The equity-release provider’s survey found that 34 per cent of referrals came from IFAs, up from 21 per cent at the end of 2008. Introductions generated from newspaper editorial and press advertising halved to 11 per cent from 22 per cent.
Hodge Lifetime managing director Jon King says IFAs should do more to market their equity-release advice.
He says: “If you look in any Yellow Pages under equity rel-ease, you will just find a list of direct providers. IFAs need to get out there and get some local awareness going. It is all about marketing. If you are an adviser talking to clients over 50, you are missing a trick if you are not recommending equity release,”