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Private Banks Are Raising The Bar: Where Do Complex HNW Borrowers Go Next?
Talk To A Specialist Speak To Us On WhatsAppAs wealth thresholds rise and private banks become more selective, sophisticated borrowers are discovering that access to bespoke property finance increasingly depends on expertise rather than simply net worth.
The UK's private banking market is entering a new phase.
For decades, private banks have differentiated themselves by offering highly personalised banking, lending and wealth management services to affluent individuals. However, recent developments suggest the market is becoming increasingly polarised. Established names are sharpening their focus on the wealthiest clients, while newer entrants are targeting affluent investors who have historically fallen between mainstream banking and traditional private banking.
Coutts has reportedly increased the level of wealth expected from new clients, while Revolut is preparing to launch a private banking proposition aimed at customers with investable assets of more than £500,000. Investec continues to position itself as a leading bank for entrepreneurs and business owners requiring integrated lending and wealth management solutions.
At first glance, these developments appear to be stories about wealth management.
In reality, they have significant implications for anyone requiring complex property finance.
Whether purchasing a prime residence, refinancing an investment portfolio or structuring borrowing across multiple companies and jurisdictions, access to lending increasingly depends on understanding which institutions are actively supporting particular types of borrower rather than simply approaching the largest or most recognisable bank.
A Changing Private Banking Landscape
Private banking has never been designed for the mass market. Its appeal has always been the ability to provide tailored advice, dedicated relationship managers and lending decisions that take a broader view of a client's financial position than automated high street underwriting ever could.
What appears to be changing is the definition of the ideal client.
As wealth grows globally and competition between banks intensifies, many institutions are refining exactly who they want to serve. Some are moving further upmarket, concentrating resources on ultra-high-net-worth families with complex international affairs and substantial investable assets. Others see an opportunity to attract successful entrepreneurs and professionals who may not yet meet traditional private banking thresholds but whose financial needs have become increasingly sophisticated.
For borrowers, this creates both opportunities and challenges.
A client who may once have been welcomed by one institution could now find themselves directed elsewhere, not because of their financial strength but because they no longer fit that bank's strategic focus. Equally, borrowers who previously assumed private banking was beyond their reach may discover that newer providers are actively seeking clients with very different profiles.
This illustrates an important point that is often overlooked.
Eligibility for private banking is not a universal standard. Every institution defines its ideal client differently, and those definitions continue to evolve.
Wealth Does Not Automatically Make Borrowing Simple
One of the biggest misconceptions surrounding high-net-worth lending is that wealthy people can borrow whenever they choose.
The reality is often considerably more complicated.
Successful entrepreneurs frequently reinvest profits into their businesses rather than drawing large salaries. Investors may possess substantial property portfolios or investment assets while generating relatively modest taxable income. Partners in professional firms, private equity executives and family office principals often receive remuneration through a combination of dividends, carried interest, partnership distributions or investment returns that fit poorly into conventional affordability models.
From a high street lender's perspective, these borrowers can appear surprisingly complex.
Their balance sheet may demonstrate considerable wealth, yet their income may not resemble the straightforward salary expected by mainstream underwriting systems.
Private banks and specialist lenders have long recognised this distinction. Rather than focusing exclusively on annual income, many assess a client's overall financial position, considering liquidity, asset values, business interests, investment portfolios and future earning capacity.
That broader perspective often makes sophisticated borrowing possible where conventional lending would struggle.
Property Finance Has Become Increasingly Bespoke
The days when every mortgage application could be assessed using a standard affordability calculator are disappearing, particularly at the upper end of the market.
Clients purchasing multi-million-pound homes or restructuring large investment portfolios rarely present identical financial circumstances. One borrower may own several operating companies. Another may hold significant listed investments. A third may receive income from overseas businesses while living in the UK. Others may have assets held within trusts, family investment companies or offshore structures.
Each scenario requires careful analysis.
Equally important, each lender has its own appetite for different types of complexity.
Some institutions are particularly comfortable supporting entrepreneurs. Others have considerable expertise working alongside family offices or international investors. Certain lenders actively welcome overseas income, while others remain cautious about cross-border structures.
Finding the right lender therefore becomes less about comparing interest rates and more about identifying which institution understands the borrower's financial profile.
Independent Advice Matters More Than Ever
As private banking strategies continue to diverge, borrowers face an increasingly fragmented market.
No single institution is likely to represent the best solution for every client.
