WealthCounsel How to Ensure that Existing Clients View You as an Estate Planning Expert Leveraging Existing Clients to Build Your Business

Why Don’t Clients Use Estate Planning Services and Refer Others? Do They Fully Understand that You Have Transitioned Your Practice? Do They Clearly Understand Why Estate Planning is Necessary? Do They Understand What Type of Consumers Could Use Estate Planning? Do They See Value in Your Estate Planning Service?

Do They Fully Understand That You Have Transitioned Your Practice? Many Clients Continue to Stereo-type Your Service Based on Their First Experience –May not use service themselves if unaware –Can’t refer others if unaware

Do They Clearly Understand What Estate Planning is? Many Clients May Have a Misunderstanding of Estate Planning –As a result, they don’t know they need it –As a result, may not realize that many of their friends need it

Do They Understand Who Needs Estate Planning? I Don’t Have an Estate... Do I? Could Your Clients Clearly Identify the Kind of Clients That You Should Be Talking to?

Once They Understand Estate Planning, Do They See Value in Your Service? Sometimes, Clients Can Be the Best Resource for Advice What Can You Do to Earn More Clients?

How Will These Strategies Help You? A Professional Way to Talk to Your Clients About the Transition of Your Business Give Clients a Clear Understanding of Estate Planning and Who Needs Your Service Clearly Explain to Clients Why Estate Planning is Important and What Your Capabilities Are Invaluable Feedback From Key Relationships

The Two Strategies You Will Learn Interactive Client Surveys- A Structured One to One Session With Key Clients Focus Groups- Small Groups of Clients and Relationships Helping You Grow the Practice That You Want to Build

What Will You Get From Implementing These Strategies? All Clients Will View You as an Estate Planning Resource Many Clients Will Realize that They Need Their Plan Created or Reviewed All of Your Clients Will Know Who May Need Your Services So They Can Refer You Will Learn From Clients How to Effectively Partner With Them for Success

Step One- Develop Your Agenda/Objectives 1.Ensure our best clients understand our transition to Estate Planning. 2.To clearly explain the different resources we can provide. 3.To gather feedback from our existing client base about the value of our service. 4.To learn how to more effectively communicate our service to our clients.

Step Two- Selecting Your Participants Identify those clients and professional relationships who may have estate planning needs themselves and who have the ability to refer.

Step Three- Selecting Your Location Always select an environment that is free of distraction and ideally an environment that you control: 1. Your office 2. Your clients office 3. Universities/Public Libraries (groups)

Step Four- Structure the Meeting 1.Introduction- First three to five minutes 2.Presentation- Ten to twenty minutes 3.Discussion Questions- Twenty to thirty minutes. 4.Written Survey- 10 minutes in groups/send with them in one to one meetings

Step Five- Inviting Participants Done over the phone or in person -Example script -Don’t delegate the phone call

Step Six- Conducting the Session The Difference Between One to One/Groups -Introduction -Presentation -Discussion -Survey

Step Seven- The Follow Up 1.Follow up on client feedback first. 2.Follow up on needs that were discussed in the meeting. 3.Follow up to see if the meeting was helpful for them to identify anyone who should meet you.

The Results All Clients Will View You as an Estate Planning Resource Many Clients Will Realize that They Need Their Plan Created or Reviewed All of Your Clients Will Know Who May Need Your Services So They Can Refer You Will Learn From Clients How to Effectively Partner With Them for Success

How to Use the Training Material 1.Two Hour Detailed Training Session on the Basics 2.One Hour Audio Specifically About Educating Clients About Your Transition to Estate Planning Complete With Scripts and Templates. 3.Recording of this Phone Call Covering Additional Details