How Mortgage Brokers Can Add £30,000 Per Year in Estate Planning Revenue

Every mortgage broker sits on top of an enormous, mostly untapped revenue opportunity — and it has nothing to do with procuration fees.

It's estate planning. And the reason brokers are so well placed to offer it isn't incidental. It's structural.

Why brokers, specifically

Think about what a mortgage application actually involves. You already collect proof of ID, proof of income, details of dependants, details of existing debt, and a full picture of someone's financial life. You already have the trust required to ask deeply personal questions. And you already have the paperwork moment — the point in a transaction where a client expects to sign things and expects to be advised.

Compare that to how most people currently arrange a will: a rushed decision after a health scare, a £70 template bought online at 11pm, or nothing at all. Roughly half of UK adults have no will. Of those that do, a significant proportion are out of date, DIY, or improperly executed.

Brokers don't need to manufacture a reason to raise estate planning. The reason is already sitting in the file:

• A first-time buyer with a new mortgage and, often, a new mortgage protection policy — but no will directing who inherits the property.
• A remortgage for a couple who've just had a second child.
• A buy-to-let landlord building a portfolio with no thought to how it passes on, or what inheritance tax bill it creates.
• An equity release client actively trying to pass wealth to children while they're alive to see it used.

Each of these is a natural, low-friction opening. You're not cold-pitching legal services — you're closing a gap the client didn't know existed, at the exact moment they're already thinking about their family's financial future.

Two channels, one platform fee

Every Spark Solutions plan includes both a fully branded website under your own name and Online Wills, a self-service DIY option — so the revenue line isn't a choice between setups, it's a choice of which channel does the work for a given client.

Your branded website is where the warm conversations go — the client sat across from you at a mortgage review, ready to be introduced to the full will, trust or LPA wizard under your own brand. You take payment directly via your own Stripe account, with Spark Solutions charging a single flat monthly fee rather than a cut of revenue.

Online Wills is where the colder, lower-touch enquiries go — clients who aren't ready for a full conversation yet, or who came in through a marketing campaign rather than an existing relationship. It converts on its own, and feeds clients back into your fuller services once they're engaged.

Both plug into the same client-facing wizard for wills, trusts and LPAs, so the quality of what a client actually receives doesn't change — only which door they came through.

The worked example

Here's a conservative estimate for a moderately busy brokerage.

Say you complete 15 mortgage cases a month — a realistic figure for a single broker or small team. Not every client is a fit (some already have a will, some aren't ready), but if you raise estate planning consistently as part of your process, a 20% conversion rate is a reasonable, evidence-based expectation once it becomes part of your standard client journey rather than an afterthought.

That's 3 clients per month taking up a will, LPA, or trust package.

• 3 clients/month × 12 months = 36 clients/year
• Average client fee across wills, LPAs and trust packages: roughly £650–£850 depending on complexity and whether it's a couple (mirror wills and paired LPAs push the average up considerably)
• 36 × £750 (mid-point) = £27,000/year

Add in the clients who come back later for probate-related services, or refer a parent or sibling once they've had a good experience, and £30,000/year is a realistic, not aspirational, figure for a single-broker business raising this consistently. Multi-adviser firms scale this proportionally — a five-adviser practice converting even conservatively is looking at a six-figure addition to the business.

Critically, this is revenue that sits alongside your existing procuration fee income. You're not trading one for the other — you're using a conversation you're already having to open a second, largely passive line.

Handling the objections

"I don't have time to deliver estate planning." You don't need to. Spark Solutions' client wizard guides clients through the will, trust or LPA process directly — your role is the introduction and the ongoing relationship, not drafting legal documents.

"I'm not qualified to give legal advice." You're not being asked to. The platform is built so the professional standards and legal review sit within Spark Solutions' service delivery, not on your desk. Your job is spotting the moment and making the introduction — the same skill you already use for protection and GI referrals.

"Setting this up sounds like a project." It isn't. Most partners are live within days, not weeks — see our guide on launching an estate planning service in under a week for the exact steps. Branding, Stripe connection and the client wizard are largely self-serve.

Where to start

If the maths above is even directionally right for your business, the next step is seeing the platform itself — how the branding looks with your logo on it, how the client wizard actually flows, and what a completed case looks like from your side of the dashboard.

Book a free demo and we'll walk through exactly what your branded website and Online Wills setup would look like for a brokerage your size.