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In this episode of The LVR Podcast, Marissa Schulze introduces Ryan Devillers, Head of Growth at Success & Broker. Ryan shares what's driven the growth of broker coaching in Australia, why strong mortgage brokers don't automatically make strong business owners, and how Success & Broker is helping brokers define and build toward their own version of success — whether that's scaling a team or simply running a more structured, less reactive business.

Ryan also touches on Success & Broker's expansion into New Zealand, where the mortgage advisor market is roughly a decade behind Australia and represents a significant growth opportunity. The conversation covers what brokers can expect from a discovery call and complimentary business review with the Success & Broker team, available at successandbroker.com.au.

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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Building a sustainable women in mortgage broking career in Australia takes more than technical knowledge — it takes confidence, community, and support structures that the industry is still working to get right. In this episode of The LVR Podcast, Ruan Burger and Marissa Schulze sit down with Tanya Du Preez from Affinitas Finance for the third instalment of the Women in Business: Strong and Bold series.

Tanya came to mortgage broking after a corporate career at Deloitte, drawn by the opportunity to have conversations that genuinely moved the dial in people's lives. She was also relatively new to Australia when she started — learning the industry at the same time as learning the country's deep relationship with property. Sixteen years in, she describes the career as anything but static — there's always something new to learn, always new strategies to consider. She also started the business with a three-week-old baby in a carrier at her first client appointment. As Ruan puts it, that says everything about capacity and confidence that words can't quite capture.

Like the women featured in previous episodes of this series, confidence comes up early and often when Tanya talks about the challenges of a women in mortgage broking career in Australia. She observes that women tend to want to know 110% of everything before putting themselves forward, while many of their male counterparts back themselves with far less certainty. Her advice: seek out people who are doing what you want to do, ask for the conversation, and be willing to learn visibly — because that visibility, in turn, helps other women see what's possible for themselves.

The conversation takes an honest turn when Tanya raises a point she acknowledges might be controversial: a lot of the support that women need to build a successful women in mortgage broking career in Australia actually needs to start at home. If the domestic load isn't shared equally, no amount of industry programming will fully close the gap. She credits her husband's genuine partnership at home as one of the foundational reasons she's been able to build the career she has — and acknowledges that her situation is far from universal.

Marissa raises another risk that resonates throughout the series: many women in broking have such a deep desire to serve and please their clients that they overextend themselves to the point of burnout. Tanya shares a reframe that shifted her own thinking — that helping someone more than you should, rather than empowering them, is actually doing them a disservice. That perspective made it easier to set healthy professional boundaries without feeling like she was letting anyone down.

The episode closes with a shared call to action: the industry needs to get into schools and universities, build the profile of broking as a career for young people of all backgrounds, and create the kind of visible, diverse role models that make a women in mortgage broking

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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What does it take to thrive as a female mortgage broker in Australia — and what is the industry still getting wrong when it comes to attracting and retaining women? In this episode of The LVR Podcast, Ruan Burger and Marissa Schulze sit down with Kirsty Best from Living Home Loans for the second instalment of the Women in Business: Strong and Bold series.

Kirsty's path to becoming a female mortgage broker in Australia is an unexpected one. Coming from a teaching background with a love of numbers and problem solving, she had no idea what mortgage broking would look like when she started — which she now considers a blessing. The learning curve was steep, the early days were isolating, and walking into industry events as one of very few women in the room was genuinely confronting. But the female BDMs who took time with her, and the women she saw presenting on stage — including Marissa — gave her a visible path forward that made all the difference.

Kirsty is candid about what holds many women back from becoming a female mortgage broker in Australia in the first place: the income uncertainty of those first 12 to 24 months. Unlike some of their male counterparts who are more willing to throw themselves in and see what sticks, many women need a clearer picture of what the early days look like financially before they'll back themselves. Kirsty's suggestion is practical — aggregators and banks could do more through structured introduction bonuses, mentoring programs, and dedicated pathways that give women the confidence and support to get through that critical early period.

