For this Gold Coast broker, the joy is in seeing both clients and colleagues succeed and grow
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.
This week, MPA is featuring Jason Cuerel (pictured top), managing director and principal broker of Mortgage Innovations, who has spent the past two decades helping borrowers turn property ambitions into long-term wealth.
Based on the Gold Coast, Cuerel says the real reward of broking goes well beyond securing a competitive rate: it is the face-to-face relationships and the trust built over time, as clients’ lives evolve from first homes to growing families and bigger financial goals. In an industry being reshaped by digital bank processes and constantly shifting credit policies, he believes brokers who combine speed, lender knowledge and genuine human connection are best placed to deliver the outcomes clients need — and to keep the profession’s standards where they should be.
- Full name: Jason Cuerel
- Job title: Managing director / Principal broker
- Company: Mortgage Innovations
- Number of years in the industry: 20
- Location: Gold Coast
How and when did you become a mortgage broker?
That was 20 years ago. I still have a passion for the industry, primarily due to the connections made with clients and seeing them grow wealth through property. I enjoy the face-to-face connection with clients, not only for the assistance with finance, but also seeing how their lives progress from single to family with children, and all the challenges that life throws at us.
I think it is so important to show we are human and provide trust and support through the way we treat each customer, making them feel important irrespective of how much they’re borrowing and when we can help them. We want them to feel they are getting the best outcomes for them.
I also love seeing the people within our business grow. Seeing their skill level improve and become less reliant on intervention from the broker, and more confident in problem-solving with credit. I also enjoy seeing team members evolve from admin roles into broker roles, and the confidence that grows over time.
In your opinion, what has been the most positive development in broking?
Keeping updated on the latest policies with all the lenders to ensure we can provide fast lending solutions and help our clients move forward with their property goals. Policies are changing with banks to increase their appetite for different types of business. Understanding the banks’ appetite for risk through regular catch-ups with BDMs ensures we can provide our clients with smart, competitive finance solutions.
What challenges do you see currently facing the industry, and what solutions would you propose?
The obvious one is the digital age in the major bank space, but there now seems to be a great advantage in using brokers, with fast turnaround times with the majors due to digital assessment. Through the broker channel, we can also provide fast turnaround times and choice, and the major benefit is trust through human interaction. We have the technology now to provide fast turnaround times and positive outcomes for our clients.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
I had a broker working in my business who had a referral relationship which ended up turning sour. The broker ended up losing his licence due to not following correct protocol. It was a sad outcome as the broker meant well, but trusted his referral source. I was concerned at the time as the managing director of our broking business; however, the audit team with our aggregator and the lender didn’t blame me for any of the broker’s wrongdoing, as they should have known better.
As a consequence, we have clear guidelines for everyone who works in our business to operate in an ethical and moral manner. In mortgage broking, there is too much good business to take any shortcuts. I believe it is better to give a client a quick no, so you can focus on clients you can assist and move forward. In saying that, we will always make time for clients who are keen to understand how they can get themselves into a position in the future where we can help them.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
I think the broking industry is quite saturated at present; however, brokers that can provide a truly personal service and connect with their clients will do well. If you’re new to the industry, you will need to work out a pathway for how you will get leads, as the good brokers out there have established clients they service. Now that four out of five clients will use a broker, you need to have a great network around you to find new business.
Broker in Focus is a weekly MPA feature spotlighting mortgage brokers from diverse firms and locations across Australia. Among those recently featured are Talissa Bailey of Bai Mortgage, Dan Pertot of Pertot & Co. Mortgage Brokers, Leo Cagliolo of Professional Mortgage Manager, Raj Ladher of Mortgage Wealth, Chris van Rijswijk of Northern Beaches Wealth Home Loans, Ajay Krishnan of Home Loans Fast, Fae Kett of Tembo Money, Tanya Seth of Simpl Home Loans, Steve Tikellis of Excellence Home Loans, and Rory Sercombe of Own Money.
Are you a mortgage broker interested in being featured? Email the author with your details.
