How Buyers Agents Can Work With Accountants and Financial Advisers.

The exact service provided will vary between professionals. Do not assume that every accountant or financial adviser offers the same advice.

Broadly, the roles may be separated as follows.

Depending on their qualifications, registration and engagement, an accountant may assist with matters such as:

• Taxation questions

• Ownership structures

• Record keeping

• Business and trust matters

• Cash flow information

• Tax implications of property decisions

• Capital gains considerations

• Ongoing reporting

• Referral to other specialist advisers

The buyers agent should not interpret the accountant’s advice or tell the client which ownership structure to use.

Depending on their authority, qualifications and engagement, a financial adviser may assist with:

• Broader financial goals

• Personal financial strategy

• Risk considerations

• Investment planning

• Retirement planning

• Superannuation

• Insurance needs

• Cash flow and asset allocation

• The role property may play within a wider plan

Not every financial adviser provides advice about direct residential property. Ask each adviser to explain their service and professional scope.

The finance professional may assist with:

• Borrowing capacity

• Loan options

• Approval requirements

• Lending conditions

• Valuation requirements

• Finance timeframes

• Loan documentation

The legal professional may assist with:

• Contract review

• Title and legal enquiries

• Ownership documentation

• Contract conditions

• Settlement

• Other legal matters

The buyers agent may assist with:

• Translating an agreed purchasing goal into a property brief

• Location research

• Property search

• Selling agent communication

• Property screening

• Inspections

• Comparable sales research

• Property assessment

• Due diligence coordination

• Offer strategy

• Negotiation

• Auction representation

• Communication throughout the acquisition

These roles may connect, but they should not be confused.

A buyers agent should not use a discovery call to decide whether a client ought to invest in property.

Before beginning an investment search, the client may need to clarify:

• Whether property is appropriate for their circumstances

• How much capital they are comfortable committing

• Their borrowing position

• The proposed ownership structure

• Taxation considerations

• Cash flow tolerance

• Investment timeframe

• Risk preferences

• The role of the purchase within a broader plan

• Whether other professional advice is required

The buyers agent can ask whether these matters have been considered. They should not answer every question themselves.

A useful response may be:

Before we develop the property brief, I recommend that you confirm the ownership and taxation questions with your accountant and the broader investment strategy with an appropriately qualified adviser. Once those matters are clear, we can focus on the property-specific research and acquisition process.

This is not a delay in service. It is a responsible preparation step.

Accountants and advisers need a clear description of a suitable referral.

Explain:

• Buyer types

• Service areas

• Property types

• Purchasing ranges where relevant

• Owner-occupier or investor focus

• Services provided

• Professional boundaries

• Required level of preparation

• Situations outside your scope

For example:

We assist property investors who have already received appropriate financial and taxation guidance and are ready to turn an agreed purchasing range into a practical acquisition brief. Our work covers location research, established-property search, inspection, assessment and negotiation. We do not provide financial planning, taxation, lending or legal advice.

This gives the professional a clear reason to make an introduction without overstating your role.

An accountant or financial adviser may have a suitable client when the client:

• Has decided to investigate a property purchase

• Has received relevant strategic advice

• Needs help turning a purchasing range into a property brief

• Is uncertain where to buy

• Has limited time to research property

• Wants to purchase interstate

• Has been searching without progress

• Finds it difficult to assess value

• Requires independent property search and negotiation

• Wants a structured acquisition process

• Is purchasing through an entity or structure already discussed with advisers

• Needs a property professional to coordinate the acquisition stage

• Has identified a property but requires assessment or negotiation assistance

The referral may be premature when:

• The client has not decided whether property is appropriate

• Finance has not been explored

• The ownership structure is unresolved

• The client expects guaranteed performance

• The proposed purchase conflicts with advice already received

• The service required falls outside your expertise

• The client wants personal financial or taxation advice from the buyers agent

Clear referral triggers protect the professional and improve the quality of enquiries.

Do not select an accountant or adviser simply because they have offered to exchange leads.

Consider:

• Relevant qualifications and professional standing

• Registration or licensing where required

• Scope of service

• Client profile

• Reputation

• Communication standards

• Response time

• Privacy practices

• Transparency about fees

• Management of conflicts

• Approach to client education

• Willingness to remain within professional boundaries

• Relationships with property sellers or product providers

• How complaints are managed

• Whether their values align with your own

Be particularly careful where a professional, associated business or referral partner receives benefits connected to particular property, project stock, lending products or service providers.