The conversation also explores what Kirsty has built at Living Home Loans — a business culture that is genuinely human, deliberately supportive, and designed to help people grow. She traces that commitment directly back to her teaching years and a previous workplace culture that fell short. As a female mortgage broker in Australia running her own business, she sees creating that environment not just as a nice-to-have, but as a responsibility — particularly toward other women coming up behind her.

Ruan and Marissa close the conversation with a point that resonates across both episodes in this series: competence and capability are rarely the issue for women in broking. Confidence — to speak up, to ask for the referral, to put themselves forward — is the real frontier. And the more visible female mortgage brokers in Australia become, the easier that gets for the next generation coming through.

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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Women in mortgage broking in Australia are underrepresented — and in this episode of The LVR Podcast, Ruan Burger flips the script and puts Marissa Schulze in the hot seat to explore why, and what needs to change.

Marissa's journey into mortgage broking is one that many women in the industry will recognise. She left a career in commercial banking — frustrated by the conflict between shareholder priorities and client interests — and started broking nine months pregnant with her first child. With no residential lending experience, no existing client base, and most lender BDMs openly sceptical of investing time in someone about to give birth, the early days were a steep learning curve by any measure. But she proved herself quickly, and those same BDMs came around fast once the results started speaking for themselves.

What's striking about Marissa's perspective on women in mortgage broking in Australia is that she never saw being female as a disadvantage. If anything, she saw it as an edge — particularly in her ability to connect with female clients on a deeper emotional level. The real challenges she faced were the same ones any broker faces starting from scratch: building a client base, developing systems, growing a team, and evolving as a business leader at every stage of that growth.

But the conversation goes beyond one broker's story. Ruan and Marissa explore what the industry as a whole needs to do to genuinely improve the representation of women in mortgage broking in Australia. Two structural barriers stand out: the confidence gap that holds many women back from backing themselves in a commission-only or self-employed model, and the lack of businesses with the support infrastructure needed to make part-time broking genuinely viable.

Marissa's argument is compelling — and backed by her own experience. Part-time female brokers, when given the right support structure, tend to punch well above their weight in productivity and loyalty. The businesses that create those environments don't just attract more women in mortgage broking in Australia — they build better, more stable, more diverse teams across the board.

The broader challenge Marissa puts to the industry is this: diversity isn't just about gender. It's about building a mortgage broking community that genuinely reflects the community it serves — across culture, age, background, and experience.

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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When it comes to mortgage broker referral strategies in Australia, few people have more practical experience than Josh De Beulle from Phonics Finance in Perth. In this episode of The LVR Podcast, Ruan Burger and Marissa Schulze sit down with Josh — on his birthday, no less — to unpack the three-community referral strategy that has driven nearly 17 years of consistent business growth.

Josh's mortgage broker referral strategies in Australia are built around three distinct communities: his existing client database, his online audience, and his real estate referral network. Each one is nurtured differently, but all three share a common thread — genuine connection over transactional chasing.

The database community is where it starts. Josh's team conducts proactive annual reviews on behalf of clients — contacting their bank, reviewing pricing, getting updated valuations, and presenting a summary of where they are versus where they could be. It's a strategy he learned in his first two weeks on the job in 2007, and it remains one of the most effective mortgage broker referral strategies in Australia he uses today. The result? Ten to fifteen inbound referral calls every week from clients whose friends were pleasantly surprised their broker reached out unprompted.

The online community is built through consistent short-form video content across Facebook, Instagram, and increasingly TikTok — all shot internally on a smartphone with a $12 wireless microphone. Josh's team batches content weekly around relevant topics like stamp duty changes, scheduling daily posts to maintain presence without daily production. Cross-collaborations with clients who are business owners — renovators, plumbers, tradespeople — extend his reach into new audiences while genuinely helping those clients grow their own businesses. The conversion rate from online leads sits around 25 to 30%, which Josh considers strong for cold social traffic.

The real estate network is where the loyalty play really shines. Rather than running quarterly sales meetings for hundreds of agents, Josh invites his top ten referral partners each quarter to a golf day or an AFL box — events built around shared interests rather than sales pitches. The brokers who get consistent referrals from real estate agents, he argues, aren't necessarily the most technically impressive — they're the ones people actually like spending time with.

