Welcome to the August edition of The Complete Insight.
This month, we’re taking a closer look at where we’re seeing the most activity across the Specialist mortgage market, along with some of the key areas where we’re seeing brokers turn to packaging support for more complex cases.
We’ll also be showcasing a recent case where the High Street said no, but with the right approach, lender knowledge and a little out-of-the-box thinking, we were able to find a solution and get the case placed.
As the lending landscape continues to evolve, we know that some cases simply don’t fit neatly into a standard lending box. That’s where we can help.
Whether it’s an unusual set of circumstances, adverse credit, complex income or a case that has already been declined elsewhere, our role is to take some of the pressure away from you and help identify a route forward.
So, as always, we hope this month’s update gives you a useful insight into what we’re seeing behind the scenes and, perhaps, a few ideas for cases sitting on your desk that you’re not quite sure where to place.
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- Remortgaging remains a key area of activity - Remortgaging continues to be a significant part of the market, with more borrowers approaching the end of their current fixed-rate deals and starting to think about their next move. For brokers, this presents plenty of opportunities to review clients’ circumstances early and consider whether a product transfer or a new deal elsewhere is likely to be the most suitable option.
- Purchase activity has become a little quieter - The purchase market has been a little quieter over the summer, which is perhaps unsurprising given the seasonal slowdown. That said, there are still plenty of clients looking to move, and we’re continuing to see opportunities where borrowers have circumstances that don’t fit neatly within standard lending criteria.
- First-time buyers are still looking to get on the ladder - Getting onto the property ladder remains a priority for many first-time buyers, despite the affordability challenges they face. We’re seeing continued demand from clients who may need a more flexible approach around income, deposits or overall affordability. Understanding which lenders are comfortable with different circumstances can be key to getting these cases moving.
- Greater product choice is creating more opportunities - The continued increase in mortgage product availability is positive news for brokers and borrowers alike. Greater choice means there are potentially more routes available, particularly for clients who may not meet the criteria of the mainstream lenders. It’s also a good reminder that if a case doesn’t work with one lender, it doesn’t necessarily mean there isn’t a solution elsewhere.
- Complex cases remain a big part of what we do - We continue to see plenty of enquiries involving Joint Borrower Sole Proprietor arrangements, visa holders, foreign nationals, adverse credit and other non-standard circumstances. These cases often require a little more investigation and a closer look at individual lender criteria. For brokers, having a clear understanding of which lenders are comfortable with particular circumstances can make a real difference. A case that initially looks difficult may simply need the right lender, the right structure and a clear explanation of the client’s circumstances.
Ultimately, the specialist market continues to offer opportunities for brokers who are prepared to look beyond the obvious options and explore what is available across the wider lending landscape.
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From our perspective, we’re continuing to see a healthy level of activity across both mainstream and Specialist lending, with remortgages, purchases and more complex cases all presenting opportunities for brokers. The biggest trend we’re noticing is the increasing variety of client circumstances. Not every borrower fits neatly into a standard lender’s criteria, and this is where having access to the wider market can really make a difference.
If you have a case that doesn’t quite stack up with your usual lenders, we’re here to help. Whether you need a second opinion, help identifying a suitable lender or support packaging a more complex case, speak to us. Sometimes a case just needs a different approach to get it over the line.
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A complex family situation with a solution for everyone
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This case came to us with a number of moving parts and no straightforward solution.
Our client was a first-time buyer renting with her partner when their landlord gave them notice, explaining that his son intended to move into the property in the new year. With the clock ticking, they needed to find a new home.
At the same time, the client’s parents were going through a divorce. They were still living together in the family home because, despite reducing the asking price, they had been unable to sell the property. This was creating a difficult situation for everyone, particularly as the client’s father was in poor health and needed appropriate accommodation and ongoing support.
The client approached us to explore whether she could purchase her parents’ property. This would provide her and her partner with a much-needed home while also releasing equity to allow her mother to purchase a separate property and begin the next stage of her life.
The challenge
There were several factors that made this far from a standard first-time buyer case.
The client would be purchasing a significantly larger property than she currently rented, meaning affordability was a key consideration. To make the mortgage work, an interest-only arrangement was required initially.
There was also the added complexity of the deposit being provided through gifted equity, while her father needed to remain living in the property following the purchase. Given his health circumstances, this was particularly important, as the client and her partner wanted to remain close by to provide the support he needed.
Finding the right solution
We worked through the circumstances and lender criteria to identify a lender comfortable with the overall structure of the transaction.
The resulting solution allowed the client to purchase her parents’ property using gifted equity as the deposit, with an interest-only mortgage making the monthly payments affordable at this stage.
Importantly, the lender was also comfortable with the client’s father remaining in the property, despite being the person gifting the equity. This meant the client and her partner could provide the support he needed while also securing a home of their own.
