“There’s more emphasis on later life… It’s being taken out of its niche or specialism and brought into the mainstream. That’s good to see”
Darren Deacon,
Family Building Society
“This is the most interactive we’ve been [as a club]. Lenders are asking us to tell them what brokers and clients are looking for”
Michael Craig,
Brilliant Solutions
In Partnership with
Embracing change and innovation in the later life and buy-to-let sectors
As the later life and buy-to-let markets both grow and evolve, brokers must stay alert to the distinct opportunities and challenges each presents. Learn how education, collaboration and product knowledge help serve clients at every stage
Read on
Darren Deacon
Family Building Society
Sanjay Gadhia
Mortgage Advice Bureau
Louise Stevens
Coreco Group
Michael Craig
Brilliant Solutions
Industry experts
HEADING INTO 2026, there are two lending segments no mortgage broker can afford to overlook: the later life and buy-to-let markets. At a recent roundtable, a group of experts discussed the trends they’re seeing in both spaces − and where brokers can dive in to make the most of these areas of growing opportunity.
Another major opportunity, which Deacon calls Family’s bread-and-butter business, is tapping into the equity many in later life are sitting on. They may not be as cash rich as their own parents were, but they’re property rich, and that can be leveraged to help the next generation − burdened by the cost-of-living crisis, affordability hurdles and higher interest rates − to get onto the property ladder.
Craig sees this play out in Brilliant Solutions’ portfolio. “The Bank of Mum and Dad,” he points out, is clearly still going strong, and it’s not going anywhere.
“When I talk to brokers, I say you’re getting two transactions if you help the family: the later life lending and the first-time buyer purchase. The referrals will come naturally,” he says. “If you want to do more, look at how you can help release money from the properties they’re sat on.”
From a club perspective, Michael Craig, managing director of Brilliant Solutions, says the later life market was marked as a growth area at the end of 2024, built steam in 2025, and by all accounts will continue to rise in 2026. More innovation across the board is needed to support it, he notes, and the industry is delivering.
“This is the most interactive we’ve been,” Craig says. “Lenders are asking us to tell them what brokers and clients are looking for.”
In that vein, Family has refined its stress-test models, reworked how it approaches interest-only lending, and shifted to offer terms that extend well into retirement to reduce affordability hurdles for clients. The lender has also “long been in the sphere” of pension pots and can use up to 90% of their value, divided by the term of the mortgage, as income − one more step toward improved affordability.
Gadhia, too, sees that trend strengthening, adding that “if the Bank of Family was a lender in its own right, it would be in the top 10 − that’s how much support the gifting element provides.”
Deacon sees this reflected on the ground, noting that Family has seen a marked increase in interest in their joint borrower, sole proprietor product. This solution allows the applicant to bring on members of their wider family to help with affordability while they remain the only one on the title deed.
Louise Stevens, senior mortgage adviser at Coreco Group, points out that she’s seeing several first-time buyers who are
later life borrowers themselves. Standard interest-only mortgages and flexible criteria keep homeownership in reach by addressing concerns such as affordability calculations and high monthly payments.
“People nearing retirement can still get on the property ladder as first-time buyers,” Stevens says. “We’re able to say, ‘Not all is lost: you can get a house if that’s what you want.’”
For Gadhia, the right approach is a strategic one. Show clients the products available, but look ahead to help plot their next move. A 50-year-old who’s still working may suit a traditional mortgage right now, but what about the next decade or so, as the term runs out and income slows down?
If the client wants to maintain their lifestyle, he urges advisers to look at options, adding that their approach should be holistic.
“Innovation is coming thick and fast; we’ve seen it significantly this year, and there’s more to come,” Gadhia says. “Bring it on.”
As a hybrid adviser, Stevens has many opportunities to provide clients with that much-needed, well-rounded advice. She recognises that the challenge inherent in a space that’s consistently churning out new and exciting options is that it becomes less about innovation and more about communication.
What’s needed, Stevens notes, “is more education around available products, their different features and exactly how they work; there are so many intricacies.”
With classic residential mortgages at one end of the spectrum and lifetime mortgages at the other, it’s the middle that best
supports the later life demographic. Some solutions consider different pensions, for example; others, varying income streams. Education is key, and not just from an end-consumer perspective.
