Mar 27, 2019
Proper planning not only requires skilled expertise in legal, tax and financial
matters, but keen attention to the emotional impact of the process. The advisor
must forge a meaningful and productive relationship with the client. Attorneys must
be aware of an array of clients’ emotional needs from the financial and personal
aspects. None of this is easy to do, in part because attorneys don’t have training to
address these issues.
As the advisor, clients come to you because you have a skill and expertise. It’s
important for you to create an atmosphere and a climate in the relationship that
allows you to gain the client’s trust. The client must feel a sense of welcome and pick
up that you empathize with him. A client must feel, above all, that you understand
what he’s dealing with and that you’re here to help him accomplish his wishes in the
best possible way. You should demonstrate how you realize estate planning is an
overwhelming process, especially if there are health issues or if there’s substantial
wealth involved. Assure the client that you understand how difficult it may be for
someone to face his own mortality, as well as to make choices about how his many
wishes are exercised.
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