Finding it tough to grow your mortgage broker business in Australia’s competitive market?
It’s not just you.

Many brokers are feeling the pressure as competition heats up and regulations tighten.
But once you have a steady stream of leads coming in, you create a referral flywheel that will take your brokerage to new heights.
Step 1 is figuring out how to generate those initial leads, as your first group of satisfied clients naturally transforms into a powerful referral network.

Let’s break down how to build a steady pipeline of qualified mortgage leads for your brokerage.
Are you making the most out of every lead you generate?
Track My Trail makes it easy to keep track of lost & gained trail, identify your most profitable clients, and discover untapped value in your trail book.
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1. Paid Marketing Channels (Google, Facebook, LinkedIn)
Taking advantage of paid marketing channels is a powerful way to quickly expand your reach and attract potential clients. Platforms like Google Ads, Facebook Ads, and LinkedIn Ads offer targeted advertising options that can help you reach your desired audience effectively.
- Google Ads: Use pay-per-click (PPC) campaigns to target specific keywords related to mortgage broking. This can drive high-intent traffic to your website, increasing the likelihood of conversions.
- Facebook Ads: Take advantage of Facebook’s extensive targeting options to reach potential clients based on demographics, interests, and behaviours. Facebook’s retargeting capabilities can also help you re-engage with visitors who have previously interacted with your site.
- LinkedIn Ads: LinkedIn is particularly useful for targeting professionals and business owners. Use LinkedIn Ads to promote your services to a more niche and professional audience.
Investing in these paid marketing channels can provide a steady stream of leads, helping you to grow your business rapidly.
2. Leverage Your Existing Trail Book
Your existing trail book is a valuable asset that can be leveraged to enhance your business growth.
By analysing your trail book, you can identify your most profitable clients, understand their payment behaviours, and target them for additional investment property opportunities. It’s essential to focus on both attracting new clients and retaining your existing ones to ensure sustained growth and profitability.
You can also avoid the trap of running in place to stand still.
Future revenue is fantastic, but if you focus only on new clients while neglecting your existing book, you’ll lose a lot of your existing clients through them refinancing with another broker. Balancing growth with retention is crucial for long-term success.
Analyse Your Trail Book: Use tools like Track My Trail to gain insights into your trail book. This tool optimises your trail book by providing detailed insights into lost and gained trail, identifying your most profitable clients, and assessing potential lender favouritism. By understanding the dynamics of your trail book, you can make informed decisions that enhance both growth and retention. Track My Trail allows you to see where the holes are in your retention process and ensure that you’re not only gaining new clients but also keeping your existing client base.
Target Profitable Clients: By understanding who your most profitable clients are and how they manage their balances, you can tailor your marketing efforts to offer them additional services. Often, a large portion of your revenue comes from a small number of clients. Focusing your retention efforts on these high-value clients ensures that you maintain a stable and profitable trail book without spending all of your time on retention
Automate Analysis: Track My Trail replaces complex Excel analysis with user-friendly software, offering a monthly snapshot of trail performance, breaking down top lenders for better negotiation, and evaluating each broker’s performance within the firm. This automation allows you to efficiently manage a large trail book without losing sight of individual client needs and opportunities. It feels horrible to think that you’re moving forward, but it turns out your trail book isn’t growing as much as you thought because you’re losing existing clients. Broker tools like Track My Trail help you avoid this pitfall.
Leveraging your existing trail book with tools like Track My Trail can help you uncover new business opportunities while ensuring you do not lose your existing clients. By focusing on both growth and retention, you can build a robust, profitable business that stands the test of time.
3. Mortgage Broker SEO
A well-optimised website and other online assets can be instrumental in attracting potential clients searching for mortgage services in your area. By improving your website’s search engine results, you can tap into the local market more effectively.
- Local SEO: Optimise your Google My Business listing, create localised content, and target local keywords to enhance your online visibility.
- On-Page SEO: Ensure your website content is optimised for relevant keywords, and improve your site’s loading speed, mobile-friendliness, and overall user experience.
- Backlink Building: Develop a strategy to acquire high-quality backlinks from reputable websites, which can improve your site’s authority and search rankings.
By focusing on SEO, you can increase organic traffic to your website, leading to more enquiries and potential clients.
4. Implement Testimonial Marketing
People trust reviews, ratings, and testimonials from others when selecting a mortgage broker. Encourage your satisfied clients to post ratings and reviews on your website, Google, and other industry-specific review sites. Utilise these testimonials in marketing materials such as social media ads and email campaigns.
5. Automate Your Marketing and Sales Process
Streamline your lead nurturing, follow-ups, and after-sales customer service through marketing automation tools. This ensures that you don’t miss out on any opportunity to convert leads and build lasting relationships with your clients.
- Email Marketing Automation: Use tools like Mailchimp or HubSpot to automate your email marketing campaigns. Segment your audience and send personalised emails to nurture leads and keep clients engaged.
- CRM Integration: Integrate your CRM with your marketing automation tools to streamline data collection and improve client interactions.
Automation can help you maintain consistent communication with your clients, freeing up time for you to focus on other strategic growth initiatives.
6. Develop an Organic Social Media Presence
Creating and maintaining active social media profiles on platforms such as Facebook, LinkedIn, Instagram, YouTube, X (formerly Twitter), and Reddit can help you increase brand awareness, foster connections, and open up doors to new leads. While these overlap with paid marketing channels, they won’t cost you a dime.
- Content Sharing: Share relevant content, including blog posts, infographics, and videos, to engage with your audience.
- Community Engagement: Participate in relevant groups and forums to provide valuable insights and build relationships.
- Client Success Stories: Showcase your clients’ success stories to build trust and credibility.
Organic social media efforts can help you build a loyal following and establish your brand in the market without the need for paid advertising.
7. Incorporate CRM Systems
A Customer Relationship Management (CRM) system is crucial for managing client relationships. Look for features like contact management, task automation, and analytics. Tools like MyCRM can help streamline data collection and improve client interactions.
8. Provide Outstanding Customer Service
By providing exceptional customer service, you increase the likelihood of referrals and repeat business. Proper communication, prompt problem resolution, and exceeding clients’ expectations are all hallmarks of a successful brokerage.
9. Foster Strategic Partnerships
Establishing strategic partnerships with local real estate agents, financial planners, and other professionals can help you build a solid referral network that brings in new leads. Ensure you maintain excellent relationships with your partners and communicate your value proposition clearly.
10. Embrace the Growing Trend of Remote Consultations
With the rise of remote work and online consultations, mortgage brokerages can expand their reach far beyond their local areas by offering virtual meetings and services. This enables you to tap into new markets and broaden your client base.
By focusing on these ten strategies, you can effectively grow your mortgage broker business in Australia. Leveraging technology, building strong partnerships, and maintaining excellent customer service are key to achieving long-term success.