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Brokers wanting to grow their businesses without burning out need to learn to optimise operations, according to broker-turned-business coach Christian Paterson.
Ahead of his keynote at the Better Business Summit 2025, the former broker and current director of business coaching business Auctus Coaching has said that while many brokers excel at securing loans, focusing on effective operations is key to taking their business to the next level.
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“There are two sides to every coin: everyone wants volume, but everyone also wants happy customers, a lower level of stress at work and perhaps above all a life outside of work,” Paterson said.
“The key to balancing both is the ability to manage volume, any volume – whether large or steady – without sacrificing your time or wellbeing. Operations underpins all of it.”
As the borrower market faces a range of challenges – including tighter serviceability, decade-high interest rates, and mortgage stress – even the most skilled brokers need to develop a competitive edge.
For Paterson, having effective operations is a game changer to enhance both business performance and workplace wellbeing.
Challenges facing Australian brokers
Speaking to The Adviser ahead of his session, Paterson highlighted a common pitfall in broking: employers expecting current staff and new hires to be ‘jacks of all trades’ who can immediately deliver top-quality work without being provided the proper frameworks for success.
However, he said a key challenge brokers face is “neglecting proper process procedures” and expecting everyone “should know what to do”, all while “chasing the next shiny silver ball in terms of technology or advertising to solve all their problems”.
This approach can lead to brokers “making unintentional mistakes and/or burning out”, he said.
“Brokers put a lot of pressure on themselves trying to do it all, which at times, can be stressful and/or lonely,” he said.
To combat this, Paterson emphasised the importance of delegation. Whether through internal teams or external support, effective delegation can ease workloads, reduce stress, and prevent burnout.
Overcoming pain points with operations
With nearly two decades of experience in mortgage broking, Paterson, like many in the industry, initially believed that working harder would guarantee success.
However, after facing the drawbacks of this approach, he now coaches brokers to leverage automation and customer relationship management (CRM) tools to make more money in less time, without sacrificing quality.
“Taking the most simple steps is essential today,” Paterson said, emphasising the importance of simplicity when getting started.
He said that brokers don’t need to reinvent the wheel, as many businesses already have software that can be optimised to incorporate automation.
“The sky’s the limit, there is so much automation out there that is possible,” the Auctus Coaching founder said.
“Take some time to assess what your business needs,“ and “make an action plan to get those items done.”
The Better Business Summit 2025
Find out the ins and outs of how to overhaul your operations for efficiency in Paterson’s keynote address at the Better Business Summit 2025, run with the support of principal partner NAB.
The Better Business Summit 2025 will be held between 27 February and 3 April in Sydney, Adelaide, Perth, Brisbane, and Melbourne. Click here to buy tickets.
The Better Business Summit will offer valuable learnings for brokers at every stage of their professional journey, from seasoned brokers to new starters looking to elevate their business and professional brand.
As well as Paterson, the conference will also include keynote speakers Dylan Alcott OAM (professional athlete and former Australian of the Year) and social media broking sensation Rob ‘The Aussie Mortgage Guy’ Roper.
Dates and locations
The Better Business Summit 2025 will be held in the following locations:
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Thursday, 27 February at the Crown, Melbourne.
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Thursday, 6 March at Pan Pacific, Perth.
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Thursday, 20 March at the Brisbane Convention & Exhibition Centre, Brisbane.
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Friday, 28 March at InterContinental, Adelaide.
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Thursday, 3 April at Hyatt Regency Sydney, Sydney.
Learn more about the speakers, view the full agenda, and make sure you secure your tickets now to take advantage of competitive pricing.
For more information about the Better Business Summit 2025, click here.
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