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Beyond loan approval: Why old lending models fail investors
Despite market changes, many investors remain stuck with outdated financing models focused solely on loan approval, missing the bigger picture of strategic wealth growth.
The traditional mortgage broker, focused primarily on securing a loan approval at the best possible rate, is no longer sufficient for investors with serious wealth-building ambitions.
Today’s sophisticated investors require a more holistic, strategic approach to their lending, said Son Pham, managing director of Rethink Financing.
Traditional mortgage broking is fundamentally transactional. Its primary goal is to get a loan approved. While this is a crucial step, it is just the first in a much larger journey.
This model focuses almost exclusively on credit and income, without considering the broader financial picture.
“Modern investors need strategic guidance, not just the best rate. They often deal with complex structures like trusts or multiple entities, and traditional brokers aren’t equipped to advise on that,” said Pham.
“Today’s investors need more than a broker – they need a lending strategist who understands how to grow and protect wealth.”
Pham urged brokers to engage more frequently with other professionals, such as accountants and advisers.
Modern investors frequently operate through complex structures like trusts, companies, or self-managed superannuation funds (SMSFs).
A traditional broker may not be equipped to advise on how lending interacts with these entities or how to structure debt for maximum tax efficiency and asset protection.
Technology and data (including AI) are reshaping investor expectations and broker services.
Investors now expect the same level of speed, transparency, and personalisation they get from other digital services, Pham explained.
This tech is empowering forward-thinking brokers to meet these new expectations.
“Brokers can use AI to review large datasets and deliver more options, while automation frees them from routine tasks to focus on client relationships. Digital platforms give clients easy, real-time access to their information,” Pham said.
In essence, technology is elevating the role of the broker from an administrative processor to a proactive, insight-driven adviser.
The future is a 360-degree wealth solution
The evolving needs of modern investors have given rise to a new standard: the 360-degree wealth solution.
Pham encouraged brokers to integrate mortgage expertise with a team of specialists, including tax advisers, financial planners, estate planning lawyers, and risk insurance experts.
This collective works in concert to provide a full wealth solution, not just a loan transaction. This is not a one-person brokerage, but a collaborative professional collective.
The lending strategist acts as the central hub, ensuring that the financing strategy is perfectly aligned with every other aspect of the client’s financial life, from retirement planning to asset protection and tax minimisation.
Without this strategic planning, an investor might secure a great interest rate but pay far more in unnecessary taxes or face structural limitations that hinder their ability to scale their portfolio effectively.
The modern investor’s journey requires more than a simple transaction. It demands a strategic partnership. While finding a competitive rate remains important, the true value lies in securing a lending strategist who understands how to use debt intelligently to grow and protect wealth.
Pham believes brokers should look beyond the loan and embrace a holistic approach.
This article was originaly published in Smart Property Investment’s sister publication, Broker Daily.