Hesitant to tackle the subject of estate planning? Explore why you should incorporate it into your seminar marketing model.
Are you maximizing your income potential with clients by hosting estate planning workshops? Many advisors are hesitant to tackle this complex subject, which is exactly why you should incorporate it into your seminar marketing model. Estate planning provides you with an opportunity to attract high-net-worth individuals, while giving you a leg up on your competition.
So, if you aren't already marketing your estate planning services — why not?
You know how to manage wealth for your clients. You know how to steer them in the right direction to create more wealth. You know how to protect that wealth now, but you also know how to protect that wealth when it comes time to pass it along.
Your clients may think they are young and don't need estate planning services yet, or they may think it's unnecessary to plan beforehand, but by hosting seminars on estate planning — you can plant the seed and watch it grow. Your clients can learn about what they don't know, with you helping them understand how beneficial estate planning is for them and that you're the right person for the job!
Shouldn't an attorney handle estate planning?
Clients seek out financial advisors because they want to increase their financial assets, and they want you to protect the wealth they've created. Estate planning is the way you can give your clients peace of mind that what they've worked so hard for won't disappear even after they're gone.
You may think an attorney, who is well-versed in wills and trusts, is the best person to handle estate planning for your clients. And while attorneys handle the legal documents, estate planning goes far beyond that. It's financial advising – which is what you do best!
How do financial advisors benefit from marketing estate planning?
It's time to get smart with estate planning. As an advisor, you're equipped to navigate your clients through uncharted waters. You're there to tell them WHY it's important to start estate planning now, and not leave that up to the attorneys (and the courts) when it's too late.
It's about engaging your clients and potential clients with questions like:
“Who would you name as your executors, your trustees, and guardians to your children?”
“Do you have a favorite charity or institution you would like to support?”
“Do you have concerns that any of your beneficiaries might not do well with what you leave for them?”
If you want to grow your income potential, take full advantage of all you can offer. By hosting estate planning seminars regularly, you can keep your prospecting funnel full and gain an influx of referrals through your client base.
How to get started with the estate planning part of your financial advisor services
Intrigued about adding estate planning to your workshop offerings but unsure where to start? White Glove can help! With our Done-For-You estate planning workshops, you can grow your business and start attracting higher net-worth clients now.
You can even have a co-presenter at your seminar (like an estate planning attorney) to help you add value to your workshop, lower client acquisition costs, and increase your pool of potential clients and add to your client network.
Contact White Glove to get started with estate planning today!