By incorporating estate planning into client conversations, advisors position themselves as trusted partners in their clients’ broader life journeys. These discussions foster deeper connections by addressing legacy, family dynamics and long-term goals, ultimately enhancing trust, loyalty and engagement. Summer’s slower pace offers a timely opportunity to start these meaningful conversations.
As an advisor, you’re more than just a financial guide, you’re a trusted partner in your clients’ long-term journey. One of the most impactful ways to deepen that trust is by initiating estate planning discussions. These conversations not only help safeguard your clients’ legacies, but also demonstrate your commitment to their broader life goals and family security.
Incorporating estate planning into your advisory process can boost client satisfaction and retention. These conversations go far beyond legal documents and asset transfer—they open the door to meaningful dialogue about personal values, long-term goals and family dynamics. When you ask clients about their intentions for future generations, philanthropic interests or how they’d like to be remembered, you’re inviting them to reflect on what truly matters most. This deepens the advisor-client relationship, positioning you not just as a financial expert, but as a trusted confidant who understands the full picture of their life. In turn, clients feel more seen, supported and secure. They may also be more likely to stay engaged and loyal over time. This approach can also yield success in a more consistent flow of client referrals.
Here is a checklist of considerations to get the client conversation started:
☐ Your goals for asset distribution and legacy
☐ Key beneficiaries and any special circumstances
☐ Plans for charitable giving or philanthropic interests
☐ Appointment of executors, trustees or guardians
☐ Review of existing wills, trusts and powers of attorney
☐ Tax implications and strategies
☐ Family dynamics that may affect planning
☐ Updates needed due to life changes (marriage, children, etc.)
☐ How you want to be remembered beyond finances
Summer presents a unique window of opportunity to start these dialogues. With markets often quieter and schedules more flexible, clients may be more open to thoughtful, future-focused planning. Rather than letting the summer lull pass by, use this time to encourage estate planning check-ins. It’s a powerful way to keep clients engaged, add tangible value and reinforce the long-term partnership you’re building together.
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