How can brokers build relationships in the high-net-worth market?

The profile of high net worth individuals is changing, with younger entrepreneurs, growing international interest and shifting attitudes towards mortgage finance. So, what does this mean for mortgage brokers looking to work with high net worth clients, and where can specialist advice add real value? In this episode of Barclays Mortgage Insider podcast, host Phil Spencer is joined by Camilla Dell, Managing Partner and Founder of Black Brick Property Solutions, and Roly Ingleby-MacKenzie, Senior Director at Sotheby's International Realty, to examine the changing dynamics of the high net worth market. From the influence of US buyers on the prime central London property market to the role of high net worth mortgages in multimillion-pound transactions, the conversation challenges some common assumptions about wealthy clients and cash purchases. The guests also discuss the considerations influencing borrowing decisions, the role of private bank mortgages and how brokers can build relationships with buying agents and other professional advisers to generate new business. For mortgage brokers interested in working with HNW clients, this episode offers practical insights into a specialist market where understanding clients' wider financial circumstances, building trust and developing professional connections can make a significant difference. Recorded on 25 September 2026. See omnystudio.com/listener for privacy information.