The client should understand any relationship that could reasonably influence a recommendation.

Review the accountants and advisers who already appear in your client work.

They may include:

• Advisers used by past clients

• Accountants involved in previous acquisitions

• Professionals who have referred enquiries

• People to whom you have referred clients

• Local business relationships

• Professionals introduced by mortgage brokers or legal advisers

• Industry contacts

• Past clients working in related professions

Consider how these professionals communicated, whether their advice arrived when needed and how clearly they respected each person’s role.

An established history of good work is a stronger foundation than a large online profile.

The first conversation should be about understanding the adviser’s work rather than asking for referrals.

A suitable introduction could say:

Hi David,

We assist buyers who have already clarified their broader financial and taxation position but need professional help with the property acquisition itself. Our role covers the purchasing brief, location research, property search, assessment and negotiation.

I would be interested in learning more about the clients you assist and explaining how we work alongside their existing advisers. If our approaches align, we could discuss how an appropriate client introduction might be handled.

This makes it clear that the buyers agent respects the work completed before the property search begins.

Discuss:

Client profile

• What types of clients does the professional assist?

• Are they mainly owner-occupiers, investors or business clients?

• When does property usually become part of the discussion?

• What problems occur after the strategy stage?

Professional roles

• Which questions will remain with the accountant or adviser?

• What work will the buyers agent undertake?

• Which matters require a mortgage broker, lender or legal professional?

• How will the client understand these separate roles?

Referral process

• What makes an introduction suitable?

• How should client permission be obtained?

• What information should be shared?

• Who will contact the client?

• What happens if the client is not ready?

Communication

• Which milestones matter to the adviser?

• What information may be shared with the client’s permission?

• How will urgent questions be handled?

• Who coordinates the professional team?

Commercial arrangements

• Is any referral fee or other benefit involved?

• What disclosures may be required?

• Could any associated relationship create a conflict?

• How will the client retain appropriate choice?

Do not agree to a formal relationship until both parties understand how it will work in practice.

An accountant or financial adviser is unlikely to be persuaded by broad marketing claims.

Explain your process.

For example:

Once the client has clarified the financial strategy, structure and purchasing range with the appropriate professionals, we develop the property brief. We then research relevant locations, search for suitable opportunities, inspect and assess properties, coordinate appropriate specialist due diligence and represent the client during negotiation or auction.

Also explain how you protect the client:

• You assess properties against an agreed brief

• You research relevant market evidence

• You identify concerns requiring specialist advice

• You document buyer instructions

• You do not guarantee financial outcomes

• You do not present property access as proof of value

• You disclose relevant commercial relationships

• You return taxation and financial strategy questions to the appropriate adviser

Specificity builds more confidence than claims about buying below market.

The professional should obtain the client’s permission before sharing contact details.

A simple introduction might say:

Hi Rebecca,

As discussed, I would like to introduce you to Olivia from Westside Buyer Advocacy. Olivia assists clients with the property-specific stages of research, search, assessment and negotiation.

Olivia, Rebecca has been considering an investment purchase and has now completed the initial strategy discussions with us. I will leave you both to arrange an introductory conversation and determine whether the service is suitable.

The buyers agent should then:

1. Acknowledge the introduction.

2. Thank the professional.

3. Contact the client within the agreed timeframe.

4. Explain the purpose of the discovery call.

5. Clarify professional roles.

6. Determine whether the buyer is ready.

7. Record the referral source.

8. Provide an appropriate update with the client’s permission.

The introduction should not include private financial or taxation information unless the client has agreed and the information is required.

During the discovery process, ask the buyer:

• Which professionals are currently advising you?

• Have you discussed whether property is appropriate?

• Has the ownership structure been considered?

• Has your finance position been assessed?

• Are there unresolved taxation questions?

• Has a purchasing range been established?

• Are there restrictions or requirements the property brief must reflect?

• Does an adviser need to review any part of the proposed purchase?

Do not ask the buyer to explain complex advice from memory and then rely on that explanation.

Where a matter affects the purchasing brief, ask the client to confirm the relevant requirement with the appropriate professional.

When the client asks a taxation or financial strategy question, resist the temptation to provide an informal opinion.

A suitable response may be:

That decision depends on your personal financial and taxation circumstances, so it should be confirmed with your accountant and financial adviser. I can provide the property information they need and then adjust our brief according to your instructions.