A borrower seeking to purchase a London townhouse may ultimately find that a specialist private bank offers the most appropriate structure.
Another acquiring a portfolio of investment properties may benefit from a boutique lender with greater flexibility around rental income. A business owner wishing to preserve liquidity might discover that securities-backed lending provides a more efficient solution than increasing conventional mortgage borrowing.
These are decisions that cannot be made simply by comparing products online.
They require an understanding of how different lenders assess risk, interpret complex income and approach substantial borrowing requirements.
This is one of the principal advantages of independent, whole-of-market advice.
Rather than beginning with the products available from a single institution, the process begins with the client's objectives before identifying those lenders whose underwriting philosophy best aligns with their circumstances.
For complex borrowers, that distinction can significantly improve both the borrowing experience and the eventual outcome.
Preserving Wealth Is Becoming Just As Important As Raising Finance
Many affluent borrowers no longer view borrowing simply as a way of funding property purchases.
Instead, debt increasingly forms part of a broader wealth management strategy.
Selling investments to purchase property outright may create capital gains tax liabilities, interrupt long-term investment growth or reduce liquidity available for future opportunities. Consequently, many wealthy individuals now seek to borrow against existing assets rather than disposing of them.
This explains the continued growth of securities-backed lending, sometimes referred to as Lombard lending.
By using investment portfolios as security, borrowers may be able to access liquidity while allowing their investments to remain intact. For clients with diversified portfolios, this approach can provide considerable flexibility, particularly where property acquisitions need to be completed quickly or where preserving investment performance remains a priority.
Private banks have traditionally dominated this area, although an increasing number of specialist lenders now operate within the market.
International Borrowing Continues To Grow
The profile of today's affluent borrower is also becoming increasingly international.
Many clients own businesses in one country, hold investments in another and purchase property in a third. Some divide their time between jurisdictions, while others relocate regularly for business or family reasons.
These circumstances require lenders that understand more than domestic income and UK tax returns.
Currency exposure, overseas assets, international income, residency status and cross-border legal structures all become relevant considerations during underwriting.
As wealth becomes increasingly global, borrowers benefit from advisers who understand not only UK lending but also how international financial arrangements interact with specialist property finance.
Looking Beyond The Banking Brand
Well-known private banking names continue to play an important role within the market.
However, branding alone should never determine where a borrower seeks finance.
The strongest solution often comes from understanding which institution is best equipped to assess a particular client's circumstances rather than assuming that the most prestigious bank will necessarily provide the most suitable lending structure.
In some cases, the answer will indeed lie with a private bank.
In others, a specialist mortgage lender, boutique bank or securities-backed lender may provide greater flexibility and a more appropriate long-term outcome.
The key is understanding the market well enough to make that distinction.
Final Thoughts
The latest developments within private banking are about far more than changing wealth thresholds.
They reflect a broader shift towards increasingly specialised financial services, where lenders are becoming more selective about the clients they wish to serve and borrowers require more tailored advice than ever before.
For entrepreneurs, investors, family offices and other high-net-worth individuals, securing finance is no longer simply about demonstrating wealth. It is about presenting complex financial circumstances in a way that aligns with each lender's particular appetite and underwriting philosophy.
As private banks continue to reposition themselves, the value of independent advice that spans the wider specialist lending market is likely to become even more significant.
How Lombard Lending Can Help Preserve Wealth While Funding Property
As private banks become increasingly selective about the clients they serve, affluent borrowers are looking beyond traditional mortgages to structure finance more efficiently. Rather than relying solely on income, many lenders now assess wider wealth, investment portfolios and overall financial strength when considering larger or more complex borrowing.
If you're purchasing a high-value property, refinancing an existing portfolio or want to retain your investments instead of selling them to release capital, our Lombard Lending Guide explains how securities-backed borrowing works, when it can be appropriate and why it has become an increasingly valuable tool for high-net-worth individuals, entrepreneurs and family offices.
Read Our Lombard Lending GuideFrequently Asked Questions
What is a private bank?
A private bank provides specialist banking, lending and wealth management services to affluent individuals, families and businesses. Unlike mainstream banks, private banks typically offer dedicated relationship managers, bespoke lending solutions, investment management, estate planning, foreign exchange services and access to specialist finance tailored to complex financial circumstances.
Why are private banks becoming more selective?
Private banks are continually review their client propositions to ensure they can provide highly personalised services. As competition within the wealth management sector has increased, many institutions have refined the type of clients they wish to serve. Some are focusing on ultra-high-net-worth individuals and family offices, while others are targeting successful entrepreneurs and affluent professionals. As a result, minimum investment or wealth requirements may change over time.
