Later-life lending demand is growing, while reports highlight a potential capacity crunch among advisers as more households approach retirement with savings shortfalls, housing wealth and complex borrowing needs. This is a significant opportunity for advisers, but it carries heightened responsibilities around vulnerability, long-term affordability, family dynamics and alternatives to borrowing.
AI-enabled workflow tools could help firms increase capacity by reducing time spent on fact-finding administration, document review, meeting notes and follow-up communications. That additional efficiency should be reinvested in deeper client conversations, not used to compress the advice process for customers whose circumstances require greater care.
Advisers should build a clear operating model for later-life cases: identify vulnerability indicators, capture client objectives and alternatives, involve appropriate specialists where needed, and ensure any AI-generated material is checked for accuracy and tone before it reaches a client.