“How do we get all the amazing options in front of an adviser so they can quantify exactly which solution matches a client’s specific scenario?” Gadhia asks, adding that, for their part, his team will deliver programs in early 2026 to “bang the drum” and ensure everyone’s aware of what’s out there.
Deacon and Craig agree, with the former noting that brokers can’t work in silos; barriers need to be broken down. For the latter, it does all come down to knowledge, but also collaboration.
“You have to talk to the right people at the right time,” Craig underscores, referring to what he calls “the client bubble,” where you make the right connections so you’re always able to find the required support. If you won’t, someone else will.
This bubble applies not only to brokers and lenders, Stevens notes.
“Also, accountants, solicitors, pensions and tax advisors − there’s so much room for that collaboration, and it’s so important to do it,” she says.
One of the most pivotal contacts to keep close is your BDM, which Stevens knows first-hand. She recently had clients come to her after being told they had no options: at 70 and more active than anticipated, they weren’t ready to downsize. But they were told they had no choice because they didn’t fit standard affordability.
“I managed to get the case agreed because I got it looked at as a human case; I was able to justify affordability another way and saved them £350 a month,” Stevens recalls. “Advisers need to get closer to their BDMs. If something doesn’t fit on the calculator, pick up the phone.”
Craig tells people to forget the black and white: it’s the grey area that has the most impact for clients, and that’s where BDMs are worth their weight in gold. Deacon adds that it’s a “use them or lose them” scenario.
“If you speak to one,” he says, “they’ll probably surprise you with the options available − it all goes back to education.”
The experts stress that brokers should also turn their minds to buy-to-let. Though some say it’s fragmented, a mixed picture, stagnated, Deacon points out new lending in the first quarter of 2025 was £10.5 billion, 46% of the same quarter last year. For him, optimistic but cautious is a more apt descriptor.
Though stricter EPC ratings are taking a toll, and the Renters’ Rights Act and November budget loom over the sector, rates are at their lowest in years. Demand for rental properties − particularly HMOs and student lets, with a current trend of young professionals who live and work in the south buying cheaper northern properties to rent out to build pension pots − is also strong due to persistent housing shortages and evolving tenant preferences.
“It’s going through a transition,” Craig says. “But we’re writing more in the space than we’ve ever seen.”
Stevens adds that she typically deals with later life buy-to-let, a rather fruitful crossover. Gadhia points to a stat that supports her experience: UK Finance said 22.54% of all buy-to-let loans in the second quarter of 2025 were for customers over age 55, making it another area of growth.
Overall, the sector is experiencing a shift. More so-called accidental landlords are exiting − or are seriously considering it − while professional landlords keep up a steady appetite for buying en masse, including snapping up whatever the smaller players walk away from.
“A lot of regulatory and tax changes have eaten into profits, and there’s simply a lot more red tape that individual landlords have to wade through,” Deacon says. “What that’s led to is a greater opportunity for the portfolio landlords. They’re more geared up to deal with the changes. They see it as a business and are in it for the long term.”
Later life lending at a glance
Sector is set to rise to 24 million by 2030
Family Building Society is the UK’s 11th largest building society, with over 69,000 members and £2.5bn of assets. A mutual organisation, owned by its saving and borrowing members, over 80% of its borrowings are raised by deposits from individuals. Family Building Society’s mortgage products are underwritten by a team who look at each case on an individual basis based on common-sense and tailored credit checks rather than credit scoring.
Deacon has worked in financial services for 35 years, with experience of both high street and specialist lending. Having worked as an underwriter, a mortgage adviser and in mortgage business development, he brings a wealth of experience to his role as head of intermediary sales and now focuses on advancing business strategy at Family Building Society.
Family Building Society
Darren Deacon
Gadhia has been instrumental in championing MAB’s later life proposition, driving future business growth and empowering advisers to deliver optimal customer outcomes.
With more than 18 years’ experience in financial services (including six years within later life lending), Gadhia previously held positions with Standard Life Home Finance (most recently as head of sales) and more2life.
Working closely with MAB’s lenders, Gadhia contributes to the creation of innovative later life solutions and the optimisation of MAB’s distribution, allowing the business to recruit and retain more brokers to its network.
Mortgage Advice Bureau
Sanjay Gadhia
Stevens has been a member of the Coreco family for seven years and has 17 years of experience as an adviser. She won Best Broker for First Time Buyers at the British Mortgage Awards in 2018 and went on to specialise in mortgages for the self-employed. More recently, Stevens has focused on later life lending and officially rebranded Coreco Lifetime, which she now heads up. Her passion for lending to the over 50s won her a second Best Broker title at the BMAs, this time for Later Life Lending. With her wealth of experience, she gives holistic advice on all lending options, from residential to buy-to-let and lifetime mortgages, as well as bridging finance.
