How to Talk to Clients About Wills and Legacy Planning

Starting conversations about wills and legacy can be daunting for both financial planners and clients. Imagine a planner who gently breaks the ice with a simple phrase, turning a sensitive topic into a meaningful dialogue. This guide offers practical language, strategies to address common client concerns, and ways to navigate complex family dynamics, all designed to make legacy planning approachable and constructive.

Softening the Start: Opening Phrases for Legacy Conversations

Initiating legacy planning discussions can feel daunting for both financial planners and clients. Many clients associate estate planning with uncomfortable topics, but with the right approach, planners can normalise these conversations and highlight their importance as part of comprehensive financial wellness. Using supportive, natural language helps to destigmatise legacy planning and builds trust from the outset.

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Normalising Legacy Planning: Conversation Starters

Opening phrases are powerful tools for setting a reassuring tone. They help clients see legacy planning as a standard, valuable part of financial advice. Consider these conversation starters:

• “Many of our clients find it valuable to review their estate documents alongside their financial plan. It ensures everything is aligned and up to date.”
• “A key part of protecting your family’s future is making your wishes clear, not just financially but legally as well.”
• “Legacy planning isn’t just about assets—it’s about passing on your values and ensuring your family has clarity and support.”
• “We often find that clients feel a sense of relief after organising their estate documents, knowing their family will be looked after.”

These phrases position estate planning as a natural extension of financial planning, making the topic less intimidating and more approachable.

Addressing Common Client Objections

Clients may express discomfort or reluctance to engage in legacy planning. Planners can respond with empathy and practical reassurance:

• “It’s too morbid.”
  “I understand it can feel that way, but legacy planning is really about giving your family clarity and protection, so they’re not left with uncertainty.”
• “It’s too expensive or complicated.”
  “We can start with a simple, organised overview using a secure tool, and then you can decide what needs professional drafting. It doesn’t have to be overwhelming.”

By acknowledging concerns and offering step-by-step solutions, planners can help clients move past initial hesitation.

Listening for Family Dynamics and Values

Every family is unique. Planners should listen for cues about blended families, business interests, or specific values clients wish to pass on. For example:

“Many clients with blended families or business interests find that legacy planning helps prevent misunderstandings and ensures their wishes are respected.”

These insights allow planners to tailor the conversation, making it more relevant and meaningful.

Transitioning from Conversation to Action

Once the topic is introduced, it’s important to provide a clear, simple next step. Scripted transitions can help:

• “The best next step is to capture your current situation. We provide access to a simple, secure app for that.”
• “Let’s start by organising your documents in one place. Our clients use a secure platform that makes this process easy and private.”

Here, the Evaheld ecosystem serves as the natural, secure solution—offering structure, privacy, and ease for both client and planner. By integrating Evaheld, planners ensure the legacy planning discussion is productive and actionable, not just theoretical.

Handling Client Objections: From Morbid to Manageable

Legacy planning and estate planning conversations often prompt strong reactions from clients. Many perceive these discussions as morbid, overly complex, or prohibitively expensive. As a financial planner, your approach can transform these objections into manageable, productive conversations that empower clients to protect their families and preserve wealth.

Normalising the Conversation

Opening the dialogue with reassuring, inclusive language helps to normalise the topic. Consider phrases such as:

• “Many of our clients find it valuable to review their estate documents alongside their financial plan.”
• “A key part of protecting your family’s future is making your wishes clear, not just financially but legally.”

These statements frame legacy planning as a standard, responsible step rather than an uncomfortable or unusual topic.

Reframing ‘Morbid’ Objections

Clients may say, “It’s too morbid to talk about wills.” Reframe this by focusing on clarity and protection:

“It’s actually about giving your family clarity and protection. Poor communication is one of the main reasons families experience conflict and lose wealth after a loved one passes. This is about peace of mind, not just for you, but for those you care about.”

