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Match the product with the customer for equity release

Kevin Bray, insight analyst for banking at Defaqto,talked about how equity release was a product that relied on the expertise of the adviser to match the right product with an individual customer (Mortgage Strategy February 14).

I agree with the comment that advice not price should drive equity release sales.

The last consideration a planner should make for a client is the provider and the product. Sitting before this is most important question, should the customer be doing this and what alternatives might we consider?

The Defaqto Star Rating system, which Bray went on to describe in the article, is not widely publicised for equity release products so any additional research tool for intermediaries is to be welcomed.

Simon Chalk
Later Living

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