Broker in Focus: Alya Manji, Aussie Home Loans

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 shines the spotlight on Alya Manji (pictured), an Aussie Home Loans franchise owner, who has seamlessly transformed a family legacy into one of the network’s top-performing brokerages. From studying medical science at the University of New South Wales to earning a coveted spot in Aussie’s elite Diamond Signature group in 2024, Manji’s journey into broking has been anything but traditional. Now, as the franchisee of Aussie Home Loans Hurstville, she’s leading the business into its next chapter, combining client-first service with a sharp focus on long-term growth.

Full name: Alya Manji
Job title: Franchise owner 
Company: Aussie Home Loans Hurstville
Number of years in the industry: 15 
Location: Hurstville, NSW 

How and when did you become a mortgage broker?

My entry into the mortgage broking world was quite organic, deeply influenced by my father, Mehboob Manji’s, extraordinary ongoing 30-year career with Aussie Home Loans. Fifteen years into his journey, when Aussie launched its franchise model, he seized the opportunity and established the Hurstville franchise. At that moment, I was pursuing medical science at the University of New South Wales.

Back in 2010, Mehboob (pictured right) needed administrative support at the Hurstville office, and I figured I could help out on my days off from university. It was while managing files and listening to the brokers that I realized it was all about customer service and quite a simple process. The demand for brokers in Australia was rapidly growing at the time, so I decided to get accredited and began writing loans.

Soon after graduating from UNSW, I made the deliberate choice to pursue mortgage broking over medicine because by then, I had built a solid referral network and a reliable trail income. I continued to support the Hurstville store, working as a commission broker and in an administrative capacity, recently making the transition to franchisee and owner of Aussie Hurstville.

Since taking over the franchise in 2024, I took out the award for number-one store broker within Aussie in 2024, and I was personally recognised for my performance by being awarded Diamond Signature, placing me within a group of 20 top-performing individuals within Aussie. This success builds upon the strong foundation laid by my father, and I’m incredibly proud to continue his legacy while driving the Hurstville franchise to new heights. I’ve been a mortgage broker for a solid decade now, and my direct association with Aussie spans 15 years – and through my father, 30!

In your opinion, what has been the most positive development in broking?

The advancements and implementation of technology across both the broker and lender ecosystems. The implementation of these technological leaps has created a more efficient, transparent, and positive experience for both brokers and borrowers. The ability to electronically submit, sign, and track deals has dramatically sped up the process, freeing up time to focus on networking and ultimately serving more clients. The elimination of manual paperwork and the real-time visibility into loan progress have streamlined workflows and processes.

Lender adoption of AI, with features like automated verification of identity (VOI) and direct access to financial data via credit reports, is a game-changer in our industry, leading to quicker approvals and settlements. Innovations like the Aussie Mobile App, with its live equity and finance tracker and direct access to loan applications, empower borrowers with control and visibility. The ability to complete and track their loan application allows borrowers to make more informed decisions. Adapting with the times means accessibility to application platforms anytime, anywhere.

What challenges do you see currently facing the industry, and what solutions would you propose?

Increasing property prices, particularly in Sydney, combined with the rising cost of living, make it increasingly difficult for prospective buyers to enter the market or have enough deposit to avoid higher rates, fees, and additional costs. There are existing government support schemes like the First Home Loan Deposit Scheme (FHLDS), but they may have price caps that are no longer reflective of the current market, particularly in high-demand areas. We could review the stamp duty concession, FHO grants, or even explore alternative servicing models for high loan-to-value ratio (LVR) loans (e.g., 95% lends), trying to balance this with responsible lending practices and to manage potential risks. The current assessment rate plays a crucial role in determining borrowing capacity.

Over the last 15 years, I have witnessed the growth of preference to use a mortgage broker, and our rapidly growing industry raises concerns about maintaining a consistent level of professionalism and ethical conduct to ensure industry integrity remains.

Can you share a challenging experience from your career as a broker and the lessons you gained from it?

After the Royal Commission, assessment of applicants and income had changed significantly, and we had to adjust the way we work to still be able to provide Australians with the best outcome. It was a challenging time. However, I learnt that having an abundant mindset is the best approach. 

Having lending guidelines to ensure the affordability of a loan is very important, and it also takes the stress off a broker, knowing that if a client passes under the assessment rate, then you have done the right thing by your client in regards to debt affordability.

Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?

It’s a great career, which allows for flexibility and is a lucrative industry to be in. However, you cannot expect to enter the industry and expect consistency and income to generate overnight. Lead generation and referrals will grow over time. By doing the right thing by your client, regardless of the result for yourself, your business and reputation will grow.

From my perspective, it will take 24 months to establish yourself and start to build a solid referral network that will continue to grow. A great broker is one with conversational skills, who understands how to relate and speak with all different types of people, and who is up to date with product knowledge. To stay in the know, I try to regularly connect with other brokers and discuss which lenders they are using and why.

Broker in Focus is a weekly MPA feature spotlighting mortgage brokers from diverse firms and locations across Australia. Among those recently featured are 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, Rachel Slekenics of Low Rate Home Loans, William Chen of Pacific Mortgage Centre, Hayden Folbigg of Bigg Mortgage Group, Russell Munfaredi of Mortgage Pros, Brett Wadelton of My Expert®, and Jasmine Alexander of Prosperity Mortgage Partners.

Are you a mortgage broker interested in being featured? Email the author with your details.