'Brokers play such a vital role in helping Australians into homes and building wealth, but sometimes their contribution is underappreciated'
In the latest edition of this long-running series, MPA caught up with James Kemp (pictured), relationship manager (Vic/Tas/WA) at mortgage aggregator outsource Financial. Having spent nine years in the industry, Kemp would love to see more public and industry recognition for the hard work brokers do to get Australians into homes.
This series is dedicated to casting a light on the BDMs and relationship managers that are making a true difference to brokers.
Full name: James Kemp
Job title: Relationship manager (Vic/Tas/WA)
Company: outsource Financial
Number of years in the industry: Nine
Location: Melbourne , Victoria
When and how did you join the finance industry?
I joined the finance industry almost nine years ago, starting my journey as a business manager doing asset finance for new and used cars I then went and worked as a credit assessor at MyState Bank.
That experience gave me a strong foundation in credit and compliance, which has proven invaluable throughout my career. I later transitioned into broking and eventually into my current role, allowing me to support brokers with a well-rounded view of the industry.
What does your current role involve?
As a relationship manager at outsource Financial, I work closely with brokers to support and grow their businesses. This includes helping them with credit scenarios, compliance, strategic planning, and accessing the right tools and lender contacts to write more business confidently and efficiently.
How do you assist brokers to grow their business?
I take a structured and strategic approach. From personalised business reviews to targeted workshops, lender days, and coffee clusters, I tailor my support to meet brokers where they are and help them reach the next level. I’m not just here for the deals; I’m here for the bigger picture.
What do you enjoy most about your role?
The people. I genuinely enjoy building relationships, watching brokers grow, and being part of their success stories. Every broker is different, and it keeps the role fresh, dynamic, and incredibly rewarding.
What’s the most important advice you can offer to a new-to-industry broker?
Don’t try to do it all on your own. Leverage your support network – your BDM, aggregator, mentors, and industry groups. Focus on mastering the fundamentals, be curious, ask questions, and always prioritise your clients’ best interests. The rest will follow.
How important is broker feedback in ensuring you provide the best service?
It’s critical. Broker feedback helps me understand what’s working, what’s not, and where we can improve. I always encourage open, honest conversations because that’s how we evolve together.
What makes a great BDM or state manager?
It’s a mix of consistency, accessibility, strategic thinking, and genuinely caring about the broker’s business. A great BDM isn’t just someone who solves problems, they’re someone who proactively adds value and acts as a true business partner.
If there’s one thing you could change about the industry, what would it be?
One thing I’d love to see is broader public and industry recognition of the value brokers bring. Brokers play such a vital role in helping Australians into homes and building wealth, but sometimes their contribution is underappreciated. Shining a bigger spotlight on the profession would help attract more talent and trust.
Read more: Last chance to place your 2025 Australian Mortgage Awards nominations
Describe your ideal weekend:
A perfect weekend for me starts with a beach day, going to watch sports especially if Geelong or Melbourne Storm are playing or jumping out of a plane I love skydiving, followed by brunch and quality time with family or mates. Throw in a good beer and a few laughs, and I’m happy!
