Monday
I start most days at my desk no later than 8am. With a strong coffee in hand I begin clearing some administration work.
This morning, I head north on the A50 to chat to a lovely couple who want to release equity to help pay for their grandchildren’s university fees. Over the years, I have found this is becoming an increasingly popular reason for releasing funds.
In the afternoon, I prepare and attend our monthly meet-up with my manager, Luke. We discuss my targets, the direction of the business and any feedback Luke may have.
I have three children and while they are older and more self-sufficient, I am still good for DIY and end my day helping one of them sort out a few niggling jobs.
Tuesday
I begin the day with more administration work, ahead of a second appointment in Rugby. This customer wants to purchase another home and releasing equity would enable her to move closer to her family.
A quick lunch and I am back on the road again, this time to Coventry for another appointment. This couple have been told by another broker that they cannot release equity to help future-proof their home, however after digging a little deeper I manage to find them a plan and they are able to release the funds.
I spend the rest of my day planning for the rest of the week, following up with clients and reviewing documents. It is the less glamorous side of being an adviser, but if you do not keep on top of it, it can make life really rather unpleasant.
Wednesday
Today is largely an admin day in the home office as I prepare for the week ahead.
In the afternoon, I receive a call from a customer I met more than 10 years ago. She was not interested in equity release then, but kept my details and has now contacted me to discuss her options. Building up a relationship while not pressuring clients is important for me and is why I receive such calls 10 years later.
Thursday
An earlier start to the day means I can be on the road for 7am, this time to visit a customer with early onset dementia. As this customer is classed as vulnerable, a member of the management team or a vulnerability champion will typically attend this meeting – this time Luke attends. It is great to catch up after the meeting to discuss the next steps for this client, as just saying no is not the best way to help someone.
The afternoon consists of finishing off notes and taking my daughter’s dog for a walk.
Friday
I have three appointments today all within the Coventry area. I usually try to fit around 10 appointments in a week to ensure I meet my targets and it certainly keeps me busy.
On the way, I receive a call from an adviser who I have built a relationship with during my years in the field, who refers a client to me.
It is great to hear from contacts who trust me enough to refer clients, friends and family to me.
I end my day checking in for our flight. My wife and I are travelling to Malta tomorrow for a week and I cannot wait to spend some time relaxing.
Steve Crawshaw is executive independent equity release adviser at Key
If you are interested in writing a diary of an adviser, please contact Ima Jackson-Obot at ima.jacksonobot@ft.com
