Planning for later life and beyond: why conversations matter

Bridgett Potter, Future Propositions and Engagement Manager, Protection at Aviva, explores why many clients are still avoiding conversations about death, wills and future decision-making, and how advisers can help turn good intentions into action.

Published: 14 Sep 2026 5 mins read

Despite living in an age of constant information, many clients are still putting off one of the most important aspects of financial planning: preparing for a time when they’re no longer here or may no longer be able to make decisions for themselves.

Recent Aviva research¹ highlights the scale of the challenge. Just 38.75% of UK adults say they have an up-to-date will, while 46.65% do not have a will at all. This gap between intention and action creates real risk - not just for clients, but for the families who may need to step in at critical moments.

For advisers, this is becoming increasingly visible. When planning hasn’t happened, the consequences rarely remain hidden - they emerge at times of stress, uncertainty or loss, when clarity matters most.

A growing gap between intention and action

Most clients understand that planning ahead is important. But understanding doesn’t always lead to action. Clients are also unlikely to have considered the full breadth of products and services available to them.

Part of the challenge is behavioural. Conversations about death, illness or loss of capacity are often delayed or avoided altogether. Aviva research reflects this disconnect: while over half of people say they are comfortable discussing finances (54.45%) or inheritance plans (53.95%) with their family, a significant proportion still are not.

Even where comfort exists, this does not always translate into transparency. Over half (52.9%) believe their family does not need to know how much they will receive when they die, while 60.75% say they do not know how much money they themselves will have left.

Where wishes haven’t been clearly shared, families may be left uncertain about what their loved one would have wanted - whether that relates to financial decisions, care arrangements or funeral preferences.

The role of Power of Attorney and decision-making

Planning ahead is not limited to wills. It also includes ensuring that the right people are able to act on a client’s behalf if needed.

Aviva research¹ suggests this is an area where action is particularly limited. Just 12.55% of people say they have set up a Power of Attorney for themselves, while only 10.8% are acting as an attorney for a parent. This highlights how few families have formal arrangements in place for decision-making, despite the likelihood that these decisions will be needed at some point.

Without a Power of Attorney in place, decisions around finances or care can become significantly more complex. In some cases, families may need to rely on formal legal processes to gain authority - adding time, cost and stress at an already difficult point.

This is where the absence of planning becomes most tangible. Clients may assume their intentions are understood, but without formal arrangements, control can quickly shift away from those closest to them.

Encouraging clients to consider who they trust to make decisions - and formalising that through appropriate arrangements - is therefore a key part of holistic advice.

Reflecting modern lives and expectations

As lives become longer, the need for forward planning continues to grow. Traditional life stages no longer act as clear triggers for action.

Family structures are evolving and becoming more complex, with multiple marriages increasingly common and families more geographically dispersed. This can make ambiguity even more likely in the absence of clearly defined plans.

Clients are also becoming more personalised in how they think about later life planning and death. Many want funeral arrangements that reflect their individuality, rather than relying on previous traditions.

This makes open, ongoing conversations increasingly important, with regular reviews, ensuring that products and plans remain relevant as circumstances and preferences change.

The adviser’s role: from avoidance to action

Planning ahead is no longer a ‘nice to have’, it is central to delivering advice that makes a real difference. Yet Aviva’s research highlights a clear gap between awareness and action, creating a meaningful opportunity for advisers to step in.

This goes beyond completing documents. It’s about helping clients navigate complex and often emotional decisions, reframing the conversation around choice, control, clarity and care rather than just loss alone. When handled well, these discussions build confidence that wishes will be understood and families supported.

Advisers can make this process more accessible by breaking it into manageable steps - starting with simple questions around trust, decision-making and communication- before moving towards more formal arrangements.

Ultimately, planning ahead ensures that when decisions are needed, they are guided by clear intentions rather than guesswork. By helping clients move from avoidance to action, advisers play a vital role in delivering advice that is both practical and future‑proof.

Sources

1] Research conducted by Censuswide on behalf of Aviva among a sample of 2,000 UK consumers. Fieldwork was carried out between 23 January 2026 and 27 January 2026. Censuswide is a member of the Market Research Society (MRS) and the British Polling Council (BPC) and abides by the MRS Code of Conduct and ESOMAR principles.