New research commissioned by Foresight Group has revealed a widening advice gap in estate planning, with advisers reporting that pension reforms, client inertia and policy uncertainty are leaving families exposed to potential Inheritance Tax (IHT) liabilities.
The survey research, reflecting the perspectives of 200 advisers, found that half of the community say at least 50% of their client base is likely to be impacted by IHT, based on their assets and liabilities. Furthermore, advisers estimate that around one-third of their clients should have seriously considered IHT or estate planning, but have yet to do so. Advisers cite possible reasons for client hesitancy, including desire to retain access and control of assets (73%), administrative delays (66%), perceived complexity of IHT solutions (51%) and policy uncertainty (51%).
While clients and advisers are becoming more proactive in IHT discussions, given the recent changes to the rules – 89% of advisers are seeing an increase in IHT-related client enquiries and 77% of advisers say they are taking a more proactive approach to raising it – the research shows a stark planning gap.
To address these concerns, advisers are increasingly turning to BR as a practical solution to help convert intention into action. BR has become the most popular IHT strategy (63%), ahead of protection products (55%) and discretionary trusts (43%). Looking ahead, 61% of advisers expect BR usage to grow further over the next two years, while 58% plan to introduce BR earlier in the planning journey where appropriate. Notably, 40% of advisers are seeking more competitive or more innovative BR options, signalling a strong appetite for differentiated propositions to help them demonstrate value and engage clients sooner.
Commenting on the results of the survey, Hugi Clarke, Partner at Foresight Group, said: “Our research shows that ahead of potential reforms in April 2026, advisers report that ongoing volatility adds complexity to long-term planning and increases the likelihood of client hesitation – often to their own cost. With more advisers asking for innovation in estate planning, we are working hard to support our clients across the UK financial advisory market with simpler, more accessible solutions”
Nick Morgan, Partner at Foresight Group, added: “The message from advisers is clear: demand for IHT advice is rising sharply, but clients remain hesitant to act. BR is increasingly seen as the bridge between inaction and control, helping clients keep flexibility while addressing the IHT challenge head-on.”
This research points to a growing opportunity for advisers to futureproof their clients’ estate planning. With younger generations taking a more active role in financial decisions, advisers see BR as a valuable tool for maintaining relationships across families and ensuring continuity of assets.”
