Ty Hensley’s passion for financial planning took root long before he started Hensley Retirement Planning in 1994. Growing up with a father who instilled in him a deep understanding of investments, insurance, and credit, Ty’s early exposure to the financial world shaped his approach to helping clients secure their financial futures.  

Beyond his decades of expertise in estate planning, Ty is also an avid aviator, flying everything from a competition aerobatic plane to a vintage World War II aircraft. When he’s not soaring through the skies or tending to his beloved orchids, he enjoys boating and spending time with his children and grandchildren.  

From his office in Ballantyne, NC, Ty sat down with IAA to share his insights on the important and sometimes sensitive topic of estate planning and how it doubles as a key strategy to grow his business. 

How do you introduce estate planning discussions with clients who may be hesitant or uncomfortable?

I have found that it’s an easy topic to bring up. Clients want it to be discussed. They expect me to bring it up, so I don’t feel hesitant to ask. I’ve already asked for their beneficiaries, which naturally leads into estate planning conversations. 

What strategies do you use to help clients navigate difficult emotions around estate and legacy planning?

I have personal experience with loss, having lost both my parents and my brother, so I understand the importance of estate planning firsthand. When I was younger, I worked with younger clients, but now I primarily work with older individuals. The topic isn’t always top of mind for people in their 30s, but as they age, it becomes more relevant. 

If clients don’t handle estate planning, someone else—like an insurance agent—will step in. It’s easier to retain clients by proactively addressing these concerns rather than losing them to someone else. I also make it a point to ask about their kids and, if possible, meet them. Many clients appreciate this and often invite their children to be part of the discussion. 

How do you ensure that all family dynamics and potential conflicts are considered in the estate planning process?

I ask about their children and whether there are any financial concerns, such as substance abuse issues or potential divorces. These factors can significantly impact estate planning. In many cases, I pitch a trust as the best option to help manage these concerns and ensure their wishes are carried out effectively. 

What tools do you use to facilitate estate planning?

I exclusively use Wealth.com. I’ve seen it evolve over time, and it continually enhances its features and options. It offers flexibility, is easy to use, and is intuitive. The platform significantly reduces probate fees, which is a major benefit for clients.

What do you think are some of the barriers to people having an estate plan?

One major issue with estate planning among older clients is follow-through. Many visit a lawyer for an initial meeting but don’t complete the process because it feels overwhelming. With Wealth.com, clients can handle everything remotely at their own pace, avoiding mobility issues or time constraints. It provides a solid foundation to build upon. And if they do already have a current trust, they can easily upload it to be reviewed and evaluated with a flow chart so they can easily see what needs to be updated, if anything. They don’t need to pay a lawyer and it’s a big cost savings for them. 

Do you think offering estate planning and using Wealth.com grows your business?

Definitely. Wealth.com strengthens client relationships because it allows me to stay informed about their estate plans. It also helps retain assets after a client’s passing, preventing their children from moving them elsewhere. Not using a tool like Wealth.com is a risk in itself. It has had a positive impact on my practice, even helping me secure second-generation clients as children get involved in their parents’ planning. I also use it as a marketing tool to demonstrate the comprehensive services we offer. 

Learn more about Hensley Retirement Planning by visiting their website.

*This conversation has been edited for length and clarity.

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Hensley Retirement Planning is an other business name of Independent Advisor Alliance, LLC. All investment advice is offered through Independent Advisor Alliance, LLC, a registered investment adviser.