With specialist lending on the rise, brokers who stick to familiar products may be missing the industry's most profitable growth areas
As borrower profiles and financial circumstances shift, a growing number of clients are falling outside the traditional high street mortgage mold. Yet according to Dale Jannels, Managing Director at One Mortgage System (OMS), too many brokers remain anchored to standard lending paths, overlooking a wave of opportunity.
"It’s not that these markets are being ignored entirely," Jannels said. "But clients’ needs have evolved. Gaps between jobs, moving from employed to self-employed - these situations don’t always tick the boxes for traditional lenders."
A changing borrower landscape
Among the most underserved segments are borrowers with adverse credit, complex income structures, unusual properties, and second charge requirements. These clients are increasingly common, but many brokers still default to high street lenders and conventional criteria.
"The market is becoming more complex," Jannels said. "We’re seeing more deals involving adverse credit, multiple incomes, and properties that don’t fit a standard template. Brokers who only work with traditional lenders are likely to miss out."
He added that specialist lenders, including those in the bridging and second charge space, are positioned to fill these gaps in the next 12 to 24 months.
Breaking through structural barriers
The key obstacle, Jannels said, is change. Many brokers have built their businesses on straightforward cases and now face a steeper learning curve when handling more intricate borrower profiles.
To overcome this, he recommends leaning on the expertise of established distributors and packagers. "They’ve been working in these niches for years and are happy to guide brokers through the options available," he said. "Some even have onsite underwriters from lenders or exclusive products that can’t be accessed elsewhere."
Tech and AI solutions are also making specialist lending more navigable. "Many packagers have platforms that simplify the process and even offer enhanced procuration fees," Jannels noted.
Where the growth lies
Looking ahead, Jannels sees strong growth in areas like adverse credit, complex property types, and multi-source incomes. In particular, he highlights rising demand from foreign nationals with UK assets and the growing expat market.
"These are not fringe cases anymore," he said. "They're fast becoming a major part of the lending landscape."
Stepping out of the comfort zone
For brokers, the message is clear: those who adapt to this evolving market stand to gain not only business but long-term client loyalty.
"Most clients have had a blip and just need guidance," Jannels said. "If you help them when others turn them away, they’ll remember it, and they’ll refer you."
By expanding into specialist lending, brokers can tap into emerging demand while setting themselves apart in an increasingly competitive market.
