Here at LV= Equity Release we understand that clients in later life are different and they require various differing levels of support.

With 39 years combined equity release experience, our team of sales experts is fully ER1 qualified. To help advisers better support their clients, LV=’s Business Development Manager, Chris Smyth is sharing his top tips on how to meet client needs.

• Opportunity – spotting where equity release can be the right solution for a potential client is key. Long gone are the days where lifetime mortgages were perceived as an option of last resort. Having access to capital could help customers to purchase a property; improve/update their home; gift to children/family; pay for holidays; fund hobbies and supplement income in retirement. Equity release can be an ideal solution in removing the need to downsize and ultimately allowing the clients to remain in their property.
• Support – how you demonstrate your support to clients from the early stage is crucial in the process of building a long lasting relationship. Being there from the first enquiry, making helpful tools and calculators available, offering a flexible approach to advice with regular telephone support and face to face meetings are vital. With more than 100 different types of plans available in the market, up to date and in-depth knowledge of the products supported by a good sourcing system is essential to enable you to provide outstanding service and support to your clients.
• Contact strategy – ensuring the client is kept fully up to date with progress from quote to completion is extremely important. Your contact strategy should guide them carefully through the process and allow them to feel comfortable to raise any concerns or questions.
• Forward thinking – it is highly likely that clients will require on-going advice: their circumstances will change as they move into and through retirement so make sure they know they can contact you for further help and guidance.
• Trusted lenders – choosing respected, trusted and responsible lenders will help to reassure clients about what is a very big financial decision. Being confident in the provider you have recommended is crucial, knowing that they make decisions with great care and with the client’s best interest at heart.
• More than just financial advice – considering providers who are investing in and offering value-added benefits will help you differentiate your advice and recommendations, showing you appreciate and understand the wider needs of your clients. LV= Equity Release recognises the importance of value-added services and our recently improved LV= Doctor Services gives clients in later life greater access to reliable medical support at no added cost.

For more information visit LV.com/EquityRelease or if you would like to discuss a particular case, please call us on 08000 028 8974 or email us on equity.sales@lv.com