Clients are more cautious, which means there’s a greater need for clear guidance and scenario planning. As brokers, we’re spending more time helping clients understand not just what they can do, but what they should do based on their goals and risk tolerance.
Another challenge — and opportunity — is the perception of brokers. While this is evolving, there can still be a tendency for clients to see a broker purely as someone who finds the lowest rate, rather than as an integral part of their broader financial team, alongside their accountant or solicitor.
That’s where the industry has an opportunity to continue shifting the narrative. By focusing on education, strategy, and long-term outcomes, brokers can demonstrate the real value they bring. Encouragingly, this is already changing, as more clients begin to recognise the role a broker plays in helping them make more informed and confident financial decisions.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
One of the more challenging experiences in my career was being part of the first realestate.com.au–branded broker cohort when REA Group partnered with Choice Aggregation in their initial move into the broking space.
It was a fast-paced environment with a strong focus on lead generation, and there was significant pressure to action a high volume of enquiries. In reality, not all of those leads were high quality, and the model didn’t allow much flexibility in how those relationships were managed.
