Nicola Greene’s guide to turning ‘impossible’ buyers into homeowners

After nearly 20 years in television, Nicola Greene (pictured) swapped the newsroom for numbers and discovered her real edge wasn’t in spreadsheets, but in understanding people. Now a mortgage adviser at Mortgage Supply, she’s built a business on cutting through noise, simplifying complex decisions, and helping clients who never thought homeownership was possible.

From TV3 to mortgage advice

Greene’s path into broking was anything but conventional.

“I spent close to 20 years at TV3 before deciding I needed a change, but at the time I wasn’t entirely sure what that looked like,” she says.

An admin role at NZHL opened the door to a new career.

“I moved into an admin role at NZHL, where I completed my Level 5 qualifications and got exposure to the industry from the ground up,” Greene says.

When COVID hit and remote work became the norm, she backed herself.

“That gave me the confidence to back myself and step into building my own business as an adviser,” Greene says.

Looking back, she says, “the combination of people and number skills from my previous career and the technical grounding from NZHL has been invaluable.”

Cutting through uncertainty, not just getting loans approved

Greene believes the most important shift in mortgage broking is how client-focused it has become.

“It’s no longer just about securing a loan and being transactional – it’s about understanding people’s goals and helping them make confident, informed decisions,” she says.

But today’s market is challenging.

“Uncertainty is the biggest challenge right now. Interest rates and cost-of-living pressures on clients, coupled with constantly changing lending criteria and increased compliance can make it hard to work out where to best spend time and energy. In some cases, there is almost too much ‘advice’ and opinions out there,” Greene says.

“There is a higher level of compliance requirements which can make the process feel more complex and overwhelming.”

Her answer is to go back to basics.

“Stripping it back to basics and the role of an adviser is really to cut through that noise – to simplify things, provide clear direction, and help clients focus on what they can control. It’s about moving from reactive conversations to proactive planning,” Greene says.

Turning ‘impossible’ into a plan

Some of Greene’s most rewarding work is with clients who “didn’t think home ownership was possible.”

“These situations often aren’t quick wins – they require time, structure, and ongoing support,” she says.

Here, long-term thinking is everything.

“Sometimes the best advice isn’t about getting a deal done immediately or turning them away and telling them to come back in six months, it’s about setting someone up properly with clear steps so they can succeed in the future,” Greene says.

Seeing it all come together is what keeps her motivated.

“Seeing those clients that listen, take action and then when everything comes together is incredibly rewarding – key lesson for me, is never underestimate anyone,” Greene says.

Advice for aspiring brokers

For those thinking about becoming advisers, Greene has a simple reassurance.

“Don’t worry if you haven’t come from a traditional finance background – some of the most valuable skills in this role are communication, empathy, and the ability to build trust,” she says. “Everything else you can learn…. and will have to continue to do so on an ongoing basis – as the rules and policies are always shifting.”

Her final message is simple but demanding: “It takes time to build a business, but consistency and genuinely caring about your clients will set you apart in the long run. Surround yourself with good people and role models and learn!”

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