The increasing number of mortgage applications from older borrowers means later life lending should be considered more mainstream, according to James Tucker, CEO of mortgage tech firm Twenty7tec.
The claim is supported by the number of mortgage searches conducted through the Twenty7tec platform. In the first five months of 2025 alone, over-55s accounted for:
- 122,000+ property purchases
- 215,000+ remortgages
- 33,000+ first-time buyer cases
Between 2020 and 2025 the number of mortgage searches for borrowers aged 55 and over who are first-time buyers has risen 49.71%, whereas under-40s has declined by -3.92%, despite overall growth in the market – suggesting people are getting on the property ladder much later in life.
In it’s ‘Mortgage Rule Review: the future of the mortgage market‘ the Financial Conduct Authority (FCA) describes the later life lending market as ‘increasingly mainstream’, acknowledging:
“For many, the costs of retirement are unlikely to be met by savings alone, and there could be greater demand for homeowners to access the equity in their homes. There is around £9.1tn in the UK’s housing stock, £2.6tn of which is owned by people over 65. If older homeowners are able to access some of this wealth, they may be able to secure a more comfortable retirement. They will need the right options and support to access them.”
And it is ‘these right options’ Tucker is keen to ensure older borrowers are aware of. Through a partnership with later life lending platform Advise Wise, Tucker says there is widespread misunderstanding of equity release and ‘cultural discomfort’ around borrowing in later life – with many over-50s reluctant to unlock the value tied up in their homes.
Tucker believes advisers are still nervous to bring up later life lending with clients and says the numbers provide clear evidence that later life lending is no longer a ‘specialist corner of the market’, but a ‘major advice opportunity hiding in plain sight.’ There is plenty of choice, he says, but there are gaps in advice and a disconnect between consumers and advisers.
He explained:
“It’s about care, inheritance, and long-term financial security – and if advisers aren’t having these conversations, they’re missing one of the most meaningful advice moments they’ll ever have with a client. Ultimately, we’ve got to stop calling it a niche. It’s not a niche anymore. It’s an underserved part of the market that’s only going to grow.
“We’re seeing a clear rise in later life criteria searches across our platform, which tells us there’s growing interest – but it’s still not being matched by adviser action. The demand is there, and brokers need the confidence, tools and triggers to act on it.”
With 31% of first-time buyers now relying on family support for deposits, and many borrowers are extending mortgage terms into retirement there is an opportunity for advisers to adopt a more holistic, longer-term mindset and support both generations.
Jonathan Thirkill, founder of Advise Wise, agrees. He said:
“We’re seeing more advisers engage with later life lending, but confidence is still the missing link. Our partnership with Twenty7tec isn’t just about product access; it’s about equipping advisers with the education and support they need to spot client needs early and have more meaningful conversations.”
Tucker concluded:
“Advisers need to reach clients before they ask the question… It’s about using behavioural cues, product triggers and life-stage data to truly understand your client and start the conversations that matter. They don’t need more products – they need better ways to know when to have the right conversation. And that starts with understanding not just the data – but the human behind it.”
