Embracing the Messy Middle: A Broker’s Guide to Navigating Business Transitions with Confidence

At RECLUDO, we work side-by-side with Australia’s top Mortgage Broking business owners to build valuable, scalable enterprises that reflect both their personal vision and their professional ambition. And I’ve got to say—it’s rarely a straight line.

After nearly 30 years in this industry—building, growing, and exiting mortgage businesses—I’ve come to understand something most business owners only learn the hard way: real transformation lives in the messy middle.

This blog is for those of you who feel like you’re in between phases—maybe you’ve made a decision to evolve your business, pivot your model, or prepare for succession. Maybe you’ve even taken the first few steps. But progress feels slow. The results aren’t instant. You’re navigating uncertainty and discomfort.

If that’s you, you’re not doing anything wrong. You’re just in the messy middle—and that’s exactly where growth lives.-

The Messy Middle: Where Brokers Grow or Retreat

The “messy middle” is the phase of business most people don’t talk about. It’s the space between where you were and where you’re going.

For mortgage brokers, it’s when you’ve decided to shift from a personal brand to a business brand. Or when you’ve started delegating more to a growing team—but still find yourself pulled into the day-to-day. It’s when you know you want to create a valuable, saleable asset, but the steps to get there feel overwhelming and uncertain.

And the hardest part? You’re no longer who you were—but you’re not yet who you’re becoming. That identity gap is uncomfortable. Especially for those of us used to control, expertise, and certainty.

Three Lessons I’ve Learned (and Lived) in the Messy Middle

1. Decisions Take Time, But Momentum Takes Action

I’ve worked with many brokers who spend months—even years—thinking about the next phase of their business. Whether it’s building a succession plan, restructuring around a leadership team, or focusing on exit value, the thinking part is rarely the problem.

The challenge comes after the decision has been made. That’s when things slow down—over-planning kicks in, and progress stalls. I’ve seen this in my own journey, too.

We want certainty before acting. But in business evolution, clarity comes from movement.

Key Takeaways:

• Set a real deadline for action—not just for decision-making.

• Focus on the first step, not the full five-year plan.

• Be okay with imperfect action. That’s how momentum is built.

2. Letting Go Creates Space for Strategic Opportunities

Many brokers struggle to let go of legacy services, client types, or even personal branding—even when they know those things no longer align with where they want to go.

But here’s the truth: until you make space, the right opportunities can’t find you.

When I finally stepped away from a business model that no longer fit me, I didn’t have every piece of the next phase figured out. But what followed was growth, clarity, and new opportunities I never could have planned for.

For mortgage broking businesses, this might look like:

• Saying goodbye to low-margin clients who no longer fit your model.

• Letting go of your "rainmaker" role to allow your team to grow.

• Shifting from volume-driven to value-driven strategy.

Key Takeaways:

• Audit what parts of your business no longer align with your long-term vision.

• Remove offers, roles, or responsibilities that no longer excite or serve you.

• Say "no" more often—to create space for better-fit "yeses.

3. You’ve Figured It Out Before—You’ll Do It Again

If I had a dollar for every broker who underestimated their ability to navigate change, I’d fund my own bank.

Look, this industry rewards resilience. Every broker I’ve ever worked with has already weathered interest rate changes, regulatory overhauls, and market downturns. So when it comes time to evolve the business model or prepare for succession, it’s not a question of capability—it’s a question of confidence in the unknown.

You won’t have a perfect roadmap. And that’s okay. What you do have is proof that you’ve figured things out before—and that you will again.

Key Takeaways:

• Look back at past challenges you’ve overcome.

• Adopt a growth mindset—this phase is teaching you something.

• Keep moving forward, even if it’s one small step at a time.

How to Navigate the Messy Middle with Certainty in Uncertainty

I often remind our RECLUDO partners: transformation isn’t about eliminating uncertainty—it’s about building trust in yourself during it.

Here’s how to move forward with clarity and confidence, even in the murky middle ground:

1. Reframe Discomfort as a Signal of Growth

That tight feeling in your chest? That’s not failure. That’s evolution.

If your business journey feels a bit unsteady right now, it’s because you’re expanding into something new. Your identity is shifting from “broker” to “business owner.” That kind of growth always comes with discomfort.

Try This:

• Write down what the discomfort is teaching you.

• Remind yourself: “This tension is part of the process.”

2. Stay Open to New Opportunities

When we work with brokers to future-proof their businesses, we always start with vision—but we never pretend we can predict the future. Because the next opportunity usually isn’t the one you expect.

When you let go of control, stay open, and pay attention—you’ll start to see new paths emerge. This could be leadership talent rising from within your team, new markets opening up, or strategic partnerships becoming visible.

Try This:

• Look for patterns in what people keep asking you to help with.

• Keep your eyes open for unplanned—but aligned—opportunities.

3. Embrace Being a Beginner Again

This one’s tough. Especially for seasoned brokers who are used to being the expert in the room. But if you’re stepping into a new phase of your business—whether it’s scaling, succession planning, or exit strategy—you are a beginner again.

And that’s a good thing.

Beginners are curious. Open. Willing to try new things. That mindset is your superpower during transition.

Try This:

• Celebrate small wins—they compound over time.

• Ask for help—yes, even from people younger or newer than you.

• Remind yourself: “Every expert was once a beginner.”

Final Thoughts: Trusting the Process

Every high-value mortgage business I’ve helped grow, restructure, or prepare for sale had to navigate the messy middle. It’s the unglamorous stretch between clarity and momentum. Between identity and impact.

But it’s also where the magic happens. It’s where you build resilience, clarity, leadership, and long-term value.

So if you’re feeling stuck, uncertain, or caught between phases—remember: you’re not lost, you’re evolving. And the next step will reveal itself when you move.

At RECLUDO, this is exactly what we’re here for—to walk beside you, support your growth, and help you come out the other side with a business that’s truly aligned, prosperous, and ready for the future.

Actionable Next Steps for Brokers in the Messy Middle

✔ Set a Decision Deadline – Don’t let overthinking delay your progress. Choose a date to act.

✔ Audit Your Offers & Roles – What are you still doing that no longer fits your goals?

✔ Track One Small Win Per Week – Build momentum with consistency, not complexity.

✔ Talk to a Strategic Partner – Don’t do it alone. Leverage someone who’s walked the path.

✔ Document Your Vision – Even if it’s rough. Vision brings direction to the discomfort.

If you're navigating your own messy middle and want a sounding board, let’s chat. [ click here for that ] After all, your next chapter deserves more than just endurance—it deserves intentional evolution.