009: UFinancial - Bryce Deledio - Every Stage of Growth Needs a Different Version of You

Building a bigger brokerage isn't just about adding more volume. It's about knowing what needs to change, what needs to be protected, and how to bring people, systems and businesses together as you grow. In this episode, Chris Bates sits down with Bryce Deledio from UFinancial. Bryce has been involved in mortgage broking since 1998, with UFinancial starting in 2008. Today, Bryce says the business has a loan book of around $6 billion, settled close to $2.2 billion in the last financial year, has 35 brokers and around 160 employees across its broader financial services businesses. A major part of the conversation is how UFinancial has approached growth through acquisitions, diversification and its employee broker model, and what Bryce has learned about making those decisions work beyond the transaction itself. In this episode: → How seven directors with different strengths have become a business advantage → How UFinancial moved towards an employee broker model → Why integration and cultural alignment matter beyond the acquisition price → What Bryce has learned from 14 different transactions → Why Bryce believes "the mortgage is the transaction and the relationship is the asset" → How UFinancial approaches culture when bringing new businesses into the group → Why people shouldn't always be the answer to a process problem For brokers and business owners thinking about growth, M&A, team structure or the next stage of their business, this conversation offers a practical look at what it takes to keep progressing without losing sight of the people and relationships that built the business in the first place. 📝Episode Highlights: 00:00 - Why Leaders Must Evolve as Their Business Grows 00:16 - Inside UFinancial's Growth and Seven-Director Model 03:08 - What Changes at Every Stage of Scaling 05:13 - Bryce's Journey From Broker to Business Leader 06:10 - Why UFinancial Turned to Acquisitions for Growth 08:03 - Why Cultural Alignment Matters More Than Price 08:51 - What Makes a Brokerage Valuable to Buyers? 10:34 - Building an Acquisition Strategy Through Relationships 13:44 - Building a Financial Services Ecosystem Around Brokers 15:43 - The Mortgage Is the Transaction, Trust Is the Asset 17:45 - Why UFinancial Moved to Salaried Brokers 20:45 - Finding the Right Brokers, Not Just More Brokers 21:55 - Protecting Culture When Bringing Businesses Together 24:40 - Balancing Brand Identity With Group Integration 26:45 - How Joining a Larger Group Can Renew Growth 28:42 - Why Hiring More People Won't Fix Broken Processes 30:05 - Knowing What to Change and What to Protect About the Guest Bryce Deledio is the CEO and one of seven directors of UFinancial. Bryce has been involved in mortgage broking since 1998, after being introduced to the industry through his family’s involvement in financial services. UFinancial began in 2008. Today, the business has a loan book of around $6 billion, 35 brokers and approximately 160 employees across the group, including its financial planning, accounting and asset businesses. Bryce also explains that the group has completed 14 transactions as part of its growth strategy. Connect with Bryce LinkedIn | Bryce Deledio –   / brycedeledio   LinkedIn | UFinancial – https://www.linkedin.com/company/UFin... Website | UFinancial – https://UFinancial.com.au/ Enjoyed this episode? Subscribe to Brokers in Progress for more real conversations about growth, systems, leadership, and what it actually takes to build a successful brokerage. 🎬Produced by Chris Bates and the studio team at www.alcove.com.au The information provided in this podcast is for general informational purposes only and should not be relied upon as financial, investment, or credit advice. It does not take into account your personal objectives, financial situation, or needs. You should consider the appropriateness of the information to your circumstances and seek advice from a licensed financial adviser, mortgage broker, or other qualified professional before making any decision. Canopy Private Pty Ltd holds Australian Credit Licence 558709.