Name: Ask The Expert - The equity release market; an adviser's perspective
Start: 2022-12-06T10:00:00Z
End: 2022-12-06T10:45:26.000Z
Location: BrightTALK
Rating: 5

We are a specialist UK financial services group focusing on attractive segments of the UK retirement income market.  The Group is a leading and established provider of retirement income products and services to individual and corporate clients.

In this webinar we’ll focus on worked examples of portfolio construction to show how you can apply the theory discussed in this webinar series to a variety of client scenarios. We’ll demonstrate how getting the balance between security and flexibility doesn’t mean watering-down long-term portfolio values. You’ll see how the outlook for investment assets and legacy benefits can be significantly improved when each element of the portfolio does the job it was designed for. We’ll also look at how the portfolio can be stress-tested using data that can show the results in an instant.

Learning Objectives:
In this session you’ll be able to:
• Understand how legacy provision can be improved
• Consider how higher levels of income can be sustained
• Explore how retirement plans can be made more resilient

Register now to join us for this webinar and earn 45 minutes of CPD.

Portfolio construction — worked examples: Episode 3 of 3

Whilst no two clients are the same, we’ll look at some common elements that are fundamental to creating more sustainable retirement income. This webinar explores a wider view of blending solutions. We’ll be going beyond the traditional view of guaranteed income and asset allocation, to show how replacing some fixed income with guaranteed income can improve long-term portfolio values.

Learning Objectives:
In this webinar you’ll be able to:
• Re-examine the risks associated with decumulation 
• Understand what the positive correlation between bonds and equities mean for retirement income portfolios
• Discuss the longer-term benefits of blending guaranteed income and investments

Register now to join us for this webinar and earn 45 minutes of CPD.

Creating more sustainable retirement portfolios: Episode 2 of 3

When advising on care funding there are many different scenarios and questions that advisers can be presented with. 

Some cases will be quite straightforward and the position of the client being a “self-funder” is quickly established. Others will be more complicated and potentially protracted and more of the adviser’s time may be taken up but overall it can be a very rewarding area of advice.

In this session Graham Duffy will be joined by our Care Business Development Manager, Mike Harrison who speaks to many advisers daily to answer a wide range of queries about helping those in vulnerable circumstances, particularly where this relates to a long-term care need.

Graham and Mike will discuss some of the more common and typical things that arise in their conversations with advisers.
Further sessions will follow on aspects such as the underwriting of care cases.

Learning Objectives:
By attending this session attendees will be able to:
• Assess the more common questions that arise when advising on care
• Evaluate the process for care advice
• Understand the support that is available for advisers

Register now to join us for this webinar and earn 45 minutes of CPD.

Care Conversations with Graham - Common questions arising about care funding

Over recent years creating a diversified portfolio of capital market assets has been the retirement income portfolio trusted solution. The received wisdom being that if one asset class falls, the other will have an opposite effect, dampening down the overall risk. However, recent positive correlation of equities and bonds has called this theory into question. In this webinar, we’ll examine what this means for retirement income clients. We’ll start to explore a more sustainable approach to income and examine where the opportunities lie.

Learning Objectives:
In this webinar you’ll be able to:
• Understand the impact of the economic environment on retirement income portfolios
• Discuss the impact of markets on financial resilience and sustainability
• Recognise the market developments in guaranteed income

Register now to join us for this webinar and earn 45 minutes of CPD.

Retirement portfolio challenges: Episode 1 of 3

In the current economic climate, the outlook for fixed income has become challenging, especially since interest rate increases can have a detrimental impact on capital values. At the same time we have seen significant movement in annuity rates, prompting many to revisit guaranteed income.

Add to that the need for personalising any secure income accounting for each person’s own medical and lifestyle situation and the benefits of a guarantee could significantly improve the level of income available. 

In this session, we’ll uncover some of the important areas where a bit of extra detail can make a big difference. We’ll also look at the valuable death benefit options and give an update on the significant rate changes we’ve seen in recent months.

If you’re advising clients on pension income or are a paraplanner assessing the options, this session will bring you right up to date with the developments in underwriting and show you how guarantees can help your clients achieve a better later life. 

Learning Objectives:

• Understand the importance of lifestyle and medical information in personalising advice
• Explore the death benefit options available with an annuity
• Discuss the benefits of disclosure to your clients and the difference this can make

CPD: 30 minutes

Guaranteed Income - The level's in the detail

Welcome to our first “Ask The Expert session” of the year,focusing on the importance of advice relating to funding care.

During the session, you’ll hear about the various options for funding care and perhaps more importantly how to assess the merits and/or suitability of each one.

