Realistic older people facilitate frank advice
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One of the more surprising aspects of dealing with older clients is the almost universal acceptance of life’s certainties and their willingness to discuss these openly.
Jon King, Managing Director, More2Life
Top of the list is mortality and the inevitability of the visit from the Grim Reaper. And while this may be depressing for younger clients it is often liberating for retired people looking to maximise the years they have left.
So conversations often start with how long a client expects to live and how their property value will alter.
Experience often allows some accuracy here and for the less confident, the internet offers lots of opportunities to check out a person’s life expectancy based on actuarial assumptions, at any age.
Health is of course a factor in such deliberations and naturally opens the opportunity to discuss added benefits for those in poor health or life limiting lifestyles.
Clients can also opt to protect a proportion of their house value for their beneficiaries.
Thankfully the topic is being discussed more openly as seen at a recent conference in London with radio presenter Sandi Toksvig tackling the topic head-on.
That said, in her speech Toksvig referred to the “understandable fear of morbidity. The British don’t often talk about it”. I beg to differ.
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