After more than three decades in financial services, Jeffrey Fullick made a bold mid-career pivot—joining the mortgage broking industry alongside his wife Michelle at Mortgage Choice in West Pennant Hills.
Fullick shared how his background shaped his entry into broking, the challenges he sees ahead, and why collaboration and continuous learning are keys to thriving in the industry.
Fullick transitioned into mortgage broking in early 2023, after a long and diverse career in finance.
“I became a mortgage broker in January 2023 after a 35-year career in the financial services industry,” he said. “Previously, I worked in various roles across insurance, superannuation, financial planning, investment management, and asset management.”
With a strong foundation in finance, he joined his wife’s established Mortgage Choice franchise, which had already been operating for more than a decade.
Asked about positive shifts in the industry, Fullick pointed to the role of digital transformation and broker growth.
“There is no doubt that the integration and use of technology has been a game-changing development in the broking industry,” he said. “Another positive development I’ve been happy to see is the rise in broker-originated loans, which has led to increased competition and better outcomes for borrowers.”
Like many in the field, Fullick acknowledged that today’s brokers face a growing list of pressures: competition from direct channels, mounting admin workloads, and a complex compliance landscape. Yet he sees these challenges as a chance to differentiate.
“Brokers provide an unmatched level of personalised service and advice,” he said. “We provide customers with education and support that they’d struggle to receive through the proprietary channel.”
Fullick believes success will come down to adaptability and a commitment to professional growth.
“Brokers’ willingness to adapt to new technology and ongoing training and development stands us in good stead,” he said.
Fullick’s early days in the industry brought steep learning curves—most notably in one particularly intricate loan scenario.
“One of my first clients was a pharmacist who had a share in two pharmacies with four other partners,” he said. “There was a partnership company for managing the income, a unit trust for the expenses, and my client also had a family trust structure.”
Navigating that deal taught Fullick the value of mentorship and community.
“The lesson I learnt was that as a new broker to the industry, a mentor is invaluable when it comes to navigating tricky scenarios,” he said.
Fullick also praised the role of broker support groups and PD days for accelerating his development.
“Joining broker support groups has allowed me to learn from and bounce ideas off other brokers,” he said.
Fullick’s advice for those entering the profession is both practical and grounded in experience. Among his key tips:
Whether through the support of peers, the power of process, or a passion for service, Jeffrey Fullick is clear on what’s needed to succeed: connection, curiosity, and commitment to the craft.
