For Bidhan Pandey (pictured), founder of Wise Choice Mortgage & Finance, the most defining moment of his career wasn't about rates or refinancing — it was about a client on the verge of losing everything they'd saved.
"One of the most memorable experiences in my career was helping a client who was at risk of losing a $90,000 deposit because they struggled to secure finance within the required timeframe," Pandey said. "It was a very stressful situation for the client, but by understanding their circumstances, exploring different lenders and restructuring the application, we secured the finance and saved their deposit."
The experience reshaped what he considers the job to actually be.
"It reinforced for me that being a broker is about much more than finding a good interest rate. Sometimes, you are helping clients through some of the most important and stressful financial decisions of their lives," he said. "It taught me the importance of persistence, thinking outside the box, and never giving up on a client when there is still a solution to explore."
That instinct for problem-solving goes back to how he entered the industry in the first place.
Pandey, named one of Australian Broker's 5-Star Brokers in 2025, became a broker in 2015 with no prior mortgage experience, drawn instead by a long-standing interest in finance and property.
"It felt like a natural fit, combining my interest in finance with the opportunity to help people achieve their property goals," he said.
Pandey launched his own brokerage in 2019.
Pandey pointed to a structural tension he sees as one of the industry's biggest challenges.
"Some banks compete directly with their broker channel through their branch and direct channels," he said, arguing for "greater consistency and fairness between the broker and direct channels" on pricing and policy.
Pandey's guidance to newcomers centres on reputation over quick wins.
"Take the time to understand lending policies, learn from experienced brokers and always put the client's interests first," he said.
Integrity matters most, he added, because broking is a long-term business — your reputation determines whether clients return and refer others.
"Focus on doing the right thing for the client, even when there is no immediate benefit to you. The referrals will follow," Pandey said.
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