Meeting the evolving needs of high net worth borrowers
By Chris Thompson, Head of Sales at Market Harborough Building Society
As Head of Sales, I spend a lot of time listening to brokers about the challenges they face when supporting high net worth (HNW) clients. What’s clear is that the needs of this group are evolving rapidly. Traditional lending models, built around straightforward income and standard affordability checks, often don’t reflect the reality of clients with significant wealth. For brokers, this creates both challenges and opportunities.
Complex wealth, complex borrowing
High net worth clients rarely fit into neat boxes. Their wealth may be tied up in property portfolios, investment vehicles, trusts, or other structures. Income streams can be diverse and often fluctuate year to year, from dividends, carried interest, rental income, or business profits. For many, liquidity is not the issue, the challenge is aligning borrowing with the way their wealth is structured.
This complexity means that standardised lending criteria can fall short. A client with £10m in assets but irregular income may struggle to meet conventional affordability models, even though their overall financial position is robust. Brokers working with these clients know that the conversation is rarely about “can they afford it?” but rather “how do we evidence and structure it?”
Shifts in client priorities
Another trend we’re seeing is a shift in priorities. For many HNW individuals, borrowing is not simply about access to capital - it’s about flexibility, control, and efficiency.
- Liquidity management: Clients may want to monetise assets, for example through releasing capital from property or investments, to fund new opportunities.
- Tax efficiency: With changes to tax regimes, borrowing can be used strategically to offset liabilities or rebalance portfolios.
- Lifestyle considerations: Financing prime property, second homes, or large estates often requires bespoke solutions that reflect the client’s broader wealth strategy.
These priorities mean that lending is increasingly part of a wider financial plan. Brokers are not just facilitating transactions; they’re helping clients use borrowing as a lever within their overall wealth management.
The regulatory backdrop
The regulatory environment also plays a role in shaping HNW lending. The high net worth exemption recognises that these clients have the sophistication to make informed borrowing decisions. But it also places responsibility on brokers and lenders to ensure that solutions are appropriate and transparent.
This balance between flexibility and diligence is central. It’s not about relaxing standards but applying them in a way that reflects the realities of complex wealth.
Market observations
Experienced brokers will already recognise several themes emerging in this space:
- Asset monetisation is rising: More clients are looking to unlock value from existing holdings rather than liquidate them outright. Recent data shows that over 40% of UK high net worth individuals restructured their portfolios in 2025 to release liquidity from property and investments, underscoring how widespread this trend has become.[i]
- Borrowing as strategy: Lending is increasingly viewed as a tool to manage tax exposure, diversify portfolios, or create liquidity for new ventures.
- Packaging matters: The ability to present a client’s full financial picture, such as assets, liabilities, income streams, and objectives, remains critical in securing the right outcome.
These shifts underline the importance of lenders who can take a holistic view and apply underwriting with a human touch approach that goes beyond the numbers.
Looking ahead
The landscape for high net worth lending is becoming more nuanced. Clients expect solutions that reflect their complexity, and brokers are central to delivering that. As wealth structures evolve, so too must the conversations we have about borrowing.
At Market Harborough, we recognise that HNW clients require bespoke solutions. Whether it’s working with complex income streams, monetising assets, or structuring finance around unique property portfolios, our role is to support you in delivering outcomes that align with your clients’ wider financial strategies.
The opportunity for brokers lies in anticipating these shifts and positioning themselves as trusted advisers who can navigate complexity with confidence. Lending for high net worth clients is not just about numbers, it’s about understanding the bigger picture.
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