The options will be split between those where it may be possible to utilise the property in some way and those where the property has been sold.

As we saw in a previous session, when advising on care, each case will be different and therefore the suitability of each option needs to be considered relative to the circumstances of the individual client.

The goal for each case will be how best to address the funding of care in the most suitable way and achieve the best possible outcomes for the client.

Learning Objectives:
• Outline the State and privately funded options for care funding.
• Consider the advantages and disadvantages of each privately funded option.
• Assess the suitability of the options and/or products for care funding.

Ask The Expert - Assessing the options for self-funding care

It seems that not a day goes by without a new set of challenges in the economic and political landscape. The increased cost of living coupled with market turmoil means that sustaining an income in retirement can be seriously difficult unless new strategies are adopted. Whilst firms are helping clients through the financial crisis, the regulator has set out its expectations around the Consumer Duty. This highlights the steps to take to show that client outcomes are at the forefront of everything firms do. For many, meeting outcomes for retirees in the current climate may require a change in approach.

How do the economic, political, and regulatory factors make a difference to clients in retirement? Why has ‘modern portfolio theory’ been called into question? How does this change the thinking around retirement income?

In this session, Martin Lines will talk to Andy Sutherland from Conduct Culture. You’ll hear Andy’s views on the regulator’s current thinking on retirement advice and highlight some of the emerging risks for advisers. Learn about some practical steps that you can take now to ensure your business is in good shape to fully embrace The Duty. Ultimately, we’ll see where the opportunities lie to reassure clients and consider ways to alter the investment strategy, especially when the best outcome is a more sustainable income!

Learning Objectives:
• Examine strategies for sustaining retirement income
• Recognise the key aspects of the Consumer Duty
• Discuss the role of guarantees in an overall retirement income strategy

Register for our webinar on Tuesday 22 November at 10:00 and gain 60 minutes of CPD.

Retirement income – all change?

In this session, Graham Duffy and I will be discussing the ever increasing link between Long Term Care (LTC) and Equity Release (ER).  Graham Duffy has forgotten more about LTC than most of us will ever know!  We will cover how ER products could help fund, or part fund, care costs which now run into '000s of pounds per week.

The ER market now recognises the closer link to providing much needed funding for this very expensive time in many vulnerable clients' lives.  

How can lifetime mortgages cover domiciliary care if that is the preferred route for the client or provide a lump sum to a care provider for care within a home?  This can be a complicated area for advice and one that is incredibly important to get right.

There is a good chance that advising in this area could bring a much closer involvement with local authorities.  So, we will be looking at this aspect too, from deliberate deprivation to minimum, or maximum, local authority funding including deferred payment arrangements.  

What questions would you like me to ask Graham during the session?  Send them to events@wearejust.co.uk before 3 November.  Alternatively, there will be an opportunity to ask in the live chat box on the day.

Learning Objectives:

- Discover the ever increasing link between LTC and ER
- Learn how ER products can help to fund domiciliary care or care in a home
- Understand the potential involvement of local authorities arising from ER advice

CPD - 45 minutes

Ask The Expert - 'Long Term Care and Equity Release, a closer relationship?'

The requirement for care can be a financial commitment with a great deal of uncertainty over how much it will actually cost.

Navigating the care system is not straightforward.  For the individual that requires care, or the family members - perhaps acting as power of attorney, it can be very stressful. It is often what might be described as crisis management.

Whilst there is some really good information available, it is often disjointed and sometimes contradictory. This can add to the confusion and leads to many queries from both clients and advisers. Here is a great opportunity to put your questions to our expert, Graham Duffy. As a specialist in this area, Graham will guide you through some of the challenges you may be facing. Join him as he examines the reforms and what they mean to you and your clients as well as answering your questions. Come prepared to ‘ask the expert’.

Using the services of regulated, qualified financial advisers, with a good broad spread of knowledge of the care system and specifically the funding aspects, can make a huge difference to the outcomes for those needing care.

In this session we will discuss the importance of this advice and how the proposed social care reforms can present an opportunity for advisers to help those in what is clearly a vulnerable situation.
Learning Objectives:
• Assess the potential for advice in the care market
• Understand the importance of regulated qualified advice
• Consider how becoming a member of SOLLA can help

Register for our webinar on Friday 21 October at 10:00 and gain 45 minutes of CPD.

Please note that registration is facilitated by a third party (BrightTALK). You can read their privacy policy here.  https://business.brighttalk.com/company/privacy-policy/

Ask The Expert – the importance of advice and care funding

The government have said that you won’t have to sell your property during your lifetime to pay for long term care,  but what role does property have in paying for care fees? What are the other options?

