Megan Williams

Marketing Consultant

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Intergenerational Planning: Looking beyond the initial enquiry

2026-09-30 00:00:00

2026-09-30 00:05:00

Megan Williams

Marketing Consultant

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Hi Mike, thanks for talking with me today.

How do you identify opportunities across different life stages and product areas when creating a financial plan?

For me, the key isn't just understanding the products, it's understanding how clients feel about those products and the wider implications for their lives. For example, a lender may decide that a retirement interest-only mortgage is affordable, but how does a recently bereaved client feel about continuing to make mortgage payments after their partner has passed away? That's not something you can determine purely by calculating affordability.

The industry is moving in the right direction and we're seeing more advisers develop expertise across different lending disciplines, which is great for clients. I have a live case at the moment involving three generations of one family and I've been able to unpick their goals and put it into a solution for them. There's different calculators and tools available, but having conversations about the transfer of wealth between generations has been invaluable for those clients.

Can you tell us a bit more about that case and how you worked with multiple generations of the same family?

This case was introduced to me by a solicitor when his clients were struggling to get the support they needed elsewhere. The original challenge centred around a grandson who is unable to work. He lives in a property that his landlord has decided to sell, so there was a risk he could lose his home. He wanted to buy the property but didn't have the means to do so on his own and his mother wanted to help but again, wasn't in a financial position to do so. His grandmother, who owns her property outright, wanted to support both her daughter and grandson while also thinking carefully about inheritance planning and protecting her estate. Initially, these looked like separate problems, but when we stepped back and looked at the wider family picture, it became clear that their objectives were connected.

I was able to secure a mortgage for the grandson using his means-tested benefits as income, helping him fund part of the purchase. The grandmother then released funds from her property, allowing her daughter to address her own mortgage concerns while also helping to provide the remaining funds needed to secure the grandson's home. What started as one introduction ultimately became three mortgage applications across three generations, all working towards a shared family objective.

What made this case stand out for you?

The family would probably have been underserved again if they'd worked with someone who only looked at one piece of the puzzle. If an adviser was focused solely on mainstream mortgages, they might not have recognised the later life lending opportunity. Equally, someone focused purely on equity release may not have felt comfortable dealing with the residential mortgage elements. The real value came from taking a holistic view of the family's circumstances and understanding how each person's objectives impacted the wider picture.

What was the family's reaction when they realised the support you could offer?

The family have been incredibly appreciative. They're a fairly vulnerable household, with advanced age, health issues and a lot of complexity across the family. More than anything, they needed somebody willing to invest time in understanding their circumstances and in many ways, they didn't just need financial advice. They needed someone to help untangle the situation and show them that what they were trying to achieve was possible. The technology or products themselves aren't really the main factor. The real value came from understanding the human element and putting all of the pieces together into a workable solution.

How did you approach conversations involving three generations of the same family?

Fortunately, this family is very close-knit, which made things easier. We had all three generations in the room together and although there were separate advice processes and recommendations for each client, the reality is that it was one conversation. They all had shared goals, and the only way to achieve those goals was to understand how each family member's decisions would affect the others. Sitting down together and openly discussing their objectives allowed everyone to understand the bigger picture and work towards a solution collectively.

What was the most rewarding outcome?

That's a big question to answer, because there are three separate outcomes here. For the grandson, the biggest outcome is security. Without support, he could have been forced to leave his home and by finding a solution, we're helping him to remain in a property that could potentially be his long-term home.

For the grandmother, the reward is being able to see the benefit of helping her family during her lifetime and for the mother, we're working to address a mortgage challenge that may otherwise have forced her to consider selling her home. None of them could have achieved those outcomes independently and ultimately the solution only worked because the needs of all three generations were considered together.

What are some of the triggers and opportunities that you would recommend advisers to look out for when speaking with their clients?

I'd recommend that advisers should always be looking beyond the immediate enquiry. When speaking to first-time buyers, for example, it's worth exploring whether family members may be able or willing to help, and what impact that could have. Similarly, when working with older clients, conversations around inheritance planning, gifting, helping family members onto the property ladder or supporting children through financial difficulties can all reveal wider opportunities.

Many clients assume that helping family will automatically damage their retirement position or erode their estate and often that's not the case. The important thing is having open conversations about what clients want to achieve and understanding the options available to them.

What would you like advisers to take away from your experience?

Don't focus on the product. We're fortunate to work in a market where there are lots of potential solutions available and if you go into a conversation already thinking about a product, it becomes harder to see alternative routes.

Instead, focus on the problem. Try to get a full understanding of your client's objectives and circumstances by asking more questions than you think you need to ask. Only once you've fully understood the situation should you start thinking about potential solutions. In my experience, the biggest opportunities come from taking a step back and looking at the wider picture, rather than trying to fit a client into a predefined solution.

Thanks for sharing your story, Mike.

Looking beyond: could there be more to your client's situation than the initial enquiry?

Taking a broader view of your client's circumstances can reveal opportunities that go far beyond the original enquiry. Whether it's supporting family members, discussing inheritance planning or identifying the role property wealth could play, these conversations can help improve customer outcomes while strengthening long-term client relationships.

Download our guide to learn how to spot opportunities and make confident referrals when specialist support may be needed.

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About Mike Jones, Later Life Lending Specialist at Mewstone Mortgage Advice

Mike has over 20 years of experience in the Financial Services industry and advises on both traditional and later life mortgages, though he believes that later life lending offers the greatest opportunity to add value for clients. Today, he takes a holistic approach in his role at Mewstone Mortgage Advice, advising across multiple areas of the market and helping clients find solutions that reflect their individual needs.

For advisers only. References to advisers do not constitute endorsement or recommendation.