For this brokerage owner, broking today is about relationships, education, and empowerment
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 Rory Sercombe (pictured top), chief executive of Own Money, whose 20-year career mirrors the industry’s shift from basic loan facilitation to comprehensive financial advice. With a passion for mentorship and a commitment to putting clients’ long-term benefit first, Sercombe has become a vocal advocate for advice-driven broking—championing a model where education, strategy, and teamwork are at the heart of every client relationship.
Full name: Rory Sercombe
Job title: CEO
Company: Own Money
Number of years in the industry: 20
Location: Melbourne and Sydney
How and when did you become a mortgage broker?
My journey began at Wizard Home Loans in the early 2000s. I’d always had a fascination with finance and business, but I knew enough to realise I needed mentorship before striking out on my own. Wizard offered exactly that: a chance to learn the ropes inside a dynamic, fast-growing business. It was there that I realised how powerful good lending advice can be in changing someone’s financial future.
In your opinion, what has been the most positive development in broking?
Without question, it’s the evolution of broking into a profession centred on advice, not just transactions. Technology has made comparison and compliance easier, but the real progress has come from brokers stepping up as trusted advisers—integrating finance strategy, property goals, and long-term planning. It’s moved from “finding a loan” to “helping clients build prosperity.”
What challenges do you see currently facing the industry, and what solutions would you propose?
The biggest challenge is fragmentation. Clients are being bombarded by online lenders, brokers, banks, and social media ‘money hacks’, often with no holistic view of their situation. Regulation is tightening (and rightly so), but it’s also pushing brokers to spend more time on paperwork than with people.
The solution lies in collaboration and education. Brokers need to partner more closely with financial planners, property experts, and educators—building ecosystems where clients receive coordinated advice. That’s exactly why we built the Own Money group: to ensure every client has a team, not just a transaction.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
I once worked with investors whose previous lender had cross-collateralised their entire portfolio. It’s a common bank tactic, but it exposes clients to unnecessary risk. We unwound the structure, refinanced each property individually, and rebuilt their lending to align with their long-term strategy. The result was lower risk, greater borrowing power, and the ability to continue building their portfolio sustainably. It reaffirmed my belief that true broking is about structure and strategy, not just securing finance.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
For new brokers, the best thing you can do is build a business that stands for something. Broking is no longer just about rates and products; it’s about relationships, education, and empowerment. That’s why I started Own Money Coaching. It gives clients the tools and knowledge to take control of their entire financial life, not just their home loan.
Do something different. Find the gap that matters to people, and fill it. That’s how you build a career with purpose, not just a business with revenue.
Broker in Focus is a weekly MPA feature spotlighting mortgage brokers from diverse firms and locations across Australia. Among those recently featured are 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, Kathy Dundas of No Fuss Home Loans, John Tindall of Accumulus Home Loans, Luke Serra of Loan & Finance Brokers, David Meadows of Meadows Advisory, and Tom Gu of Aussie Home Loans Chatswood.
Are you a mortgage broker interested in being featured? Email the author with your details.
