BROKERS IN BUSINESS - Sam Fraser & Harry Macdonald

South Australia-based brokers Sam Fraser and Harry Macdonald have entered 2025 on the front foot, following a stellar 2024. Both are key members of the Focus team, Sam as a mortgage broker at Focus Mortgages and Harry as a finance broker at Focus Financial Solutions. They shared with us their journey into broking and their advice for newcomers to the industry.

Harry Macdonald Finance broker, Focus Financial Solutions

After starting out in banking, Harry Macdonald made the move to broking in 2021 and hasn’t looked back. He has built an impressive career and reputation in the asset finance industry, and last year was named Fintelligence’s 2024 SA Broker of the Year for the third year running.

How did you get started in broking?

Before becoming a broker, I spent nearly four years at a bank in non-lending roles. I was eager to transition into lending, so I reached out to Alex Baxter, the Managing Director at Focus Financial Solutions, for some advice. That conversation ultimately led to him offering me a job as a trainee broker at Focus, and the rest is history.

What attracted you to broking?

Broking is a numbers game, and numbers are my thing; that’s where I really geek out on the problemsolving/numbers side of things and the challenge of making deals work. There are two sides of the job that really appealed to me – the first being the numbers, the second being the customer experience. The main reason I transitioned from banking was during the COVID era. I was spending a lot of time at home, and my role was less customer-facing. My ‘customers’ were actually the employees within the bank, which felt disconnected from what I really enjoyed. I thrive on talking to 20 or 30 different people every day, discussing a range of topics, and building genuine relationships. That’s what really excites me about this job.

What’s your advice to brokers looking to get into asset finance?

The best advice I could give to any new broker starting out in asset finance is to truly master your craft. Expertise pays off in this industry, so it’s crucial to keep learning and improving. Embrace the role fully – you’ll never stop growing as a broker.

Also, find a collaborative business to align with. It’s like a cheat code for getting good, fast! When I first started, I had Alex as a mentor, and his guidance was invaluable in helping me learn the ropes. Now, I’m part of the team that supports new brokers, and I can tell you firsthand that having a strong support network really accelerates your growth and helps you become a better broker quicker.

In 2024 you were named Fintelligence’s Broker of the Year for the third year running.

Not a bad innings so far, which is cool. But honestly, this recognition is really a reflection of the amazing team we have behind us. Our strength lies in how we work together, with the team supporting me behind the scenes so I can stay customer-facing and focus on building strong relationships. That collaboration is a big part of why we’ve earned this award. I always tell the team – and I truly mean it – that this isn’t just ‘my’ achievement. It’s a direct result of the collective effort we put in with our clients every single day.

What opportunities do you see in 2025?

Based on discussions before the RBA meeting in February, the general expectation is a rate drop, which should encourage more borrowing. Additionally, with new cars becoming more accessible, we anticipate a decrease in car prices.

What’s in store for you personally in 2025?

In 2025, I’m focused on growth in a leadership capacity at Focus Finance. My role has evolved, and I’ll be stepping into a leadership position within the team, where I’ll be helping to guide growth, bring on new partners, and strengthen current relationships. All of this will be aimed at expanding Focus Finance’s reach and impact in the coming year.

Sam Fraser Mortgage broker, Focus Mortgages

As the face and co-founder of Focus Mortgages, Sam Fraser helps homebuyers across the country. Though the mortgage division of Focus Financial Solutions is only in its second year, Sam has already racked up an impressive list of achievements. Last year, he added the AFG 2024 SA Broker of the Year award to his trophy wall.

How did you get started in broking?

Four years ago, I was working as a sales manager at a retail store. A customer liked the way I operated –my service and charisma – and he offered me a job to get into mortgage broking.

I started my career with Aussie Home Loans at the Modbury branch, which turned out to be a highly successful team. We won numerous awards, both individually and as a branch, which really helped me build my foundation in the industry.

How did you come to join the Focus team?

I’ve known Alex Baxter, the founder of Focus, for years through our shared passion for sport. At the time, he was expanding Focus Finance, which already specialised in asset and personal loans, but he wanted to diversify and add mortgages to his client offering. When he asked if I’d be interested in starting my own business alongside him, we teamed up to launch Focus Mortgages in the second half of 2023.

Tell us about Focus Mortgages.

Focus Mortgages specialises in both residential and commercial mortgages. A lot of our referrals come from builders, real estate agents, and loyal repeat clients who value our unique approach. Although we’re based in Adelaide, we work with clients all over Australia, from Perth and Darwin to Melbourne, Sydney, and beyond.

What opportunities do you see for brokers or loan customers in 2025?

We don’t anticipate any slowing down in 2025. There’s still a lot of development and construction happening, and people are constantly refinancing and switching banks. With potential rate cuts on the horizon, we expect to stay busy. The next few years look strong for the mortgage broking industry, and while we’ll continue to compete for market share, Focus Mortgages is positioned for growth. We’ll keep building new relationships and working with repeat customers making transfers easier and expanding our reach.

Broking can be high stress, how do you manage stress?

Being a broker definitely comes with its pressures. For clients, buying or selling a property is a huge moment, and as their broker, you’re at the centre of making that happen. The stress they feel often falls on you, and it’s not the kind of job where you can easily switch off. To manage the pressure, I focus on staying active and healthy, and I rely a lot on our team to help manage the client journey. Having that support allows me to stay focused and maintain balance so I can continue to deliver for our clients.

What advice do you have for brokers looking to get started in the industry?

Be patient. When I first started, my mentor and close friend said to me, “it’s a long-term career, not a short-term career”. He was straight with me and said, “you’re going to make no money in the first year, be prepared for that”. It was hard, but it taught me a lot. The key is to focus on delivering an exceptional client experience. If you prioritise this, your clients will spread the word and refer you to others, helping you build your reputation over time.

The Focus Financial Solutions and Focus Mortgages team