Whilst the care cap is likely to have an impact, the reality is that there will be a period where self-funding is the only option for many, whether in full or in part. Indeed, even after the cap is reached, there will still be a continuing price to pay for self-funders.

In this webinar Martin Lines speaks to Graham Duffy about the criteria for self-funding and the options available for those who have to pay for residential and domiciliary care. We will look at a case study and discuss the pros and cons of each option and what they mean to a specific individual.

We will also discuss an alternative way of capping the cost of care that exists today.

By attending this session, you will be able to:
Learning Objectives:
• Understand the main care self-funding options
• Recognise the criteria for state and self-funding
• Discuss the place for guaranteed income 

Register for our webinar on Thursday 22 September at 10:00 and gain 45 minutes of CPD.

Please note that registration is facilitated by a third party (BrightTALK). You can read their privacy policy here.  https://business.brighttalk.com/company/privacy-policy/

Care funding options - beyond the headlines

Everywhere one looks, all the indices point to the Covid-19 pandemic and Ukraine conflict having global economic consequences for years to come. 

• Financial markets are fundamentally changed… bond and equity market assumptions for the next 10-15 years are drastically lower than average returns for the last twenty years.
• Consumer confidence is lower than even the shock of the 2008 global financial crisis.

Clients taking income from a drawdown portfolio are facing a toxic mix of portfolio losses, the need to maintain or increase income to meet rising living costs, and the worry of sustaining income for the rest of their lives. The numbers don’t lie... for many, continuing to invest in the usual range of assets will mean they’re facing a significantly increased risk of their retirement income plans failing.

A ready alternative is close to hand
Did you know pension annuity rates, providing guaranteed income for life, are up more than 20% since the start of 2022? For a client at age 65, you could purchase an income of 5.5% to 9.5% per annum, guaranteed for the rest of their lives.   

Find out more - join our rebooting retirement income webinar
If you are advising clients on retirement income or are a paraplanner assessing the options, this webinar is for you. Join Martin Lines and Karl Steadman discussing:
• The key economic and regulatory factors in the retirement income market.
• Why full or partial annuitisation, blended or phased, strategic use of guaranteed income could well be the answer for your clients. 
• The importance of lifestyle and medical information in personalising advice and the difference extra details can make to rates.     

Register for our webinar on Tuesday 19 July at 10:00 and gain 60 minutes of CPD.

Rebooting retirement income: Powering up income in fundamentally changed markets

Over 250 people attended the first webinar with two of our Vulnerable Customer Award winners and the feedback was very positive. This second webinar, on 17 March, features two more award winners. 

Join us as Nicholas Hamilton from Mazars Financial Planning and David Gunn of Richstone Park Financial Planning will share how they’re meeting vulnerability challenges and the award-winning initiatives they’ve put in place.

They’ll discuss the practical steps a firm can take to implement vulnerability policy, from governance to training and beyond. And they’ll look at what this means to clients who find themselves in difficult and challenging circumstances.

Martin Lines and Graham Duffy will build on some of the points raised by our guests and introduce some specific vulnerability resources.

By attending, you’ll be able to:
• Recognise key principles, systems and training that firms should put in place around consumer vulnerability.
• Discuss the importance of eliciting and recording information to achieve better outcomes for vulnerable clients.
• Explore how to support clients dealing with local authorities and other organisations during times of vulnerability.

Register for our webinar on Thursday 17 March at 10:00 and gain 60 minutes of CPD.

Vulnerability: Award-winning ideas (part-two)

The FCA’s finalised guidance on consumer vulnerability, published in 2021, sets out some key principles for designing a service for clients in vulnerable circumstances. But how do you apply these in reality?

In this new webinar, two category winners in the recent Just Group Vulnerable Customer Awards will discuss their ideas on how to turn guidance into better outcomes for vulnerable customers.

Join us as Kathryn Knowles of Cura Financial Services and Stuart Wilson from Air Group share their thoughts about vulnerability challenges and some of the award-winning initiatives they’ve put in place.

Hosted by Care Specialist, Graham Duffy, and Just’s Head of Customer Experience, Jenny Cadman, this webinar will be followed by time for your questions.

By attending, you’ll be able to:
• Recognise some key areas of good practice regarding vulnerability.
• Understand process changes that can help improve support for vulnerable customers.
• Discuss the role of technology in helping to recognise and record potential vulnerability.

Vulnerability: Award winning ideas (part one)

How well do you understand the government’s proposed cap on the amount that any individual will have to pay towards their personal care?  

