How to Identify When Your Client Might Benefit from Equity Release
As a mortgage broker, financial adviser, or professional in the financial services sector, you’re often the first port of call for clients seeking to make the most of their financial situation in later life, and while remortgaging, downsizing, or savings might offer viable solutions, there’s a growing demographic whose needs could be better served through equity release.
But how do you know when to start that conversation?
At Key Partnerships, we specialise in supporting professionals like you by helping identify which clients could benefit from equity release — and ensuring they’re looked after with expert advice every step of the way.
In this post, we’ll break down the typical client profiles that could benefit, the common signs to look out for, and how we work with you to deliver a seamless referral experience.
What Is Equity Release?
Equity release is a way for homeowners over 55 to unlock tax-free cash from the value of their home. The most common form is a lifetime mortgage, which allows clients to access a portion of their home’s equity while retaining full legal ownership.
It can be used for a range of reasons — from supplementing retirement income and funding home improvements, to repaying mortgages and purchasing a new home.
Who Might Benefit From Equity Release?
Equity release is not for everyone — but for the right client, it can be transformative. Here are some typical scenarios where a client might benefit:
Asset-Rich but Cash-Poor
Clients who have significant equity tied up in their property but limited disposable income could use equity release to improve their quality of life in retirement — whether that means affording essentials, travel, or hobbies.
Clients Looking to Stay in Their Home
Some older homeowners may be considering downsizing but feel emotionally attached to their home or location. Equity release offers a way to access funds without the upheaval of moving.
Clients Supporting Family
Many over-55s are looking to help children or grandchildren with deposits for their first home, education costs, or clearing debts. Equity release can enable this “living inheritance” while the client is still around to see the benefits.
Those With Interest-Only Mortgages Coming to an End
With fewer lenders offering later-life lending options, clients with interest-only mortgages and no repayment vehicle could face a significant shortfall. Equity release can provide a solution, allowing them to stay in their home and repay their mortgage.
Homeowners Needing to Make Home Improvements or Adaptations
Whether it’s upgrading a kitchen, replacing a roof, or making the home more accessible, many clients use equity release to fund renovations that allow them to age in place safely and comfortably.
How to Spot These Clients
You might not realise it, but you’re likely already speaking to clients who would benefit from a conversation about equity release. Key phrases and indicators to watch out for include:
- “We’re thinking of selling but we really don’t want to move.”
- “Our pension isn’t stretching as far as we’d hoped.”
- “We’d like to help the kids but don’t know how.”
- “We’re not sure how to pay off the mortgage when the term ends.”
- “We need to make the house more accessible as we get older.”
If a client owns their home and is over 55, they could be eligible for equity release. Raising the topic may feel sensitive — but handled correctly, it’s often seen as helpful, not intrusive.
How Key Partnerships Supports You and Your Clients
At Key Partnerships, we make equity release simple for you and safe for your clients. Here’s how we support you:
- Expert Advice: Once you refer a client, they’ll receive regulated advice from a specialist adviser
- Transparent Process: We keep you updated at every step — and never cross-sell products that could conflict with your services
- Attractive Commission: You’ll receive a competitive referral commission, with no impact on the client’s deal or experience
Final Thoughts
Equity release isn’t about hard selling — it’s about opening up an option that could genuinely improve a client’s financial well being. As a trusted adviser, your role is key in identifying when equity release could be the right fit and ensuring they’re referred to a partner who will put their interests first.
If you’re not yet working with Key Partnerships, now’s the time to explore how we can support you in helping your clients unlock the value of their homes — while you unlock a new revenue stream for your business.
