The newly minted Aussie Franchise Academy is helping mortgage brokers transition into franchising.

It has a clear objective: to provide an immersive experience that supports brokers to take the next step in their career.

And the shift to business ownership is a real trend, says Trent Kelly, senior manager, network growth at Aussie.

“Salaried, store and mobile mortgage brokers, are showing an appetite to move into the franchising space. As franchisees they have the opportunity to build scale and a legacy, leveraging the well-known brand.

“It is one thing to be a great broker; to build and manage a franchise business requires another layer of expertise. Our program is equipping brokers with the skills and knowledge to transition,” Trent explains.

Aussie advertises the program throughout its network, encouraging interested brokers to discuss their achievements and the opportunity with their sales manager.

“If this is the right path for them, they can join one of our three cohorts a year; each has up to 15 participants,” Trent says.

Aussie’s Academy leans into practical learning

Entry into the program prioritises brokers who are ready to become franchisees soon, ensuring they benefit from peer-to-peer learning at the right time.

Out of 18 participants across the first two cohorts completed, three are already franchisees, four are in the final stages and five are actively pursuing opportunities.

“The others will become franchisees in the intermediate to long term,” Trent says. 

As the brokers step into franchising, some buy into partnerships with incumbent franchisees, some choose to purchase a new store, and others are part of succession planning for existing franchisees.

The 12-week, fortnightly module is delivered in virtual sessions, in a group format to allow for peer learning and exchanges.

The Aussie Franchise Academy modules cover:

• cashflow
• business planning
• broker recruitment, selection and remuneration
• local area marketing
• KPIs, managing teams and succession planning

The focus is on practical, relevant learning, Trent points out.

“As they progress, each broker works on their own business plan, and in the final week, each broker presents their business plan to the group,” he says.

Brokers work on five-year cash projections which match the length of the agreement, they plan how they will onboard brokers, and map out their management of day-to-day operations.

“Every fortnight, participants sit down in-person with their state head of retail for a one-on-one session. It’s a chance to reflect on their learnings and explore how they can be implemented in their businesses,” Trent explains.

Learning the skills to equip brokers to make the transition

Aussie has participants in every state; in the May cohort an external participant, with real estate and business experience and working through the process of purchasing an existing store, also joined the group.

“As we progress, we are looking to market this program more broadly,” Trent reveals.

“It’s a level-up, that is better equipping brokers to make that transition. We have fantastic brokers, writing high mortgage volumes, and with great customer service. Buying a franchise means there are extra pieces to manage, such as staffing.

“This program is about preparation – giving participants the knowledge they need before opening their doors, so they’re set up to scale with confidence,” he says.

“Throughout 2024 Aussie was shaping the program, structure and content,” Trent says. “We ran a pilot program late in the year, that helped us optimise and shape what we look for.

“The sessions with most engagement, and that brokers see as most valuable, are the modules on local area marketing, and broker recruitment and remuneration.

“Traditionally broking is a commission industry; we are finding now the salary model is increasingly appealing. We have a significant salary channel in our Aussie business, and lots of franchisees are adopting it in their stores,” he says.

Franchisee involvement in modules is a winning strategy

The inclusion of at least two current franchisees presenting as subject matter experts in each module, facilitated by heads of retail, adds particular relevance for the candidates.

“They are really happy to share their knowledge and graduates hear from the frontline, it’s invaluable feedback,” Trent says. 

In the remuneration module, for instance, one franchisee uses a salary model, one and independent contractor model.

The feedback surveys following each session show the inclusion of existing franchisees is a winning factor.

“We were really conscious of not turning these modules into Powerpoint presentations, with lots of theory. We want the brokers to enjoy an immersive, practical, and engaging program,” Trent adds.

Around 70 per cent of new Aussie franchisee appointments come through internal pathways – either from other broking channels, the head office team, or existing franchisees expanding into multi-site ownership. 

“Since the Aussie-Lendi merger in 2021, appetite for brokers to explore new pathways within the group has only grown. At the same time, external interest is gaining momentum, with a growing number of commercially astute professionals and prospective business owners recognising the strength of the Aussie brand and the financial opportunity franchising presents,” Trent says.