From market research to tough client conversations, iConsult director explains how consistency and clarity helped him win big in an uncertain climate
Fresh from taking home three major wins at the 2025 New Zealand Mortgage Awards – Avanti Finance Adviser of the Year (Specialist Lending), Commercial Mortgage Adviser of the Year, and Liberty Adviser of the Year – Satyan Mehra, director and chief adviser at iConsult, has emerged as one of the standout performers in what has been an especially challenging year for advisers.
2024 tested the limits of the industry’s resilience, with many advisers finding themselves acting not only as financial navigators, but also as steadying voices amid client hesitation and reduced market confidence. For Mehra, this period called for consistency, proactivity and a firm focus on long-term client goals - principles that ultimately helped define the success of his business.
Navigating a volatile year
The last 12 months have been anything but predictable. Shifting economic signals have created a constantly moving target for both advisers and clients, particularly for interest rate strategies and credit policies.
“We’ve had constantly changing credit policies and interest rate fluctuations, and there was a dip in transactions across the board because business confidence was low,” Mehra told NZ Adviser.
“A lot of our conversations with property investors were around the uncertainty they felt. That has changed over the latter six months as business confidence has returned, and credit assessments have become easier as interest rates have dropped.
“It looks like we’re on a good path for the next twelve months,” he said. “Our personal highlight is that we’ve had no clients in a default situation. I’m really proud of that, and it reflects the work we’ve done in ensuring that clients take on what’s sustainable and affordable.”
For iConsult, success is rooted in straight-talking, well-informed advice. Mehra said that providing clarity – even when it’s uncomfortable – earns trust and helps clients avoid missteps.
Still, this kind of transparency only works if it’s backed up by expertise. Mehra noted that consistent lender engagement and a strong research ethic are essential tools for keeping pace with a fast-moving market.
“Adaptability is key, as is market research,” he said. “I am always meeting lenders and understanding policies, which means that if the market shifts, you know what’s happening and you can serve clients better.
“In our industry, there is no end to education in that sense. You’re always learning something new and being proactive and engaged, and that’s helped me a lot.”
This approach has paid off significantly in the second half of the year, when improved conditions allowed some previously unworkable deals to move forward. Mehra said that maintaining engagement with clients even through slow periods is crucial, as market movements can put deals back on the table in a matter of months.
“Twelve months ago when the market conditions were tough, I always knew what was happening in the clients’ world, and where a deal lacked,” he said.
“As market conditions softened, those clients were on top of my mind. I could identify what has changed, and what that would mean for them – and that sort of engagement with clients is invaluable.
“There were some deals that were sitting on the fence or slightly shy. I could review those every two months, and often you’d find stress test rates dropping or other factors easing. Six out of 10 times, a new solution exists.”
The road ahead
With signs of improvement in both lender appetite and investor confidence, Mehra is optimistic about the year ahead – but he’s not taking anything for granted.
While the easing of interest rates and a more relaxed credit environment have started to unlock new opportunities, the market can shift quickly. Advisers who want to stay ahead need to keep doing the work behind the scenes – building lender relationships, understanding policy shifts as they happen, and staying close to clients.
For Mehra, success in the coming year will depend on staying proactive rather than reactive, and on treating every interaction as a chance to gather insights, anticipate change, and be ready when the timing is right.
“My focus is to continue our lender engagement to understand what’s changing, what’s easing, and what’s new,” Mehra said.
“At the same time, we’ll continue engaging with clients so that we know how to help them when the first opportunity comes. The other focus for us will be stronger lender relationships and compliance awareness.
“The non-bank space is really heating up, and with the market easing, there’s a lot of money flowing through the alternative lenders. The appetite is starting to shift between lenders, so having those connections and having a grip on policy changes is going to be vital to finding solutions quickly.”
