Melbourne's property markets remain a tale of two cities. Softer prices have shifted the balance in favour of buyers, offering new opportunities for homebuyers and investors, while creating challenges for existing owners looking to sell.
With so many competing market signals, navigating the landscape isn't easy. That's where brokers like Niti Bhargava make a difference.
After several years in banking and building an award-winning career as a mortgage broker, Bhargava co-founded Melbourne-based GB Financiials with her husband Varun in July 2024. The full-service brokerage supports clients across Australia with home loans, financial literacy, business and asset finance and long-term wealth creation. While the firm has a national footprint, Bhargava's deep understanding of Melbourne and the Victorian market sets her apart.
"Opportunities often emerge when sentiment is weak. Melbourne has experienced softer conditions and reduced investor activity, which has created greater negotiating power for buyers," Bhargava told Australian Broker.
For Australian Broker's latest Spotlight Series — where we highlight standout professionals across Australia's mortgage and finance sectors — we caught up with Bhargava to discuss Melbourne's evolving property market, the challenges facing buyers and sellers, and the broader trends shaping the industry.
The following interview has been edited for grammar and clarity.
NB: Victoria is unique because of its strong population growth, diverse economy and significant infrastructure investment. Melbourne remains one of Australia's most liveable and multicultural cities. However, Victoria has also faced unique challenges. There have been additional property-related taxes and policy changes that have impacted investor sentiment. This has created a more cautious environment compared to some other states. For brokers, this means helping clients navigate changing regulations while ensuring they continue to make sound long-term decisions. Despite these challenges, Victoria's underlying fundamentals remain strong, supported by employment growth, population growth and ongoing demand for housing.
NB: The best time to invest depends on the individual investor's goals, financial position and time horizon. Historically, opportunities often emerge when sentiment is weak. Melbourne has experienced softer conditions and reduced investor activity, which has created greater negotiating power for buyers. Many vendors are adjusting price expectations, and buyers have more choice than they did during the peak years. For long-term investors, periods of uncertainty can create opportunities to acquire quality assets at better prices. The key is focusing on fundamentals such as location, demand drivers, infrastructure and cash flow rather than trying to perfectly time the market.
NB: We're seeing a gradual improvement in confidence compared with twelve months ago. Buyers have become more comfortable operating in a higher-rate environment and lenders are becoming increasingly competitive. Activity remains selective rather than aggressive. First-time homebuyers remain active due to government support measures, while investors are carefully assessing opportunities based on yields and long-term growth prospects. From a lending perspective, refinancing activity remains strong as borrowers continue looking for better value and more suitable loan structures.
NB: Several trends stand out. First, financial literacy is becoming increasingly important. Clients want guidance, not just products. Second, more business owners are seeking strategic funding solutions to support growth, acquisitions and equipment purchases. Third, technology is improving both client experiences and broker efficiencies, allowing advisers to spend more time on strategy and relationships. Victorian businesses are increasingly investing in digital tools and automation to improve productivity. Finally, we're seeing growing demand for holistic financial advice. Clients no longer view their home loan in isolation. They want a complete financial strategy that includes debt reduction, investments, business growth and long-term wealth creation. That's where I believe the future of broking lies. The brokers who educate, guide and build long-term relationships will continue to thrive regardless of market conditions.
