After nearly three decades in corporate finance, Justine McDonald (pictured) chose purpose over politics—swapping boardrooms for broking to make a real difference in people’s lives.
Now, as a franchise owner at Nectar Mortgages, McDonald is using her financial expertise to create life-changing outcomes, one loan at a time.
After nearly three decades in corporate financial services, McDonald reached a pivotal career crossroads. In early 2017, she stepped away from the corporate grind in search of something more fulfilling.
“I didn’t want the rest of my working life to be about long commutes, office politics, or building someone else’s wealth,” she said. “I wanted to do something that gave me control and truly impacted the people I worked with.”
The move into mortgage broking—her first self-employment venture—wasn’t a difficult decision. For McDonald, broking offered the perfect balance of financial acumen and human connection.
When asked about the most significant positive change in the industry, McDonald pointed to the transformation in broker professionalism and consumer trust.
“The uplift in qualifications, compliance standards, and public awareness has raised the bar for everyone,” she said. “Clients are more informed, and brokers are better equipped than ever to deliver value.”
She believes this evolution has helped brokers build more robust businesses while giving clients greater confidence and more competitive choices.
With broker market share reaching record highs, McDonald noted that the competitive landscape has shifted.
“The real competition now isn’t the banks—it’s other brokers,” she said. “Particularly in metro areas, there are so many of us, which makes it harder for new entrants to break through and for seasoned brokers to stay top of mind.”
Her solution? Specialisation, consistency, and communication.
“Every broker needs to clearly define what sets them apart and deliver on it every day,” McDonald said. “Strong retention strategies, consistent communication with your client base, and expanding your capabilities into asset or commercial finance can all help you become your clients’ go-to for everything finance-related.”
McDonald said that every client journey is meaningful, but one in particular left a lasting impression.
“I worked with a single mum of three—one child with severe autism—who was living on Centrelink and never thought she could own a home,” she said. “When I told her the loan had been approved, she cried. Every year since, she reminds me how that moment changed her life.”
It’s these life-changing outcomes that continue to fuel McDonald’s passion for broking.
McDonald was candid about the early hurdles of broking—from unpredictable income to steep learning curves. But for those serious about building a career in the industry, she offered grounded advice.
“Treat it like the business it is,” she said. “Understand your market, model your cash flow realistically, and carve out time for marketing, systems, and service.”
McDonald also underscored the importance of choosing the right support system.
“Your aggregator and mentor can make or break your success,” she said. “Find one that sees you as a person, not a number. Joining the team at Nectar Mortgages was the best decision I made.”
Finally, McDonald encourages new brokers to focus on the long game.
“Be patient, invest in relationships, and always operate with integrity,” she said. “If you treat every client like they’re your most important one, the referrals and success will come.”
