By Wayne Readshaw, Executive Business Development Manager at Blackfinch Group.

At a recent event, I delivered a session titled ‘Future Proofing Your Clients’ to a group of financial advisers. The focus was clear: how Business Relief (BR) qualifying investments can play a central role in effective Inheritance Tax (IHT) and estate planning.

But what made the day really valuable wasn’t the insights shared from the front of the room – it was the conversations happening around it.

Advisers discussing their approaches, sharing client challenges, and asking smart, practical questions. On my topic specifically, the sentiment across the room was clear, BR ought to be part of every adviser’s client offering.

For some, it was already well-established in their toolkit. For others, it is a solution that they were seriously considering for the first time.

But there was a shared recognition that BR has a rightful place in estate planning. And in many cases, it’s something that should have been brought into the conversation much earlier.

BR Was Never Niche Advice

There’s a perception among some that BR is a relatively new or specialist solution.

But those of us who’ve worked in this space for years know that it’s long been a powerful planning tool – offering IHT exemption, access to capital, and flexibility that few other options can match.

What’s changed is visibility.

Many advisers at the event, had experienced the same shift as more of their clients are finding themselves within IHT territory due to frozen thresholds and the erosion of the Residence Nil Rate Band. Many of their clients are now facing liabilities they never expected – especially when you factor in unspent pensions being drawn into estate valuations from 2027.

This was one of the standout themes.

Advisers at the event shared the view that pensions are returning to their original role of supporting income in retirement and can no longer be relied upon as a simple or passive wealth transfer strategy.  

That leaves a clear gap in many estate plans, a gap BR is well placed to fill.

For clients who want to retain control and flexibility, BR-qualifying investments offer an efficient, practical solution. And as the event discussions highlighted, that versatility is resonating with a much broader client base than ever before.

“We Should Have Been Using This All Along”

That was the underlying message I took from my interactions with advisers over the course of the day.

BR isn’t just a tool to try – it’s a solution that should have been central to estate planning much earlier. Now, with client needs evolving, the opportunity to use BR effectively is clearer than ever.

And it’s not just relevant to high-net-worth clients or those with complex affairs. It has a role to play across a far broader client base.

Throughout our discussions, advisers spoke openly about real client scenarios – often finding common issues and shared experiences. It was a reminder that events like these aren’t just informative. They’re essential spaces for collaboration. That kind of peer insight and openness is hard to replicate elsewhere.

If you’d like to be part of discussions like these, ask me or your Business Development Manager about upcoming Blackfinch events in your region.

Future-Proofing Advice Means Asking the Right Questions

That collaborative spirit was a reminder that navigating evolving estate planning rules isn’t something advisers need to tackle alone.

The conversations on the day reflected a genuine willingness to learn from one another – to share experiences, ask questions, and build confidence together.  

At Blackfinch, we bring that same approach to our partnerships – working alongside advisers every day to bring clarity to complex topics and help make BR work in practice.

What encouraged me most was the quality of discussion. Advisers were looking closely at:

• How AIM-listed and unquoted BR services compare in different planning scenarios.
• How Replacement Property Relief works when switching between those services.
• The role of wills and how they can either support or undermine estate planning.

These are exactly the kinds of questions that lead to better outcomes.

If you’re exploring these areas yourself or facing similar questions from clients, now is the perfect time to speak with your regional Business Development Manager. They can help you unpack the detail, navigate the options and build strategies that work for your clients today – and tomorrow.

Let’s Turn Uncertainty Into Opportunity

Estate planning isn’t getting any simpler.

But within that complexity lies real opportunity. At Blackfinch, we see Business Relief as more than a tax planning tool. It’s a way to future-proof client outcomes while strengthening adviser-client relationships.

It’s a route to better conversations, better planning and better intergenerational continuity.

Speak with your local Business Development Manager to explore how BR can support your clients’ estate planning goals – and how we can support you with training, technical insight and client-ready solutions.

Blackfinch is here to help you put BR where it’s always belonged: at the heart of trusted, forward-looking advice.

Find the contact details for your nearest Blackfinch BDM here.