When to Recommend Online Wills vs Solicitors to Clients

James, a financial advisor in Manchester, received a panicked call from his client Sarah. She'd just learned her mother died without a will, and the £400,000 estate—including the family home—was being distributed according to intestacy rules that no one wanted. Sarah's father would receive only £322,000 as the statutory legacy, with the remaining £78,000 split between Sarah and her estranged brother. "Why didn't someone tell her to make a will?" Sarah asked. "You knew about all her finances."

James felt the weight of that question. He'd managed Sarah's mother's investments for five years, knew every detail of her financial situation, but had never mentioned will planning. Was that a failure of his duty of care?

This scenario plays out daily across the UK, where over half of UK adults (51%) lack wills. Financial advisors and accountants occupy a unique position: you understand your clients' financial situations better than anyone, yet will planning often falls through the cracks. When clients do ask about wills, many professionals struggle with the question: "Should I recommend an online service or a solicitor?"

This guide provides the framework you need to make confident, appropriate recommendations.

Important: This article provides general information for financial advisors and accountants and does not constitute legal advice or professional regulatory guidance. Each professional must assess their own regulatory obligations and consider their specific circumstances. For advice on your professional duties or complex client situations, consult a qualified solicitor or your professional body.

Understanding Your Professional Position

Let's be clear about your role, because confusion here creates unnecessary anxiety.

Financial advisors are FCA-regulated for investment products, but estate planning services—will writing, inheritance tax planning—fall outside direct FCA regulation. The FCA's perimeter guidance defines regulated advice narrowly as recommendations about specific investments. Estate planning doesn't meet this definition.

However, duty of care still applies when giving advice to clients—even informal guidance or free recommendations can create professional obligations. The standard is simple: would a reasonably competent professional in your position have addressed this? For someone managing a client's £400,000 investment portfolio, failing to mention will planning starts to look negligent.

Accountants under ICAEW guidance have public interest responsibilities when advising on estate-related matters. If you're dealing with inheritance tax calculations, probate services, or estate administration, you're already in estate planning territory.

Professional negligence claims require proving three elements: (1) duty of care existed, (2) breach of duty occurred, (3) causation and loss resulted. Simply suggesting "you should see a specialist" isn't enough to absolve you from giving competent initial guidance about which type of specialist your client needs.

Here's the key principle: You're not expected to provide legal advice on will contents. But you should understand when to recommend professional will services and which type is appropriate for your client's circumstances.

The common fear: "Am I overstepping by discussing wills?" The reality: "I'm failing my clients by ignoring estate planning."

Note: The information above is general guidance. Professionals should review their specific FCA requirements, ICAEW obligations, or other professional body standards, and consult their professional indemnity insurers regarding scope of advice covered.

The Current UK Will Landscape

Understanding the market helps you recommend appropriately.

51% of UK adults don't have wills, according to Canada Life research from February 2024. The demographics are striking: your younger professional clients are most at risk. Many have accumulated significant assets but haven't addressed what happens if they die.

The 45-54 age group is particularly important—they've built wealth through property appreciation and career progression, yet estate planning hasn't kept pace with asset growth.

Cost is often cited as a barrier, but the landscape has evolved significantly. Solicitors typically charge £125-£260 for basic wills, with complex estates ranging from £500 to £5,000+. Online services have transformed accessibility: reputable platforms now offer legally reviewed wills from £49.99 to £160.

Here's a surprising finding: research by the Legal Services Consumer Panel found that wills were no more likely to work when prepared by solicitors than by independent will writers. Quality depends on the service provider's competence, not their professional designation. The study revealed defective wills "on a shocking scale" across all provider types.

The regulatory landscape matters. Solicitors are regulated by the SRA—clients have recourse if something goes wrong. Most will-writing services aren't regulated, creating no formal complaint pathway. However, reputable online services like WUHLD (£49.99 with legal review) have emerged, offering affordable, legally sound solutions with professional oversight.

