You have a potential client in your office to meet you for the initial estate planning visit.  It is now your job to convert this potential client into an actual client, who is willing to engage your services. Everything you do and say during this meeting will either help make the estate planning sale (or not), make (or break) the successful planning for this client, and determine the length of the life-planning relationship. Therefore it is very important that you learn and practice all of the right things to do and say during the initial client visit!  It has been said that “selling is like a Broadway play put on by a psychologist.”

This session will cover:

• Importance of first impressions
• Role of Rainbroker
• Peter’s Nine Steps in the planning process for the first visit
• Estate Planning case study - Community Property
• Whiteboard interview case study - the design of the Joint Living Trust