Beyond The Numbers With Christian Stevens

William Tucker is a Director and Senior Finance Broker at Flint who nearly walked away from broking before things started to click. After leaving Queensland Health and backing himself in a new career, Will found himself working 22-hour days, running on three hours of sleep and trying to build a business while raising a young family. In this episode, he talks about what changed when he stopped trying to do everything himself, why the right environment made such a big difference, and how he went from nearly quitting to writing serious volume. For brokers trying to grow without burning themselves out, there’s a lot to take from Will’s story around support, structure and knowing when hard work alone isn’t enough. Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with William Tucker: LinkedIn: https://www.linkedin.com/in/william-tucker-996abb230/ Instagram: https://www.instagram.com/william.tkr/ 0:41 — 12 Years In Real Estate: From Leasing To Agency Leadership 2:05 — Property Management Lessons: Time, Conflict & Client Pressure 5:01 — What Property Partnerships Actually Do: More Than Referrals 7:28 — Real Estate Referral Strategy: Agents, PMs, Projects & Client Types 12:14 — Newcastle Growth: DA Trackers, Development & Future Corridors 15:20 — FY27 Partnership Vision: Thinking Bigger Than Local Referrals 25:09 — Biggest Client Lesson: Why Structure Matters Early 36:46 — Personal Brand: Why Social Media Compounds Like Property 42:58 — What Makes A Good Partnership: Engagement, Trust & Real Relationships

What separates a brokerage that gives its owner a job from one that builds real enterprise value? In this episode, Christian sits down with Rex Afrasiabi, founder of Bond Property Lawyers and New Chapter Legal, to unpack the systems, agreements and growth strategies behind a scalable broking business. Rex shares how Bond grew from zero to nearly 1,000 clients per month in just three years, as well as how AI could help one conveyancer manage up to 100 settlements per month. If you’re a mortgage broker who wants to scale beyond writing loans and build a business that lasts, this episode is for you. Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens:  LinkedIn: https://www.linkedin.com/in/propertyfinance/  Instagram: https://www.instagram.com/cmrstevens/  Connect with Rex Afrasiabi:  LinkedIn: https://www.linkedin.com/in/rexafra/  Instagram: https://www.instagram.com/rex_afrasiabi_lawyer/  2:30: Zero to Nearly 1,000 Clients a Month in Three Years 6:48: The Goal to Take Bond From Startup to an ASX Listing 7:45: AI Could Lift Capacity From 20 to 100 Settlements Per Conveyancer 9:28: What Mortgage Brokers Can Learn From Real Estate Agents 11:46: The Three Brokerage Models 16:03: Mapping Ancillary Services Around the Complete Client Journey 17:25: Why 70% of Business Partnerships Break Down 21:48: The Contracts That Protect Your Brand, Employees and Trail Book 24:58: Aggregation Agreements 31:44: Why a Solo Brokerage Is Usually a Job, Not a Business 34:07: The Commercial Finance Opportunity Most Brokers Are Missing 35:17: 4,000% More Impressions and Six Warm Leads in Three Weeks 46:17: Why New Brokers Need Multiple Mentors

Bree Atkinson is the Head of Property Partnerships at Flint, based in the Newcastle team. After 12 years in real estate across property management, sales admin and agency leadership, Bree has now moved into broking partnerships. She brings a deep understanding of how agents, developers, property managers and buyers actually work. Bree talks through what property partnerships really look like when they are done properly, why understanding a partner’s world matters more than just asking for referrals, and how her real estate background has helped her build trust quickly with property professionals. For brokers, agents or anyone building referral relationships, Bree’s story is a reminder that great partnerships are not just about leads. They are about trust, consistency and knowing how to genuinely add value. Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Bree Atkinson: LinkedIn: https://www.linkedin.com/in/bree-atkinson-336305108/ Instagram: https://www.instagram.com/bree_atkinson_flintgroup/ 0:41 — 12 Years In Real Estate: From Leasing To Agency Leadership 2:05 — Property Management Lessons: Time, Conflict & Client Pressure 5:01 — What Property Partnerships Actually Do: More Than Referrals 7:28 — Real Estate Referral Strategy: Agents, PMs, Projects & Client Types 12:14 — Newcastle Growth: DA Trackers, Development & Future Corridors 15:20 — FY27 Partnership Vision: Thinking Bigger Than Local Referrals 25:09 — Biggest Client Lesson: Why Structure Matters Early 36:46 — Personal Brand: Why Social Media Compounds Like Property 42:58 — What Makes A Good Partnership: Engagement, Trust & Real Relationships

Matt Frawley is a mortgage broker at Shire Home Loans and a former professional rugby league player. After more than a decade across the NRL and Super League, Matt has now stepped into broking full time; bringing the same discipline, resilience and work ethic that kept him in professional sport for 11 years. Matt talks honestly about finishing as a professional athlete, losing the daily structure of sport, and starting again in a completely different industry. If you're a broker, athlete, business owner or anyone navigating a major career transition, Matt’s story is a reminder that the next chapter does not need to be rushed. It does need discipline, support and a willingness to do the reps. 1:17 — Bulldogs, Raiders & Super League — 11 Years In Professional Sport 4:14 — The Broking Pathway — Diploma, Work Experience & Shire Home Loans 6:28 — First Deals — Learning Credit, Policy & The Reality Of Broking 7:42 — Social Media Nerves — Putting Yourself Out There After Sport 9:59 — Inside Shire Home Loans — Mentorship, Support & Team Structure 15:10 — Athlete Transition — Identity, Structure & The Emotional Shift 17:53 — Short-Term Goals — Becoming A Good Broker First 19:02 — Fatherhood & Freedom — Building A Career Around Family 25:29 — Staying Connected To Footy — Coaching, Community & The Raiders 29:11 — Advice For Young Athletes — Money, Networks & Better Decisions 37:12 — Matt’s Property Journey — First Home, Investments & Options After Sport 42:08 — The Growth Lever — Teams, Outsourcing & Buying Back Time Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Matt Frawley: LinkedIn: https://www.linkedin.com/in/matt-frawley-7a252b92/ Instagram:https://www.instagram.com/mattfrawleybroker/

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 22:15 — Social Media Strategy — Being Real, Building Trust & Staying Visible 25:52 — Finding The Right Niche — Regional Lending, Commercial & Self-Employed Clients 30:31 — Burnout Warning Signs — When Growth Starts Costing Too Much 37:31 — What Jay Would Do Differently — Saying No And Asking For Help Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Jay Nash: LinkedIn: https://www.instagram.com/empire_finance_brokers/ Instagram: https://www.linkedin.com/in/jay-nash-123363a6/