Why Mortgage Brokers Should Be Talking to Clients About Wills – and How The Will Place Can Help
In the latest episode of The Mortgage Broker Broadcast, I sat down with Colin Gill, founder of The Will Place, to talk about his journey in financial services, the reality of the corporate estate agency world, and why offering a will-writing service is a massive opportunity for mortgage brokers.
This conversation wasn’t just about wills – it was about protecting clients, spotting new opportunities, and retaining business in a competitive market.
From the Corporate World to Entrepreneurship
Colin started his career in financial services at Barclays before moving into branch banking with Leeds Building Society. He then spent over 11 years as a mortgage broker and manager with Connells.
Like many brokers from the corporate world, he learned valuable skills, built a strong foundation, and also experienced the challenges and pressures that come with high-target environments.
Eventually, Colin decided to step out of that “corporate bubble” – a move that taught him not just more about the mortgage industry, but also about himself. As he put it:
“When you leave the corporate world, you quickly realise you only knew about 30% of what you thought you knew – the rest you learn once you’re out there.”
The Gap in the Market: Wills and Estate Planning
Through networking and working with brokers and advisers, Colin noticed a common theme – wills are massively underserviced.
- Over 80% of people under 50 don’t have a will.
- For those under 35, the figure rises to over 90%.
- Many homeowners take out life insurance but leave no clear instructions on who should receive it.
The barriers are often misconceptions:
- “I don’t have enough assets to need a will.”
- “It’s expensive and complicated.”
- “I’ll do it later.”
The Will Place was designed to remove those barriers – making wills easy, fast, and accessible.
Why Wills Matter for Mortgage Brokers
As brokers, we naturally identify financial planning gaps when speaking to clients. But in reality, many of us spot the need for a will and then do nothing about it.
Here’s why integrating will-writing into your process can be a game-changer:
1.
Client Protection
A will ensures your client’s wishes are carried out and reduces legal and emotional stress for their family.
2.
Business Retention
If your client goes to another will writer, they could easily be referred to a different mortgage broker, financial adviser, or protection specialist. Offering the service yourself keeps that relationship in-house.
3.
Missed Opportunities
The will-writing process exposes pensions, savings, protection shortfalls, and other financial gaps that you may not have discussed during the mortgage process.
How The Will Place Works for Brokers
The Will Place is built for mortgage brokers, IFAs, and financial advisers. Here’s how it benefits you:
- Dual-branded platform – Your logo appears alongside The Will Place.
- Free wills for your clients – No cost to them, just a small fixed subscription for your firm.
- Risk spotting technology – The system flags shortfalls in protection, pensions, or trusts and sends those leads back to you.
- Additional leads – Executors and guardians named in a client’s will are contacted (with permission) and offered the same service, generating new potential clients.
- Full process handled – The Will Place deals directly with your client, checks every will, and offers support, so you’re not tied up with admin.
The Client Experience
From the client’s perspective, the process is quick and straightforward:
- They receive your unique link and can start on any device.
- They answer questions about their assets, guardians, executors, and any gifts they want to make.
- The will is drafted in plain English – no legal jargon.
- A member of The Will Place team reviews it, corrects any issues, and provides signing instructions.
- The client prints and signs their will.
All of this takes around 15 minutes.
Why This Matters Now
Consumer Duty has put a sharper focus on holistic advice and protecting client outcomes. Offering wills isn’t just about ticking a box – it’s about:
- Demonstrating value beyond the mortgage.
- Strengthening trust and loyalty with your clients.
- Creating more touchpoints for repeat business and referrals.
- Safeguarding your client relationships from competitors.
As Colin said:
“If you’re not helping your clients with a will, someone else will – and they might take the rest of the business with them.”
What’s Next for The Will Place
The platform is constantly evolving. Upcoming developments include:
- Expansion to Scotland and Northern Ireland.
- Lasting Power of Attorney (LPA) services – with potential to generate additional income protection and critical illness leads for brokers.
- Quarterly updates to improve user experience and spot even more opportunities for advisers.
Final Thoughts
For mortgage brokers, The Will Place offers a simple, low-cost way to add more value, protect your clients, and generate more business from the relationships you already have.
It’s not about replacing your core service – it’s about enhancing it.
💡 Want to learn more?
You can connect with Colin Gill on LinkedIn or visit The Will Place website to explore partnership options.
📢 Free Webinar – Foundations to Freedom
If you’re thinking about becoming a self-employed mortgage broker or are early in your journey, join me and Jonathan Needham on Wednesday 4th September for our free “Foundations to Freedom” webinar. We’ll share real-world insight, honest advice, and practical tips from brokers who’ve done it.
📧 Email events@thebrokerfoundry.com to register.
If you’re ready to start, grow, or scale your own mortgage broker business, visit craigskelton.co.uk to book a discovery call and let’s talk about how I can help you achieve your goals.
Run your own race.