Sydney's loan and property markets continue to evolve amid higher interest rates and affordability pressures prompting some residents to seek more cost-effective alternatives.
Despite a slight dip of 0.2% in Sydney's property market in the three months ending 31 March, according to research firm Cotality, dwelling values remain up 4.8% year-over-year, with a median value of $1.25 million. The result is a market that, while shifting, continues to present opportunities for investors and developers — and brokers — who know how to navigate the complexities.
For Australian Broker’s latest Spotlight Series — where we profile standout professionals across Australia’s finance and mortgage sectors — we caught up again with Kiro Georgy. As chief executive officer of non-bank lender Greenlink Capital, Georgy shares his perspective on the dynamics shaping Sydney’s market, the challenges facing borrowers and brokers, and how he is helping clients navigate an increasingly volatile environment.
The following interview has been edited for grammar and clarity.
KG: Sydney presents a more competitive and capital-dense lending environment, and the market is generally more sensitive to execution risk. Transactions tend to involve greater complexity, asset pricing is typically tighter and timelines are often less forgiving. As a result, conservative structuring and clearly defined exit strategies become even more important than in some regional or less competitive markets.
KG: In Sydney, transactions are often structured around best case assumptions. When market conditions shift, or project timelines extend, those assumptions can be tested very quickly. Managing that risk requires discipline from the outset, with conservative structuring and realistic expectations built into every transaction.
KG: Volatility is not new. Poor preparation is. Our advice is to focus on three fundamentals: conservative assumptions, clearly defined exit pathways and flexibility built into the transaction structure. Clients who prioritise resilience over optimisation tend to navigate periods of uncertainty far more effectively.
KG: We are seeing strong demand for refinancing and consolidation, transitional lending and capital solutions that prioritise certainty over leverage. Borrowers are increasingly focused on simplifying capital structures and reducing execution risk rather than maximising short term outcomes. This reflects a broader shift toward stability and predictability in how transactions are structured and executed.
KG: Activity has become more selective. While enquiry levels have increased, capital is being deployed more deliberately. Borrowers and brokers are placing greater emphasis on certainty of execution and sound transaction structuring than they were a year ago. That shift reflects a more disciplined and ultimately healthier direction for the market.