Does being wealthy guarantee that I can obtain a mortgage?
No.
Although substantial wealth is clearly beneficial, high-net-worth borrowers often have complex financial arrangements that require specialist underwriting. Income may come from dividends, retained company profits, carried interest, investment portfolios, overseas businesses or trust distributions rather than a straightforward salary.
Many mainstream lenders struggle to assess these income structures, making lender selection particularly important.
Why do high-net-worth borrowers often need specialist mortgage advice?
Every lender assesses complex borrowers differently.
One lender may be comfortable with multiple company structures, while another may prefer straightforward employed applicants. Some lenders specialise in entrepreneurs, whereas others have greater experience with international clients or investment portfolios.
A specialist adviser understands which lenders are most likely to support a particular case, reducing unnecessary applications and improving the chances of securing appropriate finance.
Can business owners obtain large mortgages if they minimise their salary?
Yes.
Many successful entrepreneurs deliberately draw relatively modest salaries for tax efficiency while leaving profits within their companies.
Certain specialist lenders can consider retained profits, dividends, management accounts, company performance and wider business assets when assessing affordability, allowing borrowing that may not be available through mainstream lenders.
What types of borrowers typically use private banking?
Private banking clients often include:
- Entrepreneurs
- Company directors
- Senior executives
- Professional partners
- Property investors
- High-net-worth individuals
- Ultra-high-net-worth families
- Family offices
- Trust beneficiaries
- International investors
- Sports professionals
- Entertainers
Each client's requirements are different, which is why bespoke lending remains an important part of private banking.
What is considered a high-net-worth mortgage?
There is no universal definition.
Generally, a high-net-worth mortgage involves either a substantial loan amount, significant assets, complex income, multiple properties or bespoke underwriting that falls outside standard mortgage criteria.
These mortgages often require manual assessment rather than automated affordability systems.
Can private banks lend against investment portfolios?
Many private banks offer securities-backed lending, also known as Lombard lending.
Rather than selling investments to raise cash, eligible clients may be able to borrow against qualifying investment portfolios. This can provide liquidity while allowing investments to remain invested, although the value of investments can rise or fall and borrowing carries risk.
What is Lombard lending?
Lombard lending is a form of secured borrowing where eligible investments such as shares, bonds or investment funds are used as collateral for a loan.
It can be used for a wide variety of purposes, including property purchases, refinancing existing debt, business investment or creating additional liquidity without selling investments.
Can I use securities-backed lending to purchase property?
Potentially, yes.
Some borrowers use Lombard lending to fund deposits, bridge property purchases, acquire investment properties or preserve liquidity during larger transactions.
The suitability of this approach depends on the size and composition of the investment portfolio, the lender's criteria and the overall borrowing strategy.
Are private banks always the best place to obtain a large mortgage?
Not necessarily.
Private banks can offer excellent lending solutions, but they are not the only option.
Boutique banks, specialist lenders, building societies and certain commercial lenders may offer more competitive pricing or greater underwriting flexibility depending on the borrower's circumstances.
Independent advice helps identify the most appropriate lender rather than assuming a private bank will always provide the best solution.
Can overseas income be considered when applying for a mortgage?
Yes, many specialist lenders and private banks will consider overseas income.
However, requirements vary significantly between lenders. Factors such as currency, country of origin, tax residency, employer type and supporting documentation will all influence the underwriting process.
Can foreign nationals obtain high-value UK mortgages?
Yes.
Numerous specialist lenders provide mortgages for foreign nationals purchasing UK property.
Eligibility will depend on residency status, visa arrangements, income, assets, deposit size and the type of property being purchased.
Can UK expats still access specialist property finance?
Yes.
Many lenders have dedicated products for UK nationals living overseas.
Expats purchasing, refinancing or investing in UK property often benefit from specialist advice because lender criteria differ considerably across the market.
How do lenders assess entrepreneurs differently?
Rather than focusing solely on salary, specialist lenders may consider:
- Company profitability
- Retained profits
- Dividend history
- Business accounts
- Management accounts
- Future contracts
- Shareholdings
- Overall net worth
- Liquidity
This broader assessment can significantly increase borrowing options.
Why is liquidity important for high-net-worth borrowers?
Liquidity refers to assets that can be accessed relatively quickly, such as cash or readily saleable investments.