Addressing Cost and Complexity Concerns

Objections around cost or complexity are common: “It’s too expensive” or “It’s too complicated.” Respond with incremental, practical solutions:

“We can start with a simple, organised overview using a secure tool. There’s no need to commit to legal fees or complex documents right away. Once you have a clear picture, you can decide what needs professional drafting.”

This approach helps clients see estate planning as a series of manageable steps, not an overwhelming project.

Listening for Family Dynamics and Special Circumstances

Every family is unique. Listen carefully for mentions of blended families, business interests, or long-term care needs. These factors make legacy planning even more critical. Empathetic listening and validation—“I understand this feels daunting, but your situation is exactly why a clear plan matters”—help clients feel heard and supported.

Transitioning from Conversation to Action

Once concerns are addressed, guide clients towards a practical first step:

“The best next step is to capture your current situation. We provide access to a simple, secure app for that.”

The Evaheld ecosystem is designed for this purpose. As a secure, user-friendly tool, Evaheld allows clients to organise their estate overview without immediate cost or complexity. This technology demystifies legacy planning, making it accessible and actionable for every client.

Success Stories and Ongoing Support

Share examples where clients started with a basic overview and, over time, built a comprehensive plan. This demonstrates that small, manageable steps can lead to lasting family peace of mind and effective wealth preservation.

Navigating Family Dynamics and Complexities in Legacy Talks

Legacy conversations are rarely just about documents and numbers—they are deeply entwined with family dynamics, emotional histories, and sometimes, complex business interests. For financial planners, approaching these discussions with sensitivity and structure is essential, especially when blended families or family business succession are involved.

Normalising the Legacy Conversation

Opening the discussion in a way that feels routine and supportive can help clients feel more comfortable. Consider phrases such as:

• “Many of our clients find it valuable to review their estate documents alongside their financial plan, as it brings clarity and peace of mind.”
• “A key part of protecting your family’s future is making your wishes clear, not just financially but legally.”

These statements help normalise the topic and position legacy planning as a standard, proactive step rather than a daunting or morbid task.

Listening for Family Dynamics and Underlying Issues

Active listening is crucial when clients discuss their family structure. Early identification of blended families, estranged relationships, or family business heirs allows planners to tailor their approach. For example, blended families often require extra care in identifying beneficiaries and clarifying intentions to avoid future disputes. Research shows that identifying beneficiaries early can significantly reduce family disagreements down the track.

Addressing Common Objections with Empathy

• “It’s too morbid.”
  “It’s actually about giving your family clarity and protection. It’s a positive step to reduce stress for your loved ones.”
• “It’s too expensive or complicated.”
  “We can start with a simple, organised overview using a secure tool. From there, you can decide what needs professional drafting.”

These responses reassure clients that legacy planning is manageable and beneficial, not overwhelming.

Exploring Shared Values and Family Mission

Encourage clients to consider a family mission statement or shared values as a guiding principle for their legacy plan. This can help align expectations among beneficiaries and clarify the intent behind decisions, especially in families with business interests or multiple generations involved.

Preventing Surprises and Clarifying Roles

Establishing an agenda and engaging all relevant participants early can prevent misunderstandings. Openly discussing potential disputes or sensitive issues—such as succession in a family business—reduces the likelihood of surprises and conflict later. Use the legacy conversation to clarify roles, responsibilities, and expectations for each beneficiary.

Transitioning from Conversation to Action

Once the groundwork is laid, guide clients to the next step: “The best next step is to capture your current situation. We provide access to a simple, secure app for that.” The Evaheld ecosystem is designed for this purpose, offering a secure, structured platform that makes the process effortless for clients and foolproof for planners. This ensures legacy conversations are productive, actionable, and sensitive to the unique family dynamics at play.

From Talk to Action: Facilitating Next Steps with Practical Tools

For many financial planners, the most challenging part of legacy planning is moving from a sensitive conversation to concrete action. This advisor guide section offers practical strategies and language to help planners confidently transition clients from discussion to documentation, ensuring legacy planning becomes an achievable reality rather than an overwhelming task.