The false dichotomy many professionals accept: "cheap DIY vs. expensive solicitor." There's actually a middle ground of affordable, legally valid online services with professional review, suitable for straightforward estates.

Your role is helping clients navigate this landscape based on their specific circumstances.

The Simple vs. Complex Estate Framework

This is your core decision tool. Master this framework, and you'll confidently answer the "online or solicitor?" question in seconds.

The fundamental question: "Is this estate straightforward or complex?"

Straightforward estates have these characteristics:

Single UK property or renting
Standard bank and investment accounts
Clear beneficiaries (spouse, children, or specific individuals)
Estate value below £325,000 (single) or £500,000 (married with property to children)
No business ownership or partnership interests
Married or single without complicating factors
No overseas property or assets

Complex estates trigger these red flags:

Business assets or company shares
Agricultural land or property
Overseas property or assets
Trusts required (especially for disabled beneficiaries)
Estates exceeding £325,000 IHT threshold (single) or £500,000 (married with residence nil-rate band)
Gifts totaling £250,000+ in last 7 years
Life insurance payable to non-spouse
Second marriages or blended families

Use the "IHT400 test": If the estate would require Form IHT400 (the detailed inheritance tax form) rather than just IHT205, it's complex and needs a solicitor.

Family complexity matters as much as financial complexity:

Second marriages with children from previous relationships
Dependents unable to care for themselves
Multiple family members who might contest the will
Shared property with non-spouse
Wishes to disinherit close relatives

Business considerations create immediate complexity:

Company shares or partnership interests
Self-employment with business assets
Agricultural property relief claims
Business property relief claims

Geographic factors require specialist expertise:

Property outside the UK
Client living abroad permanently
Assets in multiple jurisdictions

The Traffic Light System:

Green (Online Will Suitable): Emma, 36, marketing manager, married with two young children, owns one UK property (£280,000 mortgage), standard savings (£30,000), wants to leave everything to spouse then children. Recommendation: Online will (WUHLD £49.99).

Amber (Online Possible with Caution): David, 52, divorced and remarried, one child from first marriage, owns UK property (£450,000), savings £60,000, wants to balance provision for spouse and child. Could use online service, but solicitor might offer more nuanced trust options for family protection. Recommendation: Consider solicitor consultation first.

Red (Solicitor Required): Richard, 48, business owner (£200,000 company shares), UK property (£600,000), Spanish holiday home (€180,000), wants to set up trust for disabled son. Recommendation: Specialist estate planning solicitor.

This framework provides immediate clarity. When assessing a client, mentally check these criteria. The answer usually becomes obvious.

Note: This framework provides general guidance only. Each client situation is unique. When in doubt, recommend a solicitor consultation rather than making assumptions about simplicity.

When Online Wills Work Well

Building your confidence in recommending online services for appropriate clients starts with understanding what quality online platforms actually provide.

Reputable online services include guided questionnaires covering all essential elements—testator details, executors, guardians (if applicable), beneficiaries, specific bequests, and residuary estate distribution. Legal review by qualified professionals ensures the will meets UK legal requirements. Comprehensive witnessing guidance helps clients execute wills properly. Many offer secure storage options and straightforward update capabilities.

Quality platforms like WUHLD (£49.99, legally reviewed), Farewill (£70-100, solicitor-checked), and Which? Wills (backed by Which? consumer trust) provide legally valid wills for straightforward estates. These aren't "budget alternatives"—they're professionally appropriate solutions.

The advantages for straightforward estates are compelling:

Time: 15 minutes to complete vs. weeks for solicitor appointments. Your busy professional clients appreciate efficiency.

Cost: £49.99-£100 vs. £150-£300+ for solicitor wills. For a young couple with modest assets, saving £200+ makes will-making accessible rather than postponed.

Accessibility: Immediate start vs. waiting for appointments. Clients can create their will at 10 PM on a Sunday if inspiration strikes.

Clarity: Clear step-by-step guidance vs. overwhelming legal jargon. The structured process prevents critical omissions.