Many wealthy individuals choose to preserve liquidity by borrowing rather than selling long-term investments, particularly where those investments continue to generate returns or where disposal could create tax consequences.
Can trust assets or family investment companies be considered?
Some private banks and specialist lenders are experienced in working with trusts, family investment companies and other sophisticated ownership structures.
These cases typically require bespoke underwriting and experienced legal and tax advisers alongside specialist mortgage advice.
Why do high-net-worth borrowers often use an independent mortgage broker?
Independent brokers provide access to a broad range of lenders rather than being restricted to one institution.
They understand current lending appetite, underwriting preferences and market changes, enabling them to identify lenders most suited to complex income structures, large loan requirements or international financial arrangements.
Are interest rates lower through private banks?
Sometimes, but not always.
While pricing can be competitive, the principal advantage of private banking is often greater flexibility, bespoke underwriting and relationship-led decision making rather than simply achieving the lowest available interest rate.
What documents do high-net-worth borrowers usually need?
Documentation varies depending on the lender, but commonly includes:
- Proof of identity
- Proof of address
- Tax returns
- Company accounts
- Management accounts
- Investment portfolio statements
- Bank statements
- Details of existing borrowing
- Asset schedules
- Source of wealth information
International borrowers may also need translated documentation and evidence of overseas income.
Why is source of wealth becoming increasingly important?
Regulated lenders are required to carry out robust financial crime and anti-money laundering checks.
Understanding how wealth has been accumulated forms an important part of this process, particularly for larger transactions, international clients and complex ownership structures.
Providing clear documentation at an early stage often helps applications progress more smoothly.
Is now a good time to review my property finance?
If your financial circumstances have changed, your business has grown, your investment portfolio has expanded or you are planning a significant property transaction, reviewing your borrowing options can be worthwhile.
Changes in lender appetite, specialist products and private banking strategies may mean that solutions are now available that were not accessible previously.
Important Notice
Willow Private Finance is an independent, whole-of-market mortgage and finance brokerage. Mortgage approval is subject to status, affordability, underwriting and individual lender criteria. Private banking facilities, securities-backed lending and specialist finance products are not suitable for every borrower and may involve additional risks. Your home or property may be repossessed if you do not keep up repayments on a mortgage or other loan secured against it. Tax treatment depends on individual circumstances and may change. Willow Private Finance does not provide tax or legal advice, and independent professional advice should always be obtained where appropriate.
Sources
This article is based on reporting and publicly available information published during June 2026 concerning developments within the UK private banking and wealth management sector. It examines how leading institutions are repositioning their client propositions, changes to reported eligibility thresholds, and the potential implications for high-net-worth individuals seeking complex property finance.
The article also draws upon broader industry knowledge relating to specialist mortgage lending, private banking, securities-backed lending (Lombard lending) and bespoke underwriting for entrepreneurs, investors, family offices and internationally mobile clients.
Primary sources include:
Financial Times
Snow polo, honeypots and private jets: banks race to woo the wealthy (26 June 2026)
https://www.ft.com/content/c26848d1-c0be-45ab-af8c-f9fba6c91558
Financial Times – Wealth Management
Coutts
Private Banking
Eligibility and Client Services
https://www.coutts.com/wealth-management.html
Investec Private Bank
Private Banking
https://www.investec.com/en_gb/private-banking.html
Private Client Services
https://www.investec.com/en_gb/private-banking/private-clients.html
Revolut
Newsroom
Revolut Wealth
https://www.revolut.com/wealth/
Financial Conduct Authority (FCA)
Financial Services Register
Mortgages and Home Finance Guidance
https://www.fca.org.uk/consumers/mortgages
Bank of England
Financial Stability and Financial System Publications
https://www.bankofengland.co.uk/
Editorial Note
Market conditions, lender appetite, eligibility requirements and private banking propositions change regularly and may differ significantly between institutions. Any reported client thresholds, lending policies or product availability reflect information available from publicly reported sources at the time of writing and may subsequently change.
The information contained within this article is provided for general information only and does not constitute financial, mortgage, investment, tax or legal advice. Eligibility for private banking services, specialist mortgages, securities-backed lending and other forms of finance will depend on individual circumstances, lender criteria, affordability assessments, underwriting requirements and regulatory obligations.
Willow Private Finance is an independent, whole-of-market mortgage and finance brokerage. We compare solutions from private banks, specialist lenders, boutique banks and mainstream institutions to help clients identify the most appropriate finance for their individual circumstances.
