Deepening and Growing Client Relationships: How a Trust Builds Trust

We know the "Great Wealth Transfer" is coming. Wealth management requires more than working on the financial plan and managing our clients' investments. Surveys show clients expect more than just investment discussions with their advisors - 93% want estate planning help but 22% are receiving it. Legacy discussions are another avenue to deepen relationships with your clients and allow for us to have a meeting different than the standard "the plan looks good" meeting. This session aims to incorporate estate planning fundamentals with examples of deep client conversations on legacy planning, resulting in an exception client experience.

Learning Objectives:

• Discuss implications for different types of planning methods for a client's overall legacy plan and help match the right plan to each client's goals.
• Hold deeper, more fulfilling conversations with clients about legacy goals, allowing participants to deepen the relationships with their clients and future clients.
• Understand the critical reasons for estate discussions in developing the client relationship beyond the current client but also to the next-in-line beneficiaries.