Preview capability: Services like WUHLD let clients preview their complete will before paying—eliminates buyer's remorse and ensures suitability.

Update ease: Life changes (new child, house move, divorce) can be updated quickly and affordably vs. expensive solicitor revision appointments.

Perfect client profiles for online wills:

Young families with standard assets
First-time will makers with straightforward wishes
Recently married couples
Middle-income professionals with no complications
Clients who've been procrastinating due to cost or complexity concerns

The psychological benefit matters: removing barriers to entry means many clients will make a will online who would never book a solicitor appointment. Procrastination kills more estate plans than complexity.

Here's the credibility move: "I used WUHLD for my own will—took 15 minutes and I felt completely confident in the result." Of course, only say this if it's true. Creating your own will with your recommended service gives you invaluable firsthand understanding.

When Solicitors Are Essential

Some situations carry too much risk for online solutions. Recognizing these red flags protects both your client and your professional reputation.

Non-negotiable solicitor situations:

Business assets create immediate complexity. Company shares require valuation considerations, shareholder agreement coordination, and business succession planning. Partnership interests need careful legal structuring. Agricultural property relief claims require specialist knowledge. Any business assets mean solicitor involvement—no exceptions.

Overseas property or assets demand solicitor expertise. Different jurisdictions have different inheritance laws. Spanish property, French assets, or US investments create legal complexity that online services cannot handle.

Trust requirements absolutely require solicitors. Any situation needing a trust—especially for disabled beneficiaries, minor children with specific conditions, or asset protection—needs professional legal drafting. Online services cannot create proper trust structures.

High-conflict scenarios need bullet-proof legal drafting:

Disinheriting close relatives
Multiple marriages with competing claims
Estranged family members likely to contest
Concerns about undue influence
Vulnerable beneficiaries needing protection

Tax planning needs become critical above certain thresholds. Estates over £325,000 (single) or £500,000 (married with property to children) need professional IHT planning. Gifts requiring careful documentation for the 7-year rule demand specialist advice. Business property relief claims require expert guidance. Charitable giving for tax efficiency needs proper structuring.

The "trust requirement" rule is absolute: Any situation needing a trust requires a solicitor—online services can't create proper trust structures.

Mental capacity questions require evidential protection. If there's any question about testamentary capacity, solicitor involvement provides crucial documentation that the will was made with proper understanding.

International elements demand specialist expertise:

Dual citizenship implications
Permanent residence abroad
Assets in multiple jurisdictions
Questions about which country's law applies

Professional Protection Note: When in doubt, recommend a solicitor consultation. It's better to "over-refer" than to recommend an inadequate solution. Your professional reputation depends on clients receiving appropriate advice, even if that means recommending more expensive services.

The solicitor fee—whether £500 or £2,000—becomes insignificant compared to the potential inheritance tax savings, dispute prevention, or proper business succession planning they provide.

The Middle Ground - Hybrid Approaches

Sophisticated professionals recognize that online and solicitor services aren't mutually exclusive. Strategic combinations often serve clients best.

"Online first, solicitor later" strategy:

Create an online will now for immediate protection, then plan a solicitor upgrade when the estate becomes more complex. This ensures your client isn't unprotected while they're building wealth or planning a comprehensive approach.

Example: Young entrepreneur with startup company. Online will now covering current modest assets (property, savings). Solicitor upgrade planned when business valuation reaches £500,000+. The online will prevents intestacy risk while business value is being established.

"Solicitor consult + online execution" approach:

Pay for a one-hour solicitor consultation (£150-£250) to discuss potential complexity. Solicitor confirms the estate is straightforward enough for an online will. Client saves £200-£500 vs. full solicitor-drafted will while gaining professional reassurance.

This works particularly well for borderline cases where clients are unsure if their situation is truly straightforward.

Interim will strategy:

Client has complex situation requiring solicitor involvement but can't afford £800-£2,000 immediately. Create an online will as stopgap protection. Plan solicitor upgrade within 6-12 months when finances allow.

