How Many Clients Do Estate Planners See Per Week?

Realistic weekly and monthly volumes:

Full-time practitioner:

• •Client appointments per week: 8-15
• •Conversion rate: 60-75%
• •Completed cases per week: 5-11
• •Monthly cases: 20-44

Part-time practitioner (2-3 days):

• •Client appointments per week: 4-8
• •Conversion rate: 60-75%
• •Completed cases per week: 2-6
• •Monthly cases: 8-24

Employed vs independent:

Employed often see more appointments (provided by company) but may have lower per-case income.

Independent see fewer but keep more per case.

Industry benchmarks:

• •New practitioner: 8-12 cases/month
• •Experienced: 12-18 cases/month
• •High performer: 18-25 cases/month

Note: "Case" might be one person or a couple. Package deals (will + LPAs) count as one case but higher value.

Understanding time requirements:

Initial consultation:

• •Duration: 60-90 minutes
• •Plus travel (if applicable): 0-60 minutes
• •Total time: 60-150 minutes

Document preparation:

• •Simple will: 45-90 minutes
• •Complex will: 90-180 minutes
• •LPA pair: 60-90 minutes
• •Package deal: 2-3 hours

Follow-up/signing meeting:

• •Duration: 30-45 minutes
• •Plus travel: 0-60 minutes
• •Total: 30-105 minutes

Administration per case:

• •Notes and file: 15-30 minutes
• •Communication: 15-30 minutes
• •Filing/storage: 10-15 minutes
• •Total: 40-75 minutes

Total time per case:

• •Simple will: 3-4 hours
• •Complex will: 4-6 hours
• •Full package: 5-7 hours

Weekly capacity (35 hours):

• •Simple work only: 8-11 cases
• •Mix of complexity: 6-8 cases
• •Complex work: 5-7 cases

Maximising productive time:

Appointment scheduling:

• •Back-to-back where possible
• •Geographic clustering (reduce travel)
• •Block booking consultation days
• •Separate admin days

Efficiency tips:

• •Preparation before appointments
• •Standard consultation structure
• •Template communications
• •Batch similar tasks

Example efficient week:

Monday: Admin, preparation, marketing

Tuesday: 4 client appointments

Wednesday: Document preparation

Thursday: 4 client appointments

Friday: Follow-ups, admin, CPD

This delivers:

• •8 appointments/week
• •At 70% conversion: 5-6 cases
• •Plus signing appointments
• •Sustainable long-term

Avoid:

• •Scattered appointments with gaps
• •Admin squeezed between clients
• •No preparation time
• •Overloading any single day

See What Do Estate Planners Do All Day for daily life details.

More clients isn't always better:

High volume approach:

• •Many appointments
• •Some pressure on time
• •Risk of quality issues
• •Higher income potential
• •More stressful

Quality-focused approach:

• •Fewer appointments
• •Thorough service
• •Premium pricing
• •Better client experience
• •Sustainable long-term

Finding your balance:

High volume might suit if:

• •You enjoy busy pace
• •Have excellent systems
• •Work with company support
• •Prioritise income growth

Quality focus might suit if:

• •You prefer depth over breadth
• •Are building premium brand
• •Value work-life balance
• •Work independently

Income comparison:

High volume:

• •20 cases/month × £400 = £8,000

Premium quality:

• •12 cases/month × £650 = £7,800

Similar income, different experience. Choose your model consciously.

Reaching your ideal caseload:

Year 1 reality:

• •Months 1-3: 2-4 cases/month (learning, building)
• •Months 4-6: 4-8 cases/month (gaining confidence)
• •Months 7-12: 8-12 cases/month (establishing)

Year 2 growth:

• •Months 13-18: 10-15 cases/month
• •Months 19-24: 12-18 cases/month (depending on goals)

Factors affecting volume growth:

• •Marketing effectiveness
• •Referral development
• •Conversion improvement
• •Efficiency gains
• •Reputation building

If volume too low:

• •Review lead generation
• •Improve follow-up
• •Check conversion rate
• •Increase marketing
• •Network more actively

If volume too high:

• •Raise prices
• •Be selective on leads
• •Consider hiring help
• •Streamline processes
• •Protect wellbeing

Resources:

• •How to Get Estate Planning Clients
• •Estate Planner Income Calculator