IFAs tell us that 70% of their clients do not have Wills and of those that have, most do not include tax planning clauses in their Wills. For many people, a visit to the solicitor's office to make a Will is both an inconvenient and traumatic experience. As an IFA, you are well placed to take your client's Will instruction, you are aware of your client's financial situation, his aims and aspirations. You also, and most importantly, enjoy the trust of your client. If you don't arrange your clients' Wills, someone else might and they also have the opportunity to get the extra financial sales that will be generated as well as gaining your clients' referrals.