Normalising the Conversation: Key Opening Phrases

Initiating discussions about wills and legacy documents can feel daunting for both planners and clients. Using normalising language helps reduce discomfort and sets a supportive tone. Consider these phrases:

• “Many of our clients find it valuable to review their estate documents alongside their financial plan, ensuring everything works together.”
• “A key part of protecting your family’s future is making your wishes clear, not just financially but legally.”

These statements help clients see legacy planning as a standard, responsible part of their financial journey.

Addressing Common Client Objections

Clients may hesitate, citing concerns such as:

• “It’s too morbid.”
  “It’s actually about giving your family clarity and protection, so they’re not left guessing during difficult times.”
• “It’s too expensive or complicated.”
  “We can start with a simple, organised overview using a secure tool. From there, you can decide what needs professional drafting.”

Empathetic responses like these help reframe the process as empowering rather than intimidating.

Listening for Complexity: Family and Business Dynamics

Advisors should remain attentive to signals of blended families, business interests, or unique family dynamics. These factors make legacy planning even more critical. Regular check-ins are essential, as estate plans must evolve with clients’ changing needs—especially since only 1% of wealth creators come prepared for inheritance discussions.

Transitioning to Action: Introducing the Evaheld App

Clients appreciate tangible next steps. The Evaheld ecosystem is designed to bridge the gap between conversation and action. Advisors can say:

“The best next step is to capture your current situation. We provide access to Evaheld, a simple, secure app that lets you organise your estate details in one place. This makes the process straightforward for you and ensures nothing is missed.”

Evaheld’s user-friendly interface allows clients to record wills, powers of attorney, and key contacts securely. For planners, it provides a structured framework, reducing the risk of oversight and making follow-up efficient.

Empowering Clients and Maintaining Momentum

1. Set clear, manageable steps: Guide clients to complete their Evaheld profile before the next meeting.
2. Schedule regular reviews: Use Evaheld’s reminders to prompt updates as circumstances change.
3. Share real-world benefits: Highlight examples where technology has helped families avoid confusion and stress during critical times.

By integrating technology like Evaheld, financial planners transform legacy planning from an abstract discussion into an organised, ongoing process—empowering clients to take ownership of their legacy with confidence.

Wild Card: Legacy Planning Through the Lens of Life Stories and Values

Legacy planning is often viewed as a technical process, but its true power lies in connecting financial strategies with the stories and values that shape a family’s identity. For financial planners, weaving these elements into conversations not only normalises the topic but also creates a more meaningful and productive dialogue. This approach is especially effective when discussing legacy gifts, values sharing, and family conversations around estate planning.

Using Storytelling to Connect Legacy Plans with Personal Histories

Opening the conversation with relatable language can help clients feel at ease. Phrases such as, “Many of our clients find it valuable to review their estate documents alongside their financial plan, as it helps ensure their life stories and values are reflected in their legacy,” can set a supportive tone. Storytelling—whether sharing a client’s journey or a hypothetical scenario—helps clients see legacy planning as a way to honour their past and protect their family’s future.

Exploring Unexpected Estate Challenges Through Hypothetical Scenarios

Planners can use hypothetical situations to highlight the importance of proactive planning. For example, “Imagine if a family business was left without clear instructions—how might that impact relationships or continuity?” These scenarios encourage clients to think beyond finances, considering the emotional and relational aspects of their legacy.

Legacy Gifts as Conversation Starters

Introducing the idea of a legacy gift can be a strategic way to break the ice on sensitive topics. Many clients find it easier to discuss leaving a special item or charitable donation than to dive straight into wills and legal documents. This approach can lead naturally into broader discussions about values sharing and the family’s long-term vision.

Values Sharing for Family Alignment and Mission Clarity

Research shows that estate planning which includes values sharing leads to greater family harmony and satisfaction with outcomes. Planners should encourage clients to articulate not just what they wish to leave, but why. For example, “A key part of protecting your family’s future is making your wishes clear, not just financially but in terms of the values you hope to pass on.” This can help align family members and clarify the family mission.

