From Zero to $60M: How This Ex-Banker Built a Brokerage in 12 Months
Beyond The Numbers With Christian StevensShow Notes
Jay Nash is the Founder of Empire Finance Mortgage Brokers, based in Shepparton, Victoria. After studying accounting, spending time at Westpac, Bendigo Bank and ANZ, and building nearly a decade of experience, Jay made the jump into broking 18 months ago — writing $60 million in his first year.
This conversation goes well beyond moving from banking to broking.
Jay breaks down the reality of launching a brokerage from scratch, why his first 18 months were both exciting and brutal, and how he went from solo operator to building a team with brokers and offshore loan processors. He talks about regional broking, asset finance, commercial clients, word of mouth, social media, learning to say no, and learning that success is not just about writing big numbers, but creating something sustainable that gives you back time with your family.
If you're a banker, broker or finance professional trying to build a stronger business, serve clients better and create more freedom without burning out, this one's for you.
0:19 — From Accounting To Banking — Westpac, Bendigo Bank & ANZ
2:21 — What Banking Taught Him — Team Culture, Commercial Lending & Credit
5:15 — Why Broking — Building Something For Family, Not KPIs
7:42 — $60M First Year — Regional Lending, Smaller Deals & More Transactions
11:00 — FY27 Focus — Better Systems, Smarter Growth & More Family Time
13:50 — Learning From Others — Podcasts, PD Days & Peer-To-Peer Support
14:38 — Lead Flow — Shepparton, Word Of Mouth & Accountant Referrals
18:56 — Sustainable Growth — $80M Settled And Why Volume Isn’t Everything
22:15 — Social Media Strategy — Being Real, Building Trust & Staying Visible
25:52 — Finding The Right Niche — Regional Lending, Commercial & Self-Employed Clients
30:31 — Burnout Warning Signs — When Growth Starts Costing Too Much
37:31 — What Jay Would Do Differently — Saying No And Asking For Help
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 Jay Nash:
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*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.