Tom Morison (pictured), director and mortgage broker at Amara Mortgage Brokers, has carved out a reputation for expertise in complex lending. But his path into broking began far from spreadsheets and serviceability calculators.
Morison’s career didn’t begin in a finance firm or a bank – it began behind a counter at Vintage Cellars in Seaforth while he was studying at university.
“My journey into mortgage broking was anything but conventional,” he said. “It began while I was working at Vintage Cellars in Seaforth during university – a fantastic job for any student, by the way.
“While it may not seem like a typical pathway into finance, it turned out to be a pivotal chapter. I built relationships with a few local mortgage brokers who were regular customers. They appreciated my energy and offered me an interview.”
Nearly a decade later, Morison remains in the industry, applying the customer skills he developed early on.
“I still draw on the lessons I learned there – especially the importance of product knowledge and building rapport, which I now apply to finance instead of fine wine,” he said.
For Morison, no development has shaped the industry more positively than the best interest duty (BID).
“While technology, AI, and aggregator innovation have all played important roles in improving our industry, BID has elevated the profession to a new standard,” he said.
Morison believes BID has helped transform brokers into trusted advisors.
“It has positioned brokers as trusted advisors – on par with insurance brokers for example – and given clients a clear benchmark for the level of service they should expect,” he said. “It’s a powerful tool for building trust and credibility, and it’s helped shape a more client-centric industry.”
Morison sees two major challenges ahead: an ageing broker workforce and rising automation in simple loans.
“With the average age of brokers reportedly around 60, we’re seeing a growing number of practitioners in the post-maturity phase of their careers,” he said. “This raises questions about succession, innovation, and the future of client service.”
At the same time, digital loan solutions are transforming how basic home loans are processed.
“Another challenge is the rise of digital loan products and AI-driven solutions, particularly for straightforward, ‘vanilla’ transactions – many of which are not accessible through brokers,” Morison said. “This will likely push more brokers toward complex lending scenarios, which is where I’ve chosen to specialise.”
His solution is clear: Focus on the areas where brokers offer irreplaceable value.
“The solution lies in upskilling, embracing complexity, and positioning ourselves as indispensable experts in areas where automation falls short,” Morison said.
Complex lending is Morison’s specialty – but it wasn’t always second nature. He still remembers the nerves that came with his first high-stakes transaction.
“It was a delicate balance of managing client expectations while navigating unfamiliar territory,” he said. “Fortunately, I had a seasoned banker guiding me through the process.”
That early experience has stayed with him.
“That experience taught me the value of collaboration and the importance of surrounding yourself with experts,” Morison said. “It also reinforced the confidence that comes from preparation and support – something I now strive to provide for every client.”
Morison shares four essential lessons for those starting out in the industry:
Balance personality with precision.
“You need to be both personable and analytical. If one comes more naturally, work on developing the other,” he said.
Invest in support early.
“Whether local or offshore, hiring help will pay off quickly if you’ve built the right foundations,” Morison said.
Master pipeline management.
“Follow-up is everything,” Morison said. “Add value in every interaction and stay in touch at three, six, and 12-month intervals. Treat your referral partners with the same care as your clients.”
Simplify your process.
“Build a system and stick to it,” Morison said. “Then challenge yourself to streamline it until it’s as efficient as possible – without compromising quality.”
