Lifetime Mortgage Personalisation – Customer Benefit or Advice Dilemma?

Presented by

Kevin Holloway, Aviva

About this talk

Our presentation is all about “Personalisation” . Advisers may have seen the FCA Key findings documents around Equity Release issued on the 17 June 2020, the key findings were deficiencies in “Personalisation of advice”, “Challenging customer assumptions” & “Evidence of suitability”. This session demonstrates the flexibility Lifetime Mortgages can now provide, then considers some of the advice challenges that generates for specific product features and gives evidence from Aviva's experience of customer behaviour in relation to them. This session highlights why the FCA findings are very relevant to anyone giving advice in this sector under the title of "Personalisation customer benefit or advice challenge". Learning Objectives: 1, Explain the features of a lifetime mortgage (LTM) compared to alternative mortgage products 2, Explain which features a client might pay for within a LTM and the advice considerations 3, Explain he potential uses and advice considerations of loan flexibility 4, Outline, from historic data and your client knowledge, the features and benefits likely to attract them

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