Weekly Legacy Planning Tips

Trivia Question❓

What is the first step Stan Miller suggests for starting difficult conversations with clients?

Answer at the bottom of the newsletter

One of the biggest challenges I see for professionals in our field is initiating difficult but necessary conversations with clients. As estate planners, we’re here to guide clients through crucial decisions, often involving their families, their assets, and their legacies. The key is to create a safe space where clients feel supported and heard. Here’s how I approach it:

Start with Empathy
Lead with compassion and curiosity. These discussions are inherently personal, so building trust from the very beginning is essential. Ask open-ended questions to understand not just their wishes but also their concerns and any emotional weight they carry.

Use Simple Language
Estate planning can be complex. Break down the jargon and focus on explaining options in plain terms. This clarity helps clients feel informed rather than overwhelmed, empowering them to participate actively in the conversation.

Acknowledge Their Vulnerability
Clients may feel uncertain or even fearful about estate planning. Recognize and respect this. By acknowledging their vulnerability, you’re giving them permission to express their concerns openly, which often leads to more productive discussions.

Reaffirm Their Goals
Throughout the process, always come back to their goals. When clients see that you’re aligned with their intentions, it fosters confidence, making it easier for them to navigate these challenging conversations.

Starting these conversations with empathy and clarity builds the trust needed for long-term client relationships—and that’s at the heart of a lasting legacy.

💡 Answer to Trivia Question:

The first step is to lead with empathy, creating a safe and supportive space for clients.