End of Tax Year reviews – Yes they’re coming! Let’s turn them into client loyalty

Why this year’s reviews matter more than ever

End-of-tax-year planning often feels like a race against the clock-allowances, wrappers, deadlines. But in today’s unpredictable world, clients need more than just efficiency. They need reassurance that their plans can weather life’s curveballs.

Imagine, a client with a perfectly structured portfolio suddenly faces redundancy, illness, or a family emergency. The best-laid plans can unravel overnight if financial resilience isn’t part of the conversation. It’s not about selling another product-it’s about safeguarding the strategy you’ve worked so hard to build.

The reality is almost one in three UK adults has less than £1,000 in accessible savings¹ For small business owners, 55% admit they have no formal continuity plan². These real vulnerabilities can derail even the smartest wealth plan.

How do we weave resilience into EOY reviews without turning them into a second fact-find?

You can use these natural touchpoints to spark meaningful conversations:

First, households and dependants. Pose the question, “If income dropped for a time, what are the essential monthly costs we must maintain, and for how long?” This opens up conversations about single-income reliance, childcare or eldercare responsibilities, and whether that emergency fund is truly accessible when needed.

Next, property and mortgages. Ask your clients what they would do if and when circumstances change, “With potential rate changes or life events, what would keep your repayments comfortable?” This can uncover refinancing timelines, buffers for temporary income loss, and flexibility options. Remember, over 700 homeowners per day are at risk of missing a mortgage payment⁴.

Finally, business owners and directors. Do your business clients know “Which roles, relationships, or contracts would materially disrupt revenue if a person were out for a period?” This shines a light on key person dependencies, succession mechanisms, and continuity plans. 4 out of 10 businesses can’t manage the loss of a key employee.³

Deepening the conversation: Beyond the numbers

While the technical aspects of tax-year planning are essential, the real value lies in the conversations that go beyond numbers. Advisers who take the time to understand the emotional and psychological impact of financial uncertainty can build stronger, more loyal relationships. For example, discussing how a sudden change in circumstances might affect a client’s sense of security can reveal priorities that aren’t immediately obvious from a spreadsheet.

Consider using real-life scenarios to help clients visualise potential risks. “Let’s imagine you’re unable to work for six months-how would that affect your family’s lifestyle?” These discussions can prompt clients to think about insurance, income protection, or even simple budgeting tweaks that could make a significant difference.

The MAP IT Approach in action

To keep this practical, you can use the MAP IT approach:

• Map exposures in the client’s own words,
• Assess materiality in day-to-day terms,
• Prioritise one or two items,
• Identify neutral mitigations first, and
• Track progress and review - schedule in a revisit.

This framework isn’t just a checklist. It’s a way to make reviews more personal and relevant. By mapping exposures in the client’s own words, you ensure the advice is tailored and meaningful. Assessing materiality helps clients focus on what truly matters, rather than getting lost in technical jargon.

Building trust through language

Language matters too and can play a huge part in building trust. Swap “you should” for “would it help if we…” and frame resilience as a dynamic, evolving safety net, not an all-or-nothing decision.

Clients appreciate advisers who listen and adapt. By framing recommendations as collaborative rather than prescriptive, you empower clients to take ownership of their financial wellbeing. This approach not only builds trust but also encourages ongoing engagement.

EOY Isn’t just about tax efficiency

Reviews are about futureproofing your advice strategy. By introducing resilience as a natural, neutral layer, you demonstrate holistic thinking and deepen client trust.

Make resilience a standing item in every EOY review. Start small, keep it conversational, and show clients that you’re thinking beyond allowances, you’re safeguarding their entire financial journey. That’s advice that lasts, and it’s advice that differentiates you.

Turning reviews into loyalty

Ultimately, the end-of-tax-year review is an opportunity to show clients that you’re invested in their long-term success. By weaving resilience into every conversation, you position yourself as a trusted adviser who looks beyond the immediate horizon. This not only strengthens client loyalty but also sets you apart in a competitive market.

So, as you prepare for this year’s reviews, remember: it’s not just about ticking boxes. It’s about building relationships, anticipating challenges, and helping clients navigate whatever life throws their way. That’s the kind of advice that endures and the kind that clients remember.

Sources:

¹ FCA Financial lives survey, 2024

² Wifitalents Business Continuity statistics 2025

³ CERS, 2025

⁴ FCA, 2023