The majority of advisers (95%) consider equity release to be a significant future growth area for their business, and 78% of advisers expect equity release to become a mainstream financial product in the next few years. The main reason cited as the driver behind continued growth of the equity release market was clients' needing to supplement their retirement income (60%). One in six (18%) believe that the rise in clients who need to pay off their mortgage and other debts will increase demand for equity release in the coming years.
The findings show that their clients' outdated view of the industry, and their concerns about leaving an inheritance for their children are two of the biggest barriers advisers face when discussing equity release with clients. However, a third (30%) of advisers admit that it is their own lack of understanding about the equity release market which has stopped them from writing equity release business.
Steve Lewis, LV= Head of Retirement Distribution, said:
"For many people, their property is their greatest asset so it is encouraging that advisers believe that the capital tied up in someone's home should form part of initial retirement planning discussions.
"In recent months we have seen several high profile discussions, by the House of Lords for instance, highlight the pivotal role housing equity can play in helping to face the challenges of supporting our ageing population. However, it is clear from adviser feedback that there is still much to be done to combat the industry misconceptions that exist amongst advisers and clients.
"At LV= we are committed to supporting advisers wishing to promote the benefits of equity release to their clients. To this end, throughout May, we will be holding a series of face-to-face workshops focused on marketing and business development and the pitfalls to avoid when marketing equity release services."
