Investec Bank has outlined brokers’ concerns and requirements when sourcing mortgage solutions for high-net-worth (HNW) clients.

At a recent event, brokers identified the primary concern for these clients as the ability to use a wide 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, said: “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.”