You value your client’s financial well-being. That is because you value the financial advice that you give and hope that you have a long lasting relationship.
Your clients prosper and you have a long term client. That’s the ideal way of building an IFA business with an established trail business.
What goes hand in hand with your financial advice, so that your client will be indebted to you for arranging it for them?
Estate Planning! – Your clients will forever be grateful that not only have you sorted out their long term financial plan, but you also helped them ensure that their assets are protected when the they pass from this world.
There are so many different facets to Estate Planning that clients just have not thought about.
Why would your clients want to invest and save all their lives (with your help) and then have 40% of it to go into inheritance tax and the rest of it divided amongst people they didn’t intend to?
Let me tell you a horror story. Mr. Thrifty, married to Mrs. Thrifty, has ensured that he has paid off his mortgage on his £1m home (with your help) and hopes that one day his daughter Lucy will inherit the home. You have advised them to get a mirror Will that they did on the Internet.
However, Mr. Thrifty dies a year later in an accident. The home transfers to Mrs. Thrifty who marries her tennis coach, Mr. Opportunity a year later. They have two children. She makes a new will, leaving everything to her children.
Unfortunately, they divorce ten years later and Mr. Opportunity receives half the value of the house (£500,000) in the divorce settlement. Mrs. Thrifty dies in shock and the rest of the estate is divided amongst the three children. Lucy receives £166,000.
This is not what Mr. Thrifty had intended when he was setting out his long-term financial plan with you.
And the moral of this story is…
If there is a lesson to be learned from the above tale, it is this:
It is a good investment to obtain sound Estate Planning advice.
I have been a qualified solicitor since October 2003 and solely work in Estate Planning law. I work with IFAs who wish to offer this service to their clients as an added value and opportunity to increase their margins.