Quarter of advisers leave clients to start estate planning conversations

The difficulty of discussing death with clients is a barrier

Isabel Baxter
clock • 1 min read

Nearly a quarter (24%) of advisers wait for clients to initiate estate planning conversations, Scottish Widows has found.

The Scottish Widows Confidence Barometer that surveyed 502 advised consumers, 500 non-advised consumers, and 502 financial advisers also found that 21% of advisers discuss it only when the client becomes seriously ill. One of the barriers to having estate planning conversations highlighted by advisers is the difficulty they perceive in discussing a client's death with them (65%) and their spouse or dependents (69%). Meanwhile, 41% of advisers surveyed only talk about estate planning at or after retirement, with 16% waiting until after their clients are into their 70s or older. Scot...

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