Jason Back is the founder of Broker Essentials and one of the industry's most experienced coaches. In this conversation he unpacks what it actually takes to grow a mortgage broking business, from your first hire to building a team that scales.

Jason covers the frameworks he's used with hundreds of brokers, including how to hire slow and fire fast, why most brokers are selling to the wrong audience, and the marketing channels worth your time in 2025.

Whether you're a sole operator or leading a growing team, this one's packed with practical moves you can action this week.

What's covered:
→ When and how to make your first hire
→ Building a staffing plan around loan volume
→ Marketing that reaches audiences, not just one client at a time
→ Optimising your CRM and tech stack
→ Why curiosity is still the most underrated sales skill

Chapters
00:00 From Broker to Coach: Jason Back's Journey
02:55 Understanding the Ideal Client: Who Benefits Most?
05:44 Navigating Broker Tech: CRMs and Tools for Success
08:32 The Importance of Choosing the Right Aggregator
11:40 Building a Team: When and How to Hire
14:10 Recruitment Strategies: Finding the Right Fit
17:06 Marketing and Lead Generation: What Works?
20:02 Sales Strategies: Improving Conversion Rates
25:57 Marketing Strategies in Broking
31:02 The Role of Marketing Agencies
32:45 Broker Business Models: PAYG vs Commission
36:49 Reinvestment vs Profit Taking in Growth
39:17 Engagement Fees and Fee for Service
40:54 Common Mistakes for New Brokers
44:03 City vs Regional Broking
46:16 Future of the Broking Industry
48:30 Lessons Learned from Experience

Broker Capital is Australia's specialist lender for trailbook loans. If you're buying, selling, or leveraging a trail book, visit brokercapital.com.au