Discussions about money are never just about the exact dollar amounts listed on paper. They are inherently emotional because a person’s wealth is tied to everything they have worked for and hope to pass on as their legacy.
Clients can incorporate their values, life stories, and the uniqueness of their heritage in their estate planning. For those with an existing estate plan, inquire whether or how their plan reflects their values. This may not have been a priority when they first put their plan together. For those who have not started the process, you can educate them and show them another facet of estate planning that they may not have considered. When you help your clients realize there are broad, untapped areas of planning for them to take advantage of, you deepen your professional relationship in a long-lasting way.
Let’s collaborate to help your clients understand and meet their planning objectives. When you help people with these deeper, important issues, you create a quality, long-term relationship that does not come about if you focus only on current yield or immediate product placement. These clients will see you as a valuable resource who shares the common goal of protecting them and their loved ones. This level of care makes it more likely that they will tell others about the superior, high-level planning services you provide. During the legacy planning process, you will also learn about your clients’ family dynamics and may be introduced to new generations who undoubtedly need a trusted planner to rely on as well—there is little to lose and much to gain when you widen your clients’ perspectives about truly comprehensive planning. As always, we are here to help. Give us a call today – 708.448.5169.
