Seminar B: They Don’t Call Me Counselor For Nothing – Adding Value to Your Product and Strengthening Your Client Relationships
As estate planners, we are much more than trust and tax technicians; we are, in many cases, the family’s “counselor.” This presentation will discuss how the planner can deliver greater value to the client by providing non-traditional services, including but not limited to, discussion of ethical wills (or values legacies), assistance with long term care insurance planning, suggestion of letters of wishes for guardians and trustees, assistance with the non-monetary side of funeral planning, interfacing with the client’s charitable donees, providing guides to ancillary services by third parties, and leading the client’s family meetings. A hopeful result is for the client to perceive the lawyer/client relationship as more indispensable than ever.
ACTEC 2011 Annual Meeting
March 8 – 13, 2011