Strategies for attracting talent in mortgage broking

The mortgage broking industry now writes around 70% of all loans, making competition for top talent fiercer than ever.

In this episode of the Broker Business, host Rex Afrasiabi is joined by guest Kasey Casal of KB Executive Search to unpack what it really takes to attract and retain high-performing brokers.

From the outset, Casal emphasises the power of employer branding — not just a logo or reputation, but a clearly defined vision, strong culture, and leadership that builds trust with both staff and clients. Brokers aligned with credible, established brands are better positioned to win business early and consistently.

A key theme is the shift from reactive hiring to a proactive, strategic approach. Casal explains that firms should treat recruitment like marketing — developing a clear “broker avatar” to target candidates who align both culturally and professionally. While technical skills can be trained, qualities like discipline, resilience, and a growth mindset are far more valuable in the long run.

Without this clarity, businesses risk hiring the wrong people and constantly playing catch-up in an already competitive market.

Retention, however, is where many firms fall short. Casal highlights that top performers will leave if they feel undervalued or lack clear pathways for growth. Structures like profit sharing, equity opportunities, and ownership of a trail book can make all the difference.

Combined with leadership that leads from the front, performance-driven pay models, and consistent communication through one-on-one check-ins, businesses can turn talent into long-term success stories.