Broker in Focus: Tom Gu of Aussie Home Loans Chatswood is already making his mark despite being relatively new to the industry
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 week, MPA interviewed Tom Gu (pictured), mortgage broker at Aussie Home Loans Chatswood, who entered the industry by chance but quickly discovered a passion for helping clients navigate the complexities of home finance. With just two years of experience, he has already made a mark through his adaptability and commitment to client service, thriving in a rapidly evolving sector shaped by technology and economic uncertainty. From unexpected beginnings to memorable client wins, his young journey in the world of mortgage broking offers valuable insights for both aspiring and established brokers.
Full name: Tom Gu
Job title: Mortgage broker
Company: Aussie Home Loans Chatswood
Number of years in the industry: 2
Location: Chatswood, NSW
How and when did you become a mortgage broker?
I became a mortgage broker completely by chance. In my final year of university, I had already obtained a graduate offer at a leading management consulting firm. When the winter holidays rolled around, I decided to look for a job to make a bit of money for five weeks and applied for a broker associate role at Lendi. I was lucky to have some amazing sales leaders and found the environment so rewarding; I decided to stay and soon started performing very well. By chance, I met the franchise principals of the Chatswood retail store in the office after the Lendi brand merged with Aussie Home Loans, and the rest is history.
In your opinion, what has been the most positive development in broking?
The integration of technology and AI is one of the most positive emerging developments in broking. I have benefited a lot from being able to track document uploads, submissions, and more with a tech-driven platform.
What challenges do you see currently facing the industry, and what solutions would you propose?
With an uncertain economic climate, I believe it is difficult for brokers, as our industry is tied so closely to the housing market. The solutions I would propose are to focus on your existing clients and support their needs throughout this, whether it be restructuring, purchasing, or something else.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
The most memorable experience was when I had a client come to me who already had unconditional approval and settlement booked on a property. However, his loan had LMI and, since his wife was a physiotherapist, he wanted a waiver. I had to work very hard as there were a number of curveballs in the application, but I eventually had him approved with a tier 1 lender with an LMI waiver and also a $3,000 cashback. Being invited to the party with him was a great highlight of my broking career.
5. Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
Get to know brokers who have been successful and try to learn as much as possible from them. During my time as an associate, I made an extra effort to shadow experienced brokers in calls and ask for advice. I find learning by listening and osmosis to be far more effective than rote learning policy and sales.
Broker in Focus is a weekly MPA feature spotlighting mortgage brokers from diverse firms and locations across Australia. Among those recently featured are Tracie Palmer of Cornerstone Home Loans, Harry Green of Low Rate Home Loans, Marisa Schönwolf of CHL Home Loans Leederville, Aimee Bergan of APC Home Loans, Alya Manji of Aussie Home Loans, Leon Ng of Zenith Home Loans, Martin Walmsley of NBS Home Loans, Cameron Conroy Atlas of Victorian Commercial & Home Loan Group, Randy Araya-Bishop of Sufficient Funds Home Loans, and Rachel Slekenics of Low Rate Home Loans.
Are you a mortgage broker interested in being featured? Email the author with your details.
