Bridgewater Equity Release Just Retirement have reported “huge demand” from advisers for a series of interactive workshops they are holding in March.
The sessions are targeted at advisers looking to expand their market knowledge and aim to help them identify opportunities where they can write more business.
The first session takes place at the Holiday Inn in Solihull on the 5th March and subsequent events are scheduled for the Holiday Inn Filton in Bristol (6th March), the East Sussex National Golf Course (7th March), London’s Hilton Tower Bridge (12th March), Bolton’s Reebok Stadium (13th March) and the final workshop will be at the Thorpe Park Hotel in Leeds on the 14th March.
As of 18th February 2013 there are only places available at the East Sussex event on the 7th March. The workshop runs for three hours, with registration at 9:30am. Refreshments will be provided and lunch will be served at 1pm.
As well as outlining the types of clients for whom equity release might be suitable, the workshop will also help advisers to build an equity release plan, establish what questions might be suitable to ask in the factfind and demonstrate their understanding of the different products available.
Chris Prior, manager, sales and distribution at Bridgewater Equity Release, said: “Following on from Just Retirement’s successful equity release revision sessions in 2012 and our own positive series of Masterclasses and State benefits seminars, we decided to join forces this year to give advisers on the periphery of the market a greater understanding of home reversion plans and lifetime mortgages. Given our expertise in the former area and Just Retirement’s experience in the latter, it seemed like the perfect fit.
“Understanding how the products work is only half the story as identifying clients they might be suitable for is often more of a challenge; therefore much of the programme at the workshops will focus on how to recognise such individuals.
“The profile of the typical older homeowner that decides to release equity has evolved over the past few years, so advisers may not be as adept as they could be at identifying potential candidates. While there are still individuals who use equity release for ‘traditional’ reasons such as funding home improvements we are witnessing an increase in older homeowners taking out the plans for more practical usages such as to help settle debts that have been carried into retirement, to help with everyday expenses and to help members of their own family realise their property aspirations.
“After attending one of our workshops, advisers will have a much more comprehensive understanding not just of the market and the products available, but also which individuals could benefit from releasing equity. We are over the moon with the response to the workshops up until now and we would urge those advisers who wish to attend the East Sussex event to take up their place as quickly as possible.”
Stephen Lowe, group external affairs and customer insight director at Just Retirement, said: “Housing equity is being used to satisfy an increasingly varied range of client needs from topping up retirement incomes to repaying interest-only mortgages and passing down wealth to children. Today’s modern adviser must be prepared and equipped to create a total asset decumulation plan, including housing wealth, to help clients navigate through a complex set of life events during retirement.
“Attending the workshops will help build awareness of the considerations, knowledge and confidence.”