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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Social media tips for mortgage brokers in Australia are everywhere — but most of them stop at follower counts and post frequency without explaining what actually converts. In this episode of The LVR Podcast, Ruan Burger and Marissa Schulze are joined by Lorien Stoetzel from Digital Excellence to break down the three strategies that make the real difference.

The first and most important of the social media tips for mortgage brokers in Australia: video. People aren't scrolling to read, they're watching to connect — and short form video under 90 seconds is where the attention is right now. Consistency matters enormously; an account that posts once every few months has essentially reset its algorithm standing and will need to rebuild from scratch. Live video is the exception — 15 to 20 minute live sessions are perfectly fine and serve a different purpose.

The second strategy: high-converting landing pages. A generic homepage isn't enough. If you're running content or ads targeting first home buyers, your social media tips for mortgage brokers in Australia need to include directing that traffic to a landing page built specifically for that audience — with video on it, and a clear value exchange to capture their details.

The third piece is email marketing, which Lorien says is still one of the most underused tools in the kit. A fortnightly email packed with genuinely useful content keeps you front of mind for the 95 to 97% of your audience who aren't in an active buying phase right now — but will be.

Lorien also tackles platform overwhelm head-on: start with Instagram and auto-share to Facebook for two platforms in one. Add TikTok only if you have the time and personality for it. LinkedIn is worth maintaining for professional networking.

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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In this episode of The LVR Podcast, Ruan Burger and Marissa Schulze welcome back Steve Sharp for a deep dive into one of the most challenging parts of growing a broking business — hiring the right people.

Steve makes the case early that most brokers are approaching recruitment backwards. They hire in desperation, hunt for technical skills, and ignore the social and cultural dimension entirely. The result? A high performer who's a narcissist, a team dynamic that falls apart, and a business owner who swears off hiring for the next two years. The fix isn't complicated, but it does require honesty — about what your team actually needs, what kind of leader you are, and whether you genuinely have the time, capacity, and skill to coach someone up.

The conversation covers three key hiring principles: timing your hire before you're desperate, prioritising culture and trust over pure technical competence, and being brutally honest with yourself about your ability to invest in a new team member once they walk through the door.

Steve also shares two powerful interview questions worth stealing immediately: ask candidates to talk about their upbringing, and ask them to describe their ideal workplace environment. The words they choose reveal far more than any skills-based question ever will.

The episode closes with a simple but memorable framework: hire slow, fire fast — and if it doesn't work out, treat it as a learning opportunity and go again.

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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In this episode of The LVR Podcast, hosts Ruan Burger and Marissa Schulze sit down with Matthew Posselt of Elite Finance Australia. With nearly a decade of success under his belt, Matthew shares his journey from starting solo to building a thriving brokerage in Perth. Learn how he balances growth, customer service, and team dynamics while staying true to his vision for sustainable success.

Key Takeaways:

1. Starting with overheads like an office and admin staff helped Matthew focus on growth from day one.
2. A smaller, efficient team with a focus on admin support allows for high-quality customer service without diluting the client experience.
3. Simple but impactful touches and involving the team in client interactions, create lasting impressions.
4. Highlighting client successes through photos fosters loyalty, engagement, and social proof.
5.  Clarity around business goals and personal values is key to achieving sustainable growth without compromising quality or culture.

Quotes:

Matt Posselt:

1. On The "Wall of Fame":“And the second thing is it just adds credibility. It shows that when they come to us, we've got happy clients in all sorts of circumstances, and there's proof in the pudding of what we do.”
2. “We don’t burn and churn. We aim to give every client an amazing experience.”
3. “It's all about having a good culture and a team, and that's better when everyone's in the office and talking and sharing. That's where all the benefits really come from." 

Ruan Burger:

1. “Thinking a little bit different with how how can we use our clients to propel our brand and our identity.”
2. “Little things, like remembering client names, create a personal connection that sets you apart.”
3. “It also means that people working for your business, it's very easy now for them to see the the culture piece, the loyalty piece, how they want to be seen in the market.”

