Sydney-based banking and broker executive Justin Kinsey [pictured above left] bought his first Aussie franchise on 1 July 2024, enthused by his experience with the brand and keen to put his skills to work to achieve his ambition.

Justin has an impressive record, with a corporate career that flowed from NAB and CommBank to Lendi and Aussie.

He joined online mortgage business Lendi as national sales director in 2015 and was instrumental in growing the team of brokers from 15 to over 300.

“When Lendi started it was all hands-on deck, with the energetic vibe of a start-up, which resonates with me. I get a lot of enjoyment from knowing everyday you’re adding value,” Justin says.

It was that connection with purpose that eventually proved the catalyst for him stepping into the world of business ownership.

Justin grew up in a farming family, with first his father and then his brother running the small business.

“I always felt I would be self-employed, but I didn’t know where or how. Although given my career, becoming a broker was probably inevitable!” he admits.

When Aussie and Lendi merged in 2021, Justin headed up broker sales and operations. He oversaw the migration of Aussie mobile brokers onto the proprietary technology platform and witnessed the impressive results they achieved.

Spotting the potential

He started to think about how he could add more value to, and have a clear purpose in, business. “Then I heard through a work conversation that the Surry Hills franchise was for sale. It was the right time, and the right place,” he says.

Justin liked what the saw of the inner-city Surry Hills store and its business potential, located in an area with a mix of high-end retail and restaurants bringing in foot traffic.

“Surry Hills is an affluent suburb, with an average loan size significantly higher than many Aussie stores. The previous franchisees had run the business for 20 years and done a brilliant job. I could see there was potential to grow even more.”

So, he bought the business – but with a twist. When he was negotiating the sale with the outgoing franchisees Tim McQueen and George Christie, it became clear they were not ready to retire.

Owners stay on as brokers

“They didn’t want to run the business but enjoyed working with customers, liked the Aussie culture, and were happy to step back and continue as brokers,” Justin reveals.

So, the former franchisees remained on board as independent store brokers, working for Justin.

It’s proved to be an excellent succession plan, with wins all round.

“I’ve brought new energy to the business and in return I have the benefit of Tim and George’s knowledge and continuity with existing customers in the books – this gives me a real advantage,” he says.

Their two decades of experience leaves them unfazed by any problem, whether it is understanding customers or finding a lending solution.

“There’s not a customer or scenario they don’t have a clear view of,” Justin says. “And it doesn’t matter how much experience you have in head office; you don’t have that knowledge when you start out as a franchisee.”

Finding a purpose

Switching up his career to business ownership has been a gear shift for Justin. He has moved from the super highway of a corporate career with multiple projects on the go to operating in a single, focused lane.

“I had 700 brokers working for me previously, that’s a lot to manage. Here I’m finding it easy to stay in my own lane,” he says.

“I’m enjoying being master of my own destiny and making decisions for myself in a time and way that suits me. Everything I do now has purpose: to improve customer experience, to improve processes,” he says.

As GM of broker sales, he had collaborated closely with colleagues in the Aussie retail division. He understood the team’s mission to encourage franchisees to be CEOs of their own businesses by bringing on PAYG brokers, with a base salary and bonuses.

Small business ambitions

Just a few months into his new business and Justin already has his sights set on scaling the operation.

He plans to double his broker team; a new employee starts late September, and he is aiming to employ another early 2025.

“The idea of being the CEO of your own business is natural to me and I have multiple-store ambitions – we have quite a few multi-unit franchisees in the Aussie network. So, over the next two to four years, I plan to add a couple more stores into the mix.”

Justin’s corporate-to-franchisee journey reflects the opportunities at Aussie and is a strong endorsement of the brand’s culture and business model.

“Taking over a franchise that was a bit tired and had potential to grow, at a time when all the tech developments are dropping, was an excellent decision,” he says.

“It’s pretty simple. I’ve been exposed to the strategic direction of the business, working closely with the founders and senior executives. I don’t think anyone else can keep pace with what we are doing. From tech developments to lender integrations, no one can offer the same as Aussie,” Justin says. “I’m in the box seat!”