“Broking rewards the brokers who adapt quickly”
Broker in Focus is a dedicated series that highlights the unique journeys of mortgage brokers, providing them with a platform to share their experiences, insights, and expertise. Through compelling personal stories and professional reflections, each featured broker recounts the key moments that have shaped their careers, delves into the challenges and opportunities facing the industry today, and shares the valuable wisdom they have gained along the way.
For this edition, MPA caught up with Ajay Krishnan (pictured top), director of Home Loans Fast, who has spent more than 15 years helping everyday Australians cut through the confusion of borrowing and investment to make smarter, long-term financial decisions. Shaped by rapid shifts in technology, changing lender policies and rising client expectations, Krishnan has built a brokerage focused on clarity, speed and transparency — and on being a true strategic partner rather than a mere “loan writer”.
Reflecting on pivotal moments in his career, from embracing new servicing tools to rapidly upskilling in SMSF lending to protect key referral relationships, he says simply: “Broking rewards the brokers who adapt quickly” — a lesson that underpins his approach to client service, team building, and mentoring the next generation of brokers.
Full name: Ajay Krishnan
Job title: Director
Company: Home Loans Fast
Years in the industry: 15+
Location: Melbourne, Victoria
How and when did you become a mortgage broker?
I first entered the mortgage and finance industry over 15 years ago, initially working under Alistair Baker as a loan writer. He was the number one broker at Aussie for 10 years at that time. What struck me very early on was how much confusion everyday Australians faced when trying to make smart borrowing or investment decisions — and how much of a difference good advice could make to someone’s financial life.
That realisation is what pushed me toward broking. I formally became a mortgage broker to bridge that gap: to simplify borrowing, to give strategic clarity, and to help clients build wealth with confidence. Over the years, that mission evolved into what is now Home Loans Fast — a brokerage built around clear communication, speed, transparency, and long-term client outcomes rather than one-off transactions.
In your opinion, what has been the most positive development in broking?
The most positive development has been the industry’s shift toward value-driven, long-term advice rather than just being “loan writers”.
Today’s top brokers aren’t product selectors — they’re strategic partners. Clients expect more (and deserve more): structure, cash flow modelling, debt-reduction strategies, investment frameworks, and ongoing review programs that keep their finances sharp every year.
Technology has also been a game changer. The adoption of tools like Zoom and DocuSign among the general public and the industry as a whole in the last few years has transformed the way we work. Faster credit decisioning with upfront valuations, smarter CRM tools, automated pricing requests, and greater transparency across lender processes have allowed brokers to deliver a significantly better client experience at scale.
Combined, these shifts have elevated broking into a trusted profession — not just a distribution channel. We didn’t get to 78% market share by accident.
What challenges do you see currently facing the industry, and what solutions would you propose?
Growing number of brokers struggling to gain traction. The industry has more brokers than ever, yet many new-to-industry brokers find it incredibly difficult to build momentum, generate leads, or stay consistent long enough to succeed.
Solution: For new brokers, having a business coach or mentor early on is critical. Broking is part technical skill, part communication, and part business development — and without guidance on structure, client experience, prospecting, and mindset, many talented brokers burn out before they hit their stride.
A strong mentor, proven systems, and accountability can dramatically increase success rates and accelerate confidence.
Client expectations around speed and clarity. Clients want near-instant communication and certainty, even when lenders slow down.
Solution: Investing in tech-enabled workflows, proactive updates, and remote-ready teams ensures brokers can maintain fast turnaround times despite external pressures.
Maintaining trust and transparency. With more information online, consumers can easily become overwhelmed or misinformed.
Solution: Brokers must lean into education — offering clear explanations, annual reviews, scenario modelling, and sticking to a client-first philosophy.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
One of the ongoing themes in my career has been the need to adapt quickly — often in real time — as the industry evolves. A memorable example was when Quickli first entered the market. It completely changed how we assess servicing at a glance. Overnight, brokers who embraced it were operating with far greater speed, accuracy, and confidence. Learning and integrating new tools like that early on taught me that staying ahead of change isn’t optional — it’s a competitive advantage.
Another pivotal moment was when one of my key referrers needed urgent help with several of their clients who required SMSF lending. At that time, SMSF lending wasn’t something I specialised in, but the responsibility to support the referrer and protect their client relationship meant I had to learn it — fast. I spent days deep-diving into policy, structures, and compliance so I could deliver the right solution without delay.
The lesson: Broking rewards the brokers who adapt quickly. Whether it’s new technology, new structures like SMSF lending, or shifts in lender policy, clients and referral partners rely on us to stay ahead. The ability to learn rapidly, apply knowledge immediately, and keep evolving has been one of the biggest drivers of my success — and something I encourage all brokers to embrace.
Could you share any valuable advice for aspiring brokers or those new to the profession?
Master clarity. Your real value isn’t in selecting a product — it’s in explaining complex lending concepts simply and giving clients confidence. Clarity builds trust, and trust builds referrals.
Play the long game. Broking rewards consistency. Focus on long-term relationships, annual reviews, great communication, and doing right by clients even when no one is watching. Don’t chase transactions — build a reputation.
Build a strong team and strong systems. A great broker without support will eventually burn out. A good broker with a high-performance team and the right processes can deliver exceptional outcomes. Invest early in people, training, and technology.
Join a business coaching program or broker community. One of the biggest accelerators for new-to-industry brokers is surrounding yourself with others who are learning, growing, and facing similar challenges. A business coach or broker community gives you accountability, frameworks, and real-world insights you simply won’t get alone. It fast-tracks confidence, sharpens your thinking, and helps you avoid the early pitfalls that cause many brokers to stall.
Broker in Focus is a weekly MPA feature spotlighting mortgage brokers from diverse firms and locations across Australia. Among those recently featured are Fae Kett of Tembo Money, Tanya Seth of Simpl Home Loans, Steve Tikellis of Excellence Home Loans, Rory Sercombe of Own Money, Brodie Brown of BH Brown Mortgage Brokers, Jason Brown of Home Loans Australia, Chris Bowers of Complete Home Loans, Jayden Pinto of Aussie Home Loans Geraldton, Larissa Barton of Mortgage Choice Coolum Beach and Noosaville, and Kathy Dundas of No Fuss Home Loans.
Are you a mortgage broker interested in being featured? Email the author with your details.