This is infinitely better than remaining intestate while saving for solicitor fees.

"Update test" approach:

Client has a previous solicitor will that needs minor updates (new grandchild, moved house, executor deceased). Check if the update is straightforward enough for online revision vs. full solicitor redraft.

Simple updates often don't require returning to expensive solicitor appointments.

Spousal coordination:

One spouse has a complex estate (owns business, solicitor required). Other spouse has straightforward estate (employed professional, standard assets). The business owner uses a solicitor; the employed spouse uses an online service.

This is common when one partner owns a company or has inherited trust interests, while the other has a simple employment income and standard savings.

Staged complexity:

Client's estate will become complex (business sale planned, inheritance expected, overseas property purchase in progress), but isn't complex today. Create online will now covering current circumstances. Commit to solicitor upgrade when complexity arrives.

Example: Client expecting £400,000 inheritance from parents (who are currently 68 and healthy). Current estate is straightforward (£280,000 property, £50,000 savings). Online will now. Solicitor will after inheritance received and IHT planning becomes relevant.

These hybrid approaches demonstrate sophisticated thinking. You're not locked into "always online" or "always solicitor"—you're recommending the right solution for the client's current circumstances and future trajectory.

How to Have "The Will Conversation" with Clients

Many professionals avoid discussing wills. Let's fix that.

Why professionals avoid the conversation:

Fear of seeming morbid. Concern about overstepping expertise boundaries. Uncertainty about what to recommend. Worry about appearing salesy if they suggest a specific service.

The reality: Clients expect you to mention estate planning. You manage their wealth—failing to discuss what happens to it is the greater professional failure. If you're comfortable discussing their death in the context of life insurance, you can discuss it in the context of will planning.

Natural conversation triggers:

Life events: marriage, children, divorce, retirement, house purchase
Financial planning reviews (annual or quarterly)
Inheritance discussions (client receiving or expecting inheritance)
When client mentions a friend's intestacy situation
Significant asset accumulation (crossed £200,000+ threshold)

Conversation framework:

"While we're reviewing your financial situation, have you thought about what would happen to these assets if something happened to you? Do you have an up-to-date will?"

This opens the door without being dramatic or morbid. It's a natural extension of financial planning.

The assessment questions:

"Walk me through your situation—are you married? Children? Do you own property? Any business assets or overseas property? How would you want your assets distributed?"

These questions let you mentally apply the simple vs. complex framework. Listen for red flags: business ownership, overseas assets, family complexity, tax implications.

Making the recommendation:

For straightforward situations: "Based on what you've described, your situation is straightforward. An online will service like WUHLD would work perfectly and costs around £50. You'd complete it in about 15 minutes, name your executors and guardians, and have a legally valid will. You can even preview the entire will before paying anything."

For complex situations: "Your situation has some complexity—the business assets and property abroad mean you need specialist expertise. I'd recommend a consultation with a solicitor who specializes in estate planning. They'll help you structure everything properly, particularly the business succession planning and any inheritance tax considerations."

For borderline situations: "Your situation might be straightforward, but the second marriage element makes me think you should at least consult with a solicitor to confirm. They can review your circumstances and either draft the will or confirm that an online service would work fine. Either way, you'll have confidence you've chosen the right approach."

The referral process:

Have 2-3 vetted referral partners ready:

One reputable online service for straightforward cases (WUHLD recommended for transparency and quality)
1-2 solicitors for complex cases (ideally one general estate planning, one specialist for business/agricultural/international cases)

Provide specific contact information or links. Don't leave clients to "Google it"—that's where they find questionable services.

Follow up in next review: "Did you get that will sorted?" This gentle accountability often converts procrastinators into action-takers.

The personal credibility move: "I used WUHLD for my own will—took 15 minutes and I felt completely confident in the result. For straightforward situations like yours, it's an excellent solution."

