Sydney-based broker champions fairer commissions and smart use of tech in the industry
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 caught up with Randy Araya-Bishop (pictured above), director of Sufficient Funds Home Loans, who shared his journey from financial planning rookie to seasoned mortgage broker, reflecting on how industry changes have shaped his approach to client service. With 15 years of broking experience under his belt, the Sydney-based broker is a strong advocate for relationship-driven service, fairer commission structures, and the smart use of technology to deliver better outcomes for clients.
Full name: Randy Araya-Bishop
Job title: Director / Mortgage broker
Company: Sufficient Funds Home Loans
Number of years in the industry: 15
Location: Sydney
How and when did you become a mortgage broker?
Straight out of university, I began my career at a National Financial Planning company, working as a junior financial planner. It was a valuable introduction to the world of finance and client service. Not long after, an opportunity arose within the company to transition into their home loans division. I saw it as a chance to broaden my skillset and take on a new challenge. I made the switch in 2009 and officially became a broker by 2010.
In your opinion, what has been the most positive development in broking?
One of the best changes within our industry recently has been the growing acceptance of technology by lenders. With lenders embracing innovations like electronic signatures on application forms and loan contracts, streamlined credit assessments, and electronic ID verification, the entire process has become much more efficient. These changes have made broking far more accessible and convenient for clients, allowing us to deliver a smoother, faster, and more flexible service.
What challenges do you see currently facing the industry, and what solutions would you propose?
One of the biggest challenges right now is lender clawbacks. Brokers can put in hours of work and care for a client, only to have commissions pulled back if the loan is refinanced or closed early, often for reasons outside our control as the broker. It creates financial strain and undermines the value brokers actually provide long-term. The solution to this would be further industry-wide conversations around fairer clawback structures by all lenders, continued advocacy by our mortgage brokering bodies, and brokers focusing on building long-term client relationships and offering ongoing value.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
One of the most memorable client experiences I’ve had was helping a single mum who was working as a teacher and hoping to purchase her first home. She’d initially approached her bank and was told she couldn’t borrow the amount she needed. A previous client introduced her to me, and after taking the time to really understand her situation in detail, I was able to find a lender that was the right fit and secure the finance she needed. It was such a rewarding moment seeing her move into her first home with her family. It reminded me how important it is not to accept the first no; every client’s situation is different, and with the right guidance and options, there’s often a way forward. It also reinforced the value of referrals and trust within the community.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
My advice would be to focus on building genuine relationships, not just transactions. Clients remember how you made them feel and how you supported them through the process, not just the rate you secured. Also, invest time in learning the fundamentals of lending policy, credit assessment, and structuring deals; those skills will set you apart. The industry moves fast, so stay in touch with all the lender updates, surround yourself with experienced mentors, and never be afraid to ask questions. Lastly, resilience is key. There’ll be challenges and setbacks, but if you keep the client’s best interests at heart and commit to continuous growth, you’ll build a career that’s both rewarding and impactful.
Broker in Focus is a weekly MPA feature spotlighting mortgage brokers from diverse firms and locations across Australia. Among those recently featured are 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, Allan Culbertson of Ledge Home Loans, and Katherine Persoglia, Property Before Prada.
Are you a mortgage broker interested in being featured? Email the author with your details.