This demonstrates coordination without crossing professional boundaries.

The buyers agent may provide relevant facts, such as:

• Purchase price

• Property type

• Estimated maintenance requirements

• Available rental evidence

• Strata information

• Location

• Proposed use

• Contract timeline

• Identified property concerns

The accountant or adviser can then consider those facts within their own professional engagement.

Avoid statements such as:

• Your accountant has approved this property

• Your adviser says this suburb will grow

• This is a tax-effective investment

• This property suits your financial plan

• The structure will protect you

• Your adviser wants you to buy immediately

Unless the professional has provided a clear and appropriately authorised statement, do not describe their position.

A professional may support the client exploring a property purchase without endorsing a specific property.

Record important instructions and allow each adviser to explain their own advice.

With the client’s permission, useful updates may include:

• The discovery call has occurred

• The client has appointed the buyers agent

• The property brief has been confirmed

• The proposed search is outside the original purchasing range

• A property is being seriously considered

• Specialist information may be required

• An offer or auction is approaching

• A property has been secured

• The search has paused

• The client’s goals appear to have changed

An update might say:

Hi James, with Rebecca’s permission, I wanted to let you know that we have now developed the initial property brief. Before the search begins, she would like to confirm with you whether the proposed ownership structure remains appropriate. I have copied Rebecca so that you can advise her directly.

Do not send every inspection report or private client conversation to the adviser.

Agree on the information that is relevant and appropriate.

A property purchase may involve:

• Accountant

• Financial adviser

• Mortgage broker

• Solicitor or conveyancer

• Buyers agent

• Building and pest inspector

• Property manager

• Other specialists

The buyers agent may help coordinate property-related information, but should not take control of every professional relationship.

Clarify:

• Who provides each type of advice

• What information is required

• Who gives instructions

• Which decisions remain with the client

• What deadlines apply

• How questions will be documented

• Who needs to receive material updates

The client should understand that different professionals may reach conclusions using different responsibilities and information.

Create a concise resource explaining:

• Who your agency assists

• Service areas

• Property types

• Services provided

• Typical client situations

• Required preparation

• Property research process

• Due diligence coordination

• Professional boundaries

• Communication process

• Team members

• Relevant experience

• Fee overview where appropriate

• Referral introduction template

• Commercial disclosures

• Direct contact details

Include a clear section titled:

When to introduce a client

Use several practical referral triggers.

Also include:

When the client may need other advice first

This demonstrates that you are interested in suitable, well-prepared clients rather than every possible lead.

Joint educational content can help clients understand how the professional roles connect.

Suitable topics may include:

• Preparing for an investment property purchase

• The professional team a property buyer may need

• Questions to resolve before beginning a search

• Ownership structure questions to discuss before purchase

• Property information an accountant may require

• Turning an investment plan into a property brief

• Buying interstate

• Due diligence responsibilities

• Common causes of purchasing delays

• What happens after a property is identified

• Questions to ask before appointing a property professional

Each person should prepare or approve the content relating to their own expertise.

The material should state when personal advice is required. It should not use general education to recommend a strategy to every reader.

A joint case study can explain how several professionals supported a client.

A useful structure is:

1. The client’s general objective

2. The strategic questions addressed by advisers

3. The finance preparation

4. The property brief

5. The search and assessment process

6. The specialist due diligence

7. The final client decision

8. The professional roles involved

Obtain permission before sharing identifiable client information.

Do not imply that the accountant or adviser guaranteed the property’s performance. Avoid publishing private structures, taxation information, borrowing details or financial circumstances.

An accountant, adviser and buyers agent may jointly present a small educational event.

A clear structure could include:

• Questions to resolve before considering property

• Finance and cash flow preparation

• Developing a practical purchasing brief

• Researching locations and properties

• Due diligence

• Negotiation and acquisition

• The role of each professional

• Audience questions

Avoid turning the event into a sales presentation or promoting individual properties.

Participants should receive useful information even if they never appoint any of the presenters.

Useful reasons to contact an accountant or adviser include:

• Sharing a relevant educational resource

• Discussing common client questions

• Providing feedback on the referral process

• Inviting specialist input into content

• Planning a client education session

• Introducing an appropriate client

• Updating service or team information

• Reviewing professional boundaries

• Thanking them for an introduction

• Asking how shared-client communication could improve

Do not contact the professional every month simply to ask whether they have investors to refer.

