How AI and transparency are rewriting the broking playbook
Breaking into mortgage advising is rarely smooth, and for Ari Bains (pictured), mortgage adviser at Squirrel (formerly NZ Mortgages), the early years have been defined by persistence, visibility, and a relentless focus on doing what’s right for clients.
“I pivoted to banking back in 2023 and then joined my current employer in February 2024. From there I was promoted to mortgage adviser in January 2025. Full-fledged adviser role started in April 2025,” Bains says.
His rapid progression shows what’s possible when you combine technical learning with a client-first mindset—but the path itself has been anything but easy.
Building a reputation from ground zero
The most revealing part of Bains’ journey is his honesty about the realities of starting out in broking.
“Starting as fresh/new adviser is always challenging,” he says. "In a way that you have to find ways, navigate multiple challenges to establish yourself as a known and respectable face in the community. Earning clients trust (relationship building), providing great service, and doing what is right for the clients in a timely manner.”
For Bains, success hinges on becoming visible and respected in the community, not just hitting short-term numbers. That means showing up consistently, solving problems quickly, and making integrity non-negotiable in every recommendation.
How transparency and AI are transforming broking
Even as he leans heavily on relationships, Bains sees technology and structural change reshaping the adviser’s role for the better.
“Transparency of information, having access to majority of the lender which allows us to find the best suitable option for our clients and current ongoing integration on AI to help reduce the workload time which increases the efficiency, productivity, and allowing us to have more positive interactions with our clients.”
For clients, that means better-informed decisions and more tailored solutions. For advisers, it means less time on admin and more time in meaningful conversations—where trust is earned and long-term relationships are built.
Playing the long game: 8–12 months to see results
Bains is also clear-eyed about how long it takes for new advisers to gain traction.
“Focus on relationship building, keeping up to date with product knowledge, and keep doing the hard yard as sometimes it may take good 8-12 months before you start seeing the results of your efforts,” he says. “Always do what is right for your clients and have transparency of information.”
Bains’ advice to aspiring brokers is simple but demanding: invest in relationships, stay sharp on product knowledge, accept that results are delayed, and never compromise on doing the right thing for the client.
In a competitive, tech-enabled mortgage market, that blend of patience, transparency, and client-first thinking may be the real differentiator for the next generation of advisers.
Ari Bains, mortgage adviser, Squirrel
