For this 20-year veteran, longevity in broking comes down to one thing: doing right by people, every single time
Broker in Focus is a dedicated series that highlights the unique journeys of mortgage brokers, providing them with a platform to share their experiences, insights, and expertise. Through compelling personal stories and professional reflections, each featured broker recounts the key moments that have shaped their careers, delves into the challenges and opportunities facing the industry today, and shares the valuable wisdom they have gained along the way.
MPA caught up with Karen Le Comte (pictured top), franchise owner of Mortgage Choice Cleveland, who this year marks two decades as a mortgage broker — a milestone backed by $1.32 billion in settled loans and 4,447 transactions.
Le Comte made the move into broking in 2006 after nearly 20 years with Westpac, drawn by the chance to build something of her own and, as she puts it, do things "my way." A three-time award winner and self-described advocate for long-term client relationships, she shared her reflections on 20 years of resilience, change, and what it really takes to last in this industry.
- Full name: Karen Le Comte
- Job title: Owner / Manager
- Company: Mortgage Choice Cleveland
- Number of years in the industry: 20
- Location: Cleveland, Queensland
How and when did you become a mortgage broker?
I moved into broking in 2006 after nearly 20 years with Westpac. During that time, I set up Home Loan Partnerships in Queensland, right when mortgage broking was starting to take off.
After six years, I was ready for a change — and I wanted to build something of my own, an asset for my family's future.
Pretty quickly, I knew I'd made the right move. Broking gave me the chance to do things "my way," genuinely tailor solutions, give clients real choice, and build long-term relationships. It's never just about the loan — it's about the bigger picture for the client.
This year marks 20 years since I made the move into broking, and we're celebrating that milestone across social media. Over those two decades, we've settled $1.32 billion worth of loans across 4,447 transactions — figures we're incredibly proud of, and a testament to the trust clients have placed in us.
In your opinion, what has been the most positive development in broking?
It's the move toward true client advocacy. The industry is more accountable, transparent, and focused on long-term outcomes than ever before.
I'm particularly proud of the generational impact — I now help the children of my original clients. That's the real value of broking: relationships that last decades, not transactions.
Technology helps, but it's people who make the difference.
What challenges do you see currently facing the industry, and what solutions would you propose?
The biggest challenge is pace — policy, rates, regulations, and technology are all changing faster than ever, creating noise and confusion for clients.
The brokers who thrive are those who simplify complexity and stay adaptable. My approach is straightforward: stay close to clients, communicate clearly, and always offer to meet or have a proper conversation. Don't hide behind emails. Sitting down with a client and walking them through options builds confidence and trust in a way no email ever can.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
Winning the MFAA Mortgage Broker of the Year in 2010, the Smartline Hall of Fame in 2018, and the MFAA Community Champion award in 2022 have been career highlights.
Some of the toughest — and most defining — moments, however, came during major periods of change: the GFC, the Royal Commission, the merger from Smartline to Mortgage Choice, and COVID. Each tested my skills, resilience, and leadership in unique ways.
During that time, I was also at the forefront of government initiatives like the HomeBuilder grant, working closely with clients, builders, lenders, local members of parliament, property developers, and government departments to make loans work in practice. I personally liaised with the Treasury to identify and resolve issues, ensuring loan structures aligned with contracts, grants, and lender requirements. It wasn't just about writing loans — it was problem-solving under pressure.
That period reinforced a truth I've always believed: resilience isn't built when things are easy. Strong relationships matter, and foundations of integrity, experience, and knowledge carry you through uncertainty.
Watching my team grow over the years — in skill, confidence, and resilience — has been incredibly rewarding. Facing challenges together has strengthened both my team and my business.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
More than 20 years in finance has taught me that the best brokers don't just find loans — they guide people through some of life's biggest financial decisions. Do the right thing by people, and they'll recommend you — and they'll come back
If you're in this industry for quick wins, you're in the wrong place. Broking is a long game.
Focus on building trust. Do the right thing for clients, even when it's harder, and it will come back in ways no marketing strategy can replicate.
Embrace change. Technology evolves fast, and brokers who adapt, stay relevant, and keep learning are the ones who succeed.
For me, the reason I've maintained success for over 20 years comes down to strong foundations — integrity, consistency, and genuinely caring about the people I work with. That's what builds a sustainable business.
Broker in Focus is a weekly MPA feature spotlighting mortgage brokers from diverse firms and locations across Australia. Among those recently featured are Ditte Moller of Viking Mortgages, Chandelle Lord of Mortgage Lane, Jason Cuerel of Mortgage Innovations, Talissa Bailey of Bai Mortgage, Dan Pertot of Pertot & Co. Mortgage Brokers, Leo Cagliolo of Professional Mortgage Manager, Raj Ladher of Mortgage Wealth, Chris van Rijswijk of Northern Beaches Wealth Home Loans, Ajay Krishnan of Home Loans Fast, and Fae Kett of Tembo Money.
Are you a mortgage broker interested in being featured? Email the author with your details.
