Page 57 - Ultimate Guide to Estate Planning Third Edition_Neat

Chapter 9. Many clients believe that this
will be a very long and boring process.

When they sit down with me, I start talking
with my clients and I'm genuinely interested in
their life. I want to hear their story. If they are
married, how did they meet? What have they
done through the course of their life? I will sit
in a meeting with somebody just to get to know
them. It’s almost like being on a first date.
Where are you from? What's important in your
life? What are your hobbies? What's your
favorite movie? How did you and your spouse
meet? What I'm trying to do is uncover what
their core values are. I want to see things that
are important to them. What principles do they
want to perpetuate?

At about the twenty-five-minute mark,
occasionally I'll get, "When are we going to
start? Because last time I went in for an estate
plan, all they did was ask me the name and
birth dates of the intended heirs. Can we get
going? I only have a certain amount of time." I
just explain "We got started a while ago."

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