As an estate planner it is vitally important to your business to show your clients how uniquely valuable your experience is. Oftentimes, clients just see the documents prepared for them as legal gibberish, something that can be garnered off the Internet. What they really value, however, is an estate planner’s wisdom; this you cannot buy off the Internet, but how can you package something intangible? It all begins with the process. An estate planner’s wisdom is an important key to the overall process, and it begins with being an active listener. If a client is able to express their goals and concerns and have you create a strong estate plan from there, it is now that you have successfully sold your wisdom.
See Craig R. Hersch, Packaging Your Wisdom, Wealth Management, August 8, 2016.
Special thanks to Jim Hillhouse (Professional Legal Marketing (PLM, Inc.)) for bringing this article to my attention.