Coreco Group
Louise Stevens
Craig is the managing director of Brilliant Solutions, a leading mortgage club and distributor supporting brokers across the UK. With over two decades of experience in financial services, Craig has built a reputation for combining strategic vision with a hands-on approach to broker support. Under his leadership, Brilliant Solutions has grown significantly, strengthening lender partnerships and delivering market-leading value to intermediaries. Michael is passionate about innovating, collaborating and empowering brokers to thrive in a competitive market. His focus is on driving growth, raising standards and positioning Brilliant Solutions as the club of choice for UK brokers.
Brilliant Solutions
Michael Craig
In Partnership with
Fighting for
the customer
The customer owned a bank saw a huge boost after the Hayne Royal Commission. One year on and their market share is growing as customer continue to see their value.
Read on
Christopher Lee
MFAA head credit adviser, Finsure Finance and Insurance
Stewart Saunders
Heritage Bank
Darren McLeod
Beyond Bank
Fernando Lemos
Bank Australia
Industry experts
Lorem ipsum dolor sit amet, consectetur adipiscing elit. Tellus in penatibus condimentum malesuada ante vulputate nisi, arcu leo. Amet urna sapien purus vestibulum fermentum a. Cursus metus massa donec sed varius. Nunc enim sit morbi lacus, molestie et nunc. Nullam sed facilisi id malesuada. Ante purus velit, quam scelerisque ultrices scelerisque donec.
Velit egestas vel ornare pellentesque ridiculus. Mauris tempor augue quis mattis suspendisse feugiat commodo posuere. Faucibus massa adipiscing nullam elit, ac vel accumsan. Phasellus eget ac dignissim fermentum ac placerat elit, metus. Nulla porttitor ante egestas molestie quis quam. Pharetra magna sit mauris tellus gravida rutrum libero sit. Justo orci cras euismod proin massa lorem ut. In non tellus phasellus faucibus ullamcorper nullam odio dui et.
Bank Australia
Fernando Lemos
Lorem ipsum dolor sit amet, consectetur adipiscing elit. Tellus in penatibus condimentum malesuada ante vulputate nisi, arcu leo. Amet urna sapien purus vestibulum fermentum a. Cursus metus massa donec sed varius. Nunc enim sit morbi lacus, molestie et nunc. Nullam sed facilisi id malesuada. Ante purus velit, quam scelerisque ultrices scelerisque donec.
Velit egestas vel ornare pellentesque ridiculus. Mauris tempor augue quis mattis suspendisse feugiat commodo posuere. Faucibus massa adipiscing nullam elit, ac vel accumsan. Phasellus eget ac dignissim fermentum ac placerat elit, metus. Nulla porttitor ante egestas molestie quis quam. Pharetra magna sit mauris tellus gravida rutrum libero sit. Justo orci cras euismod proin massa lorem ut. In non tellus phasellus faucibus ullamcorper nullam odio dui et.
Beyond Bank
Darren McLeod
Lorem ipsum dolor sit amet, consectetur adipiscing elit. Tellus in penatibus condimentum malesuada ante vulputate nisi, arcu leo. Amet urna sapien purus vestibulum fermentum a. Cursus metus massa donec sed varius. Nunc enim sit morbi lacus, molestie et nunc. Nullam sed facilisi id malesuada. Ante purus velit, quam scelerisque ultrices scelerisque donec.
Velit egestas vel ornare pellentesque ridiculus. Mauris tempor augue quis mattis suspendisse feugiat commodo posuere. Faucibus massa adipiscing nullam elit, ac vel accumsan. Phasellus eget ac dignissim fermentum ac placerat elit, metus. Nulla porttitor ante egestas molestie quis quam. Pharetra magna sit mauris tellus gravida rutrum libero sit. Justo orci cras euismod proin massa lorem ut. In non tellus phasellus faucibus ullamcorper nullam odio dui et.
