Investec Survey Reveals Unprecedented Optimism Among HNW Brokers
A recent survey conducted by Investec highlights unprecedented optimism among high net worth (HNW) brokers regarding business growth. An impressive 96% of these brokers anticipate an increase in business over the next year, a significant rise from 91% in 2025 and 81% in 2024.
Key Findings from the Investec Survey
Despite this positive outlook, challenges persist within the industry. Macroeconomic volatility continues to be the primary concern for brokers, a trend consistent with previous years. In 2026, securing new and repeat business has become increasingly crucial due to heightened competition and a more discerning clientele.
Top Concerns for Brokers
- Macroeconomic volatility
- Increased competition
- Regulatory changes and legislation
When discussing their HNW clients, brokers’ priorities have remained largely stable year-over-year. The ability to assess affordability through a broader range of assets, not solely based on salaried income, is considered the most pressing concern. Following closely is the need for quick financing solutions and the attainment of a higher loan-to-value (LTV) mortgage ratio, emphasizing the demand for customized lending options.
Expert Commentary
Peter Izard, head of intermediary business development at Investec Bank, commented on the encouraging results of the survey. He noted, “Confidence among brokers has steadily built over the past three years. It’s encouraging to see this translate into strong growth expectations for 2026.”
Izard emphasized that this optimism is reflected in actual market activity, particularly a noteworthy increase in HNW mortgage applications exceeding £5 million since the recent Budget announcement. This rise is attributed to clients with intricate financial profiles seeking certainty, flexibility, and quick turnaround times.
The Importance of Tailored Solutions
High-net-worth individuals often do not fit standard affordability models. Therefore, brokers prioritize lenders capable of taking a comprehensive view of wealth. Izard stated, “Our role is to support brokers with tailored solutions that encompass the full financial picture and help them excel in an increasingly competitive market.”
This survey underlines the significant shift in sentiment among brokers, revealing both their optimistic outlook and the critical challenges they face while navigating the complexities of the HNW market.