Only say this if it's genuinely true. But if you have used your recommended service, this firsthand experience is powerful.

Conversation Scripts:

Opening script for regular client review: "Sarah, I notice you've accumulated about £380,000 in assets now between the property and investments. As part of our planning, we should address estate planning. Do you have a current will in place?"

Response when client asks "Do I need a will?": "Yes, absolutely. Without a will, your assets are distributed according to intestacy rules—the government decides who gets what, not you. Even straightforward situations need wills. The good news is that for your circumstances, it's quick and affordable."

Transition from "you need a will" to specific recommendation: "Let me ask you a few questions about your situation, and I can point you toward the right solution. Are you married? Any children? Do you own property or have business assets?"

Explaining online vs. solicitor recommendation: "For straightforward estates—married couples, standard assets, clear beneficiaries—online services work brilliantly and cost around £50. For complex situations—business assets, overseas property, trusts needed—solicitors provide essential expertise for £500-£2,000. Based on what you've told me, your situation is [straightforward/complex], so I'd recommend [online service/solicitor]."

When client pushes back on cost or urgency: "I understand it's not urgent in your mind, but here's the reality: without a will, if something happened to you and your wife together—car accident, for instance—the courts would decide who raises your children. Is that a risk you're comfortable with? For £50 and 15 minutes, you can eliminate that possibility entirely."

Document the conversation:

Note in your client file: "Discussed estate planning with [client name] on [date]. Confirmed [client situation summary]. Recommended [online service/solicitor] because [reasoning]. Client stated [they will proceed/will consider it/not interested at this time]."

This documentation protects you professionally and demonstrates you fulfilled your duty of care.

Your Duty of Care Boundaries

Let's define exactly what you are and aren't responsible for, reducing anxiety about professional negligence.

What you ARE responsible for:

Raising the topic of estate planning with clients who have accumulated significant assets
Providing general guidance on whether their situation is straightforward or complex
Recommending the appropriate type of service (online vs. solicitor)
Ensuring your recommendation matches client circumstances
Documenting that you had this conversation

What you're NOT responsible for:

Providing legal advice on will contents
Drafting will language or interpreting specific clauses
Interpreting inheritance law or intestacy rules in detail
Guaranteeing tax outcomes or legal validity
Ensuring the will is executed properly (that's the client's responsibility with their chosen provider)

The "competent generalist" standard applies: You must give advice at the level of a reasonably competent professional in your field. This includes understanding basic estate planning categories—simple vs. complex, online vs. solicitor suitability. You're not expected to be a solicitor, but you should recognize when solicitor expertise is needed.

Documentation provides protection:

Keep notes of estate planning discussions. Record recommendations made. Note if client declined to act. Include estate planning as a standard item in review meetings—this shows systematic approach, not ad hoc advice.

The referral shield:

When you recommend a solicitor or reputable online service for appropriate situations, you've fulfilled your duty. You're not guaranteeing outcomes—you're directing clients to appropriate professional resources.

However, simply saying "you should see a specialist" without helping the client understand which type of service they need may be insufficient. Saying "you need a will—go figure it out" is different from "based on your business assets, you need a solicitor who specializes in business succession planning; here's who I recommend."

Red flag scenarios requiring extra care:

Client clearly needs a will but refuses to act: Document their decision and the risks you explained
Situation is borderline between online and solicitor: Document that you explained both options and why there's uncertainty
Client wants to use questionable will-writing service (unregulated, poor reviews): Steer toward reputable alternatives and document your recommendation

Professional indemnity considerations:

Check your PI insurance covers estate planning advice and recommendations. Most policies cover general financial guidance but explicitly exclude legal advice. Understand the boundary in your specific policy.

If your policy doesn't cover estate planning recommendations, consider whether you need to adjust coverage or be more cautious about the depth of guidance you provide.

The CYA documentation template:

"I recommended [client name] consult with a solicitor regarding estate planning given [specific complexity factors: business assets/overseas property/IHT implications]. Client stated [they will contact the recommended solicitor/they will research options themselves/they don't feel it's necessary at this time]. I provided contact information for [solicitor name/firm] on [date]."