Heritage Bank
Stewart Saunders
Lorem ipsum dolor sit amet, consectetur adipiscing elit. Tellus in penatibus condimentum malesuada ante vulputate nisi, arcu leo. Amet urna sapien purus vestibulum fermentum a. Cursus metus massa donec sed varius. Nunc enim sit morbi lacus, molestie et nunc. Nullam sed facilisi id malesuada. Ante purus velit, quam scelerisque ultrices scelerisque donec.
Velit egestas vel ornare pellentesque ridiculus. Mauris tempor augue quis mattis suspendisse feugiat commodo posuere. Faucibus massa adipiscing nullam elit, ac vel accumsan. Phasellus eget ac dignissim fermentum ac placerat elit, metus. Nulla porttitor ante egestas molestie quis quam. Pharetra magna sit mauris tellus gravida rutrum libero sit. Justo orci cras euismod proin massa lorem ut. In non tellus phasellus faucibus ullamcorper nullam odio dui et.
MFAA head credit adviser, Finsure Finance and Insurance
Christopher Lee
In Partnership with
Fighting for
the customer
The customer owned a bank saw a huge boost after the Hayne Royal Commission. One year on and their market share is growing as customer continue to see their value.
Read on
Christopher Lee
MFAA head credit adviser, Finsure Finance and Insurance
Stewart Saunders
Heritage Bank
Darren McLeod
Beyond Bank
Fernando Lemos
Bank Australia
Industry experts
Lorem ipsum dolor sit amet, consectetur adipiscing elit. Tellus in penatibus condimentum malesuada ante vulputate nisi, arcu leo. Amet urna sapien purus vestibulum fermentum a. Cursus metus massa donec sed varius. Nunc enim sit morbi lacus, molestie et nunc. Nullam sed facilisi id malesuada. Ante purus velit, quam scelerisque ultrices scelerisque donec.
Velit egestas vel ornare pellentesque ridiculus. Mauris tempor augue quis mattis suspendisse feugiat commodo posuere. Faucibus massa adipiscing nullam elit, ac vel accumsan. Phasellus eget ac dignissim fermentum ac placerat elit, metus. Nulla porttitor ante egestas molestie quis quam. Pharetra magna sit mauris tellus gravida rutrum libero sit. Justo orci cras euismod proin massa lorem ut. In non tellus phasellus faucibus ullamcorper nullam odio dui et.
Beyond Bank
Darren McLeod
Lorem ipsum dolor sit amet, consectetur adipiscing elit. Tellus in penatibus condimentum malesuada ante vulputate nisi, arcu leo. Amet urna sapien purus vestibulum fermentum a. Cursus metus massa donec sed varius. Nunc enim sit morbi lacus, molestie et nunc. Nullam sed facilisi id malesuada. Ante purus velit, quam scelerisque ultrices scelerisque donec.
Velit egestas vel ornare pellentesque ridiculus. Mauris tempor augue quis mattis suspendisse feugiat commodo posuere. Faucibus massa adipiscing nullam elit, ac vel accumsan. Phasellus eget ac dignissim fermentum ac placerat elit, metus. Nulla porttitor ante egestas molestie quis quam. Pharetra magna sit mauris tellus gravida rutrum libero sit. Justo orci cras euismod proin massa lorem ut. In non tellus phasellus faucibus ullamcorper nullam odio dui et.
Heritage Bank
Stewart Saunders
Lorem ipsum dolor sit amet, consectetur adipiscing elit. Tellus in penatibus condimentum malesuada ante vulputate nisi, arcu leo. Amet urna sapien purus vestibulum fermentum a. Cursus metus massa donec sed varius. Nunc enim sit morbi lacus, molestie et nunc. Nullam sed facilisi id malesuada. Ante purus velit, quam scelerisque ultrices scelerisque donec.
Velit egestas vel ornare pellentesque ridiculus. Mauris tempor augue quis mattis suspendisse feugiat commodo posuere. Faucibus massa adipiscing nullam elit, ac vel accumsan. Phasellus eget ac dignissim fermentum ac placerat elit, metus. Nulla porttitor ante egestas molestie quis quam. Pharetra magna sit mauris tellus gravida rutrum libero sit. Justo orci cras euismod proin massa lorem ut. In non tellus phasellus faucibus ullamcorper nullam odio dui et.
