Frank Divers, Co-founder and CEO
(Estate Documents Pro, LLC)
Remove the term estate planning out of your vocabulary. We are out of the estate plan sales business and full throttle into the education business.
Why? Simple, people don’t understand the term estate planning and are, in fact, intimidated by the wording. People fear what they don’t understand and taking the time to explain it will, for the most part, get you nowhere. The general response will be “oh, I see”. Not what you want to hear since it gets you nothing.
Consider this, asking questions that will lead to a response of “yes”. Do you have a durable power of attorney over finance? Yes or no. They say yes, do you keep it in a handy place and is it legal and up to date? They say no, you ask the question, “do you understand why this is one of the most important documents you can have”? Yes or no and regardless you go into detail about why having this document is critically important. Give examples of what can happen when you don’t have one. In ten to fifteen minutes of explaining the importance of having a durable power of attorney over finance and closing with the question, “now don’t you agree this is very important?” and you will get a resounding “yes”!
Follow this process, “do you have a durable power of attorney over healthcare?”. Educate and close with the same question, “now don’t you agree this is very important?” and you will get a resounding “yes”. “Do you have a will?” “Do you understand the difference between the government’s plan versus your own personal plan?” Educate through each question to get to the closing question of “yes, I agree having this document is important”.
Your job, invest some time to go online and find some stories about what not having one of these documents means versus having it. Take your time explaining the government’s plan. Don’t skim over the subject! Go into the details and doing so will lead to you getting a “yes” I agree. You have walked your client/prospect through the process of understanding all the documents they need in their life. That’s called estate planning. Congratulate your client on their wise decision to make sure their life is “planned out”.
Contact AMS to learn about our solution to marketing to Estate Planning and to get access to an all-digital planning platform.