The modern entrepreneur rarely fits neatly into traditional banking categories. With multiple income streams, intricate company structures, and substantial assets tied across diverse portfolios, today’s successful business founders often discover that conventional lenders cannot accommodate their financial reality, despite considerable wealth. Together’s research reveals that 22% of non-standard applicants face rejection simply for being self-employed, whilst a further 10% are turned away due to multiple income sources. These are credentials that, ironically, often indicate substantial success rather than risk.

Scott Clay, Director of Together Premier, has spent nearly two decades observing this paradox firsthand. Since joining Together in 2017, he has built a specialist division dedicated to serving precisely these overlooked clients through relationship-driven lending. Where high-street banks deploy automated systems and rigid criteria, Together Premier employs manual underwriting, dedicated relationship managers, and what Clay describes as common-sense decision-making. The results speak clearly: mortgage applications completed in four days versus months of uncertainty, and a loan book that has grown from £4.8 billion to £7.6 billion whilst maintaining the firm’s 50-year heritage of specialist lending.

You’ve spearheaded the relaunch of Together’s Premier service, serving high net worth clients. What drew you to this role, and how does the current market climate present unique opportunities for affluent individuals seeking property finance?

“I’d previously worked at Together and know the business has an entrepreneurial mindset, which really appeals to me, which is why I jumped at the chance of heading up the relaunch of our high-net-worth lending service last year. The business has a flexible approach to lending that’s unmatched in the market, allowing us to make lending decisions quickly and provide a bespoke service – often essential when serving today’s affluent individuals.

“These clients are typically ambitious, entrepreneurial, and often self-employed founders or directors of successful businesses. They therefore tend to have complex profiles when it comes to finance, with multiple income streams and intricate company structures. This means they require a more personal and tailored approach.

“High-street banks, which rely heavily on automated systems and rigid criteria, can often fail to accommodate these kinds of clients. At Together, we take a common-sense approach, combining speed, agility, and human insight to serve a segment that’s often overlooked by traditional lenders.”

Together’s research reveals that 22% of non-standard profile applicants face rejection simply for being self-employed, while 10% are turned away due to multiple income sources. What does this tell us about the evolving nature of modern wealth creation?

“In 2025, we’re seeing more self-employed individuals, entrepreneurs, and consultants than ever before. These clients will need lenders who can adapt to their reality, and that’s exactly what we do.

“It comes down to one thing: taking the time to understand your customer. Mainstream lenders are great at catering for customers who can provide evidence of regular monthly earnings from a single employer, however, their reliance on automated systems means that someone with multiple income streams or a complex financial setup is often excluded from the outset.

“This is where Together shines. Relationships are at the heart of our culture, and that translates directly into our lending decisions as we take the time to understand each client’s full financial picture.”

Your clientele includes successful entrepreneurs, sports professionals, and business owners with complex company structures and property portfolios worth millions. Can you walk us through how Together’s manual underwriting process differs from the automated systems that often fail these sophisticated borrowers?

“We provide what is effectively a concierge service, with a dedicated point of contact and skilled underwriters, who can really understand the client’s specific circumstances, providing flexible solutions to meet their specific financial needs.

“That means looking beyond the numbers to understand the full story, how a client’s wealth is structured, how their businesses operate, and what their long-term goals are.

“We work closely with clients and their advisers to gather the right information, and we make decisions quickly.”

The company has grown its loan book from £4.8 billion to £7.6 billion in recent years whilst maintaining its 50-year heritage of specialist lending. How do you balance this entrepreneurial, start-up mentality with the scale and expertise required to serve clients seeking multi-million pound finance solutions?

“The scale of growth since our founder offered his first loan in 1974 has been nothing short of phenomenal. We’ve managed to grow year-on-year for the past 51 years by being experts in spotting opportunities in underserved sections of the market.

“For example, that could be providing short-term lending secured against clients’ large portfolios to raise capital, or agreeing mortgages for unusual luxury properties which would be considered ‘non-standard’ and rejected by mainstream lenders.