Or for online will recommendation:

"Based on [client name]'s straightforward circumstances [married, standard UK assets, estate under £325,000, clear beneficiaries], I recommended they consider an online will service such as WUHLD (£49.99, legally reviewed). Explained this is appropriate for straightforward estates but complex situations require solicitor involvement. Client [will proceed with online service/will consider this option]."

Professional Protection Tips:

Add a standard estate planning question to all client review templates
Maintain a documented decision tree showing how you assess simple vs. complex
Send follow-up confirmation emails after verbally discussing estate planning
Review and update your referral partners annually (ensure they're still reputable)
Consult your professional body (FCA/ICAEW) if you're uncertain about scope

The goal isn't paranoia—it's appropriate professional protection while genuinely serving clients' best interests.

Note: The information above is general guidance. Professionals should consult their professional indemnity insurers about specific coverage and consider their individual regulatory requirements.

Building Your Referral Framework

Ad hoc recommendations lack credibility. A systematic referral framework serves clients better and strengthens your professional offering.

Why you need a referral framework:

Researching options for each client is inefficient and inconsistent. Established partnerships let you confidently say "I work with [service]" rather than "I think there are some online things out there maybe." Systematic approaches demonstrate professional thoroughness.

Choosing your online will partner:

Look for these criteria:

Legal review by qualified professionals (solicitors or barristers)
Clear pricing with no hidden fees or subscription charges
Preview before payment option (clients see complete will before committing)
Positive professional reviews and established track record
Willingness to discuss their service with you professionally
Appropriate for your typical client base

WUHLD partnership advantages:

£49.99 transparent pricing (vs. £90-160 competitors). Legal review included as standard. 15-minute process respects clients' time. No subscription or storage fees—one payment, complete service. Four-document package included: will, 12-page Testator Guide, Witness Guide, and Complete Asset Inventory document.

Choosing your solicitor partner(s):

Look for these characteristics:

Estate planning specialty, not general practice
Responsive to professional referrals (returns calls, provides updates)
Clear fee structure they'll explain to clients upfront
Professional and client-friendly communication style
Geographic coverage appropriate for your client base
Possibly multiple specialists: one for general estate planning, another for business/agricultural/international complexity

Test services yourself:

Create your own will with your recommended online service. This gives you firsthand understanding and powerful credibility: "I've used this myself and can walk you through exactly what to expect."

Consider consulting with your solicitor partner about a complex scenario (even hypothetically). Understanding their process helps you explain what clients should expect.

Formalize partnerships:

Introduce yourself to your chosen online service—many have professional partnership programs. Establish relationships with solicitor partners; explain you'll be referring clients and ask about their approach to estate planning.

Ask about referral arrangements. Some firms offer reciprocal referrals or finder's fees. If you receive any financial benefit, you must disclose this to clients. Transparency is essential.

Update your service offering:

Add "estate planning guidance" to your service descriptions. Include will planning in standard client reviews—make it systematic, not optional. Market this value-add to prospects: "As part of comprehensive financial planning, we ensure clients have appropriate estate planning in place."

Create decision tree resources:

One-page flowchart for your own reference showing your decision criteria. Client-facing version explaining online vs. solicitor decision in simple terms. Brief comparison document showing costs and timelines for different options.

These resources demonstrate professionalism and help clients understand your recommendations.

Track outcomes:

Note which clients you referred where. Follow up on whether they completed their wills. Ask for feedback on the services you recommended. Adjust partnerships if services underperform or client feedback is negative.

Framework Components Summary:

Decision criteria checklist (simple vs. complex)
Vetted online service for straightforward cases (WUHLD recommended)
1-2 vetted solicitors for complex cases (possibly with different specialties)
Standard conversation scripts
Follow-up process
Documentation templates
Client-facing comparison resources

Building this framework takes a few hours initially, but saves countless hours of researching options for individual clients. More importantly, it ensures consistent, high-quality guidance that protects both clients and your professional reputation.

