The aid is designed to help advisers by highlighting a number of attitudes, ideas, and beliefs that potential home reversion clients often have.
Reserach from Which? revealed some equity release advisers were too quick to dismiss the home reversion plan option based on misunderstanding or misconceptions about the product and its place in the market.
The sales aid is therefore intended to help advisers work through the needs and circumstances of each client and help them ascertain whether a reversion plan is suitable and which type of reversion plan would be the most appropriate.
Peter Welch, head of sales and distribution at Bridgewater equity release, said: “This sales aid for equity release advisers continues our commitment to providing regular information about not just home reversion plans but also on a variety of issues which are often raised by clients.
“We always urge advisers to get to the heart of a client’s beliefs, wants and needs when it comes to what they want to achieve now and in the future and how they view the variable factors which might affect this.
“The sales aid reminds advisers that there is much more to equity release than simple questions about the amount the client wants to release and it should help in shaping their understanding of the reversion plan products available today.”
