The Air Navigator tool: supporting better outcomes Air Navigator tool is designed to be the first step in understanding your clients’ financial needs helping to build a clear, holistic picture of the clients eligibility and priorities across residential mortgages, RIOs and lifetime mortgages. The tool can be used before completing a full fact-find or it may determine that a referral pathway is more appropriate for that client. The Air Navigator helps to: • Identify over-50s prospects more efficiently, including those who may need advice now or in the near future • Build holistic customer profiles combining affordability considerations, financial goals and property information against the backdrop of a wider product spectrum • Provide an audit of a more considered advice approach, with documentation to evidence you have considered the wider financial options, reducing your risk • Spot opportunities for deeper planning, across retirement income, mortgage restructuring, inheritance considerations and long-term financial resilience Where necessary, the Air Navigator supports appropriate referrals into and out of lifetime mortgages, RIOs and standard residential products, ensuring clients are directed to the right product for their needs. Together, Navigator and Air’s wider toolkit help advisers deliver a more intuitive, consistent and customer-centred advice process. Air Sourcing: the industry-leading platform Air Sourcing enables advisers to navigate a growing suite of products designed for over-50s customers. Through Air Sourcing, members can access: • A fully FCA-aligned sourcing environment tailored to later life products • A broad range of lifetime mortgages, RIOs (Retirement Interest-Only) and other later life lending solutions • Clear comparison tools that highlight suitability considerations • Flexible search and filter options, helping advisers match products to clients’ goals and property and lifestyle circumstances Whether you’re new to later life lending or already advising, Air Sourcing can support a more streamlined process, reduce complexity and support evidence-based recommendations, especially important in the face of increasing regulatory scrutiny alongside growing financial pressures. Air Academy: professional development for a changing market Regulation, customer needs, and market expectations in later life lending continue to evolve, making continuous professional development essential. The world advisers operate in today is different from even a few years ago. Air Academy equips it’s members with: • Structured CPD modules, designed specifically for later life and retirement lending • Practical, scenario-based learning, so advisers gain confidence through realworld examples • Skills development, from understanding suitability requirements to managing consumer vulnerability • Training for both new and experienced advisers, making it suitable whether you’re entering the market or enhancing existing expertise Our training ensures advisers feel confident navigating conversations that matter, from supporting clients with changing retirement plans to helping them make informed decisions about long-term financial security. Your next step: book onto adviser training Booking onto an adviser training session today to uncover more about Air and the tools and technology available to our members — and to understand how they can support your workflow in a changing market. Or register for Air Club and become part of our community of more than 10,000 likeminded professionals. 09 MORTGAGE NEWSLETTER
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