Australian Broker's Broker Spotlight series is back.
Today, we're turning our attention to Perth-based Helen Avis, director of finance at Specialist Mortgage, part of the SMATS Group.
With more than 30 years in the financial services sector across the UK, Asia, and Australia, Avis brings a global perspective to her work. Since joining the firm in 2003, she’s carved out a reputation as a standout in specialist lending, particularly for expat and non-resident clients.
Avis' own journey as an expat gives her a deep understanding of the challenges this market faces. She’s built a loyal following by navigating complex, non-conforming loans with skill and precision. A consistent high-performer, Avis has earned multiple accolades throughout her career, including being named a finalist for the 2024 Australian Mortgage Awards’ (AMAs) “Broker of the Year – Specialist Lending.”
We caught up with Avis to get her take on the market’s current pulse, the hot topics everyone’s talking about, the secrets behind her success and the lessons others can take from her journey.
The following interview has been edited for grammar and clarity.
AB: Tell us a little about yourself. What is your background, and how did you become a broker?
HA: I began my finance career in the UK in the late 1980s, working in fund management and later as a financial planner. I became licensed under the UK’s Financial Services Authority and eventually transitioned into mortgage broking. When I moved to Singapore, I had an opportunity to work with Specialist Mortgage, providing Australian mortgage solutions for Australian expatriates and foreign investors trying to access finance from abroad.
I joined the company in 2003, and over the past two decades, I’ve focused almost exclusively on helping Aussies living overseas and non-residents access the right finance solutions — something that has become increasingly niche and complex. As an expat myself, I understood the hurdles, and I’ve spent years building the knowledge, relationships, and frameworks needed to guide clients through it.
AB: What made you decide to start your own firm?
HA: While Specialist Mortgage already existed, I’ve had the privilege of running it as a director and licensee under the ASIC Australian Credit Licence since 2003. The opportunity to lead Specialist Mortgage gave me the freedom to focus entirely on the expat and foreign investor market, without having to compete in the general home loan space. We’re now recognized as one of the few truly specialist brokerages in this field.
AB: What is the secret to your success? Why do you think you've been successful as a broker? And what can competitors learn from you?
HA: I think success comes down to specialization, trust and follow-through. We don’t try to be everything to everyone. We’re laser-focused on expats and non-residents. And our clients know they’re dealing with someone who understands every nuance of their situation.
Trust is critical, especially when you’re dealing with people across time zones who may never meet you in person. I make myself available, explain everything clearly and keep communication open at every stage. My team also operates with the same mindset: we’re fast, accurate and completely focused on delivering the best results to our clients.
AB: What are some of your strategies or best practices when working with clients and lenders? What are you doing that others are not?
HA: With clients, it’s all about clarity, speed and education. Many of our expat and non-resident clients feel overwhelmed. Our strength and differentiation is being part of the SMATS Group of companies. Clients have immediate access to tax, property and financial planning specialists. Our clients can feel secure in receiving comprehensive tailored advice so they can make decisions with confidence.
AB: How is Perth’s property market different from other parts of Australia?
HA: Perth is a unique beast. It’s more cyclical and strongly tied to WA’s resource economy. Over the past few years, we’ve seen strong population growth, tight rental markets and relatively affordable prices compared to Sydney, Brisbane and Melbourne.
The challenge is stock; there’s simply not enough housing supply. This means competition is fierce and clients need pre-approvals and clarity around their finances early. Another difference is that a lot of expats are buying in Perth right now, often because they’re planning to return or want to get into the market while it’s still affordable.
AB: What are your thoughts on Australia’s loan and property markets as we enter the back half of 2025? Are you seeing more or less activity than a year ago?
HA: We’re seeing more activity, particularly from expats. The recent rate cuts have improved borrowing capacity and sentiment, and there’s been a clear uptick in pre-approval requests.
Brisbane and Perth are still highly in demand for investors. The Sydney market is strong for owner occupiers. Whilst buyers are still approaching Melbourne with caution.
AB: With all the noise around interest rates, the Labor Party's re-election and tariff tensions, how do you navigate such a volatile market? What advice do you have for clients?
HA: My advice to clients is: don’t try to time the market perfectly. Focus on securing good finance, property with strong investment potential and a long-term view. Rate cuts may ease pressure now, but conditions can shift quickly, which is what we all experienced during COVID-19. It’s about planning with flexibility. And if you are ready to buy, the right time is now, as property becomes more expensive over time.
AB: What other trends are you seeing in the market at the moment?
HA: We're seeing growing demand for properties that are suited for lifestyle factors. Gone are the days of investors buying poor-quality stock. People are more educated now, and understand that property investment is for the long term. A property's value depends on how attractive it is for owner-occupiers and tenants.
We are also seeing more non-resident buyers seeking new builds to avoid FIRB [Foreign Investment Review Board] complications. Another big trend is intergenerational wealth transfer. We’re seeing parents co-signing loans, or gifting deposits to help adult children enter the market. And of course, digitization has become standard: clients expect fast, seamless service regardless of where they are in the world.
