Leading the way

The equity release market presents an enormous opportunity for IFAs who know how to get the most out of it. However, too few IFAs have a clearly defined lead generation strategy to position themselves optimally in the market and are not setting aside the business development time required to nurture the move into the equity release arena. Successful equity release advisers spend a day a week on lead generation. As a guide, IFAs wanting to enter the market should spend at least 20% of their time and resources on marketing and lead generation. Creating tools to do business is the founda...