Andrew Hadjidemetri knows finance inside and out.
"Moving into broking was a natural progression," he told Australian Broker.
So was opening his own brokerage, Australian Financial and Mortgage Solutions (AFMS) Group, which he founded in Sydney in 2020. Since then he's won multiple accolades, including securing finalist spots at both this year's Australian Mortgage Awards (AMAs) and Australian Finance Group's (AFG) State Broker Awards for New South Wales; settled more than $850 million in loans; and ranked among the top 100 brokers on MPA's annual list.
And he's not stopping there.
"My goal is to hit the top 10 within my first 10 years of broking. So I have four years to go," he said.
For Australian Broker's latest Spotlight Series — where we highlight standout professionals across Australia's finance and broking industries — we caught up with Hadjidemetri to hear more about his journey into broking, the lessons other brokers can take from his experience, and the types of loans generating the most interest right now.
The following interview has been edited for grammar and clarity.
AH: I've been broking for six years now and have settled more than $850 million in loans during that time. Before that, I spent eight years as a private banker at Australia's two largest banks, CBA and Westpac. Moving into broking was a natural progression; you take a leap of faith and back yourself to build something of your own.
AH: At the banks, I was limited to recommending one product, either Westpac's or CBA's, depending on who I worked for. Most conversations came down to fixed or variable? We knew there were better products available elsewhere, but we simply couldn't offer them to clients. Starting my own firm meant I could finally give clients access to the right product for them, not just the one I was tied to.
AH: Two things stand out. First, upsizing, this is the best market to trade up in. You might lose around 15% on your sale (say $180,000), but you're saving closer to $300,000 on the purchase. So the net position is strongly in your favour. Second, equity releases into interest-only facilities. Clients are excited about the buying conditions right now and want to be ready to move fast when the right property comes up.
AH: Service and expertise. I've personally funded over 2,500 home loans, bought and sold two properties myself, and currently hold five across my personal name and corporate structures. That combination — genuinely understanding what banks want and how to present a deal — makes the difference.
For competitors, I would say, live and breathe service, and become a genuine expert in your niche. If you want to be the go-to broker for investors or commercial warehouse buyers, you should be doing that yourself, owning and holding those assets so you can speak from real experience, not just theory.
AH: In a slower market, you have the time to really impress a client, so use it. I'll give clients six valuations on their home, six servicing scenarios and six pricing options, and workshop their second and third property with them.
With lenders, the key is simplicity: give them exactly what they want and don't overcomplicate the file. We stay close to our clients, show them real solutions, and back it up with real examples of what our clients are actually achieving right now, particularly around upsizing and the real numbers behind it.
