Who will own the house after you move into long term care or pass away?

This question reveals how clearly clients understand the long-term implications of their equity release plan particularly around home ownership and inheritance.

Here are three coaching tips to help improve client understanding and reduce confusion:

Jargon like “home reversion” or “beneficiaries” might sound familiar to you, but for many clients it’s murky at best. Try using plain, relatable language when explaining who will own what, and when.

Instead of: “You’ve entered into a home reversion scheme.”
Try: “You’ve sold part of your home to a company in exchange for a lump sum. That means they now own that part of the property, even after you move out or pass away.”

Keep it visual if you can. Phrases like “imagine your house is a pie, and you’ve sold one slice to the reversion company” can make complex ideas more concrete.

Some clients assume their will overrides the equity release arrangement. This is a good moment to clarify that the value of what they leave behind may be affected by the type of plan they’ve chosen.

Ask something like:
“Do you know how your equity release plan might affect what your loved ones inherit?”

Then explain clearly how the ownership or mortgage repayment affects what’s left over. Make sure they understand:

• That home reversion reduces the part of the home they still own

• That a lifetime mortgage must be repaid (usually from the sale of the home)

Clients may find this topic emotionally difficult—it’s about death, long-term care, and leaving things behind. Framing the discussion around what’s important to them (e.g. "what happens to your home and your family’s inheritance?") helps them stay engaged and ask questions.

Try asking:
“What’s most important to you when thinking about what you’ll leave behind for your family?”
This opens the door for a values-based conversation and creates a natural lead-in to explain the practical implications of ownership and equity release.

Clients don’t need to become experts in equity release—but they do need a clear understanding of how it affects the ownership of their home and their family’s inheritance. Use simple language, uncover assumptions, and connect the details back to what matters most to them. The clearer they are, the more confident they’ll be—and the fewer “Not sure” responses you’ll see.