What skills do brokers need?

Brokerage director outlines what's needed for success

What skills do brokers need?

Being a mortgage broker is a role that requires a host of skills, so standing out from the crowd can be a tough task.

In order to highlight and narrow down those that are the most desirable, Mortgage Introducer reached out to one brokerage director for his perspective.

How can brokers stand out from the crowd?

Akhil Mair (pictured), director at Our Mortgage Broker, said a reputable mortgage broker plays a multifaceted role as a trusted adviser, and should embody a blend of expertise, integrity, and empathy to guide clients through the journey of homeownership.

“This comprehensive approach encompasses various dimensions, each essential in ensuring clients receive personalised, reliable, and ethical service tailored to their unique needs and circumstances,” he said.

As a brokerage owner, Mair said identifying top talent entails a multifaceted evaluation process that goes beyond mere credentials or experience.

While track record and professional competence are undoubtedly important criteria, he said, equally crucial is assessing candidates’ character, values, and interpersonal skills.

“By prioritising integrity, professionalism, and a genuine commitment to client success, brokerage owners can assemble a team of exceptional professionals who embody the core values and principles of the organisation, fostering a culture of excellence, trust, and integrity that sets them apart in the competitive landscape of the mortgage industry,” he said.


Mair said a cornerstone of an effective mortgage brokerage lies in the depth of knowledge and understanding possessed by its brokers.

A seasoned professional, he said, is not only well-versed in the intricacies of the mortgage market, but also stays abreast of the latest trends, regulations, and industry developments.

“This commitment to ongoing education and professional development enables brokers to offer informed guidance, empowering clients to make sound financial decisions with confidence and clarity,” Mair added.


At the heart of every successful brokerage operation, Mair said, lies a steadfast commitment to integrity and ethical conduct.

“A reputable broker prioritises the best interests of their clients above all else, ensuring transparency and honesty in every interaction,” he said.

By aligning their advice with clients’ financial goals and aspirations, he said, brokers cultivate trust and credibility, laying the foundation for long-term relationships built on mutual respect and integrity.

Communication skills

Effective communication, Mair said, forms the bedrock of a successful client-broker relationship. A skilled broker, he believes, possesses the ability to listen attentively, empathise with clients’ concerns, and articulate complex concepts in clear, accessible language.

“By fostering open and transparent communication channels, brokers empower clients to navigate the complexities of the mortgage process with confidence and understanding, fostering a sense of partnership and collaboration every step of the way,” Mair said.

Problem-solving abilities

In the ever-evolving landscape of real estate financing, Mair said unforeseen challenges and obstacles are bound to arise.

“A resourceful and resilient broker excels in finding creative solutions to navigate these hurdles, leveraging their expertise and ingenuity to overcome obstacles and achieve optimal outcomes for their clients,” he said.

Whether it is addressing financing constraints, negotiating terms, or exploring alternative options, Mair said, brokers should adapt their strategies to meet the unique needs and circumstances of each client, ensuring a seamless and stress-free experience.

Customer-centric approach

Lastly, central to the ethos of a reputable brokerage, Mair said, is a steadfast commitment to customer-centricity.

A compassionate and empathetic broker, he added, recognises the significance of the homebuying journey and strives to make the process as smooth and stress-free as possible for their clients.

“By demonstrating empathy, understanding, and patience, brokers create a supportive environment where clients feel valued, heard, and supported every step of the way, fostering trust and loyalty that extends far beyond the transactional relationship,” he said.

What skills do you believe are most important for a mortgage broker? Let us know in the comment section below.