{"id":9925,"date":"2024-10-18T13:00:36","date_gmt":"2024-10-18T13:00:36","guid":{"rendered":"https:\/\/emoneyadvisor.com\/blog\/?post_type=thought_leadership&#038;p=9925"},"modified":"2024-10-23T18:43:54","modified_gmt":"2024-10-23T18:43:54","slug":"navigating-sensitive-conversations-how-to-conduct-effective-estate-plan-reviews","status":"publish","type":"thought_leadership","link":"https:\/\/emoneyadvisor.com\/blog\/navigating-sensitive-conversations-how-to-conduct-effective-estate-plan-reviews\/","title":{"rendered":"Navigating Sensitive Conversations: How to Conduct Effective Estate Plan Reviews"},"content":{"rendered":"<p><span data-contrast=\"auto\">With National Estate Planning Awareness Week around the corner, now is the perfect time for financial advisors to sharpen their estate plan review strategies. Despite its importance, estate planning is challenging for many advisors and clients alike. Recent data from Fidelity&#8217;s 2024 Investor Insight Study reveals that a quarter of clients working with advisors want assistance with estate planning but aren&#8217;t receiving it.<\/span><span data-contrast=\"auto\"><sup>1<\/sup><\/span><span data-contrast=\"auto\"> This gap presents both a challenge and an opportunity for proactive financial professionals.<\/span><span data-ccp-props=\"{&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p>\n<h2><b><span data-contrast=\"auto\">The Importance of Regular Estate Plan Reviews<\/span><\/b><span data-ccp-props=\"{&quot;335559739&quot;:80}\">\u00a0<\/span><\/h2>\n<p><span data-contrast=\"auto\">Estate plans are not &#8220;set it and forget it&#8221; documents. They require regular review and updates to affirm they align with clients&#8217; current situations and wishes. As a financial advisor, initiating these reviews is essential to providing comprehensive financial guidance.<\/span><span data-ccp-props=\"{&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">In our <\/span><a href=\"https:\/\/emoneyadvisor.com\/blog\/podcast-episode-7-spotlight-on-estate-planning-with-christina-lynn\/\"><span data-contrast=\"none\">recent podcast episode<\/span><\/a><span data-contrast=\"auto\">, Christina Lynn, PhD, CFP\u00ae, AFC\u00ae, CDFA\u00ae, a Practice Management Consultant at Mariner Wealth Advisors, emphasized that while estate planning can be complex and emotionally charged, it&#8217;s an important component of financial planning. She advocates for advisors to develop the skills and confidence necessary to guide clients through this process, ensuring their estate plans remain up-to-date and effective.<\/span><span data-ccp-props=\"{&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p>\n<h2><b><span data-contrast=\"auto\">Five Strategies for Effective Estate Plan Reviews<\/span><\/b><span data-ccp-props=\"{&quot;335559739&quot;:80}\">\u00a0<\/span><\/h2>\n<h4><b>1. Leverage Life Transitions<\/b><\/h4>\n<p>Life transitions, both positive and negative, can serve as natural entry <span data-contrast=\"auto\">conversation <\/span><span data-contrast=\"auto\">point<\/span><span data-contrast=\"auto\">s<\/span><span data-contrast=\"auto\"> for estate planning discussions. These could include:<\/span><span data-ccp-props=\"{&quot;335559738&quot;:240}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"\u25cb\" data-font=\"Calibri\" data-listid=\"2\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[9675],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u25cb&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"2\"><span data-contrast=\"auto\">Birth of a child or grandchild<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<ul>\n<li data-leveltext=\"\u25cb\" data-font=\"Calibri\" data-listid=\"2\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[9675],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u25cb&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"2\"><span data-contrast=\"auto\">Marriage or divorce<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<ul>\n<li data-leveltext=\"\u25cb\" data-font=\"Calibri\" data-listid=\"2\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[9675],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u25cb&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"2\"><span data-contrast=\"auto\">Career changes or retirement<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<ul>\n<li data-leveltext=\"\u25cb\" data-font=\"Calibri\" data-listid=\"2\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[9675],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u25cb&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"2\"><span data-contrast=\"auto\">Health diagnoses<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<ul>\n<li data-leveltext=\"\u25cb\" data-font=\"Calibri\" data-listid=\"2\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[9675],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u25cb&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"5\" data-aria-level=\"2\"><span data-contrast=\"auto\">Loss of a family member<\/span><span data-ccp-props=\"{&quot;335559739&quot;:240}\">\u00a0<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">While these transitions can be stressful, they also present opportunities to ensure a client&#8217;s estate plan aligns with their new circumstances.