Drawing on his own experience as CEO of Honey Legal, Alan Gardiner shares his thoughts on the six fundamental questions estate planning consultants should be exploring during client consultations.
An increasingly complex estate planning landscape can be navigated more effectively by focusing on six fundamental questions during client consultations.
The recent 2026 Private Client Industry Report by LEAP Estates draws on the aggregated and anonymised data from LEAP’s estate planning platform, analysing 242,895 wills, 176,277 Lasting Powers of Attorney and 87,833 wills containing trusts. It offers one of the clearest and most comprehensive snapshots yet of estate planning trends across England and Wales.
Among its key findings is the clear indication that estate planning decisions are no longer confined to later life. Instead, they are increasingly shaped by longer life expectancy, more complex family structures and evolving regulatory requirements.
The report highlights a sharp rise in trust planning, partly linked to increased longevity. In 2025, 36.2% of all wills included one or more trusts, reflecting a growing emphasis on long-term asset stewardship, flexibility and structured wealth transfer.
Health projections further reinforce that shift. The National Institute for Health and Care Excellence forecasts that UK dementia cases could reach 1.6 million by 2040 as the population ages, underlining the importance of planning not only for death, but also for potential incapacity.
The data also points to the continued growth of blended families, alongside a rise in exclusions within wills, signalling more nuanced and sometimes sensitive decision-making. At the same time, regulatory updates are prompting procedural and compliance changes across the sector.
The findings reinforce a central principle: effective estate planning is fundamentally about understanding the client’s personal circumstances and anticipating the risks that could affect their family in the future. The role of estate planning professionals is increasingly to help clients navigate those complexities through structured conversations.
Estate planning is rarely just about drafting documents. It starts with understanding the client’s circumstances, their family structure and the risks that could arise if they were to lose capacity or pass away unexpectedly. The right planning solutions only emerge when the right questions are asked at the outset. Professionals who consistently structure their client conversations around a small number of core issues tend to arrive at better outcomes.
Six key areas estate planning consultants should be exploring during client consultations
- Do we fully understand the client’s personal and family circumstances?
Every effective estate plan begins with a detailed understanding of the client’s situation.
Professionals should take care to explore not only the client’s assets but also their family dynamics. Marital status, cohabitation arrangements, children from previous relationships, dependent relatives and potential future changes all have significant implications for how an estate plan should be structured.
Blended families are increasingly common and often require more sophisticated planning solutions to balance competing interests fairly.
Without a thorough understanding of the client’s circumstances, there is a risk that the resulting plan may not properly reflect their intentions or protect those they care about.
- Are the right legal structures being considered?
One of the key responsibilities of an estate planning professional is to identify which legal instruments are appropriate for the client’s circumstances.
In some cases a straightforward will may be sufficient. In others, additional protections may be required.
This might include Lasting Powers of Attorney, particularly given rising life expectancy and the growing prevalence of dementia and other capacity-related conditions.
Trust structures may also need to be considered where there are blended families, vulnerable beneficiaries, inheritance tax considerations or asset protection concerns.
The goal should always be to ensure the client’s plan is proportionate, appropriate and aligned with their objectives.
- Has the purpose of each recommendation been clearly explained?
Clients are far more confident in their decisions when they understand why certain protections are being recommended.
Estate planning professionals should take the time to explain the purpose and practical effect of each document or structure.
For example, a will ensures assets pass according to the client’s wishes rather than the statutory intestacy rules. A Lasting Power of Attorney can prevent delays, court involvement and significant costs if capacity is lost.
Clear explanation builds trust and ensures the client fully understands the value of the planning being put in place.
- Have the consequences of inaction been properly addressed?
A crucial part of professional advice is helping clients understand what could happen if no planning takes place.
Without a valid will, estates are distributed according to intestacy rules which may not reflect modern family structures. Unmarried partners may receive nothing, and children from previous relationships may not be protected in the way the client intends.
Similarly, without appropriate authority arrangements such as Lasting Powers of Attorney, families may face lengthy and expensive legal processes simply to manage financial affairs or healthcare decisions.
Highlighting these risks is often the moment when clients recognise the importance of putting the right planning in place.
- Is the advice truly tailored to the client’s circumstances?
The growth of online templates and automated tools has changed the estate planning landscape.
While these resources may provide basic guidance, they cannot replace the depth of enquiry required to deal with complex family dynamics, evolving legislation and long-term planning considerations.
Estate planning professionals add real value by probing deeper into the client’s circumstances, identifying risks that may not initially be obvious and tailoring advice accordingly.
Personalised advice remains one of the most important safeguards against unintended consequences in estate planning.
- Is there a clear process for implementing and maintaining the plan?
Estate planning should be viewed as an ongoing process rather than a single transaction.
Professionals should guide clients through a structured journey that begins with careful fact-finding and consultation, followed by the preparation of tailored documents and a clear explanation of how the plan will operate.
Just as importantly, clients should understand when their arrangements should be reviewed. Major life events such as marriage, divorce, the birth of children, or significant changes in financial circumstances can all affect the suitability of an estate plan.
Regular review ensures the arrangements continue to reflect the client’s wishes as their life evolves.
About the author
Alan Gardiner is CEO of Honey Legal. Honey Legal specialises exclusively in estate planning, helping clients safeguard their homes, wealth and loved ones. With more than 14 years’ experience, its team has supported over 90,000 families across England and Wales. The firm is rated ‘Excellent’ on Trustpilot, with clients valuing its face-to-face consultations and clear, jargon-free advice. Guided by its motto, “Do The Right Thing,” Honey Legal also encourages legacy giving and has supported charities including Cancer Research UK and When You Wish Upon a Star.