A smaller number of meaningful conversations will usually create a stronger relationship.

Some professional relationships involve referral payments, sponsorship, shared marketing costs or another benefit.

Where any arrangement exists:

• Confirm that it is permitted

• Document it properly

• Make required disclosures

• Explain who pays the benefit

• Maintain suitable records

• Consider professional, licensing and insurance requirements

• Protect the client’s freedom to choose

• Do not allow the benefit to influence property recommendations

Obtain suitable advice where the requirements applying to each professional are unclear.

A commercial benefit should never be the reason a particular accountant, adviser or property is recommended.

Exercise particular care where an accountant, adviser or associated business:

• Receives payment from a developer

• Promotes particular project stock

• Has an ownership interest in property being recommended

• Receives finance-related benefits

• Operates an associated property sales business

• Expects the buyers agent to select from a limited panel

• Discourages independent due diligence

• Promises taxation or investment results

• Pressures clients to proceed quickly

• Will not explain commercial relationships

Do not allow the referral relationship to compromise the independent assessment of property.

If the buyers agent cannot manage a conflict appropriately, the work should not proceed.

Professionals may occasionally disagree about:

• The purchasing range

• Property type

• Investment purpose

• Timing

• Risk

• Ownership requirements

• Information still needed

Do not ask the client to choose between conflicting informal opinions.

Clarify:

• What question is being considered

• Which professional is responsible for advising on it

• What information that professional needs

• Whether the advice has been recorded

• How the client wishes to proceed

For example:

The current property brief assumes that a particular ownership structure will be used. Before we continue, Rebecca should confirm that structure with her accountant. Once we receive her instructions, we can update the brief accordingly.

Remain factual and avoid criticising another professional in front of the client.

Record:

• Professional name

• Business

• Professional category

• Client type

• Service scope

• Areas of expertise

• Last meaningful contact

• Next relationship action

• Referrals received

• Referrals provided

• Discovery calls completed

• Clients engaged

• Client outcomes

• Commercial arrangements

• Relevant disclosures

• Shared content

• Client feedback

• Professional concerns

• Relationship status

Track the individual person as well as the business.

Professional relationships often change when people move organisations or alter their service.

Useful measures include:

• Active professional relationships

• Suitable introductions

• Discovery calls

• Clients engaged

• Time from introduction to engagement

• Quality of client preparation

• Referrals provided to others

• Repeat introductions

• Client feedback

• Communication quality

• Shared educational activities

• Problems or complaints

• Last meaningful contact

One well-prepared client who is ready for property-specific assistance may be more valuable than several early enquiries requiring advice your business cannot provide.

Asking for referrals before understanding the professional

Learn how they work and who they assist first.

Presenting yourself as an investment strategist

Explain your property acquisition role accurately.

Providing taxation or financial advice informally

Return those questions to an appropriately qualified professional.

Assuming every accountant provides property advice

Ask about the person’s actual service and scope.

Failing to protect the original client relationship

Keep the adviser appropriately informed with client permission.

Sharing too much client information

Provide only what is relevant and authorised.

Attributing advice without confirmation

Allow each professional to state their own position.

Making property performance claims

Do not guarantee growth, cash flow, savings or taxation results.

Building the relationship around referral fees

Client suitability and professional trust must come first.

Ignoring conflicts connected to property stock

Investigate and disclose relationships that may influence recommendations.

Before establishing an ongoing professional relationship, confirm that:

• You understand the professional’s service.

• Qualifications, registration or licensing have been considered where relevant.

• The client profiles are compatible.

• Professional roles are clearly separated.

• Suitable referral triggers have been defined.

• Situations requiring prior advice are understood.

• Client permission will be obtained before an introduction.

• Private information will be protected.

• The buyers agent will not provide unauthorised financial or taxation advice.

• The professional will not be described as approving a property without confirmation.

• Relevant updates have been agreed.

• Commercial benefits are documented and disclosed where required.

• Property-related conflicts have been considered.

• The client retains appropriate choice.

• Joint content respects each person’s expertise.

• Referrals and outcomes are recorded.

• Concerns will be addressed directly.

• The relationship is reviewed regularly.

Productive relationships with accountants and financial advisers depend on professional restraint as much as cooperation.

When the broader strategy and taxation questions remain with the appropriate advisers, the buyers agent can concentrate on the property work they have been appointed to perform. The client then receives coordinated assistance without being left uncertain about who is responsible for each part of the decision.