From Zero to $60M: How This Ex-Banker Built a Brokerage in 12 Months

Jay Nash is the Founder of Empire Finance Mortgage Brokers, based in Shepparton, Victoria. After studying accounting, spending time at Westpac, Bendigo Bank and ANZ, and building nearly a decade of experience, Jay made the jump into broking 18 months ago — writing $60 million in his first year.

This conversation goes well beyond moving from banking to broking.

Jay breaks down the reality of launching a brokerage from scratch, why his first 18 months were both exciting and brutal, and how he went from solo operator to building a team with brokers and offshore loan processors. He talks about regional broking, asset finance, commercial clients, word of mouth, social media, learning to say no, and learning that success is not just about writing big numbers, but creating something sustainable that gives you back time with your family.

If you're a banker, broker or finance professional trying to build a stronger business, serve clients better and create more freedom without burning out, this one's for you.

0:19 — From Accounting To Banking — Westpac, Bendigo Bank & ANZ

2:21 — What Banking Taught Him — Team Culture, Commercial Lending & Credit

5:15 — Why Broking — Building Something For Family, Not KPIs

7:42 — $60M First Year — Regional Lending, Smaller Deals & More Transactions

11:00 — FY27 Focus — Better Systems, Smarter Growth & More Family Time

13:50 — Learning From Others — Podcasts, PD Days & Peer-To-Peer Support

14:38 — Lead Flow — Shepparton, Word Of Mouth & Accountant Referrals

18:56 — Sustainable Growth — $80M Settled And Why Volume Isn’t Everything