The Wealth Counselor (for Clients)
Helping Clients Plan From the Heart: Beyond Money in Estate Planning
Many clients and advisors think of estate planning as a logistical process designed to reduce taxes, avoid court, and protect assets. Of course, proper planning does enhance the security of their families and assets, but estate planning is actually much more.
Although we write frequently to you about the tax, asset protection, and court-avoiding benefits of estate planning, the process can also be an expression of love, hopes, dreams, and goals for your clients’ loved ones. There are a number of ways your clients can pass on their legacy to their heirs through archival projects, incentivized trusts, charitable contributions, and more. By highlighting and helping deliver on the human side of estate planning, you can strengthen client relationships and increase retention, build a stable base of long-term retention of assets under management, and become known in your community as an advisor that cares about more than just the numbers.
Telling their story
By designating who will be the caretaker of important family items and sharing “final messages” with the family through a video or letter, estate plans can serve as a sort of time capsule distilling the views and values your clients wish to be remembered for. By facilitating the conversation about the client’s legacy, you’ll strengthen your relationship with them and their families, leading to a greater intergenerational bond that will serve all parties in the long run.
Incentivizing values and sharing wisdom
Facilitating personal expression for your clients creates a tremendous relationship building opportunity. What are their beliefs about the best ways to approach wealth? What are their hopes and dreams for the future lives of their beneficiaries? What are some struggles they have overcome on their path to success that may guide beneficiaries?
Estate planning need not be dry and unemotional. Revealing the potential for personal expression in their planning is a great way to build trust and loyalty with your clients and their families. This type of expression, when backed with some of the strategies discussed below, provides you with the opportunity to deepen relationships with every generation of the family.
Just talking about values is one thing. For the plan to achieve the client’s legacy goals, it must be backed with a sound legal and financial structure. Many options exist, depending on the needs of the client. For example, an educational trust establishes funds for children, grandchildren, or even great-grandchildren to pursue higher learning. An incentive trust can ensure disbursements only under certain conditions, such as a beneficiary keeping a full-time job or performing a certain type of work your clients want to encourage. For those clients that are philanthropically minded, there are many charitable planning options, ranging from charitable trusts, donor advised funds, or private foundations. Although the 2017 tax reform reduced the overall tax incentive for charitable giving for many clients, using charitable planning is a great way for clients to keep their legacies alive by setting aside certain assets to support causes that mean a lot to them.
Expressing their hopes
As we’ve discussed, estate planning isn’t only estate tax planning or about assets and liabilities. Connecting with the purpose behind planning results in greater client retention and engagement and an opportunity to bond with the next generation that will inherit wealth. Give us a call today so we can strategize the best approaches to take with your clients in exploring and developing the human side of their estate plans.
Sellers Johnson Law • 1 Research Court, Suite 450 • Rockville, Maryland 20850 • (240) 988-5530