Australian Broker's Spotlight Series — where we shine a light on standout professionals across Australia's mortgage and finance industry — is back.
This time, we caught up with Kimberly Linder, owner, director and finance broker at Sydney-based Xcel Finance.
Linder is no stranger to the world of property and finance. Alongside running her own brokerage, she is also a seasoned property investor, with a portfolio spanning multiple locations across Australia.
But Linder's story is about more than property deals and building a successful brokerage. She has also carved out a career in finance and broking that have traditionally been dominated by men, while also being a mum to five children.
For Linder, being a woman in the industry is not about trying to fit a particular mold. Instead, she sees the qualities women can bring to the table as a genuine advantage, particularly when it comes to understanding clients, navigating complex situations and, perhaps most importantly, refusing to give up when the answer is not immediately obvious.
"I think women can often bring a really strong level of empathy and attention to detail, while also being very determined when it comes to finding a solution. That's probably my super power," Linder told Australian Broker.
From growing her own brokerage to building an impressive property portfolio, Linder has a strong track record of success. Linder sat down with Australian Broker to share her experiences, lessons and perspective on navigating the finance and broking world as a woman, and what it takes to build a career on your own terms.
The following interview has been edited for grammar and clarity.
KL: I am very happily married and a proud mum to five kids. My family is my very happy place. But work, which is sad to say, is also a very happy place for me. My story is very different to most people in the industry, as I have zero banking background. I became a broker as I was building a property portfolio. And then the banks told me no more lending. So I decided to learn more, so I could borrow my own money and not be held back from what I was trying to achieve. Making that decision 19 years ago, I would never have believed that I would have built the kind of business I have today and would be so absolutely fulfilled in my career.
KL: I think being a woman, a mum of five and someone who came into broking from outside the traditional banking world gives me a slightly different perspective. I’m naturally a people person, and I think one of my biggest strengths is really listening to what my clients are trying to achieve, rather than just looking at the numbers in front of me. I understand that behind every loan application there is a person with real dreams, and likely real fear. Being a Mum has also taught me to be extremely organised, patient and very good at juggling lots of things at once.
I think women can often bring a really strong level of empathy and attention to detail, while also being very determined when it comes to finding a solution. That's probably my superpower. I definitely bring a bit of a 'don’t tell me no until we’ve looked at every option' attitude.
KL: Absolutely not. There are not enough women in broking. Women currently make up only around 27% of mortgage brokers, and that figure has remained fairly flat for a number of years. I’d love to see more women realise that broking is such a fantastic career. You can build your own business, have flexibility around your family, build really meaningful relationships with clients, and genuinely help people achieve their goals. I also think women bring a deeper level of empathy to the table, which is a really valuable emotion in this industry, as people are likely making the largest financial transaction of their lives.
KL: I think the biggest secret to my success is that I’ve never just sat back and expected business to come to me. I’ve always been willing to go out and hunt for leads, build relationships and put myself out there. Even now, if I know there is more I can do for someone, I’ll do it, regardless of whether there is a transaction attached to it. When I was building my business and raising a family, there was a lot going on, and I quickly learnt that balance doesn’t really exist in the way people sometimes make it sound. Instead, I created my own version of balance and learnt to make everything work together.
But I honestly believe the biggest reason I’ve been successful is that I’ve always focused on how the customer feels, rather than just the transaction sitting in front of me. If a client feels listened to, understood and genuinely cared about, you earn their trust. And when you earn someone’s trust, the business naturally follows through repeat business, referrals and people recommending you to their friends and family. I think that’s one of the biggest lessons other brokers can take from my model: It’s about making people feel like they matter, listening to what they actually need and doing everything you can to help them. For me, the transaction is just one part of the relationship. The relationship is what creates long-term success.