“We’ve built a culture that encourages innovation and agility, even as we’ve continued to grow,  meaning we can move quickly, think creatively, and still deliver the robust, expert service that high-net-worth clients expect.”

Time sensitivity appears crucial in your sector, you’ve completed mortgage applications in four days whilst high street lenders take months. What specific operational advantages allow Together to deliver this speed, and why is timing so critical for your high net worth clients?

“Speed is everything in this market. Our clients are often competing for high-value properties or need to move quickly to seize investment opportunities, and delays can mean losing out.

“At Together, we’ve strived to create a system that enables fast, flexible decision-making. Our underwriters are empowered to act quickly, and we have dedicated teams who understand the urgency of these transactions.

“We take the time to gather the right information upfront and work with the right partners such as valuers and solicitors to avoid unnecessary delays. It’s all about being proactive, responsive, and laser focused on providing the best possible outcome for the client. Ultimately, that is what they are looking for.”

Your clients often require bridging finance for complex scenarios, purchasing before selling, accessing funds during inheritance settlements, or raising capital for business expansion. How do you assess risk and opportunity when traditional banking criteria simply don’t apply to these wealth structures?

“We take a holistic view of each client’s financial position. That means looking at the full asset base, understanding the liquidity of those assets, and assessing the client’s track record and future plans.

“Traditional banks often struggle with this because they’re focused on rigid criteria, whilst we focus on potential. If the deal makes sense, the numbers stack up and the client has a clear exit strategy, we’ll find a way to make it work.

“It’s about balancing risk with opportunity, and having the confidence and experience to back our judgement.”

The property market in prestigious locations like Cheshire’s Golden Triangle, where average home values reach £1.8 million, presents unique challenges. How does Together position clients to compete effectively in these competitive markets where timing and certainty of funding can determine success?

“In high-value markets like the Golden Triangle, certainty of funding is just as important as price. Sellers want to know that a deal will complete, and quickly.

“Together gives clients that edge. We can provide fast, reliable decisions and deliver funding in days, not months. That gives our clients a competitive advantage in negotiations and helps them secure the properties they want.

“As a south Manchester based company, Together has an excellent understanding of the local area, and can therefore act with confidence and speed.”

You’ve mentioned that affluent individuals often find securing finance more challenging than expected, despite substantial assets. What misconceptions do high net worth clients typically have about the lending landscape, and how do you educate them about alternative finance solutions?

“Many high-net-worth individuals assume that their wealth alone will make borrowing straightforward. But when that wealth is tied up in property, businesses, or investments, it can actually complicate things.

“We spend a lot of time educating clients about how lending works in today’s market, and how specialist lenders like Together can offer solutions.

“It’s about working with our affluent clients to move away from ‘I can’t secure finance’ to ‘how can we make this happen’. We can then work towards finding solutions, and the value of what Together offers over other lenders becomes clear.”

Looking ahead, what trends do you anticipate in the high net worth property finance sector, particularly as entrepreneurs continue to diversify their wealth through property portfolios and complex business structures?

“We’re seeing more complex wealth structures among affluent individuals. Many are ‘asset rich but cash poor’, with diverse portfolios that require lenders to understand and navigate intricate financial setups.

“In 2025, there’s a noticeable shift toward active wealth management. Regulatory changes and rising tax pressures are prompting affluent clients to restructure their holdings and invest more strategically in areas like commercial or semi-commercial property, luxury holiday rentals, and renovation projects.

“While technology is streamlining processes, the human element remains critical. Relationships, trust, and deep understanding of client needs continue to set the best lenders apart. For these borrowers, personalised service is not just valued, it’s expected.”

For other finance professionals seeking to build expertise in the high net worth market, what essential skills and approaches have proven most valuable in your career, and what advice would you offer about building trust with sophisticated, time-conscious clients?

“Listening is key, these clients are busy, successful, and used to being in control so you need to understand their goals, their pressures, and their expectations.

“Any finance professionals working in this area need to be responsive, be reliable, and always follow through, as trust is built over time, but it can be lost in a moment.

“And finally, never stop learning. The high-net-worth market is constantly evolving so stay curious, stay informed, and continually educate yourself.”