Common Client Scenarios and Recommendations

Here are specific decision templates for the most common situations you'll encounter, with exact recommendations you can use immediately.

Scenario 1: Young Professional Couple (28-35), No Children Yet

Assets: First home (£250,000), savings (£20,000), pensions

Situation: Recently married, want to ensure spouse inherits everything

Recommendation: Online will (WUHLD £49.99)

Rationale: Perfectly straightforward. Standard spousal provisions. Well below IHT threshold. No complexity factors.

Your script: "Your situation is very straightforward—you're married and want everything to go to each other. An online will service is perfect here. I recommend WUHLD at £49.99; takes about 15 minutes. You'll name each other as primary beneficiaries and executors, and specify what happens if you both die together. Preview the complete will before paying anything."

Scenario 2: New Parents (32-38), First Child

Assets: Home (£320,000), savings (£35,000), life insurance

Situation: Need guardians named, concerned about child's provision

Recommendation: Online will (WUHLD or similar)

Rationale: Standard guardianship and trust-until-18 provisions. Online services handle these well. Estate under IHT threshold. No unusual complexity.

Your script: "Now that you have children, naming guardians is crucial. Online services like WUHLD handle this perfectly—they'll guide you through guardian selection and ensure your child is provided for until they reach 18. The process includes setting up a simple trust structure for your child, which online services handle well for straightforward situations. Costs about £50 and takes 15 minutes."

Scenario 3: Business Owner (45-55), Significant Assets

Assets: Company shares (£300,000), property (£550,000), investments (£180,000)

Situation: Wants to pass business to son, property to daughter

Recommendation: Solicitor required

Rationale: Business assets need succession planning and business property relief consideration. Estate over IHT threshold. Unequal distribution creates dispute risk. This is exactly the situation where solicitor expertise justifies the cost.

Your script: "With business assets and your estate value, you need a solicitor who specializes in business succession. The business shares require proper valuation, shareholder agreement coordination, and inheritance tax planning. Also, leaving different assets to different children creates potential for disputes—you need bullet-proof legal drafting. I work with [solicitor name]—they'll ensure your business passes efficiently and your IHT exposure is minimized. The solicitor fee will be far less than the tax you'll save."

Scenario 4: Divorced and Remarried (48-58), Blended Family

Assets: Property (£380,000), savings (£60,000), pension

Situation: Children from first marriage, new spouse, wants to balance provision

Recommendation: Solicitor consultation (may result in solicitor will or informed online will decision)

Rationale: Family complexity and potential disputes require careful consideration. Even though estate value isn't huge, the competing interests (spouse vs. children from previous marriage) create risk of challenges.

Your script: "Blended families need careful planning to avoid disputes. Your new spouse has certain legal rights, but you also want to provide for your children from your first marriage. I recommend consulting with a solicitor first—they may draft your will, or they might confirm that an online service would work if we structure things simply. Either way, you'll have confidence your wishes are clear and fair. The consultation might cost £150-250, but it's worth it for the peace of mind and to prevent potential legal challenges later."

Scenario 5: Self-Employed Professional (40-52), No Business Assets

Assets: Property (£285,000), savings/investments (£95,000), self-employed income

Situation: Self-employed accountant/consultant, no staff or business assets to pass on

Recommendation: Online will (straightforward despite self-employment)

Rationale: Self-employment without transferable business assets doesn't create complexity. They have income from self-employment, but no business premises, stock, partnership interests, or employees. It's functionally similar to employment income.

Your script: "Though you're self-employed, you don't have business assets to transfer—just property and savings. That's straightforward for an online will. If you had a partnership, business premises, or wanted to pass the business to someone, we'd need a solicitor. But for your situation, WUHLD or similar service works perfectly. If your business grows to the point where there's a transferable entity worth significant value, we'd revisit this."

