1. Presented by: Douglas G. Goldberg, Esq.

2.  50% to 70% have no plan  50% of those are out of date  Baby boomers (Born 1946 to 1964)  48 to 66 years old  76 Million / 314 Million (24%)  Colorado population = 5.2 Million (1,248,000)  Folks are skeptical; Building trust is critical Just the Facts

3.  The “Two – Step” Practice Model  Document oriented – Minimal counseling  Minimal time with clients  Higher volume  Non-legal funding rarely completed  Weak client relationships  Lower fees  Difficult to eliminate “shoppers” Existing Planning Paradigm

4. Trust Settlement & Administration Death Tax Return Probate Services Asset Transfer The Documents Updating Failure to Update Taxes

5.  The “Collaborative” Practice Model  Counseling oriented  Expanded time with clients – 3 or more meetings  Lower volume  Non-legal funding always completed  Strong, generational client relationships  Much higher fees  No “shoppers” Future Planning Paradigm

6.  Andrew Carnegie’s “Red Shirt”  Action  Attitude  The Estate Planning “Red Shirt”  Team approach to estate planning  Counseling oriented advisors  Fully funded living trusts  Value billing  Technical excellence  Regular follow up  Accountability The Secret of Success

7.  Process based, not Transaction based  Zero estate tax based planning; “Built in” asset protection  Minimal settlement and transfer costs  Driven by personal and family values  Advisor teams & multi-disciplinary practices  Deliverable = Wisdom NOT documents  Focus on VALUE, rather than COST  Trust; Relationship; Stewardship The “Red Shirt” of the Future

9. R. I. P. Real Reliable Radical Responsive Impact Individualized Important Integrated Process Protection Possibilities Peace of Mind

10.  Control and protect assets  Plan for disability  Give what they have  To whom they want  When they want  The way they want  Control settlement costs Reasons to Plan Save Taxes / Avoid Probate Expand and Protect Assets Assets – What; Who; HowFamily & Other BeneficiariesIndividual

11.   Documents that are properly counseled, designed and drafted   Fully funded and regularly updated   Educated client family   Controlled settlement costs The Perfect Plan

12. So…What’s in it for me?

13. Lifetime Provisions Disability Provisions 1. Liability umbrella a. Others on team / referrals b. Protection for managed assets c. Multi-line (Attrition Protection) 2. Street Account / Diversify portfolio a. Ease of transferring assets 3. Retirement accounts (IRA / 401k / Roth) 4.Financial Needs Analysis 5.Assets Under Management 6. Income tax planning (412i; 419) 7. Disability income insurance 8. Business OH expense insurance 9. Long Term Care Insurance a. How to pay for it

14. 12.Funding of Marital and Family Trusts 13.“Debt – Free” Insurance 14. Income Replacement Insurance 15. Assets Under Management a. Non-spousal mgmt of heirs’ assets b. IRA / 401(k) / 403(b) rollovers 16. Investment assistance for spouse a. Cash flow analysis 1st Death Administration 10.Tax returns 706 1041 1065 Survivor’s 1040 11. Investment and planning review Federal Estate Tax Planning Marital Trust Family Trust

15. 2 nd Death Administration 16. Theft (Life) Insurance for estate taxes a.Life insurance trust 17. Wealth Creation / Preservation Insurance b.In Life insurance trust 18. Tax return (706 / 709 / 1041) 19. Succession clients – adults / minors a. Mgmt of minor children’s assets b. IRA / 401 k / 403 b rollovers c. Assets Under Management 20. Investment assistance for adult children a. Cash Flow analysis b. Investment / planning review 21.Offering additional service without any additional cost to you 22. Introduction to charities Beneficiaries’ Separate Shares Common Trust for Minors? Child Grandchild Family Member Charity

16. 3 Legged Stool 3 rd Party Credibility Educate to Motivate Truth Sells

17.  Planning Timeline  Issue Spotting – Opening the Door  Goals, Risks and Anxieties Checklist  Questions to Ask  Spots on the X-ray  Disability Questions  Will or Trust?  The Big “C”  Do’s and Don’ts  DIY Article  ICI Package Tools to Help

18. Planning Timeline Planning Opportunity Today Catastrophic Illness Death Mental Incapacity WillLiving Will Powers of Attorney Revocable Living Trust HIPAA Authorization

20. Questions to Ask  Minor Children  Self Employed  Rental Property  Second Marriage  Income Replacement  Obsolete Planning  Large Qualified Plan  Creditors  Joint Tenancy Property  Special Needs Children  Substance Abuse  Charitable Inclination  Single Parent  Government Benefits  Taxable Estate  Children’s Marriages

22. Ted

25.  Who determines disability?  Who acts for them (Agent)?  What can the Agent do?  Providing for family?  Artificial life support?  Who pays for the care? Disability Issues

26.  Refrigerator or Gun Safe?  When do you want to retitle your assets?  Difference in design fee = “funding” cost  Will Planning  Time to Settle:18 Months  Cost to Settle:~ 2% of gross estate  Trust Planning  Time to Settle:90 days  Cost to Settle:~ ½ % of gross estate Will or Trust?

27.  No privacy  Disability determined publicly by Court  Limited tax planning  Longer and more costly disposition of assets  No protection while alive; 6-12 months after death  Less work now; Far more work later  Maximum privacy  Disability determined privately  Maximum tax planning  More efficient & cost effective disposition  No protection while alive; Max protection after death  More work now; Far less work later Will or Trust—Which is Better?

28. Overall Cost of Planning Today Mental Incapacity Catastrophic Illness Death  Documents / Creation Settlement / Distribution  Updating / Preservation Not “if,” just “when”

29. 1.Work with a Counseling Oriented attorney 2.Establish and maintain a formal updating program 3.Control settlement costs 3 Step Action Plan

30.  We’re really good  Over 50 years combined experience  Commitment to technical excellence  We’re really nice  Attorneys and staff who genuinely care about people  We’re really long term focused  Relationships with the next generation  Reflected in our strategies and documentation  We’re really fanatical about our work  We’ll never embarrass you  You’ll be proud to have us do your mom and dad’s estate plan Why Use Us?

31.  Joint seminars & events  For Clients  For Employees of Clients  For Your Team  Retail Event  Annual Event  Advisor Teleconferences  Guest Columnist  Newsletter  Blog  Private branding of books Opportunities to Work Together

32.  Tell them what they need  Tell them the process is “quick & easy” — we are not selling cheeseburgers  Sell the process as a commodity  Quote our fee  Get discouraged if it takes longer than you’re used to – It will be worth it!  Encourage clients to plan with us  Use real life scenarios  Tell them that we customize every plan to fit individual needs  Attend the initial meeting  Follow up with additional planning opportunities  Help us with the asset funding What’s YOUR Part? Do NotDo

33.  Initial Meeting with clients – Generally, complimentary  About an hour  Explain the process  Explore their planning goals at no charge  Provide sound legal advice, strategy and documents  To achieve their personal and family goals now and in the future  Identify additional planning opportunities for the team  Charge a reasonable fee  If cost if their only concern, send them to Legal Zoom or Office Max What’s OUR Part?

34. Funding and Financial Strategies With Attorney & Advisors 1 ½ hours Delivery Meeting With Attorney and Service Team 3 hours Asset Identification Meeting With Attorney 1 hour Design Meeting With Attorney 3 hours Our Estate Planning Process Initial Interview With Attorney & Advisor 1 ½ hours

35. So…What’s in it for me?  Increased service to your clients  Increased value to you client and to the team  Higher quality, longer term relationships  Continued education and expertise  More money  More time

36. What’s in It For Your Clients? Peace of Mind