HNW clients want to purchase property with wider range of income

Investec Bank plc, a leading international financial services provider, has announced key findings from a recent event with UK mortgage brokers. When discussing their high-net-worth (HNW) client base brokers identified the primary concern for these clients as the ability to use a diverse range of income, such as investment returns or bonuses, in affordability calculations. This was followed by the speed of financing as the second priority and securing a sufficiently high loan-to-value (LTV) ratio as the third.

The event gathered prominent mortgage brokers to delve into the evolving needs of HNW clients in today’s dynamic financial landscape. Brokers unanimously emphasised that flexibility in financing is essential, with many clients seeking mortgage solutions that consider their entire wealth profile, including investments, properties, and other assets.

Peter Izard, Head of Intermediary Business Development at Investec Bank, remarked: “The insights shared by brokers at this event are invaluable. High-net-worth individuals often have intricate financial situations that necessitate tailored solutions and out of the ordinary service. We recognise that traditional income-based assessments may not encapsulate the full spectrum of a client’s financial standing. Our commitment is to provide bespoke mortgage offerings that reflect the diverse asset bases of our clients.”

“Brokers play a pivotal role in navigating the complexities of high-net-worth lending. Our aim is to empower them with the tools and products necessary to meet their clients' needs effectively. By focusing on a broader range of assets, we can facilitate more accurate assessments and ultimately help clients secure the funding they require.”

The discussions also highlighted the importance of adaptability in the current economic climate, where interest rates and market conditions are in constant flux. Brokers expressed a strong desire for lenders to offer more innovative products that align with the unique financial circumstances of HNW clients.


Investec is committed to continuously enhancing its mortgage offerings, recently announcing the introduction of a new 60% loan-to-value (LTV) mortgage aimed at high-net-worth individuals. In addition, Investec has reduced rates across its entire range of fixed-term residential and buy-to-let (BTL) mortgages, with reductions of up to 0.62% on many variable rate residential and BTL mortgages.

Following this cut, fixed rate residential mortgages now start from 4.57% for a 2-year fix or 4.73% for 5 years at 60% LTV. For BTL mortgages, rates start from 5.31% for a 2-year fix and 5.27% for 5 years for 70% LTV. This ensures that brokers have access to competitive rates and flexible terms tailored specifically for the high-net-worth sector.

Brokers can find out more about Investec Private Bank’s mortgages by visiting our dedicated website: https://www.investec.com/en_gb/intermediaries/mortgage-brokers.html.