The Intermediary – July 2025 - Flipbook - Page 24
L AT E R L I F E L E N D I N G
In focus
Later life lending
is changing, and
so must we all
T
he later life lending
market is not what
it once was. That’s
something advisers
already know – not
because they’ve read
the stats or heard it at conferences,
but because they live and breathe that
change every day.
Clients in their fiies, sixties,
seventies, and older, are coming
through the door with more
nuanced needs, more confidence in
their decision-making, and more
expectations around the experience of
geing a mortgage in later life.
This evolution brings with it huge
opportunity, but also challenges.
Advisers must now navigate a wider
set of clients, with a broader set of
customer goals, oen within tighter
timeframes and under sharper
scrutiny. As a sector, we must ensure
we’re not just keeping up with that
shi, but actively responding to
it. That includes lenders, but also
distributors, tech partners and the
wider adviser ecosystem.
At more2life, we’ve had to ask
ourselves some questions around this
in recent months. Are we supporting
advisers in the way they need us to?
Are we building tools that make it
easier, not harder, to say yes to the
right customers? Are we doing enough
to reflect how this market is evolving
– in product design, in service, and in
how we show up?
Those questions sit behind the
evolution of our brand and our
proposition this year. This isn’t
about logos or colours. It’s about
recommiing to the principles that
maer most in a market defined
by complexity: choice, agility,
transparency, and outcomes.
ProView, for example, is
revolutionising property suitability
24
The Intermediary | July 2025
assessments by combining advanced
tech with real human expertise.
Our underwriters can offer a deeper
insight into the property much earlier
in the process, not just identifying
any potential criteria issues, but
also informing the adviser around
the things that could slow offer or
completion if the client is unaware.
It’s a response to what advisers have
consistently told us: they want earlier
certainty, fewer phone calls, and
visibility over what’s going on with
their clients’ cases. It puts advisers
in control, and it gives them back
valuable time to focus on what really
maers: the client relationship.
The whole picture
But tools alone aren’t enough. Giving
advisers more product choice – real,
meaningful options – is just as
important. We all know that few
later life borrowers fit neatly into a
single category.
Their needs are oen layered:
supporting a child while paying
off debt; managing affordability
while protecting equity; funding
care while upgrading a home. The
more flexibility an adviser has in
structuring a solution, the more
confident they can be in the advice
they deliver.
That’s why we’ve focused on
enhancing our range to cater for these
kinds of multifaceted scenarios. With
further developments to come, we’re
not slowing down.
Whether a client is 55 or 85, single
or partnered, affluent or asset-rich but
income-tight, advisers should have a
toolkit that helps them say ‘yes’.
We’re not just talking about
volume, we’re talking about value. If
a client is willing to service interest,
for example, that same behaviour –
when paired with the right product
DAVE HARRIS
is CEO at more2life
– can unlock rate discounts and
therefore tens of thousands in interest
savings. Same customer, same
payment, smarter outcome. These
are the kinds of insights that can
fundamentally reshape the later life
advice conversation.
But advisers need help bringing that
conversation to life. That’s why, going
forward, we’ll be supporting these
launches with real-world case studies,
showing how different clients, with
different goals, have benefited from
the ability to tailor a plan to their
needs. We believe these stories are
one of the most powerful ways to
show how this market is evolving and
how smart advice, backed by strong
product choice, can transform lives.
Of course, we’re also addressing
where we need to do beer. We’ve
heard the feedback on being faster,
being more responsive, and how
we must keep raising the bar on
service. That’s what our brand refresh
represents: a promise to do just that.
It’s about earning the trust of advisers
not just through what we offer, but
how we deliver it.
The truth is, great advice doesn’t
happen in isolation. It happens when
advisers feel supported, equipped, and
empowered. It happens when they
have the confidence to explore more,
recommend more, and deliver more,
because they know the tools and the
products are there.
Later life lending is changing.
Borrowers are changing. Advice
is changing. And so, too, must the
way we support that journey. It’s not
about being first, biggest, or loudest.
It’s about being genuinely useful
and relentlessly focused on helping
advisers make more happen. ●
