But major challenges persist for intermediaries
A significant majority (91%) of mortgage brokers in the UK anticipate business growth over the next 12 months, according to data from Investec Bank.
The latest figure represents a 10% increase from October’s survey results. Only 8% of brokers expect their business to remain steady, down from 16% last year.
The new survey findings were unveiled during Investec’s recent UK mortgage broker event, which centred on the needs of high-net-worth (HNW) clients, defined as individuals earning £300,000 or more annually.
While brokers remain optimistic, the event highlighted key challenges facing the sector. The most pressing concerns included macro-economic uncertainty impacting the market, securing repeat business — which moved up from third place last year, and adapting to new regulations and legislative changes.
For HNW clients specifically, brokers noted that the primary concern remains incorporating diverse income streams — such as bonuses or investment returns — into affordability assessments. This was followed by the speed of financing and achieving competitive loan-to-value (LTV) ratios.
“The insights shared by brokers at this event are invaluable,” said Peter Izard (pictured), head of intermediary business development at Investec Bank. “High-net-worth individuals often have complex financial situations that require tailored solutions and exceptional service.
“We recognise that traditional income-based assessments may not capture the full spectrum of a client’s financial standing. It’s because of this that we focus on providing bespoke mortgage offerings that reflect the diverse asset bases of our clients, coupled with an out of the ordinary level of personal service.”
Izard emphasised that while brokers are showing strong confidence in their business prospects, there are persistent concerns about navigating economic headwinds and maintaining a steady stream of new business.
“Brokers play a pivotal role in navigating the complexities of high-net-worth lending,” he said. “Our aim is to equip them with the products and services they need to meet their clients’ evolving needs and successfully grow their business.”
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