Seeing firsthand the value of expert advice, he pursued a career in mortgage broking
Broker in Focus is a dedicated series that highlights the unique journeys of mortgage brokers, providing them with a platform to share their experiences, insights, and expertise. Through compelling personal stories and professional reflections, each featured broker recounts the key moments that have shaped their careers, delves into the challenges and opportunities facing the industry today, and shares the valuable wisdom they have gained along the way.
MPA caught up with Allan Culbertson (pictured above), director of Ledge Home Loans, whose journey into mortgage broking began at just 19, not long after purchasing his first property. It was during this experience that he realised the impact the right advice and support could have — sparking a passion for helping others achieve their homeownership goals.
Full name: Allan Culbertson
Job title: Director / Mortgage broker
Company: Ledge Home Loans
Number of years in the industry: 20-plus
Location: Perth
How and when did you become a mortgage broker?
My journey in the finance industry began when I purchased my first property at 19. I worked with one of the early pioneers of Western Australia’s mortgage broking industry, and the experience was eye-opening. I saw firsthand how valuable the right advice and support could be and remember thinking, “Wow, I’d love to be on the other side, helping people to purchase their own homes.”
Recognising the business potential, I started working within a brokerage to learn the ropes before eventually going out on my own. Twenty-plus years later, I’m now a director and mortgage broker with Ledge Home Loans.
In your opinion, what has been the most positive development in broking?
The advancement of technology has been a game-changer in mortgage broking. Integrating tech services between aggregators and lenders has significantly streamlined the customer journey, making the process faster, more efficient, and more transparent. These advancements have allowed brokers to spend less time on administrative tasks and more time writing more business and delivering high-quality service to clients.
What challenges do you see currently facing the industry, and what solutions would you propose?
One of the industry’s biggest challenges today is the increasing complexity of lender credit policies and the skill set required to navigate them effectively. As lending criteria become more intricate, brokers must continuously upskill to interpret and apply these policies correctly. The solution lies in ongoing education and collaboration – investing in training for yourself and your team, leveraging industry resources, and working closely with lenders to ensure they can provide clients with the best possible guidance and outcomes.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
Early in my career, I received a referral for a small loan application in a remote location. One of my brokers at the time turned it down, considering it not “worth the effort.” I didn’t want to let the referrer down, so I decided to have a detailed conversation with the client and head out to meet them myself.
The initial application was small. However, I learned that the new client was from a wealthy family and that he wanted to step out from the family on his own two feet. That small loan was just the beginning – over time, they became one of my longest and most loyal clients, referring numerous deals my way to this day.
The lesson? Always take the time to pre-qualify, do your research, and understand the client’s full picture. You never know where an opportunity will lead. What might seem like a small opportunity can turn into something far greater.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
One of the most valuable lessons in broking is knowing when to say no. I often see new brokers chasing every deal, investing time in applications that are unlikely to proceed. Your time is your most valuable asset – use it wisely.
Focus on building strong relationships, qualifying leads, and delivering real value to clients who are ready to move forward. Success in this industry isn’t just about volume; it’s about working smarter and being strategic in where you invest your energy.
Broker in Focus is a weekly MPA feature spotlighting mortgage brokers from diverse firms and locations across Australia. Among those recently featured are Katherine Persoglia, Property Before Prada, Luke Mansour of Legal Home Loans, Livio Tramontin of MPL Mortgage Services, Mark Bonnici of Westlend Home Loans, Rebecca Timms of Realise Home Loans, Scott Stevenson of Mortgage Choice, Xavier Quenon of Go Mortgage, Peter Bassilios of Money Tree Mortgage Brokers, Andy Truong of Alliance Mortgage Group, and Andrew Hadjidemetri of Australian Financial and Mortgage Solutions.
Are you a mortgage broker interested in being featured? Email the author with your details.
