10:05 – 10:30
The later-life lending market – where are we heading?
- Understanding the shift in the market: economic, demographic and housing trends shaping later life borrowing
- How changing retirement patterns and mortgage maturities are affecting customer needs
- The latest opportunities for lenders and advisers, and the challenges they bring
10:30 – 11:10
Panel discussion: Breaking down the silos – creating a joined-up later life lending market
- How mainstream brokers and later life specialists can work more effectively together
- Where adviser competency ends and specialist support begins – can technology fill in the gaps?
- Exploring how a “GP/specialist” approach could enable advisers to confidently identify opportunities, recognise limitations of their expertise and refer customers appropriately to later life specialists
Paul Saroya, director, Viva Retirement Solutions
11:10 – 11:40
FCA Market Study: what the industry needs to change today
- What advisers and lenders should do now to ensure customers understand the full range of suitable later-life bowing options
- Challenging current practices that are limiting consumer choice and good outcomes
- Changes that can be made today across customer journeys to build a more joined-up later life lending market.
Conference splits into two streams, Stream A ‘Later Life Lending Essentials’ for advisers newer to the sector and looking to build their confidence, featuring guided case studies. Stream B ‘Later Life Lending Advanced’ is for experienced later-life advisers who want to tackle more complex cases and develop their proposition, featuring an expert panel.
Stream A – Later Life Lending Essentials
12.10 – 12.40
Unlocking the opportunity: practical ways to grow your later life lending business
- Identifying opportunities amongst your existing clients
- Broadening your knowledge of later life products and knowing what to ask before recommending a route
- Turning opportunities into business with a consistent process
12.40 – 13.10
Interactive case studies: From enquiry to completion
This session includes real customer case studies featuring expert advisers and lenders. These case studies will include examples of assessing customer circumstances, financial positions and recognising when to make referrals. The future care of the customer will be included, as well as how to support customers with vulnerabilities. We will include audience interaction, including scenarios where delegates share what they would do in each situation.
Stream B – Later Life Lending Advanced
12.10 – 12.40
Assessing the true value of later life advice
- Examining the disparity between mainstream mortgage and later life procuration fees, and whether current rates adequately reflect the complexity of later life advice
- Making the case for increased remuneration and exploring whether ongoing fees could better reward advisers for maintaining long-term customer relationships
- How can fairer remuneration support adviser engagement, encourage more holistic advice and deliver better long-term consumer outcomes?
12.40 – 13.10
Panel discussion: Unlocking potential – innovation and flexibility in later life lending
- How are different lenders responding to changing later life needs?
- Where could greater flexibility and innovation improve customer choice?
- What can lenders and brokers learn from different approaches across the market?
End of Streams
13.10 – 13.35
Final debate: Is the later life lending market fit for the future?
- Are the boundaries between mainstream mortgages, RIOs and equity release still relevant?
- Where are the biggest gaps in the current customer journey?
- What should the industry prioritise over the next five years?
