How Matt Spears Built a $1B Brokerage in 6 Years
Sam Panetta sits down with Matt Spears from Evoke Capital to unpack how he built a billion-dollar mortgage brokerage in just six years by prioritising systems, client experience and a clear niche.
Matt left a 13-year banking career, launched just before COVID, and has settled over $1 billion in loans in six years. Systems, a clear niche and the right people made it happen.
1) From 13 years at Westpac to broking
Matt spent 13 years at Westpac before launching his own brokerage, just before COVID-19 hit.
- 13 years in banking.
- Launched just before COVID.
2) Over $1B settled in six years
In six years, Evoke Capital has settled over $1 billion in loans.
- $1B+ settled.
- In six years.
3) One clear niche: business owners and property investors
Evoke Capital serves business owners and property investors.
- Business owners.
- Property investors.
4) A full suite, not scattered niches
Rather than chasing several disparate niches, Matt offers his niche a comprehensive suite of financial solutions.
- Go deep with one client type.
- Solve more of their needs.
5) Document everything
Matt stresses systems and documentation. He created detailed processes, more than 130 points, to train his team.
- 130+ documented process points.
- Systems make training repeatable.
6) Train a team of 15, onshore and offshore
Those processes are how Matt trains his growing team of 15, including offshore staff.
- A team of 15.
- Onshore and offshore.
7) Don’t underestimate your personal brand
Matt admits he initially underestimated personal branding. He now sees social media as a crucial tool for future growth.
- Build your brand early.
- Social media drives future growth.
8) High performance without sacrificing health
Matt explains how he manages high performance without sacrificing his health, and the metrics he tracks to drive growth.
- Protect your health.
- Track the metrics that drive growth.
9) Broking is becoming advisory
Matt believes the industry is shifting toward advisory-based services, with larger, high-performance brokerages rising to prominence.
- Advice over transactions.
- High-performance brokerages will lead.
10) Dream bigger, stay consistent, hire early
Matt’s advice for growth comes down to three things.
- Dream bigger.
- Stay consistent with outreach.
- Hire the right talent before you strictly need it.
The biggest lesson from Matt Spears
Pick a clear niche and serve it fully, document every process so the team can scale, build your brand early, and hire ahead of the growth.
Ready to Level Up?
Mortgage broker coaching with Sam Panetta is your next move.