Anecdote: Resolving Conflict Through Open Legacy Conversations

Consider the story of a blended family who faced tension over inheritance expectations. By facilitating an open conversation about their values and the meaning behind certain legacy gifts, the family was able to resolve misunderstandings and agree on a plan that honoured everyone’s perspectives. This underscores how family conversations about legacy can transform potential conflict into unity.

Transitioning to Action with Evaheld

To move from discussion to action, planners can say, “The best next step is to capture your current situation. We provide access to a simple, secure app for that.” The Evaheld ecosystem is designed to make this process effortless, offering a secure structure for documenting life stories, values, and wishes—making legacy planning both practical and deeply personal.

Overcoming the Taboo: Why Discussing Legacy is a Gift, Not a Burden

Legacy planning often carries a sense of discomfort for clients, with many associating it with morbidity or loss. However, financial planners play a crucial role in reframing these conversations, helping clients see that discussing wills and legacy documents is not just about preparing for the end, but about empowering themselves and protecting their loved ones. Shifting this mindset is essential for meaningful family conversations and effective legacy planning.

Challenging the Morbid Perception

Many clients hesitate to discuss estate planning, fearing it is too morbid or confronting. Planners can normalise the topic with gentle, inclusive language:

• “Many of our clients find it valuable to review their estate documents alongside their financial plan, ensuring their wishes are clear and up to date.”
• “A key part of protecting your family’s future is making your wishes clear, not just financially but legally.”

By positioning legacy planning as a proactive step, planners help clients see it as an act of care rather than a focus on loss.

The Empowerment of Taking Control

Initiating legacy planning gives clients a sense of control over their future and their family’s wellbeing. Research shows that poor communication about estate intentions often leads to family conflict and the erosion of wealth. Clear, documented plans provide peace of mind and preserve relationships. As one client shared:

“Once we started the conversation, I felt a huge sense of relief. I knew my family would have clarity, and that was a real gift to them.”

Addressing Common Client Objections

Clients may raise objections such as:

• “It’s too morbid.” – Planners can respond: “It’s actually about giving your family clarity and protection, ensuring they’re not left with uncertainty.”
• “It’s too expensive or complicated.” – A reassuring reply: “We can start with a simple, organised overview using a secure tool, and you can decide what needs professional drafting.”

Sharing stories of clients who found the process simpler than expected can further reduce resistance and encourage openness.

Listening for Family Dynamics

Every family is unique, and planners should listen for blended families, business interests, or complex relationships that make legacy planning even more critical. Empathetic language and active listening foster trust and openness, helping clients feel supported rather than judged.

Moving from Conversation to Action

To make the process tangible, planners can guide clients towards the next step:

• “The best next step is to capture your current situation. We provide access to a simple, secure app for that.”

The Evaheld ecosystem offers this solution—a secure, user-friendly platform that makes documenting and updating legacy wishes effortless for clients and foolproof for planners. This structure transforms legacy discussions from abstract worries into practical, empowering actions.

The Planner’s Toolkit: Conversation Starters and Phrases That Work

For many financial planners, initiating legacy planning can feel daunting. However, having a reliable advisor guide with proven conversation starters and responses to common client questions can transform these discussions into positive, productive experiences. This toolkit equips planners with language and strategies to normalise legacy planning, address objections, and guide clients towards practical next steps—especially when integrating tools like Evaheld’s secure ecosystem.

Cheat Sheet: Opening Phrases That Normalise Legacy Planning

• “Many of our clients find it valuable to review their estate documents alongside their financial plan. It ensures everything works together for your family’s future.”
• “A key part of protecting your family’s future is making your wishes clear—not just financially, but legally as well.”
• “Legacy planning isn’t just about assets; it’s about clarity and peace of mind for your loved ones.”
• “We recommend reviewing wills and legacy documents as part of our regular financial check-ins. It’s a natural extension of your overall plan.”