Marissa Schulze:

1. “It’s not about growing bigger; it’s about growing smarter to align with your goals.”
2. “Starting a business with a family to support takes bravery and clarity, but it pays off when you stay focused.”
3. “I think it's more about understanding your business goals and understanding your personal goals and then understanding the right structure that's going to support (the business).”

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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In this episode of The LVR Podcast, hosts Ruan Burger and Marissa Schulze sit down with Nick Wilcox from Blue Crane Capital. Nick shares his incredible journey from banking to becoming a $100 million mortgage broker. With insights into building referral networks, managing growth, and setting actionable goals, this episode is a must-listen for brokers looking to take their business to the next level.

Key Takeaways:

• Transitioning from banking to broking requires leveraging existing networks while building new ones.
• Building referral partnerships is essential, but knowing when to say no is just as important.
• Setting ambitious, measurable goals helps maintain focus and drive success.
• Consistent effort and strong support systems are key to scaling a broking business quickly.
• Larger, more complex deals can enhance growth while maintaining a strong client base.

Quotes:

Nick Wilcox:

1. "If you tell yourself you can do something, you probably will. Set a $100 million goal, and you might even write $120 million."
2. "There’s a lender for every client - it’s about finding the right fit at the right time."
3. "Building referral partnerships takes time, but consistency and trust make it worth it."

Ruan Burger:

1. "Lead flow is cash flow - it's the lifeblood of any brokerage."
2. "Success comes from understanding your clients today and guiding them toward their future goals."
3. "Set a strong foundation for your business, and the growth will follow."

Marissa Schultze:

1. "Knowing which referral relationships to say no to is just as important as knowing which ones to say yes to."
2. "Write your goals down, articulate them, and you’ll be amazed at what you can achieve."
3. "Strong lender relationships are the backbone of problem-solving for clients."

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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In this episode of the LVR Podcast, hosts Ruan Burger and Marissa Schulze sit down with Tim Amourous, Managing Director of Olleh Lending, to discuss how businesses can effectively budget for sustainable growth. Tim shares insights into Olleh Lending's journey from a single-operator brokerage to a multifaceted business, diving deep into the importance of process discipline, team dynamics, and investing in long-term growth strategies.

Key Takeaways:

• Transitioning from a single broker to a multi-broker business requires leaders to adapt and focus on key roles.
• Tim emphasises the importance of sticking to processes and continuing to reinforce them, even when challenges arise.
• Growth often requires taking a step back financially before moving forward, investing not only in people but also in internal structures.
• Building out a diverse offering, including asset finance and commercial lending, has been crucial for Olleh Lending's long-term goals.
• Tim shares how incorporating an advisory board has provided valuable external insights that contribute to Olleh Lending’s strategy and growth.

Listen to the full episode to learn how you can budget for growth in your brokerage and build a sustainable future.

Key Quotes:

"Growth isn’t just about finances and improving the bottom line. The journey we’ve been on might not be for everyone. There are plenty of successful brokers out there, individual operators with a couple of support making very good money, and they should stick doing exactly what they’re doing." - Tim Amourous

"I love what you said about taking a step back before moving forward, because that’s what growth really looks like when you’re building a team and diversifying your services." - Marissa Schulze

"When you talk about taking a step back before taking a step forward, I think that’s something every growing broker needs to understand—sometimes growth doesn’t happen without sacrifice." - Ruan Burger

"I always challenge people who talk to me around growth, about what it is they’re actually looking to do... there was absolutely a conversation and clarity around the financial investment that was going to be required and clarity on my side that this would mean a step back before it made a step forward." - Tim Amourous

"It’s really exciting to see how Olleh Lending has grown, and I think your journey provides a roadmap for brokers looking to transition from a single operator to a multi-broker business." - Marissa Schulze

"I love how you’ve been able to bring people with you on this journey. It’s not just about asking people to follow, it’s about showing them a pathway that makes sense." - Ruan Burger

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

More From Marissa and her company, Rise High Financial Solutions:

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