Inside outsource - Welcome to Inside outsource Podcast: with CEO Tanya Sale

Inside outsource, produced by outsource Financial and hosted by Tenille Gibson, gives brokers a trusted, insider perspective on the industry they live and breathe. 

Tanya Sale is a prominent figure in the mortgage industry, recognised for her leadership and advocacy. As the co-founder and CEO of outsource Financial, she has made significant contributions to the industry, including the establishment of a broker-focused, values-led alternative to traditional aggregators. 

Tanya's vision has been to support brokers in building successful, independent businesses and deliver genuine, human-first support for clients. Her commitment to mentorship and inclusion has made her a symbol of leadership in the third-party channel, earning her accolades such as the Thought Leader of the Year award at the Australian Broking Awards and the Industry Champion title from the FBAA. 

Tanya's influence extends beyond the industry, as she champions diversity and inclusion and has made a significant impact on the mortgage aggregator space.

Transcript

SPEAKER_01 0:00

Some of the other aggregators became broker friendly. Outsources known in the industry for broker safe.

SPEAKER_00 0:11

Hello and welcome to the very first episode of the Inside Outsource Podcast, where we take you behind the scenes, beyond the headlines, into the moments, people, and ideas that are shaping our organisation from the inside out. I'm your host, Danielle Gibson, and I'm excited to kick things off with our debut episode, What's in the Mix for 2026? I'll be joined by our CEO, Tanya Sale, sharing the big picture vision. So settle in, team, because today is all about the clarity, inspiration, and momentum. We have to talk about something that's been lighting up our organization for the past few weeks: the Energizer Expo Roadshow. This year we traveled right across the country, and what an incredible journey it's been. The energy in every room was electric. Engagement was sky high and the numbers record breaking. We welcomed more exhibitors and broken members than ever before. And every stop on the tour was buzzing with conversation, connection, and learning. To all our members who came along, participated, asked questions, and shared experience with us, thank you. Your enthusiasm is what fuels events like this, and your involvement is what makes them truly special. And to our phenomenal presenters, your insights, passion, and generosity turned each expo into a highlight moment. We couldn't have asked for any more of an expiring lineup. And if you'd like to relive the experience, or maybe spot yourself in the crowd, you'll find all the photos from our Energizer Expo now available on LinkedIn. Jump in, tag your colleagues, and share the moments that stood out for you. The roadshow may be over for this year, but the impact, that energy, it's just getting started. So happy to have you here with me, Tanya. I'm glad to be here. I want you to start thinking about last year, 2025. What were some key standouts for us?

SPEAKER_01 2:15

The big thing for us was the technology component. We rolled out SalesTracker 2. And as we all know, that's a premium software. We did a lot of training, as you would know, because you were very involved in this. We also then rolled out our new commission system called Assist. And again, another advanced software that we had to do a lot of training and education on. And I just believe 2025 was when Outsource Financial stood back, had a look, and realized that we had to have massive innovation within our technology. Yeah. Unless we were going to be left behind. And we had a a a new recruit come through for us in technology too, Samia? Oh, we did. So we employed Milan. He's a sales trekker expert. We appointed him as our uh technology officer support. And the brokers are loving it. Towards the end of the last last year, I got asked uh by a media publication what I thought was going to be the main things in 2026. And I I was quite strong about this, Tanil, is that with everything going on in our industry, I said if any broker did not take compliance seriously in 2026, it will be at their own detriment. Absolutely. And true, truer words were never spoken. We come back in 2026 and boom, bang, it hit the fan. Yeah. Someone said to me just last week how they compared outsource out there in the market. They said, Tanya, some of the other aggregators became broker friendly. Outsource is known in the industry for broker safe. Yeah. And that was the biggest compliment. I was telling Deb Ben, that's the biggest compliment you could ever get. 26 is going to be the talk of the town already is on compliance, mate. Yeah. You know, fraud is rife out there. It's a double D. Oh my goodness. Due diligence. If you don't do it at your own detriment. I keep on saying that. Uh and I think there's going to be a big shake up in the industry in 2026.

SPEAKER_00 4:16

And we've seen that with the enhancements that we've had with bid as well. So uh we are definitely under the microscope, aren't we?

SPEAKER_01 4:24

Oh, definitely. Uh ASIC's all over this like a rash. But we were one of the ones that were chosen for the bid review. Like seven or eight ags were chosen to help the data we had to provide ASIC. They wanted to see SalesTrecker, our software. That's why SalesTracker went straight back and actually amended and enhanced some of these things in ST2.

SPEAKER_00 4:48

So before I let you go, I want you to think if you were a brand new broker, think way back to when you first started out in the industry. What would be that one key piece of advice that you would give a new broker starting out in our industry? Yeah, good question.

SPEAKER_01 5:02

Good question. And I always say processes and systems. Andrew and I first launched Outsource, I was quite close to someone in one of Macquarie Bank, actually. His name was was Peter Maher, and he was to IC of the whole bank. And when we launched Outsource, he he rang me, he said, Tan, I'm so happy for you. And he said, if I can give you one or two hints along the way, is get your processes and your systems in place before you do anything. I we I told everyone that's coming in to our industry, any new entrants, any existing businesses, if you don't have your processes and your systems, I you know, you don't go out there because it's going to end in tears. The second one we do to this day at Outsource, we always clean out our backyard, so to speak. So we'll go in and see what can be a kissed enhanced, we can do better. We look at inactive writers and we'll go, wow, we've we've identified these inactive writers, say six months ago. We've worked really, really closely with them. They're not going to. They're just not going to cut it. We try and put them maybe under a situation like a head grip where they can get the lids to them and they still couldn't cut it or they didn't want to do it. So it's cleaning out your backyard. Cleaning out your backyard so you don't put your company at risk. Brilliant. Great insights. Well, thank you so much for your time.

SPEAKER_00 6:21

Thanks, Tim. And that's a wrap for our very first episode of the Inside Outsource podcast. Please follow us, and we look forward to bringing you our next episode really soon.