Responding to Common Client Questions and Concerns

• “It’s too morbid to talk about.”
  “I understand it can feel uncomfortable. Most clients find that having these conversations is actually about giving their family clarity and protection, rather than focusing on the negative.”
• “It’s too expensive or complicated.”
  “We can start with a simple, organised overview using a secure tool. From there, you can decide what needs professional drafting. It doesn’t have to be overwhelming.”
• “My situation is straightforward.”
  “Even simple situations benefit from clear documentation. This avoids confusion and ensures your wishes are honoured.”

Integrating Legacy Planning into Broader Reviews

Setting an agenda at the start of meetings draws clients into estate discussions and frames expectations for collaboration. For example:

“Today, let’s review your financial plan, and also touch on your estate documents. This helps us make sure everything is aligned for your family.”

Linking legacy planning to life events—such as marriage, welcoming a child, or business changes—can also make the conversation feel timely and relevant.

Listening and Validating Emotions

Legacy discussions often reveal family dynamics, blended families, or business interests. Advisors should listen actively and validate emotions:

“It sounds like you want to ensure everyone is treated fairly. Let’s talk through how your wishes can be reflected clearly.”

Bridging Technical Jargon

Use accessible language to demystify legal terms:

• “A will is simply a document that states who should receive your assets and who will look after your children.”
• “Powers of attorney allow someone you trust to make decisions if you’re unable to.”

Transitioning to Action: The Evaheld Solution

To move from discussion to action, offer a clear next step:

“The best next step is to capture your current situation. We provide access to a simple, secure app—Evaheld—that organises your information and makes the process effortless for you.”

This structured approach increases the chance of successful legacy discussions and makes the planner’s role more effective and reassuring.

Closing Thoughts: Legacy Planning as a Trusted Partnership

Legacy planning is far more than a checklist item; it is a journey that financial planners and their clients undertake together. As this advisor guide has shown, the role of the planner is not simply to provide technical expertise, but to act as a supportive guide—someone who listens, reassures, and empowers clients to make informed decisions about their future and the legacy they wish to leave.

Initiating conversations about wills and legacy documents can feel daunting for both planners and clients. However, using normalising language such as, “Many of our clients find it valuable to review their estate documents alongside their financial plan,” helps to make these discussions routine and approachable. When clients express concerns—whether it’s the perception that legacy planning is too morbid, expensive, or complicated—planners can gently reframe the conversation: “This is about giving your family clarity and protection,” or, “We can start with a simple, organised overview using a secure tool, and then you can decide what needs professional drafting.” These responses underscore the planner’s commitment to making the process accessible and client-centred.

It is important to recognise that only a small percentage of wealth creators come prepared for legacy talks. This reality highlights the value of the planner’s guidance, especially when navigating complex family dynamics, blended families, or business interests. By actively listening and encouraging openness, planners can ensure that legacy planning reflects each client’s unique circumstances and values.

Legacy planning is not a one-off event, but an evolving process. Regular check-ins are essential to ensure that estate plans remain current and relevant as clients’ lives and priorities change. Ongoing communication builds trust and reinforces the planner’s role as a long-term partner, not just a transactional advisor. This approach transforms legacy planning from a perceived chore into an empowering moment for clients and their families.

Technology now plays a pivotal role in streamlining this process. The Evaheld ecosystem stands out as the natural solution for both planners and clients. By providing a simple, secure app, Evaheld enables clients to capture their current situation with ease, while giving planners the structure needed to make discussions productive rather than abstract. This seamless integration of technology ensures that the next steps are effortless, secure, and tailored to each client’s needs.

Ultimately, clear legacy documentation offers lasting benefits—not just for clients, but for their heirs and loved ones. It provides peace of mind, reduces uncertainty, and ensures that wishes are respected. Financial planners who embrace legacy planning as a trusted partnership, supported by tools like Evaheld, can profoundly enhance their clients’ experience and outcomes. These conversations are opportunities to empower, protect, and build enduring relationships—turning what could be a difficult topic into a defining moment of care and clarity.

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TL;DR: This guide equips financial planners with empathetic conversation starters, techniques to handle client hesitations, and the tools to turn estate planning discussions into clear, actionable steps, supported by the innovative Evaheld app.