MFAA head credit adviser, Finsure Finance and Insurance
Christopher Lee
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Velit egestas vel ornare pellentesque ridiculus. Mauris tempor augue quis mattis suspendisse feugiat commodo posuere. Faucibus massa adipiscing nullam elit, ac vel accumsan. Phasellus eget ac dignissim fermentum ac placerat elit, metus. Nulla porttitor ante egestas molestie quis quam. Pharetra magna sit mauris tellus gravida rutrum libero sit. Justo orci cras euismod proin massa lorem ut. In non tellus phasellus faucibus ullamcorper nullam odio dui et.
Bank Australia
Fernando Lemos
The rise of later life and doing things differently
Published November 21, 2025
“Innovation is coming thick and fast; we’ve seen it significantly this year, and there’s more to come. Bring it on”
Sanjay Gadhia,
Mortgage Advice Bureau
“Accountants, solicitors, pensions and tax advisors − there’s so much room for that collaboration, and it’s so important to do it”
Louise Stevens,
Coreco Group
21 million people in the UK are over age 55
£2 trillion: total equity held by homeowners aged 65+
33.5%: increase in new mortgages for those 55+ in Q1 2025
FCA and lenders are bringing later life lending into the mainstream
£10.5 billion: new BTL lending in Q1 2025 (up 46% year-on-year)
Buy-to-let market snapshot
22.54% of all BTL loans in Q2 2025 went to customers over age 55
Demand for HMOs and student lets remains strong
Professional landlords buying more as accidental landlords exit
There are more than 21 million people over the age of 55 in the UK currently, and that number is set to rise to 24 million by 2030. There’s also £2 trillion of equity in the homes of those over 65. In the first quarter of 2025, the market was up 33.5% for those 55 and over getting new mortgages.
As people live longer, build up equity in their homes, and look to live differently from their parents and grandparents, the mortgage industry − especially in the later life space − must keep pace.
“There’s more emphasis on later life, including by regulators: take the FCA consultation paper, for example,” says Darren Deacon, head of intermediary sales at Family Building Society. “It’s being taken out of its niche or specialism and brought into the mainstream. That’s good to see.”
Sanjay Gadhia, regional sales director at the Mortgage Advice Bureau, says the industry historically has tunnelled into equity release or lifetime mortgages as the only options. But now, more than ever, that’s not the case: “There’s a plethora of solutions out there,” he notes.
‘Innovation coming thick and fast: bring it on’
Education and collaboration
Buy-to-let: the other lean-in sector
Lenders are also responding to the need for innovation in this space, and Family enhanced its buy-to-let offerings as well. This year, the lender has increased LTVs for all BTL products to 75%, reduced interest coverage ratios to improve affordability, launched new HMO products (available to ex-pats, limited companies and private individuals) and launched new BTL products for Expat Ltd Companies.
“We’re aware of the size of the market, and it’s a big part of what we do,” Deacon says. “We’re keen to keep a close eye on it.”
Stevens also points out that new landlords don’t know any different than the current climate, which offers some high points: an oversupply of cheaper one-bedroom flats currently, for example. She’s also seen a spike in ex-pat dealings, flagging that as an area for brokers to keep an eye on.
The important thing is to understand what your client really wants out of the sector.
“Is it capital appreciation or income for the future? And again, make sure you structure the investment properly: collaborate with a tax adviser if needed,” Stevens urges.
While it’s also crucial to educate yourself and clients about what might be coming down the pipeline, “we worry too much as an industry about things that haven’t happened yet,” says Craig.
“The biggest takeaway is, don’t shy away because it feels a bit more difficult,” he sums up. “Keep talking to clients because HMOs are big, student lets are big. Worry about what you can do right now to help people get properties and make some money from them.”
Another area of opportunity for brokers
There’s no doubt 2026 will bring change, because it’s inevitable in the industry and in life, but Craig calls his outlook “forever optimistic.” He believes brokers must adopt this outlook as well, to find the upsides and capitalise on them.
“Change doesn’t have to be a bad thing, does it?” Craig asks. “Embrace it. If some of it makes our job harder, so be it − it means we’re still needed. We’ll all do well and write more business, even with these changes coming through the doors.”
From a burgeoning later life sector to the wait-and-see atmosphere in the buy-to-let arena, Stevens’ mission in the New Year is simple: increase awareness.
2026: opportunities abound, if you know where to look
“I’ll stand on the rooftops and shout to everybody: you have more options than you think you do,” she jokes, with Gadhia echoing that positive tone.
“Irrespective of a customer’s profile, opportunity is out there,” he says. “And we’re all here to provide support, to keep the wheels turning and the lights on.”
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