In a shifting global economic landscape, brokers are contending with more variables than ever.
For the latest installment of our Spotlight Series – where we highlight standout professionals in Australia’s mortgage and finance industry – Australian Broker reconnected with Adelaide-based broker Sergio Stefano, partner and South Australia director at Flint Group, for a deeper dive into the market forces at play and his perspective on what’s driving activity right now.
Stefano, who founded Brokerage & Co, an Adelaide brokerage, in April 2024, merged his business with Flint Group the following May. From there he stepped into the role of South Australia director, helping lead Flint's first expansion outside of New South Wales.
So far, 2025, Stefano said, has "a lot more energy and a lot more confidence. It’s not a boom, but it’s definitely a market with intent."
Australian Broker sat down with Stefano about how brokers can navigate the new normal and create resilience along the way.
The following interview has been edited for grammar and clarity.
SS: There’s definitely more momentum now than this time last year. And you can feel the shift on the ground. Interest rate cuts have restored a bit of confidence, and that’s flowing through into buyer behavior. We’re seeing strong price growth across a lot of capital cities, and investor activity is picking up, as rental yields remain attractive.
Personally, I’ve just come through the busiest six-month stretch of my career. My client base is now mostly made up of investors and buyers ready to make moves. And they’re moving quickly, because they understand the opportunity in front of them. Refinancing is still steady, but purchase activity is what’s really surged. People aren’t sitting on the sidelines anymore. They’re being decisive, thinking strategically and planning for the long term. Compared to 2024, there’s a lot more energy and a lot more confidence. It’s not a boom, but it’s definitely a market with intent.
SS: In markets like this, clarity becomes more important than ever. Yes, there’s volatility – rates are moving, global conditions are shifting and policy settings are constantly evolving. But none of that changes the need for smart lending structures that are fit for purpose.
My job isn’t to predict what the market will do. It’s to make sure clients are in a strong position regardless. That might mean reviewing current facilities, restructuring to improve cash flow or refinancing to access better terms. For homeowners, now’s the time to get proactive: review your loan, don’t just let it roll over. A small change in structure can create breathing room or shorten your loan term.
For investors, conditions are improving. Lenders are more open to the right deals, and I’m seeing strong enquiry from people wanting to grow portfolios or re-enter the market. The key is to focus on the fundamentals: your borrowing capacity, your repayment strategy and how the loan supports your overall goals. In short, block out the noise, lean into strategy and make decisions you’ll still be happy with in five years’ time.
SS: The key is simple: treat people with respect and take the time to really understand their position. With clients, it’s about clear communication and keeping things practical. This process can be stressful for people. So I work to simplify it, stay proactive and make sure they always know what’s happening and why.
With lenders, I focus on building strong, professional relationships. I make sure applications are clean, well-prepared and transparent. That builds trust and gives me more room to move when something complex or urgent comes up. Whether it’s a client or a lender, the mindset is the same: be reliable, be considered and always deliver.
SS: A few clear trends are standing out. First, rentvesting is on the rise. More buyers are choosing to invest in high-growth, affordable areas while renting in lifestyle locations closer to work or family. It gives them a foothold in the market without compromising how they live day to day.
We’re also seeing a lift in guarantor loans, especially among first-home buyers who are struggling with deposits. Where eligible, parental support is helping them get into the market without copping LMI or having to settle for a compromise property.
And finally, investors are well and truly back. With rates easing and rental demand strong, many are seeing this as the right time to act. Loan structure and cash flow are big focus areas, making sure the finance supports the investment from day one. Across the board, clients are becoming more strategic. Pre-approvals are lasting longer, and people are doing more research before they commit. That’s a great sign. It shows the market is active, but considered.
