Is it important for brokers to walk the walk and talk the talk?

They said that you wouldn’t take cooking lessons from someone who doesn’t cook, so why would a potential investor get property credit advice from someone who’s never put their own money on the line?

A growing cohort of mortgage brokers from brokerage Home Loan Experts are now investing themselves, saying that this helps them better placed to help clients building portfolios feel more confident.

For these brokers, investing isn’t just a personal wealth strategy; it’s also professional development.

Buy what you sell

Jonathan Preston, Home Loan Experts’ senior mortgage broker, said he’s a “prolific” property buyer.

“Every sales book says you must buy what you are selling. Imagine you are buying a Toyota and you ask: ‘These are the smart people’s choice right? You drive a Toyota right?’ And the sales guy says, ‘Well, haha, actually I drive a Ford’. Now, as the buyer, you’re put off, right? The sales guy’s words do not transfer enthusiasm, which is what a sale is about,” he said.

“You want to lead from the front. If you want to work with people who own four properties, you probably want to own five.”

It’s not about showing off, he added, it’s about trust and energy. These are brokers who’ve seen both sides of the loan desk. They’ve had to sweat through auction day and felt their stomachs drop when rates go up. And they know exactly what it’s like to wait for a pre-approval that feels like it’s taking a lifetime.

You become relatable and real

For Home Loan Experts’ mortgage broker, Ajar Rajbhandari, investing is also about empathy.

“When you’ve been through the process yourself, it changes how you relate to people. You understand their nerves, their delays, their dreams,” he told The Adviser.

Whether it’s buying as a temporary resident, navigating foreign buyer surcharges, or even saving up while renting, brokers who are on their own journey can speak from experience, not theory, he said.

Preston continued: “A lot of our overseas team in Nepal say they’re working toward buying.

“Even that level of honesty builds trust. You’re not just some sales machine. You’re walking the same path.”

You make property feel possible

Meanwhile, Home Loan Experts mortgage broker Amine Berrada said his own investment story helps clients believe in theirs.

“They think, ‘If my broker can do it, maybe I can, too’,” he said.

He noted that some clients feel that they need that extra security. Especially older ones who are only just starting their wealth journey.

“You’d be surprised how many people in their 50s call us saying they’re scared they’re going to be old and broke,” Preston said.

“When you help them zoom out and think about their long-term goals, they realise they can’t afford to wait another five years.”

You know the market because you’re in it

The Home Loan Experts team said that being a property investor forces you to care about things some brokers might skim over. For example, yield trends, tax policy, council zoning changes, and off-market deals.

It’s the difference between feeling real risk versus seeing it on social media hype, they said.

“You’re more aware of economic changes,” Rajbhandari explained.

“You read the market differently. And that comes through in conversations with investor clients. You just speak the same language. It becomes easy.”

Should every broker become an investor?

Of course, not all brokers have the means or want to be investors. But the Home Loan Experts brokers all agreed that it’s something to aim for, even if you’re still saving your deposit. For them, the mindset is what matters.

“Be honest,” Preston advised.

“Say you’re planning to buy in 18 months, aiming for $800k in the Central Coast. The more specific your goals, the more relatable you are.”

Do you think it’s important to have lived experience for what you’re talking to clients about? Let us know in the comments below.