Episode 60: Niching for Impact: Building a Mortgage Business That Lasts with Sam Panetta

In this high-energy and insight-packed episode of Finance This Property That, host Dion Fernandez is joined by special guest Sam Panetta – mortgage industry veteran and founder of The Broker Coach. Together, they dive deep into the power of niching in the mortgage broking industry and how brokers can create lasting impact by becoming true specialists rather than generalists.

From Sam’s humble beginnings as a spray painter to building and exiting a diversified financial services business, and eventually founding a coaching empire for brokers, this episode is rich with real talk, proven strategies, and practical advice. Whether you're a broker trying to find your niche, a property investor looking to partner with the right professional, or just want a behind-the-scenes look at what makes top performers thrive – this one is not to be missed.

📌 Episode Breakdown

00:00 – 03:30 | Introduction & Setting the Scene

Dion introduces the podcast and guest Sam Panetta.

Outline of today's discussion: market changes, niche strategies, and specialist vs generalist brokers.

03:30 – 11:00 | Sam’s Journey: From Tradesman to Finance Leader

Sam shares his unique path from spray painting to broking to coaching.

Building Aureus Financial and transitioning into business coaching.

The importance of aligned partnerships and relationships in growth.

11:00 – 20:00 | Why Niching Down is Non-Negotiable

The difference between generalists and specialists.

How niching helps with marketing, efficiency, delivery, and client outcomes.

Dion and Sam discuss real-world examples of niching done right.

20:00 – 27:00 | Building a High-Performing Community

The value of peer support in the broking industry.

Creating a no-ego, high-energy community where brokers help each other grow.

Stories of brokers thriving by sticking to their niche.

27:00 – 34:00 | Delivering 5-Star Experiences at Scale

How systems and processes must align with your niche.

The risks of breaking systems for “one-off” deals.

Dion shares his approach to client relationships and trust-building.

34:00 – 39:30 | Clients, Coaching, and Content

Advice for clients: How to choose the right broker.

Why content creation should add value – not sell.

Using social media as an educational library, not a sales tool.

39:30 – 43:30 | Top Tips for Brokers & Investors

Top 3 tips for investors:

Choose a broker with proven experience in your strategy.

Buy the best asset you can afford.

Increase your income to grow your capacity.

Top 3 tips for brokers finding their niche:

Focus on work you’re passionate about.

Identify your competitive edge.

Choose a niche you can market to.

43:30 – 44:00 | Wrap-Up & Where to Find Sam

Where to connect with Sam Panetta: social media & The Broker Coach.

Final shoutout to the Broker Coach community and Dion’s audience.

🔗 Connect with the Guest

Sam Panetta

Instagram & LinkedIn: @sampanetta.brokercoach

Website: The Broker Coach

💬 Key Quote

"You can’t be the best at everything – but you can be the best at one thing. Niche down and dominate." – Sam Panetta

This episode is perfect for:

Mortgage brokers wanting to scale with clarity and purpose.

Property investors looking for strategic finance partnerships.

Business owners curious about community-driven growth and long-term value.

🎧 Listen now and start building your niche – and your legacy.
[Available on Apple Podcasts | Spotify | Google Podcasts | financespropertythat.com.au]