one of the most rewarding and challenging professions you can choose. As a young broker, I can tell you that developing new business at the start is difficult. However, I wouldn’t change the experience for anything. Every day, I wake up excited to go to work because I truly love what I do. That passion is what drives me to go the extra mile, work those extra hours, and do whatever is necessary to support my clients. When you’re passionate about your work, even the challenges feel like opportunities to grow.
However, it’s essential to understand that broking is not an easy industry to break into, and it’s not a field you should enter with the sole focus of making money. If you approach it with the mindset that you’re only here to earn a commission, you’ll quickly find yourself dissatisfied. The truth is, this industry isn’t just about mortgages or financial products — it’s about building long-lasting relationships with people. Success comes when you care about your clients as individuals and work towards helping them achieve their goals, not just closing deals.
My advice to anyone considering this career is: don’t rush into broking right away. Take the time to learn about the industry from the ground up. Work in the back office, gain a solid understanding of the internal processes, and familiarise yourself with the compliance, policies, and systems that underpin the business. This will give you a strong foundation when you do start working directly with clients. It also provides an opportunity to build relationships with experienced brokers who can offer guidance and mentorship as you develop your skills.
And remember, in this industry, actions speak louder than words. Anyone can claim they can do something, but the best brokers are the ones who show, through their work and commitment, that they are truly capable. Talk is cheap — what matters most is how you follow through, deliver on your promises, and make a tangible difference for your clients.
In the end, broking is all about building trust and making a real impact in people’s lives. If you approach this profession with a genuine desire to help others, a willingness to learn, and the dedication to go above and beyond, it can be an incredibly fulfilling and rewarding career.
Broker in Focus is a weekly MPA feature spotlighting mortgage brokers from diverse firms and locations across Australia. Among those recently featured are Randy Araya-Bishop of Sufficient Funds Home Loans, Rachel Slekenics, Low Rate Home Loans, William Chen of Pacific Mortgage Centre, Hayden Folbigg of Bigg Mortgage Group, Russell Munfaredi of Mortgage Pros, Brett Wadelton of My Expert®, Jasmine Alexander of Prosperity Mortgage Partners, Cory Palazzolo of Think Home Loans, Janine Ashmore of Bliss Home Loans, and Allan Culbertson of Ledge Home Loans.
Are you a mortgage broker interested in being featured? Email the author with your details.
