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Don’t forget your high-end clients

On speaking to industry contacts it is clear, and not that surprising, that an air of pessimism exists in the mortgage market.

I guess this is unavoidable and almost inevitable as all sectors in our industry are feeling the strain that banks are experiencing with money markets.

What is clear, though, is that there is an acknowledgement that consumer confidence is key to recovery.

IFAs and brokers are finding themselves in the front line and playing a crucial role in building confidence as they help consumers navigate the complex issue of their personal financial situation.

While the majority of press headlines are dominated by the plight of consumers struggling with difficult circumstances, many high net worth clients, who are not in trouble at the moment, are nevertheless also finding themselves in need of financial guidance.

In their case, the big questions are how to protect and maximise interest for their savings, and when borrowing, where to find the best large loan in the market.

While the economic climate may have reined in some of the demand for larger loans, this remains an important sector.

Brokers who operate in this market will recognise that these clients, can be particularly demanding, so lenders cannot deliver on rates alone – service, flexibility and underwriting expertise are also of paramount importance.

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