Media
Mortgage broking beyond the horizon
Successful mortgage brokers are often the ones who can see beyond the standard event horizon. As broker competition intensifies, PropTrack’s suite of predictive tools is helping brokers detect the subtle signals that precede major property decisions – it’s a kind of radar if you will.
By identifying refinance opportunities and potential sales well before they happen, these tools allow brokers to step beyond the battleground of reactive service into the more valuable territory of anticipatory advice.
The Australian mortgage broking landscape has shifted dramatically in recent years. As brokers’ market share has grown from 60% to 75% of all loan originations, the competition among brokers themselves has intensified.
“The market for brokers has really grown,” says Cam Taylor, head of product for mortgage solutions at PropTrack, part of REA Group. “We’re seeing that the market is almost at 75% of loans being originated through brokers. For us, that would mean that the industry is getting very, very competitive. It’s becoming very tight. There’s a lot of competition, and there isn’t a lot of white space for brokers to play in.”
This competitive pressure requires brokers to be more proactive and strategic in how they manage their client relationships. This is where PropTrack’s early-warning system comes in: it helps brokers detect client movements long before they happen. Taylor explains that the solutions were developed specifically to address this challenge.
With competition among aggregators increasing, the ambitious groups are starting to invest in protecting their broker networks and back books.
Spotlight
PropTrack is Australia’s leading choice for property data, market insights and mortgage solutions. As an established supplier to enterprise customers, PropTrack has championed innovation in the property data space for over 17 years. With advanced predictive modelling and machine learning techniques, PropTrack is integrating emerging data capabilities into its products for greater accuracy and transformation across home lending and mortgage originations. PropTrack, together with the wider REA Group, is dedicated to changing the way the world experiences property and is helping organisations to harness transformative property data to create the best experiences possible for customers.
Company Profile
3,400+
NUMBER OF GROUP EMPLOYEES
12.4m
Unique audience numbers visiting realestate.com.au
>1 trn
Number of property data points
12.6m
Number of residential properties valued
4.2m
Number of properties tracked by owners on realestate.com.au
Bio
Spotlight
Milestones
Media
Accolades
Company Profile
YEARS AT REA GROUP
6
Cam Taylor
Head of product – mortgage solutions at REA Group
PropTrack’s market intelligence tools give brokers a predictive edge in a competitive field
Read on
CAM TAYLOR, PROPTRACK
Share
YEARS AT REA GROUP
6
Karen Adams
Chief executive at Finsure
Before becoming CEO of Fundserv, Karen Adams held a variety of leadership roles around the world – and she learned that listening and understanding are key to both providing service and developing talent
Read on
Share
Share
PropTrack’s Property Sense suite uses predictive analytics to help brokers anticipate client actions before they happen, giving them a 90-day window to reach out to their clients proactively.
“We developed Property Sense, which is really a series of signals that brokers can use to understand when they should engage their leads and their back book at the right time to really make sure that they’re front of mind early in the journey,” Taylor explains.
The suite includes two key predictive tools: propensity to refinance and propensity to sell and list.
“With Property Sense, we’ve got propensity to refinance. And this is all about whether a property is likely to go through a refinance event in the next 90 days. We can go through and for all the properties on the broker’s back book provide a very high, high score, and brokers can use this as a signal to work out when they engage and try and get ahead of that refinance event.”
This radar system allows brokers to initiate contact with clients before they begin shopping around for refinancing options, potentially protecting their back books from competitor approaches.
The propensity to sell and list tool works similarly but focuses on transaction signals.
“We’re providing a signal on whether a property is soon to transact,” Taylor says. “This means the owner of that property is likely in the market to purchase a new property and so will need early help for pre-approvals and signoffs from lenders.”
These tools give brokers the opportunity to engage with clients at the earliest stage of the property journey, positioning themselves as trusted partners rather than just transaction facilitators.
What sets PropTrack apart from other market analytics providers is its direct connection to realestate.com.au, Australia’s largest property marketplace.
“Being part of REA Group, we’re part of one of the largest listing portals in Australia, and we have that deep connectivity into real estate agents that brings that data in near real time to all of our products,” Taylor says.
But the company’s data advantage goes beyond just property listings. “Realestate.com.au has Australia’s largest property audience of 12.4 million people, as well as 4.2 million properties being tracked by property owners. This is something that really is quite unique to us, and very special, because it starts to tell us who’s viewing which property in real time,” says Taylor.
This consumer behaviour data allows PropTrack to measure market demand with remarkable accuracy, giving brokers insights that simply aren’t available elsewhere and helping brokers get ahead of the curve.
