Spotlight: Cara Julian's playbook for property success in a shifting market

Cara Julian is no stranger to helping both men and women through the highs and lows of Australia’s ever-shifting property and mortgage landscape.

As the founder and director of Melbourne-based brokerage Brava Finance – and author of Why You Should Date Your Bank, Not Marry Them – she brings with her more than a decade of hands-on property investing experience to the table.  

In part two of Australian Broker’s Spotlight Series – where we highlight standout professionals in Australia's mortgage broking and finance industry – we sat down with Julian to dive deeper into her formula for success, her strategies for managing volatility, what she sees ahead in Melbourne’s fast-moving market and her thoughts on the year ahead. 

The following interview has been edited for grammar and clarity. 

AB: What is the secret to your success? Why do you think you've been successful as a broker?

CJ: I care deeply. And I'm not afraid to be different. I challenge the status quo, speak my mind and lead with empathy. I don’t just process loans. I walk beside my clients through every step, demystifying the jargon, improving financial literacy and making sure they feel in charge of their choices. And I’m unapologetically human. That connection builds trust. And trust builds a damn good business.

Success, to me, isn’t just about numbers on a board. It’s about knowing the work we’re doing is shifting mindsets, breaking old patterns and helping women step into their financial power. That’s what keeps me showing up, day after day.

AB: What can competitors learn from you?

CJ: Stop blending in. Start standing for something. People want more than rate comparisons. They want someone who sees them, hears them and has their back. So ditch the cookie-cutter script, lean into your values and show up as yourself. It’s your best advantage.

AB: What are some of your best strategies, tips and practices for working with clients and lenders? What are you doing that other brokers are not doing? 

CJ: With clients, it’s about clarity, communication and genuine care. We use a five-step process called the 'Brava Finance Way' that helps clients feel informed and in control from day one. With lenders, it’s about being proactive, firm and having high expectations. We’re not afraid to chase, push back or advocate hard when it counts. What sets us apart is that we don’t disappear after approval. We’re there at every twist, turn and champagne pop.

AB: How is the Melbourne/ Victoria property market different from other parts of Australia? What are some of the challenges you've faced in that area that are maybe not present in other parts of Australia? 

CJ: Melbourne’s market is a mixed bag. Some areas are booming, others are plateauing and affordability remains a real challenge, especially for single-income households. Throw in stamp duty and tight lending policies, and it’s no wonder buyers feel overwhelmed. But we’re seeing a rise in savvy clients who are willing to think creatively: shared purchases, regional relocations and long-game strategies are becoming more common.

AB: What are your thoughts on Australia's loan and property markets as we enter into the back half of 2025 and beyond? Are you seeing more activity or less activity than a year ago?

CJ: There’s more confidence in the market than this time last year. But it’s cautious confidence. People are asking better questions, weighing their options and being strategic. First-home buyers are back on the scene, and a lot of investors are revisiting their portfolios. The demand is there. But the approach is more considered.

AB: With everyone talking about interest rates, the re-election of the Labor Party and the continued threat of global uncertainty, how do you navigate these volatile times? And what advice do you have for clients or would-be homeowners during this time?

CJ: We focus on what we can control. While we can’t predict what the RBA will do next, we can build strong financial game plans, stress-test decisions and educate clients on the options available to them. My advice? Don’t sit on the sidelines too long out of fear. Knowledge is power. Ask questions. Get advice. And make decisions that serve your future self, not just your current fears.

AB: What other trends are you seeing in the market at the moment?

CJ: Financial literacy is starting to get the attention it deserves. And I am so here for it. We are slowly starting to see women actively seeking knowledge, tools, and support, not just transactions. They want to understand, not just sign. They want strategy, not sales talk. I’m also seeing a shift toward values-based banking: clients choosing lenders who align with their ethics or offer more flexibility and innovation. And bank loyalty? That’s on the decline. And thank goodness. We need more dating, less marrying, to start a bigger industry conversation around improving financial literacy, especially for women. My goal is to rally brokers, lenders and industry leaders to step up, rethink the way we educate, and play an active role in making finance more inclusive, accessible and empowering.