Banker-turned-adviser shares story
Sandi Brown (pictured), a mortgage adviser with over 35 years in New Zealand’s banking sector, is renowned for her financial expertise.
But now, as she shifts from a banking career into mortgage advising, it's not just her deep industry knowledge that makes her stand out—it's her genuine empathy and focus on relationships.
Brown's journey began with some of the country’s top banking institutions, including a 17-year stint at the Bank of New Zealand (BNZ). There, she excelled in mortgage lending, private banking, and crafting financial solutions, building a strong reputation among peers and clients alike.
However, her transition to mortgage advising has unlocked a new dimension in her work – one where her emphasis on empathy, personalised problem-solving, and human connection takes centre stage.
“I’ve always focused on doing what’s right for the person,” says Brown, who believes that understanding a client’s full story and circumstances is key to finding the right financial solution.
A bold career shift
In April of this year, Brown made the decision to leave behind her role at Liberty Financial and embark on a new journey as a mortgage adviser.
The switch wasn’t as simple as changing job titles—Brown had to undergo significant retraining, completing Level 5 qualification papers that required an immense amount of dedication and work.
Even with her decades of experience in mortgage lending, the certification process in New Zealand was rigorous.
“I had to complete six papers, totaling 10 weeks of full-time work,” she says. “It felt like writing a thesis – my final assignment was 195 pages.”
Despite the challenges, Brown’s decision wasn’t driven solely by the technical side of lending; it was a calling rooted in her passion for helping people navigate some of life’s most challenging moments.
It takes a village
Brown talks about New Zealand as a "small village," where the same faces and names reappear over the years and relationships built decades ago yield new opportunities.
In fact, Brown credits much of her career pivot to mortgage adviser to this tightly-knit community, after her former BNZ co-worker Jamie Sanderson gave her a call.
Sanderson runs his own brokerage, Jamie & Co, out of Auckland and thought Brown would make a great addition to the team.
Still, coming from a lending background into the realm of mortgage advising has its hurdles.
“When I first started, I wondered where the customers would come from,” Brown says. “But Jamie told me to get out there, tell my story, network, and let people know I’m here to help. And sure enough, my phone has started ringing.”
Her approach has quickly earned her a niche, often helping people through some of the most challenging life transitions, such as marital separations.
Brown talks about one of her first clients, an old co-worker in a bad relationship who felt financially trapped. Brown’s guidance not only provided the financial tools necessary for her client to move forward but also the emotional support to navigate a difficult chapter in life.
“It’s humbling,” Brown says. “I can guide them through one of the hardest times of their lives, offering calm, support, and solutions.”
Empathy in action
Her work with a former athlete is another example that illustrates the depth of her involvement. What started as a routine loan fix quickly turned into a complex situation involving health issues, financial struggles, and emotional conversations.
Brown didn’t just focus on the numbers – she helped the family work through a deeply personal challenge, providing not only financial advice but emotional support.
“It’s about helping people feel understood and valued, no matter what they’re going through,” Brown says.
Her commitment to this kind of work isn’t new.
Brown recalls her time at BNZ, where she worked on a loan program with Good Shepherd, an organisation that helps people with poor credit due to life’s difficulties.
“Computer says no,” Brown would often joke when discussing traditional lending assessments. But for Brown, it was never about saying no—it was about finding a solution, even when it required creativity and persistence.
Working with individuals facing financial challenges, whether it’s due to a bad credit history or personal hardship, has always been Brown’s passion.
It’s the type of work that requires an ability to compartmentalize, something Brown learned from her father, a counsellor.
“You have to build resilience and not take things personally,” she says, referring to the tough emotional stories she often hears.
The future: Helping more, judging less
Brown is excited about what the future holds for her new role as a mortgage adviser.
Looking to partner with Equal Exes, a New Zealand company that helps people through separations both financially and emotionally, she’s expanding her reach and resources.
“People need it,” she says, referring to the holistic support she offers beyond just financial advice.
For Brown, being an adviser isn’t just about securing loans; it’s about improving people’s lives by understanding their unique circumstances and helping them achieve their goals.
She believes that empathy and human connection are not just added bonuses in her work – they are central to everything she does.
As Brown reflects on her career and what lies ahead, she emphasises how important it is to bring a personal touch to financial services.
“It’s not just about the numbers on the screen,” she says. “You have to care about the person behind the deal.”