“We want to elevate brokers out of just loan origination and really push them into that trusted adviser role, giving their customers confidence in the activities and choices that they’re making.”
Knowing when to engage with clients is only half the battle – brokers also need to know how to initiate meaningful conversations, especially when clients aren’t yet ready to discuss financial products.
“When we were talking about that competitive environment and with tools like Property Sense, knowing that you’re wanting to take action with one of your customers, the question is, how do you do that?” Taylor says. “How can you take action? How can you have a conversation that is potentially quite early in their journey before they’re ready to start talking finance?”
PropTrack offers two approaches to solving this engagement challenge, depending on how deeply aggregators want to integrate the tools with their systems.
“For those aggregators wanting a deep integration into their experience, we can provide them with APIs. Within those APIs, we’ve got our AVM [Automated Valuation Model]. This is a market-leading AVM used by a lot of the lenders in Australia to estimate the value of a property as part of a loan origination process,” Taylor explains.
This feature can be particularly valuable for identifying opportunities where loans have dropped below the 80% LVR threshold, potentially qualifying clients for better rates.
For aggregators looking for simpler solutions, PropTrack also offers pre-built options.
“For the aggregators and for the brokers that aren’t really going for that deep technical integration, or perhaps want to avoid some of that expense, we also offer out-of-the-box solutions,” says Taylor. “We’ve got a fully digital, easy-to-work-with Property Report.”
“Being part of REA Group, we’re part of one of the largest listing portals in Australia, and we have that deep connectivity into real estate agents that brings that data in near real time to all of our products”
“We want to elevate brokers out of just loan origination and really push them into that trusted adviser role, giving their customers confidence in the activities and choices that they’re making”
Melbourne
based in
IN PARTNERSHIP WITH
Media
Published 07 Apr 2025
Find out more
Find out more
Find out more
Advertising
Authors
E-newsletter
Contact Us
Contact Us
Australian Broker Talk
Events
White papers
Webinar
Australian Broker Talk
Resources
TV
Sector Focus
Power Panel
Independent Feature
Executive Team Profile
Exclusive Leader Profile
Business Update
Business Focus
Big Deal
Premium Content
Technology
Reverse Mortgages
Investment Loans
Specialist Lending
SME
Commercial
Specialty
Best In Mortgage
News
News
RSS
Sitemap
About us
Conditions of Use
Privacy policy
Terms & conditions
Firms
People
Copyright © 2025 KM Business Information Australia Pty Ltd
Advertising
Authors
E-newsletter
Contact Us
Contact Us
Australian Broker Talk
Events
White papers
Webinar
Australian Broker Talk
Resources
TV
Sector Focus
Power Panel
Independent Feature
Executive Team Profile
Exclusive Leader Profile
Business Update
Business Focus
Big Deal
Premium Content
Technology
Reverse Mortgages
Investment Loans
Specialist Lending
SME
Commercial
Specialty
Best In Mortgage
News
News
Copyright © 2025 KM Business Information Australia Pty Ltd
RSS
Sitemap
About us
Conditions of Use
Privacy policy
Terms & conditions
People
Firms
Advertising
Authors
E-newsletter
Contact Us
Contact Us
Australian Broker Talk
Events
White papers
Webinar
Australian Broker Talk
Resources
TV
Sector Focus
Power Panel
Independent Feature
Executive Team Profile
Exclusive Leader Profile
Business Update
Business Focus
Big Deal
Premium Content
Technology
Reverse Mortgages
Investment Loans
Specialist Lending
SME
Commercial
Specialty
Best In Mortgage
News
News
Copyright © 2025 KM Business Information Australia Pty Ltd
RSS
Sitemap
About us
Conditions of Use
Privacy policy
Terms & conditions
People
Firms
Competitive intelligence for a competitive market
Predictive analysis to stay ahead of client needs
Many aggregators face challenges with the complexity and associated costs of technology. PropTrack’s approach aims to simplify rather than complicate brokers’ technology stacks.
“Rather than trying to add another tool, another password, another system that brokers have to access to get their day-to-day done, we’ve been able to provide a series of solutions that are integrated deeply into their CRM,” Taylor says.
This integration approach has been particularly successful with Mortgage Choice, which is also part of the REA Group.
“This means that brokers really have a one-stop shop to work out of to do their lead nurturing and retention activities and to manage those comms in an automated way,” says Taylor.
The REA data difference
“Product management is all about creating value for the customer. It’s not about making things or selling things; it’s about creating value”
- Marty Cagan
FAVOURITE QUOTE
Engagement tools to start conversations beyond finance
Consolidating technology, controlling costs
CAM TAYLOR, PROPTRACK
By embedding their solutions within existing systems, PropTrack helps aggregators control technology costs while still delivering powerful new capabilities to their broker networks.
