Adding Estate Planning Services to Your Mortgage Practice

The average mortgage advisor sees 50-100+ clients per year. Every single one of those clients needs estate planning. Right now, you're leaving money on the table — and worse, you're leaving your clients exposed.

Consider this: You've just helped a couple buy their first home together. They're unmarried. If one of them dies without a will, the other has NO automatic right to the property under intestacy rules. You've helped them buy a home they could lose.

The revenue opportunity is staggering:

• •Average mortgage proc fee: £500-£1,500 (one-off)
• •Average estate planning case: £500-£1,200 (one-off, with recurring review income)
• •Revenue per client with both services: potentially doubled or tripled

What you can offer alongside mortgages:

• •Basic wills — Every homebuyer needs one (£200-£400 per person)
• •Mirror wills — For couples (£300-£500 per pair)
• •LPAs — Health & welfare + property & financial (£300-£600 per pair)
• •Life insurance trusts — You may already sell the policies, now add the trust wrapper (£150-£300)
• •Property trusts — Protect the family home (£500-£1,500)
• •Full estate planning packages — Wills + LPAs + trusts (£1,000-£2,500)

This isn't about replacing your mortgage income — it's about multiplying it.

You don't need to be a pushy salesperson. Estate planning fits naturally into the mortgage conversation. Here's how to introduce it without feeling awkward:

During the mortgage fact-find:

"I can see you've got life insurance — great. Quick question: do you have a will in place? Because without one, even with life insurance, your partner might not be protected the way you think."

At the mortgage offer stage:

"Congratulations on your mortgage offer! While we're getting everything set up, it's worth considering a will now that you're a property owner. It's something I can help with if you're interested."

At completion:

"Now that you own your home, there are a few things worth putting in place to protect it — a will and potentially lasting powers of attorney. These make sure your property goes where you want it to and your family can manage things if anything happens to you. Shall I send you some information?"

For existing clients at review:

"While we're reviewing your mortgage, I wanted to mention that I now offer estate planning services — wills, LPAs, and trusts. Given your property and family situation, it might be worth a quick chat. No obligation, just want to make sure you're fully protected."

The key is: you're not selling. You're identifying a genuine need that your client has, and offering a solution. That's what good advisors do.

Our free training programme is designed specifically for busy professionals who can't take weeks off work.

The training fits around your schedule:

• •8 modules, 45 lessons
• •Self-paced — study whenever suits you
• •Most people complete it in 4-6 weeks
• •Spend 30-60 minutes per evening, or a few hours on weekends
• •Access on any device — study on your commute, between appointments, or at home

What you'll learn:

• •Module 1-2: Will writing fundamentals and drafting
• •Module 3: Lasting Powers of Attorney
• •Module 4: Trust structures and when to use them
• •Module 5: Client consultation and fact-finding
• •Module 6: Business setup and compliance
• •Module 7: Marketing and client acquisition

After training:

• •Use WILLO software to draft your first documents
• •Professional templates mean your output looks like it came from a solicitor
• •Built-in fact-find templates for client meetings
• •Ongoing support from the Become an Estate Planner community

No exam pressure: Our training is assessed through practical case studies, not stressful exams. You learn by doing — which is exactly how mortgage advisors learn best.

Let's run the numbers on what estate planning could add to your existing mortgage practice:

Conservative scenario (2 EP cases per week alongside mortgages):

• •Average case value: £600
• •Weekly additional revenue: £1,200
• •Monthly additional revenue: £4,800
• •Annual additional revenue: £57,600
• •Your cost: PI insurance (£500) + software
• •Net additional income: £55,000+

Moderate scenario (4 EP cases per week):

• •Weekly additional revenue: £2,400
• •Annual additional revenue: £115,200

Your conversion rate only needs to be modest:

• •See 100 mortgage clients per year
• •Convert just 25% to estate planning (25 clients)
• •Average 2 documents per client at £400 each
• •That's £20,000 extra income from clients you're already seeing

The multiplier effect:

• •Happy estate planning clients refer friends and family
• •Referrals lead to MORE estate planning work (not just from mortgage clients)
• •Within 2-3 years, estate planning can exceed your mortgage income
• •Some advisors find estate planning so rewarding they transition fully

Remember: This is income from clients you're ALREADY meeting. The acquisition cost is zero. The additional time per client is 1-2 hours. The ROI is extraordinary.

WILLO is our purpose-built estate planning software designed for professionals exactly like you — people who are adding estate planning to an existing practice and need something simple, professional, and reliable.

How WILLO supports your mortgage-plus-estate-planning model:

1. During the mortgage meeting: Use WILLO's fact-find template on your tablet to capture estate planning information alongside mortgage details

2. After the meeting: Draft the will, LPA, or trust using WILLO's guided document builder

3. Client signing: Generate professional documents ready for witness and signing

4. Compliance: WILLO maintains full audit trails and records automatically

5. Follow-up: Set review reminders so you contact clients every 2-3 years for updates

Integration with your workflow:

• •Use alongside your existing mortgage CRM
• •Access from any device — perfect for home visits
• •Professional document output that builds your credibility
• •Client portal for secure document delivery

For mortgage advisors specifically:

• •Life insurance trust templates (for policies you're already placing)
• •Property protection trust templates (for properties you're already mortgaging)
• •Joint ownership advice prompts (for the couples you're already advising)

Start your free training today, and you'll have access to WILLO at £150/month as part of the Become an Estate Planner ecosystem. Most mortgage advisors are up and running within a week of completing training.