Former bank manager uses years of experience to launch client-focused mortgage brokerage
Broker in Focus is a dedicated series that highlights the unique journeys of mortgage brokers, providing them with a platform to share their experiences, insights, and expertise. Through compelling personal stories and professional reflections, each featured broker recounts the key moments that have shaped their careers, delves into the challenges and opportunities facing the industry today, and shares the valuable wisdom they have gained along the way.
MPA caught up with Andrew Hadjidemetri (pictured above), director of Australian Financial and Mortgage Solutions, whose transition from corporate banking to launching his own brokerage amid the pandemic marks a significant shift — not just in his career, but in the way he approaches client service.
Full name: Andrew Hadjidemetri
Job title: Director and mortgage broker
Company: Australian Financial and Mortgage Solutions
Number of years in the industry: 14 years (four as a broker)
Location: Martin Place, Sydney, NSW
How and when did you become a mortgage broker?
After spending a decade working for two of Australia’s largest banks — CBA and Westpac — I gained valuable insight into the finance and mortgage industry. In July 2020, I took the leap and founded Australian Financial and Mortgage Solutions (AFMS Group). My time in banking helped me understand that clients need more than just one product option; they need personalised, flexible solutions.
By becoming a broker, I could offer my clients access to a wide range of lenders and tailor the best possible outcomes for their individual circumstances. This move allowed me to focus on providing exceptional service and meeting the diverse financial needs of Australians.
In your opinion, what has been the most positive development in broking?
One of the most significant positive developments in the broking industry is open banking. This initiative allows all banks to access and share client information more transparently and seamlessly, which ultimately benefits the customer. It creates a smoother and more efficient process for clients, removing a lot of the manual documentation requirements and giving brokers quicker access to important data.
Open banking empowers clients to have better control over their financial information while allowing brokers to provide more informed advice and faster turnaround times. This shift is enhancing client experience and transforming the way we work in the industry.
What challenges do you see currently facing the industry, and what solutions would you propose?
One of the key challenges facing the mortgage industry today is the rising complexity in lending policies and compliance requirements. With changing regulations and more stringent loan assessment criteria, brokers need to stay constantly updated and navigate through increasingly complex processes. This can sometimes create confusion or delays for clients, especially first-time buyers or those in non-traditional financial situations.
A potential solution is investing more in technology and automation to streamline back-end processes and ensure that compliance and documentation are handled efficiently. By integrating more tech solutions into the workflow, brokers can spend less time on paperwork and more time building strong client relationships. Additionally, brokers should prioritise continuous education and collaboration within the industry to stay ahead of regulatory changes and ensure smooth client experiences.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
One of the most memorable and challenging experiences in my career involved assisting a high-profile client — a medical surgeon — who needed to refinance their home and secure financing for an investment property which all needed to occur simultaneously. Given the complexity of their financial portfolio, the process required intense focus, precise communication with lenders, and careful planning to ensure both personal and investment needs were met.
What made it particularly memorable was the trust that developed through the process. The surgeon was so satisfied with the service that they introduced me to a community of 1,600 fellow surgeons, which opened doors for more referrals.
The lesson I took away from this experience is that going the extra mile for your clients — providing expert advice while delivering exceptional service — can lead to opportunities beyond the transaction itself. Building long-term trust is key to business growth.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
My top advice for aspiring or new brokers is to back yourself. Confidence in your abilities is crucial when navigating the early stages of your career. It’s important to ensure that everyone in your network — friends, family, colleagues — knows what you do. Leverage your circle and spread the word because referrals are a major driver in this industry.
Also, one word to live by is prospect, prospect, prospect! Never stop reaching out and building new relationships. The mortgage broking industry is highly competitive, and consistently growing your network, staying visible, and delivering excellent service will help you succeed.
Finally, be patient — success doesn’t happen overnight, but with persistence and a focus on client satisfaction, it will come.
Broker in Focus is a weekly MPA feature spotlighting mortgage brokers from diverse firms and locations across Australia. Among those recently featured are John Minihan of Professional Finance Mortgage Broker, Daniel Bowler of Mortgage Choice, Scott Wills of Mortgage Choice, Camilla Lewis of Derwent Finance, Harrison Brown of Aussie, and Anthony Bloom of My Mortgage Partner.
Are you a mortgage broker interested in being featured? Email the author with your details.