The ease of use of PropTrack’s solutions will help aggregators stand out with something unique, appealing to high-performing brokers and protecting their back books.
Building trust through knowledge
As the broker role continues to evolve, the ability to build and maintain client trust becomes increasingly important. PropTrack’s tools help brokers position themselves as property experts, not just finance specialists.
“Trust is really earned through a deep understanding of your customer and really engaging with them as part of their journey and providing them with that trusted advice when and as they need it,” Taylor says. “Brokers can no longer just sort of sit there and talk about the finance product – that’s sort of the baseline expectation of a broker.”
The combination of predictive signals and engagement tools helps brokers demonstrate expertise and build relationships during the early, exploratory phases of a client’s property journey.
“What we’re talking about doing with our solutions is going that step beyond knowing your client’s intentions with Property Sense, giving them the right information, whether it be with our APIs or our Property Reports, and really helping them navigate that early part of their journey where they’re action-curious and they’re not sure which way to go,” says Taylor.
The cost of winning is increasing. It’s more expensive to convert the average lead, with expiring pre-approvals another reason for consumers to switch brokers. As the journey lengthens, there is more involved in keeping leads warm. PropTrack’s mix of predictive insights and engagement tools helps brokers stay in the mix with relevant data and reliable content.
PropTrack continues to develop new capabilities, with a particular focus on personalisation.
“The journey’s really just begun for us,” says Taylor. “We’ve got a very exciting roadmap of concepts that we’re developing. A lot of it is geared towards that personalisation.”
With brokers facing more competition than ever, tools that help them anticipate client needs, demonstrate expertise and build lasting relationships will be essential for success – and Taylor expects more developments in this area over the next six months.
“It’s all about providing investors, first home buyers, downsizers, upsizers all with very bespoke and unique reports and insights to really help them navigate that complete end-to-end journey,” Taylor says.
Reading the road ahead
2023
2018
2012
2004
realEstimate goes live, Australia’s first consumer-facing Automated Valuation Model.
PropTrack wins the Most Innovative in Data, Analytics, Insights and AI award at the 2023 Proptech Awards.
2023
REA Group (ASX:REA) acquires PropTrack.
2018
PropTrack’s Automated Valuation Model is the first to be used by all four major banks in Australia.
2012
PropTrack (formerly Hometrack) commences operations in Australia.
2004
Milestones
IN PARTNERSHIP WITH
2024
2021
2005
2000
Bluestone Home Loans reaches $1 billion in lending. It was ranked #1 Non-Bank in the Mortgage Professional Australia broker survey, winning gold across numerous categories.
2024
Bluestone launches new loan products tailored to specific borrower needs, including green home loans and loans for clients with non-standard income sources.
2021
Bluestone expands its range of home loan products to cater to a wider audience, including self-employed individuals and those with unique financial situations.
2005
Bluestone Home Loans enters the market, introducing tailored solutions for customers with unique financial circumstances.
2000
Milestones
Many aggregators face challenges with the complexity and associated costs of technology. PropTrack’s approach aims to simplify rather than complicate brokers’ technology stacks.
“Rather than trying to add another tool, another password, another system that brokers have to access to get their day-to-day done, we’ve been able to provide a series of solutions that are integrated deeply into their CRM,” Taylor says.
This integration approach has been particularly successful with Mortgage Choice, which is also part of the REA Group.
“This means that brokers really have a one-stop shop to work out of to do their lead nurturing and retention activities and to manage those comms in an automated way,” says Taylor.
“We want to elevate brokers out of just loan origination and really push them into that trusted adviser role, giving their customers confidence in the activities and choices that they’re making”
Knowing when to engage with clients is only half the battle – brokers also need to know how to initiate meaningful conversations, especially when clients aren’t yet ready to discuss financial products.
“When we were talking about that competitive environment and with tools like Property Sense, knowing that you’re wanting to take action with one of your customers, the question is, how do you do that?” Taylor says. “How can you take action? How can you have a conversation that is potentially quite early in their journey before they’re ready to start talking finance?”
PropTrack offers two approaches to solving this engagement challenge, depending on how deeply aggregators want to integrate the tools with their systems.
“For those aggregators wanting a deep integration into their experience, we can provide them with APIs. Within those APIs, we’ve got our AVM [Automated Valuation Model]. This is a market-leading AVM used by a lot of the lenders in Australia to estimate the value of a property as part of a loan origination process,” Taylor explains.
This feature can be particularly valuable for identifying opportunities where loans have dropped below the 80% LVR threshold, potentially qualifying clients for better rates.
