Nobody wants to be the bearer of bad news. Brokers know all too well that clients are rarely thrilled when it comes to discussing worst case scenarios. After all, when a client comes to you, chances are it’s because they are excited about buying a home and envisage a pain-free experience that quickly gets the keys in their hand.

Nonetheless, those conversations are a crucial part of the advice process. The best brokers know that protection products are a key consideration for their clients. How are they going to pay the mortgage if they get sick? Will their loved ones be able to continue those payments should the client pass away? These products are important, not only for the client’s financial wellbeing, but also as an extra revenue stream for brokers.

It’s no different with wills. By writing a will, the client is setting out their wishes for the division of their estate when they pass away. Not only does this determine who inherits specific possessions, but also allow how the client plans to provide for their children and loved ones.

Without a will, the client has little say over precisely how their estate is handled. Instead, the government takes charge, and that can lead to even more stress and heartache for their loved ones, in what is an already extremely difficult time.

However, as important as wills are, significant numbers of people in the UK don’t have one. A report by Royal London a couple of years ago suggested that less than half of adults in the UK have prepared a will.

Clearly, working to correct the nation’s lack of estate planning is worthwhile and brokers are well placed to do so. And thankfully, brokers don’t need to start taking will writing courses in order to help their clients with this particular issue. They can instead work with specialist partners who can guide their clients through the process.

Last year we partnered with the online will specialists, Beyond, for precisely this reason. Clients can write an online will in just 15 minutes, by answering a series of straightforward questions. Beyond’s expert team handle the rest, and for a small subscription fee, clients can amendments to their will online whenever they see fit.

It’s a simple way that broker-facing businesses like eConveyancer can support brokers in building more comprehensive and lasting relationships with their clients. There’s far more to that relationship than simply hunting around for a new fixed rate every couple of years – clients trust the judgement and expertise of their broker, and there is an opportunity to expand further than home loans and into a range of ancillary services, from protection products to wills.

By acting as a one-stop-shop for any financial queries – even if it isn’t necessarily an area of expertise for you – you can secure their business for not just years to come, but decades. And it’s that repeat business that serves as a reliable foundation, ensuring that you remain profitable even when the housing market gets rough.

It comes down to relationships, not just between brokers and their clients but between brokers and their partners too.

With the right partners, brokers can deliver a more rounded service to their clients, encompassing everything from home loans to wills, pensions to protection, and ultimately add value to their clients without dramatically increasing their workload.