Why some mortgage brokers gift wills to new home buyers: A smart strategy for 2026

Closing on a new home is a significant milestone. While popular gifts include items like wine or custom homewares, an emerging trend is for brokers to gift a legally valid will. This gift is both practical and meaningful.

This article explores why some mortgage brokers gift wills to new home buyers. We will examine how this practical gift benefits both the client and the broker, and how it can help build a long-term professional relationship.

What are closing gifts and why do brokers give them?

A closing gift is a broker's way of saying thank you and congratulations when a property deal is finalized. It is a small gesture to celebrate a major milestone for their client.

Common examples include personalized charcuterie boards, celebratory wine gift sets, or luxury gift boxes filled with gourmet snacks and scented candles.

Brokers give these gifts for a few simple reasons:

• To say thank you: First and foremost, it is a genuine way to show gratitude for the client's business.
• To stay top of mind: A physical gift can be a reminder of the broker's service, which is helpful when it is time to think about refinancing or buying another property.
• To encourage referrals: Happy clients who receive a thoughtful gift may be more likely to recommend their broker to friends and family. It is all about creating positive word-of-mouth.

While traditional gifts are appreciated, their impact can be temporary. A gift like a will, however, provides a different kind of value that extends beyond the initial celebration.

The unique value of a will as a closing gift

Gifting a will stands out because it solves a real problem that arises when someone buys a major asset, like a house. It is not just a gift; it is a tool for financial security.

It addresses a critical and often-overlooked need

Buying a home is one of the biggest financial decisions a person will make. Suddenly, they have a massive asset in their name, which makes estate planning essential. Without a will, the law decides how property and other assets are divided.

These default rules, known as intestacy laws, vary by state. For example, the Succession Act 2006 in NSW has specific guidelines that might not align with an individual's wishes, especially for unmarried partners or children from a previous relationship. A will allows the owner to direct how their assets are distributed.

Many new homeowners, particularly younger couples or first-time buyers, have not yet created a will. A gifted will fills a genuine and urgent need for their financial protection.

It provides long-term utility and peace of mind

A will offers a different kind of utility compared to conventional gifts. It is a foundational legal document that provides long-term security and remains relevant long after the home purchase is complete. This helps clients feel that their broker has helped them put important protections in place.

This sense of security provides genuine peace of mind, as clients know their new asset and their loved ones are protected.

It positions the broker as a trusted, holistic advisor

When a broker gifts a will, they can elevate their role. They are no longer just the person who helped with the loan paperwork; they become a trusted advisor who shows concern for their client's long-term financial health.

This gesture demonstrates foresight and helps build a professional relationship that goes beyond a single transaction. It is based on care and a deeper understanding of the client's life, sending a message of investment in their future.

The business case for gifting wills

Giving a will can also be a smart business move. It is a tool for building a sustainable business in a competitive industry.

Building client loyalty and becoming their 'go-to' for life

A memorable and genuinely useful gift is more likely to build lasting loyalty than something generic. When a client feels their broker cared about their family’s future, that broker may become their preferred professional for future needs.

This gesture can create a strong professional bond that encourages clients to return for future financial needs, such as refinancing or purchasing an investment property.

Generating powerful, story-driven referrals

People often share unique and positive experiences. Gifting a will creates a story that clients may be inclined to tell their friends, family, and colleagues. The story a client shares can shift from focusing on the transaction to the quality of the relationship and the broker's client care.

This kind of referral is powerful because it centers on the relationship, not just the transaction. It presents a picture of a professional who goes the extra mile, building trust with potential new clients.

Differentiating from the competition in a crowded market

The mortgage industry has many professionals competing for the same clients. While rates and fees are important, the client experience is often a deciding factor.

Offering a legal will as a closing gift is a unique value-add that can set a broker apart. It helps position their service as a high-value, client-focused experience.

Practical considerations for gifting wills

The idea of gifting a will is promising, but the execution is important. It must be handled correctly to ensure the gift is valuable, legally sound, and well-received.

Choosing the right partner for a legally sound will

The will must be legally valid to be of any real value. This means brokers need to partner with a reputable, professional service.

With Willfully, every will is reviewed by a qualified Australian lawyer, so the client can be confident their document is legally compliant. The process is online and can be completed from home in about 20 minutes. Additionally, client data is protected with bank-level AES-256 encryption, which is important when handling sensitive personal information.

Ensuring a seamless and positive client experience

The process should feel like a gift, not a chore. A broker can give their client a voucher or a unique link. From there, the homeowner can fill out an easy-to-follow online questionnaire at their convenience. The process is straightforward and can be done from their new home.

An additional benefit is that services like Willfully include 12 months of free updates. This is ideal for new homeowners, whose lives might change with events like having a baby or getting a promotion. It allows them to update their will to reflect new circumstances without extra cost.

Navigating compliance and ethical considerations

The legal and ethical aspects are straightforward. The gift is given after the transaction is complete, so it is clearly a thank-you gesture and not an undue incentive to win business. According to gift-giving best practices, as long as the gift is modest, transparent, and appropriate, it is a perfectly acceptable way to show appreciation.

By partnering with an independent, professional service like Willfully, brokers can avoid conflicts of interest. Willfully is compliant with Australian privacy laws, such as the Privacy Act 1988 (Cth), meaning all client data is handled securely and professionally. This keeps everything transparent, ethical, and focused on the client's best interests.

A closing gift that opens the door to a lasting relationship

Gifting a will is a strategic alternative to traditional closing gifts that focuses on building long-term trust and loyalty.

It directly addresses a real, pressing need for new homeowners at a critical point in their lives. By providing significant long-term value, it helps brokers build client relationships that can last for years.

For mortgage brokers looking to stand out, it is a powerful way to differentiate their service, secure future business, and generate high-quality referrals. It is a simple gesture that transforms a one-time transaction into a lifelong client relationship built on genuine care and trust.

Whether you're a new homeowner looking to protect your biggest asset or a mortgage broker searching for a closing gift with real, lasting impact, Willfully makes creating a legally binding will simple and accessible. Secure your legacy today.