Scenario 6: Later Life (65+), Significant Wealth

Assets: Multiple properties (£850,000), investments (£420,000), pensions

Situation: Retired, grown children, estate well over IHT threshold

Recommendation: Solicitor required (IHT planning essential)

Rationale: Estate significantly exceeds £325,000 IHT threshold. Inheritance tax bill could be £400,000+ without planning. Professional tax mitigation is essential.

Your script: "With your estate value, inheritance tax will be significant without planning. At current rates, your family could face a £400,000+ tax bill. A specialist solicitor can structure gifts, trusts, or other strategies to reduce this substantially. Yes, the solicitor might charge £1,500-2,500, but that fee will be far less than the tax you'll save. This is exactly where professional expertise pays for itself many times over. I work with [solicitor name] who specializes in IHT planning for estates like yours."

Key Decision Points Across All Scenarios

Estate value relative to IHT thresholds: Under £325,000 (single) or £500,000 (married with residence nil-rate band) = generally straightforward. Above these thresholds = solicitor for tax planning.

Business/complex asset presence: Any business assets, overseas property, agricultural land = solicitor required immediately.

Family structure complexity: Blended families, estranged relatives, vulnerable dependents = solicitor recommended for dispute prevention.

Client sophistication/preferences: Some clients prefer solicitor reassurance even for straightforward estates and can afford it. That's valid—recommend accordingly.

Remember: These scenarios are templates, not rigid rules. Use them as starting points, but apply professional judgment to each client's unique circumstances.

Moving Forward with Confidence

You now have the framework to guide clients through one of the most important financial planning elements they'll face.

Key takeaways:

Your role isn't to provide legal advice, but to guide clients toward appropriate services—this is part of your duty of care, not overstepping
The simple vs. complex estate framework is your decision tool: straightforward estates (single UK property, standard assets, clear beneficiaries, below IHT threshold) → online will; complex estates (business assets, overseas property, trusts needed, tax planning required) → solicitor
Online services like WUHLD (£49.99) are not "cheap alternatives"—they're professionally appropriate solutions for straightforward estates, offering legal review and validity at a fraction of solicitor costs
Documentation protects you: note estate planning discussions, record recommendations, follow up in subsequent reviews
Build your referral framework now: vet one online partner, establish 1-2 solicitor relationships, create decision criteria for your own reference

Every year, thousands of families face intestacy chaos because no professional raised the will conversation. You're uniquely positioned to prevent this—you understand your clients' finances better than anyone. Adding estate planning guidance to your client service isn't scope creep; it's comprehensive wealth management.

The professionals who excel don't just manage investments—they ensure those investments reach the intended beneficiaries without unnecessary tax, legal fees, or family conflict.

Ready to establish your referral framework? Partner with WUHLD for straightforward client cases: £49.99 transparent pricing, legally reviewed wills, 15-minute online process, and preview before payment—no credit card required.

Better yet, create your own will with WUHLD first. Understand the service firsthand and gain the credibility to recommend it confidently. You'll be able to tell clients: "I've used this myself—here's exactly what to expect."

Visit WUHLD to preview the process or refer your first client today. For complex cases requiring solicitor expertise, ensure you've established relationships with specialist estate planning solicitors who can handle business succession, international assets, and advanced tax planning.

Your clients trust you with their financial futures. Make sure those futures include proper estate planning.

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WUHLD makes it simple to create a legally valid will online in just 15 minutes. Our guided process ensures your wishes are properly documented and your loved ones are protected.

Start creating your will now — it's quick, affordable, and backed by legal experts.

Legal Disclaimer: This article provides general information for financial advisors and accountants and does not constitute legal advice or professional regulatory guidance. Each professional must assess their own regulatory obligations under FCA, ICAEW, or other professional body standards. For advice on your specific professional duties or complex client situations, consult a qualified solicitor or your professional body. WUHLD's online will service is suitable for straightforward UK estates; complex situations may require professional legal advice.

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