No Will - a missed opportunity
What the TOWS creators have found and proved was that, when you talk to a client about a Will, they relax, they are very open about their assets and life assurance and family arrangements and will tell you what you, as a financial adviser, would like to know. Why are they so open? Well, there are a few reasons.
Firstly, they do not feel they are being sold anything. So they can be relaxed with you.
Secondly, they understand that to arrange their Will properly, they cannot hold back from you, the person arranging their Will, any details of their assets.
Thirdly, and very importantly, they are glad they are now arranging their Will.
Glad? Yes, glad. They know they should have done this ages ago or, if they are younger, they feel they are now entering into independent adult life.
Believe us, no one will leave your office wishing they had never arranged their Will. They will be thanking you for years to come, especially if they actually need to implement it.