Eight steps to successful estate planning
Whatever way you look at it, estate planning is ripe for transformation.
£5.5 trillion pounds will be passed from one generation to another over the next thirty years. Yet only one in two adults has even made a will. If estate planning is in place, it tends to be a one-size-fits-all package that does not reflect individual circumstances or the complexities of the modern family.
So, how can you create a customised and effective, client-centric approach to estate planning?
Here are eight steps that you as an adviser or private client professional can follow to deliver better outcomes for clients and realise the growth opportunities for your business.
Step one: Don’t be afraid to talk about mortality
Be proactive in engaging clients about estate planning, whatever their situation. Yes, some might be reluctant to discuss their mortality. But it is important to ensure that they are aware of what they may not know. This includes the potential for a hefty inheritance tax bill if they ignore the need for estate planning. Moreover, the earlier you start the conversation, the better your chance of creating solutions that properly address complex financial and family matters.
Step two: Open up the conversation to younger generations
Estate planning is not just a matter for clients, but also their children, grandchildren and other beneficiaries. That is why it is so important to involve all the different generations in the conversation. This will help everyone affected to understand the consequences and ensure that the solution reflects their needs. Clients may be reluctant to discuss inheritance with children for fear that it might reduce their drive or cause disputes. So it is important to help clients open the dialogue with their family in a way that addresses these concerns.
Step three: Create the space for dialogue and understanding
Given all the different facets of estate planning, it is important to give clients and their families space to discuss the issues. Again, you can start with the primary client requirements. As you build up trust, you can then begin to explore more complex and sensitive family and financial considerations. Allow clients time to explain what they want to achieve and the motivations behind this. Explore ways to break down barriers and build trust. Could coming out from behind the desk help you to engage, for example? You can help to build up a rapport by starting the conversation with positive experiences and cherished aspirations.
Step four: Break down the issues into manageable chunks
Estate planning is as complex as the modern family. As people live longer, you may need to consider the varied demands of what could be five or more generations. There may also be complicating factors, such as sibling disputes or children from different partners. You cannot tackle everything at once. So address the primary issues such as provision for young children first, before moving on to more complex demands. By starting the planning early, you can help to avert potential conflicts.
Step five: Rethink the investment lifecycle
The phases of accumulation and decumulation we saw in the past are giving way to a new dynamic in which people can be wealthier younger and often have more assets later in their life than they can use. You can help clients to determine the assets and wealth they need to draw on in the remainder of their life on the one side and what is surplus and likely to be passed on to beneficiaries on the other. While the former should be protected in low-risk portfolios as part of standard wealth protection and decumulation, the risk/reward threshold for the latter can be higher.
Step six: Explore all the options at your disposal
Many one-size solutions neglect the range of options that are available to help clients and their families retain financial control, reduce their tax liabilities and pass on more of their wealth to loved ones. Depending on the circumstances and client motivations, the solutions range from Business Relief and R&D relief to structuring assets within easily bequeathable family-owned companies.
Step seven: Be proactive in discussing ESG
The growing focus on sustainability, social responsibility and other environmental, social and governance (ESG) issues is changing investment expectations. This could be important for your clients and even more critical for the younger generations to which they are passing on their wealth. Just because they have not brought up ESG in the conversation, it could still be a priority. An analogy would be risk. Clients may not mention it without being asked. But you still need to profile their appetite and respond accordingly.
Step eight: Build an enduring relationship
Estate planning is about life as well as death. You can build estate planning into lifetime solutions that begin when clients are still young and adapt as they move through the later stages of life. This is also an opportunity to establish enduring relationships with beneficiaries.
If you would like to discuss any of the issues outlined here or know more about how Stellar Asset Management can help you to deliver great estate planning for your clients, please contact a member of the team on 020 3195 3500 or contact email@example.com.
Stellar Asset Management Limited does not offer investment or tax advice or make recommendations regarding investments. Prospective investors should ensure that they read the brochure and fully understand the risk factors before making any investment decision. The value of investments and the income from them may fall as well as rise and is not guaranteed. No assurance or guarantee is given that any targeted returns will be achieved. Forecasts of potential future results are not a reliable indicator of actual future results.
Stellar Asset Management Limited of 20 Chapel Street, Liverpool, L3 9AG is authorised and regulated by the Financial Conduct Authority.