‘Success in mortgage broking is about people, not just products’
When Kapil Virmani (pictured) founded Think Mortgage in 2022, his mission was not to reinvent the wheel, but to commit to a core principle that should be behind every top brokerage – putting clients at the centre of every decision.
“As I often say, success in mortgage broking is about people, not just products,” says Virmani in a chat with MPA.
“I always have my customers as my focus, because no two clients are the same. Whether they’re young first-home buyers, seasoned investors or business owners refinancing their loans, each situation deserves a personalised approach and genuine care.”
Three years in, this philosophy paid off in a big way, with Virmani being ranked as Australia’s 39th best broker in MPA’s 100 Best Mortgage Brokers 2025 list.
“It’s a humbling acknowledgement of the work I do every day through Think Mortgage and the trust my clients place in me,” Virmani says of the accolade.
“To my incredible clients, I want to express my heartfelt thanks. This achievement would not have been possible without you. Your trust, support and referrals mean the world to me, and I’m grateful for every opportunity to help.
“I also want to thank my dedicated team at Think Mortgage. Their hard work, care and commitment play a significant part in the service we deliver every day. This recognition is something I cherish, but it belongs just as much to the people who have supported me – my clients and my team. My heart is filled with gratitude.”
Rising to the challenge
It hasn’t been all plain sailing over the past four years.
The mortgage finance world is constantly changing, with new regulations being announced, old regulations being revamped, competition increasing rapidly, and a housing market that is as cutthroat as it is unpredictable.
“Keeping up with new policies requires time, diligence and a commitment to ongoing learning,” says Virmani. “At the same time, the competitive nature of broking means I have to continually adapt so I can meet the evolving expectations of borrowers.”
Virmani points to Think Mortgage’s strong referral partnerships as a key driver of the brokerage’s growth, even in the face of these challenges.
“People sometimes ask me why so many clients recommend me to their network,” he says. The short answer is because they have had positive experiences and believe I’ll deliver the same to their friends and relatives.”
Earning that trust is something Virmani takes seriously. “Transparency, consistent communication and a strong focus on service all play a role. My long-standing involvement in the community – now more than 15 years – has also helped build deep, meaningful relationships.”
Plenty more to come for Think Mortgage
With accolades in the bag, this is clearly just the start for Think Mortgage – Virmani has big plans in store for 2026.
“I plan to leverage new technologies to make the home loan process even smoother,” he says, revealing that more personalised communication tools and faster application processes are on the agenda.
Professional development will also be a prominent fixture in the year ahead, both for himself and the whole team. He believes that ongoing training “is essential, helping us stay ahead of industry developments and maintain the high standards our clients expect”.
For Virmani, technical knowledge is important, but people skills remain paramount. “Clients need someone who can understand their goals, answer their questions and guide them through major financial decisions,” he says.
Ultimately, Virmani sees mortgage broking as a way of helping people achieve their dream of homeownership. “Being part of such a significant milestone in someone’s life is incredibly rewarding.”
