after some of these preliminary questions and a brief discussion, we follow up with a fact sheet with more answers, and then a call suggesting an initial consultation. we have found that we can generally advise about 75 percent of our clients with a single meeting. the other 25 percent need additional services and meetings leading to about half of them signing up for a full estate plan. this is a pattern that applies to most of the additional services flowing from our individual tax clients.<\/p>\n

estate planning is not as high volume a business as some of the other services. the individual fees are substantially higher than for other services, but we also have a higher number of the initial consultations because of the universality of the concern, of previous lack of attention, to wills and organizing of \u201cfinal\u201d affairs.<\/p>\n

just start the discussion, or probing, by asking clients whether they\u2019ve provided for guardians for their children and for adequate funds to maintain their present lifestyle for their family members.<\/p>\n

discuss items currently in vogue to let your client know you have not overlooked them and that you are familiar with those current tools or gimmicks. right now these include living trusts, ira rollovers, 401(k)s, charity remainder trusts, family limited partnerships, valuation adjustments and defective trusts.<\/p>\n

to get the client to recognize the value of the service, you can prepare a simple asset distribution and estate tax calculation worksheet. when working with the client to fill in the worksheet, use estimated amounts. at this stage, you do not want to get hung up with exact details. the final amounts will be different. you can add categories or expand on what is shown in the exhibit.<\/p>\n

we consider the worksheet a client service as well as a marketing tool. the client gets specific usable information that can be immediately applied to their will and situation. the marketing part of it is because the worksheet usually shows the inadequacy of the will as measured against their stated goals and desires. this leads to many estate planning engagements.<\/p>\n