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 Choose the right clientThe first few clients that you work with on legacy planning are the most important ones. We recommend starting with a first “tier” of clients who you believe will be open to legacy planning. Your second tier will be those clients who you feel may object: wait to market your services to them until you have a bit more experience. Here are some criteria that we’ve found helpful in selecting your first clients: 1) Choose clients who you feel have a passion for life and want to leave a meaningful legacy to their loved ones. These people are often compassionate, family-oriented people and have philanthropic tendencies.
2) Start with a few “tolerant” clients that will be comfortable with the fact that you are still getting familiar with the program.
3) Once you have a client engaged, talk about their family members and inquire as to whether or not any of them might also want to do a legacy plan.
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