Niche Brokerage: How to Scale to $80M by Owning One Community

From arriving in Australia with just $1,500 in his pocket to becoming the #1 mortgage broker for the Nepalese community — Raj Sapkota’s story is one of relentless grit, smart strategy, and playing to your strength. In this episode of Beyond the Numbers, Christian Stevens sits down with Raj to unpack the immigrant mindset that turned a cleaner's wage into a multi-million dollar property portfolio and a thriving broking business settling $80 million this year. Raj shares the raw truth behind his early broking years — bad mentors, no support, and having to figure it out alone — and how turning those struggles into content became his greatest business weapon. From a viral investor journey video that flooded his phone with 30+ calls a day, to posting property education every morning before 5am, Raj's strategy is as disciplined as it is authentic. His philosophy is simple: educate first, sell never — and the results speak for themselves. If you're a mortgage broker, property investor, or aspiring entrepreneur trying to build something from nothing, this one's for you. 1:01 — Raj's Story: $1,500 & A One-Way Ticket to Australia 8:08 — "Property Is Shelter in Nepal, Wealth in Australia" — the mindset shift that changed everything 13:35 — Niching Down: Why Raj Went All-In on the Nepalese Community 15:30 — The Viral Video That Generated 30+ Calls a Day 26:37 — Why Raj Chose Flint Over Building His Own Business 31:34 — The Mentorship Crisis — what went wrong before finding the right support 35:22 — On Track for Top 1% — what's next for Raj in 2025 Learn more about Flint: https://flintgroup.au/ Connect with Christian Stevens: LinkedIn: https://www.linkedin.com/in/propertyfinance/ Instagram: https://www.instagram.com/cmrstevens/ Connect with Raj Sapkota: LinkedIn: https://www.linkedin.com/in/rajkumarsapkota/ Instagram: https://www.instagram.com/raj_mortgage_broker/