As your clients get closer to death, they will need someone to support them in a difficult time, not only in their estate but with their emotions as well. Building solid relationships over time will help your client trust you in making some of their greatest life decisions during grieving times. Life events like death, divorce, retirement, and diminished capacity will be inevitable as the baby boomer generation continues to age, so it is important that planners grasp the necessary skills for success, including asking good questions, keeping the focus on the client, and understanding. Learning the skills of grief support will be essential to your business and set you apart from the rest of the field.
See Amy Florian, Are You Prepared for the Coming Death Boom?, Wealth Management, July 5, 2016.
Special thanks to Jim Hillhouse (Professional Legal Marketing (PLM, Inc.)) for bringing this article to my attention.
