The Lifetime Client Strategy Every Broker Needs

Dustin Irwin is Senior Director of Corporate Sales at Cotality, leading the banking and finance sales team across Australia and New Zealand. In this episode, Dustin breaks down how property data became one of the most powerful tools in modern broking, from the early RP Data days to Cotality’s PropertyHub, now used by thousands of brokers and associates to order valuations, generate property reports and create better client conversations. He explains why the best brokers are no longer just writing loans, but using data to reduce uncertainty, build trust, shorten the buying cycle and turn one transaction into a lifelong client relationship.

He also shares what high-performing brokerages are doing differently, why broker market share has pushed past 80%, how AI could change local market updates and client communication, and why trust still comes down to credibility, reliability, intimacy and low perceived self-interest.

If you’re a broker trying to separate yourself from the market, become more fluent in property data and build stronger client relationships — this one’s for you.

2:34 — The Aussie Home Loans Moment — When Property Data Went Mainstream

7:13 — 30 Years In Property Data — From CD-ROMs To Cotality

12:40 — CoreLogic To Cotality — The Rebrand, Vision & Property Data Truth Set

19:39 — PropertyHub Explained — Valuations, Reports & Broker Workflows

22:10 — What’s Coming Next — Energy Efficiency, Climate Risk & Property Resilience

25:30 — What Top Brokers Do Differently — Lifetime Clients, Not Transactions

28:42 — Advice For New Brokers — Learn The Property Market, Not Just Lending

31:48 — AI & Local Market Updates — Scaling Better Client Communication

34:13 — Building High-Performance Teams — Hire Smarter People Than You