For aggregators looking for simpler solutions, PropTrack also offers pre-built options.
“For the aggregators and for the brokers that aren’t really going for that deep technical integration, or perhaps want to avoid some of that expense, we also offer out-of-the-box solutions,” says Taylor. “We’ve got a fully digital, easy-to-work-with Property Report.”
What sets PropTrack apart from other market analytics providers is its direct connection to realestate.com.au, Australia’s largest property marketplace.
“Being part of REA Group, we’re part of one of the largest listing portals in Australia, and we have that deep connectivity into real estate agents that brings that data in near real time to all of our products,” Taylor says.
But the company’s data advantage goes beyond just property listings. “Realestate.com.au has Australia’s largest property audience of 12.4 million people, as well as 4.2 million properties being tracked by property owners. This is something that really is quite unique to us, and very special, because it starts to tell us who’s viewing which property in real time,” says Taylor.
This consumer behaviour data allows PropTrack to measure market demand with remarkable accuracy, giving brokers insights that simply aren’t available elsewhere and helping brokers get ahead of the curve.
“We want to elevate brokers out of just loan origination and really push them into that trusted adviser role, giving their customers confidence in the activities and choices that they’re making.”
The REA data difference
This radar system allows brokers to initiate contact with clients before they begin shopping around for refinancing options, potentially protecting their back books from competitor approaches.
The propensity to sell and list tool works similarly but focuses on transaction signals.
“We’re providing a signal on whether a property is soon to transact,” Taylor says. “This means the owner of that property is likely in the market to purchase a new property and so will need early help for pre-approvals and signoffs from lenders.”
These tools give brokers the opportunity to engage with clients at the earliest stage of the property journey, positioning themselves as trusted partners rather than just transaction facilitators.
PropTrack’s Property Sense suite uses predictive analytics to help brokers anticipate client actions before they happen, giving them a 90-day window to reach out to their clients proactively.
“We developed Property Sense, which is really a series of signals that brokers can use to understand when they should engage their leads and their back book at the right time to really make sure that they’re front of mind early in the journey,” Taylor explains.
The suite includes two key predictive tools: propensity to refinance and propensity to sell and list.
“With Property Sense, we’ve got propensity to refinance. And this is all about whether a property is likely to go through a refinance event in the next 90 days. We can go through and for all the properties on the broker’s back book provide a very high, high score, and brokers can use this as a signal to work out when they engage and try and get ahead of that refinance event.”
Predictive analysis to stay ahead of client needs
“Being part of REA Group, we’re part of one of the largest listing portals in Australia, and we have that deep connectivity into real estate agents that brings that data in near real time to all of our products”
CAM TAYLOR, PROPTRACK
The Australian mortgage broking landscape has shifted dramatically in recent years. As brokers’ market share has grown from 60% to 75% of all loan originations, the competition among brokers themselves has intensified.
“The market for brokers has really grown,” says Cam Taylor, head of product for mortgage solutions at PropTrack, part of REA Group. “We’re seeing that the market is almost at 75% of loans being originated through brokers. For us, that would mean that the industry is getting very, very competitive. It’s becoming very tight. There’s a lot of competition, and there isn’t a lot of white space for brokers to play in.”
This competitive pressure requires brokers to be more proactive and strategic in how they manage their client relationships. This is where PropTrack’s early-warning system comes in: it helps brokers detect client movements long before they happen. Taylor explains that the solutions were developed specifically to address this challenge.
With competition among aggregators increasing, the ambitious groups are starting to invest in protecting their broker networks and back books.
Competitive intelligence for a competitive market
Successful mortgage brokers are often the ones who can see beyond the standard event horizon. As broker competition intensifies, PropTrack’s suite of predictive tools is helping brokers detect the subtle signals that precede major property decisions – it’s a kind of radar if you will.
By identifying refinance opportunities and potential sales well before they happen, these tools allow brokers to step beyond the battleground of reactive service into the more valuable territory of anticipatory advice.
Mortgage broking beyond the horizon
Spotlight
Published 07 Apr 2025
2024
2021
2005
2000
Bluestone Home Loans reaches $1 billion in lending. It is ranked #1 Non-Bank in the Mortgage Professional Australia broker survey, winning gold across numerous categories.
2024
Bluestone launches new loan products tailored to specific borrower needs, including green home loans and loans for clients with non-standard income sources.
2021
Bluestone expands its range of home loan products to cater to a wider audience, including self-employed individuals and those with unique financial situations.
2005
Bluestone Home Loans enters the market, introducing tailored solutions for customers with unique financial circumstances.
2000
Milestones