The plan is for the client to move the mortgage onto a repayment basis within the next five years. She is currently working towards qualifying as a doctor, with a significant increase in her expected future income providing a clear route towards making this transition affordable.
A solution that worked for the whole family
The completed solution addressed several problems at once.
The client and her partner were able to secure a home and avoid the uncertainty of having to leave their rental property. Her mother was able to release her equity and use the funds towards purchasing a new home following the divorce. And, perhaps most importantly, her father was able to remain in familiar surroundings with his daughter and her partner nearby to support him.
It’s a great example of why complex cases can sometimes require a step away from the standard lending model. With the right lender and a clear understanding of the circumstances, what initially looks like a difficult case can sometimes have a solution that works for everyone involved.
Got a case that doesn’t fit the usual lending criteria? Get in touch with our team and let’s see what we can do.
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We’re pleased to announce that registrations are now open for our annual Meet the Lender event, and we’d love to see as many of our adviser partners there as possible.
Taking place at St Mary’s Stadium in Southampton, the event brings together some of the UK’s leading specialist lenders for a morning of insight, discussion and networking. It’s a great opportunity to step away from the day-to-day, catch up with industry colleagues and, most importantly, speak directly with lenders about the types of cases they’re looking to support.
The event will cover a broad range of specialist lending areas, including buy-to-let, residential, secured loans, bridging finance and commercial lending, giving you the chance to hear directly from lenders across different sectors of the market.
Alongside guest speakers and market updates, the event will feature roundtable discussions, providing an opportunity to get involved, ask questions and gain a better understanding of how lenders approach different types of cases. Whether you’re already regularly placing specialist business or simply want to broaden your knowledge of the market, there should be plenty to take away.
The event runs from 9:00am to 2:00pm, with refreshments and lunch provided. Attendees will also receive a CPD certificate, making it a useful opportunity to combine professional development with valuable face-to-face networking.
Places are available now, so if you’d like to join us, register your place using the link below:
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We’re looking forward to welcoming brokers and lenders to what promises to be another great morning. With so much happening across the specialist market, there’s never been a better time to get closer to the lenders and understand where the opportunities are.
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You Don’t Have to Say “No” to a Client
We know that not every case will fall within the areas you advise on, but that doesn’t mean you have to turn a client away or risk them finding another adviser.
Our Referral Service gives you a simple way to keep the client relationship while allowing us to take care of the specialist advice. Whether you have a client looking for Bridging, Commercial, Secured Loans or Ex-Pat lending, we can step in and provide the advice they need. Your client - Our service - Your relationship.
Once you refer a client to us, we take responsibility for the specialist advice and keep you fully informed throughout the process. You’ll know where the case is up to, while your client gets access to specialist expertise without having to start their search for another adviser.
We also understand the importance of trust. We will never cross-sell to your clients. Our role is to deal with the specific specialist requirement you’ve referred to us and support you, rather than compete with you for the wider client relationship.
And there’s something in it for you too...
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- With our Second Charge Loan referrals, we pay you 100% of the lender proc fee
- On Bridging Loans, we also have a bespoke Fee Match Promise, guaranteeing the best proc fee on a like-for-like cost basis.
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For your client, our advice fee is just £399, keeping the service straightforward and transparent from the outset.
So, if you have a case that sits outside your usual advice offering, you don’t need to tell your client you can’t help. Simply refer them to us and we’ll take care of the rest, keeping you updated along the way. It’s a simple way to give your clients a solution, protect the relationship and make sure they don’t end up elsewhere.
👉 Have a client to refer? Complete our quick referral form here →
Your client - Our service - A solution for both of you.
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Sean Latchem
Head of New Business
This month, we’re introducing Sean Latchem, our Head of New Business!
Sean has been part of the team for an impressive 8 years and heads up our New Business team, helping brokers navigate their cases and find solutions across a wide range of scenarios.
While Sean is always happy to help with any type of enquiry, his particular areas of expertise are Bridging, Commercial and Buy-to-Let. So, if you’ve got a more complex case or simply want to talk through your options, Sean is always happy to have a chat.
And when he’s not helping brokers with their mortgage cases, you’ll find Sean swapping the office for the football field - he plays American football!
So, whether you need a helping hand with a tricky case, some guidance on a specialist scenario, or just want to pick Sean’s brain, you know who to speak to!
023 8045 0182
[email protected]
Thanks for all your hard work over the last 8 years, Sean! 🙌
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Speak to our team today and discover how we can support you and your clients.
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9 Compass Point, Ensign Way Hamble, Southampton, SO31 4RA
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Copyright 2026 Complete FS Ltd.
For the use of mortgage intermediaries & other authorised professionals only. Not to be shown to or used with the general public. Your home may be repossessed if you do not keep up repayments on your mortgage.
Registered in England & Wales with Company No. 81635434
Registered Office at Fleming Court, Leigh Road, Eastleigh, Hants, SO50 9PD.
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