What does the cap mean for you and your clients? 

Join Care Specialist, Graham Duffy, in this new webinar where we’ll help you understand specifically how the cap will work and its potential impact on your clients. For example, we’ll explain the eligibility criteria that must be met to qualify for the cap, and the costs that are/not included. 

By attending, you’ll be able to:
• Understand the need and importance of regulated advice in the care market.
• Consider the workings of the cap and review other aspects of the proposals.
• Explore the different ways that care might be funded. 

Importantly, we’ll also explore how the costs can genuinely be capped and bring certainty to a very uncertain situation.

Join us on Tuesday 7 December at 10:00 and gain 60 minutes of CPD.

Long term care proposals – will the cap fit?

What does the future of retirement planning look like?

In recent months there has been a lot of focus on retirement income advice. Whilst most of the attention has been on transfers from defined benefit schemes, there is a wider application to all retirement income advice. The main objective, of course, is better client outcomes. But how can this guidance be put into practice and how do we take account of client behaviour? 

In this session, Martin Lines talks to Andy Sutherland from Conduct Culture and Chris Wells from IFAs Included. We’ll review the latest regulatory developments and their impact on the future of retirement planning. We’ll also introduce a practical framework covering the key areas that need to be discussed, geared towards good outcomes for clients. You will see that by putting the client at the heart of the process, the regulatory and business needs can also be met. 

Learning Objectives
By attending this session, you will be able to:
• Recognise some of the behavioural challenges associated with retirement planning
• Discuss the key steps to good client outcomes in retirement 
• Recognise how a robust advice process can benefit clients and the firm.

New ERA, new thinking

If ever there was a time to focus on how we improve the experience and outcomes for the most vulnerable, surely now is that time. The FCA has highlighted the importance of doing the right thing for vulnerable customers and deeply embedding this into firms. Whilst we’ve been socially-distanced, new guidance has been issued. What can we learn from recent experience and the regulator’s latest thinking in this area?

The recent pandemic has highlighted some fundamental initial steps that need to be adopted in a crisis, especially with the most vulnerable. It’s equally important to maintain a deep understanding of the vulnerability ‘triggers’ that need to be revisited. As we look forward beyond the pandemic, it’s essential that we capture what has been learned and the positive ways in which firms have responded so far.

The purpose of the vulnerability agenda is to build a genuine culture that will promote good outcomes to consumers. It’s important that we respond to the current needs of clients, but also establish practices that can be developed over the long-term.

By attending this session, you’ll be able to:
• Identify the initial steps in working with vulnerable clients.
• Recognise the key themes of vulnerability and learnings from a major crisis.
• Review the key steps from the FCA’s guidance on vulnerability.
• Discover how to develop skills and capability in this area.

Vulnerability – Changing Perceptions

The care system can be confusing and unclear when it comes to the divide between health care and social care. But who is responsible for providing and funding care for any particular individual? 

In this webinar, our Care Specialist, Graham Duffy, will look at the responsibilities of the local authority and the NHS, while considering the process that should be followed for those with a care need.

For many clients, their assets mean they’re what is commonly called ‘self-funders’. We’ll therefore look at the different ways that care might be funded privately, the costs and benefits of each option and the suitability of these.

By attending this webinar, you’ll be able to:
• Appreciate the divide between social and health care.
• Outline the state and privately funded options for care funding.
• Assess the suitability of options/products for self-funding care.

Who pays for long-term care?

Malcolm Tyrrell talks to Susan Wilmot Rowe, an experienced equity release adviser, to get her perspective on the market.  Their discussion will cover market volatility, clients’ needs during a period of raging inflation, and the impact of increasing interest rates.  Find out whether clients still borrow money for the same reasons as before, and if not what are their new priorities?  Susan will impart her knowledge and give hints and tips to overcome frustrations along the advice journey.  I’m sure you’ll be able to pick up some valuable information regardless of your experience, lengthy or recent, in the equity release market. 

What questions would you like me to ask Susan during the session?  Send them to events@wearejust.co.uk before 6 December.  Alternatively, there will be an opportunity to ask in the live chat box on the day.

Learning Objectives:
• Learn the views of an experienced equity release adviser
• Discover what clients are looking for and their needs
• Understand possible frustrations and how to confront them
• Receive hints and tips to smooth the advice journey
• Learn where to find answers in an increasingly complicated market

CPD: 45 minutes

Ask The Expert - The equity release market; an adviser's perspective

equity release

market volatility

Inflation

adviser

expert

advice

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Ask The Expert - The equity release market; an adviser's perspective

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