While advocates are known for helping buyers navigate auctions and access off-market properties, their deeper value lies in strategy: identifying properties with long-term growth potential and shielding clients from emotionally driven or poor investment decisions.
Lou Lihari of LP Advisory looks for this - homes that will be great to live in and see capital growth for when circumstances change in the years ahead.
Capital growth isn’t guaranteed, especially when buying based on emotion or cosmetic appeal.
Lou says many buyers need help understanding what constitutes a growth-grade asset.
"A lot of the time we get people coming in and they say, 'We're just looking for our first home, and we want to buy a townhouse.' And I say, that's not what you want to do if you want long-term growth."
Strategic Selection: Looking Beyond the Surface
Lou emphasises the importance of land content, location, and surrounding amenity over flashy finishes.
"I always try to educate my clients: if you want to see the best return on investment, you should be looking at houses with land, because the land is what appreciates over time."
This strategic lens on property selection is one of the key benefits a buyer’s advocate brings to the table. It shifts the focus from emotional features to investment fundamentals.
Experience as a Filter Against Costly Mistakes
Even confident buyers can fall victim to market trends or persuasion tactics from selling agents. That’s where a seasoned advocate becomes a filter — someone who’s seen it all before.
"I'm a massive advocate for buying well, because if you don't, you're going to be stuck there. You're going to have no growth, and it can be really painful when you want to sell in the future."
Lou’s background as a former auctioneer also gives him insight into how pricing can be skewed under pressure.
"I've seen people bid emotionally and pay $50,000 or $100,000 more than they should have. They think it's going to grow in value, but they bought the wrong type of property."
A buyer's advocate brings a rational, data-informed approach to decisions that are often clouded by fear of missing out or emotional attachment.
Tailoring Advice to the Individual
Another core strength of a buyer’s advocate is their ability to tailor a strategy to suit the buyer's goals.
Regardless of the buyer, the process remains structured.
"We always sit down and map out the buyer brief in detail. What's your budget? What's your timeline? What are your non-negotiables? Then we make sure that matches the market reality."
Lou adds that this early planning process often reveals unrealistic expectations, which he helps clients refine.
"Sometimes people will say they want a four-bedroom house in a premium suburb on a budget that just doesn't line up. That's where we educate and redirect them to opportunities that still offer long-term upside."
Understanding Macro Trends and Micro Risks
Suburbs with strong infrastructure investment, good schools, and limited land supply continue to outperform.
Lou says it’s essential to read both macro and micro market dynamics.
"You might have two properties in the same postcode, but one backs onto a train line or has a weird layout. It won't perform the same way as a house with a good orientation in a quieter street."
He uses planning overlays, zoning intelligence, and comparative sales to evaluate not just the current price but the asset's future performance potential.
Advocates as Long-Term Partners
Some clients may come to an advocate for a single transaction, but many find they become long-term advisors for future purchases or portfolio planning.
"Once clients see how much value we add — not just on price, but in helping them buy the right property — they usually come back. I have clients I’ve worked with multiple times over the years."
"You’re not just buying for now. You're buying for five, ten, fifteen years from now. That’s how we think."
Final Thoughts: It’s About More Than the Purchase Price
Price is only part of the picture.
It’s the quality of the investment that drives long-term returns.
While many buyers fixate on negotiating a lower purchase price, Lou says the true value lies in buying the right asset in the first place.
"It doesn't matter if you get $10,000 off if the property's not going to grow in value. You’re better off paying a fair price for the right property than getting a discount on the wrong one."
