Dealing With a Client’s Family

Estate planners and CPAs alike must require skills to help them understand family dynamics and acquire effective communication techniques. Both professions may deal directly with a clients’ family while providing counsel to the client. Three key principals estate planners and CPAs should keep in mind when consulting with a client and the client’s family are below:

1. Consider and understand each family member’s perspective. Meeting with certain family members separately can help shed light on the family dynamic and hidden concerns of family members.
2. Remember who the client is. Though meeting with family members can, in some cases, be beneficial, it is important that estate planners avoid conflicts of interest among family members. The professional must always put his or her clients’ best interests first.
3. CPAs and estate planners should stay diplomatic when dealing with a clients’ family. Asking open ended questions can help the client consider the perspectives of other family members. Typically, a CPA or estate planner who demonstrates concern and empathy will reach a more successful outcome.

See Robert M. Caplan, All in the Family, Journal of Accountancy (Feb. 2012).

Special thanks to Jim Hillhouse (Professional Legal Marketing (PLM, Inc.)) for bringing this article to my attention.