Australian Broker returns with its Spotlight Series, shining a light on standout professionals across the mortgage and finance industries.
In this second installment, we catch up again with Paul Katranis, founder and director of Adelaide-based SA Wealth. Katranis shares his insights on South Australia’s expanding market and how he’s capitalizing on the opportunities it presents.
"Post COVID-19, we saw a big shift [in the South Australian market]," Katranis told Australian Broker. "Expats moved home, businesses decentralized from eastern states and Adelaide became a key defence, tech and space hub. This created higher household incomes and increased borrowing power."
Australian Broker spoke with Katranis about navigating the Adelaide market, managing uncertainty and his outlook for the year ahead.
The following interview has been edited for grammar and clarity.
PK: A large family and community network helped in the early years. The real differentiator now is being a multidisciplinary financial services business spanning financial advice, lending, tax, accounting and property. We also leverage AI, technology and a strong internal structure of support staff and revenue producers. Competitors can learn that if you cannot provide end-to-end solutions you risk losing clients to those who can. Full service ring fences the client and ensures consistent outcomes.
PK: South Australia was once seen as a slower market. But post COVID-19, we saw a big shift. Expats moved home, businesses decentralized from eastern states and Adelaide became a key defence, tech and space hub. This created higher household incomes and increased borrowing power.
Our deal sizes are still smaller than some eastern state high-net-worth markets. But the uplift has been significant. The main challenges are infrastructure, density and keeping up with population and industry growth.
PK: "[2025] has been a huge year. Low supply, strong demand and big construction activity across South Australia. Grants and concessions for first-time homebuyers have been very active. Upgraders and downgraders have been active. Interstate buyers have been active. December slowed slightly due to more choice and buyers holding over for 2026. Lenders remain aggressive despite some policy tightening around trusts and companies.
PK: Another strong year: population growth, continued inflows from eastern states, densification in metro areas, major infrastructure spend and significant land release in outer suburbs all point to sustained activity.
PK: There will always be external factors. We work with referred clients only and focus on clear strategy. You can wait on the sidelines for perfect timing and miss opportunities. Or you can take a long-term view and allow time in the market to do the work. The key is having proper guard rails around cash flow and affordability.
If you can act now and it fits your strategy and financial position, then act before policy or lending conditions change. Brokers should frame conversations around borrowing capacity today, versus potential capacity tomorrow. Good structuring, cash flow buffers and smart sequencing of assets are essential.
AB: What other trends are you seeing in the market?
PK: There's a significant rise in the use of buyers agents for off-market residential and commercial deals. There's also growing interest in alternative assets, such as crypto. Also, more mums and dads are wanting to renovate, extend or undertake small-development projects, like one or two subdivisions. And, more value-add strategies, rather than simple buy and hold.
