Why 2026 Might Be the Best Time in History to Be a Mortgage Broker
Beyond The Numbers With Christian StevensShow Notes
Simon Lewis is the founder of Broker Capital, a trail book lender built specifically for mortgage brokers who want to grow — without selling what they've spent years building.
In this episode, Simon unpacks how trail book funding actually works, why most brokers don't realise they're sitting on a borrowable asset, and how Broker Capital is funding deals in as little as two days. He breaks down the four main reasons brokers come to him — growing a team, buying out a partner, acquiring another book, or consolidating debt — and why the banks simply won't touch most of these situations.
But this conversation goes deeper than product.
Simon shares what a high-quality trail book actually looks like under the hood — loan age, clawback rates, run-off, growth trajectory — and why the average book transacted at nearly 3x in FY25. He talks about the consolidation wave reshaping Australian broking, why the smaller operators are feeling the squeeze, and what ambitious brokers should be doing right now to capitalise on it.
He also opens up about what it's really like being four months into building a business from scratch — wearing every hat, figuring it out in real time, and why he believes the broking industry is in a golden window that won't last forever.
If you're a mortgage broker sitting on a trail book and wondering what your next move is — this one's for you.
3:45 The Beginner's Guide to Trail Book Funding
9:00 Acquisitions 101: Buying a Book With $0 Out of Pocket
12:40 What Makes a Good Borrower — and Who Gets Declined
19:10 The 4 Reasons Brokers Come to Broker Capital
23:15 What Makes a High-Quality Trail Book (Run-Off, Clawbacks, Loan Age)
25:20 Biggest Clawback Horror Stories
30:25 Generalist vs Specialist: Where the Industry Is Heading
33:00 The Long-Term Vision for Broker Capital
Learn more about Flint: https://flintgroup.au/
Connect with Christian Stevens:
LinkedIn: https://www.linkedin.com/in/propertyfinance/
Instagram: https://www.instagram.com/cmrstevens/
Connect with Simon Lewis:
LinkedIn: https://www.linkedin.com/in/simonlewisbrokercapital/
Instagram: https://www.instagram.com/simonlewis_brokercapital/
More from Beyond The Numbers With Christian Stevens
Corey Goldby is the Managing Partner of Source Financial and the founder of the Fat Profits Podcast. In just three years, he’s grown his broking and accounting businesses to a team of 35 — and is now preparing for the next major stage of that growth.
Damien Roylance and Vincent Moore have spent the last decade growing Entourage from a small brokerage into a five-office business with more than 50 people and a multi-billion-dollar loan book.
Mackenzie Jones is a finance broker at Flint and one of the newest faces in the industry. After starting at CBA, she made the jump into broking at just 22, bringing the same discipline, competitiveness and consistency that made her a two-time martial arts world champion.
Ryan Sweeney is the Founder and CEO of Front Financial, and at just 25 he’s already gone from broker to running a fast-growing finance business.
*Content warning: This episode includes an open conversation around suicide and mental health, including personal experiences with loss. Viewer discretion is advised. If you or someone you know is struggling, please reach out to a support service.