<\/span><span data-ccp-props=\"{&quot;335559685&quot;:360,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p>\n<h4><b><span data-contrast=\"auto\">2.\u00a0Implement a Service Calendar\u00a0<\/span><\/b><\/h4>\n<p><span data-contrast=\"auto\">Consider <\/span><a href=\"https:\/\/emoneyadvisor.com\/blog\/how-to-create-a-financial-advisor-client-service-calendar\/\"><span data-contrast=\"none\">adopting a service calendar approach<\/span><\/a><span data-contrast=\"auto\"> for estate plan reviews. For instance, you might schedule these reviews for even-numbered years or at specific intervals (e.g., every 3-5 years). This approach sets clear expectations and normalizes these emotionally charged discussions as part of your regular service offering. It also guarantees that estate plans are reviewed periodically to account for changes in clients&#8217; lives or legal regulations.<\/span><br \/>\n<span data-ccp-props=\"{&quot;335559738&quot;:240}\">\u00a0<\/span><\/p>\n<h4><b><span data-contrast=\"auto\">3.\u00a0Start with Education\u00a0<\/span><\/b><\/h4>\n<p><span data-contrast=\"auto\">Begin your estate planning conversations with an educational approach. This can help depersonalize the topic initially, making it less daunting for clients. Dr. Lynn recommends concentrating on two essential areas during these discussions. First, identify who the client has designated as fiduciaries and evaluate whether these selections are suitable for their current situation. Second, review the planned distribution of the client&#8217;s assets after their death, ensuring it accurately reflects their wishes and aligns with their present circumstances. <\/span><span data-ccp-props=\"{&quot;335559739&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Cover basics such as:<\/span><span data-ccp-props=\"{&quot;335559685&quot;:360,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"\u25cf\" data-font=\"Calibri\" data-listid=\"3\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u25cf&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">The difference between wills and trusts<\/span><span data-ccp-props=\"{&quot;335559738&quot;:240}\">\u00a0<\/span><\/li>\n<\/ul>\n<ul>\n<li data-leveltext=\"\u25cf\" data-font=\"Calibri\" data-listid=\"3\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u25cf&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"auto\">The importance of beneficiary designations<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<ul>\n<li data-leveltext=\"\u25cf\" data-font=\"Calibri\" data-listid=\"3\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:1080,&quot;335559991&quot;:360,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u25cf&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"auto\">The role of powers of attorney and healthcare directives<\/span><span data-ccp-props=\"{&quot;335559739&quot;:240}\">\u00a0<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">As the conversation progresses, you can begin to personalize the information for your client&#8217;s specific situation.<\/span><span data-ccp-props=\"{&quot;335559685&quot;:360,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p>\n<h4><b><span data-contrast=\"auto\">4.\u00a0Practice Empathy and Patience\u00a0<\/span><\/b><\/h4>\n<p><span data-contrast=\"auto\">Approaching estate planning conversations with empathy and patience is key, given the emotional nature of the topic. If a client seems resistant or uncomfortable, respect their feelings and be prepared to revisit the topic at a later date. &#8220;Rather than pushing clients to action, focus on understanding their perspective,\u201d notes Dr. Lynn. \u201cFor instance, you might say, &#8216;I&#8217;ve made this recommendation. What are your thoughts on it? Tell me where you&#8217;re at and what&#8217;s going through your mind.'&#8221; <\/span><span data-contrast=\"auto\">As an advisor, you may have gone through the estate planning process yourself. While this experience is valuable, remember that it might be entirely new and potentially overwhelming for your client. Recall your initial feelings when you first tackled estate planning and use that beginner\u2019s mind perspective to guide your approach.<\/span><br \/>\n<span data-ccp-props=\"{&quot;335559738&quot;:240}\">\u00a0<\/span><\/p>\n<h4><b><span data-contrast=\"auto\">5.\u00a0Include Family Members When Appropriate\u00a0<\/span><\/b><\/h4>\n<p><span data-contrast=\"auto\">In some cases, it may be beneficial <\/span><a href=\"https:\/\/emoneyadvisor.com\/blog\/master-the-family-meeting-for-estate-planning-success\/\"><span data-contrast=\"none\">to include other family members in estate planning discussions<\/span><\/a><span data-contrast=\"auto\">. This can help confirm everyone is on the same page and facilitate smoother wealth transfers in the future. Before involving family members in these sensitive conversations, always get your client&#8217;s explicit permission. When navigating estate planning discussions, always prioritize your client&#8217;s confidentiality and remain attentive to their personal preferences.<\/span><span data-ccp-props=\"{&quot;335559739&quot;:240}\">\u00a0<\/span><\/p>\n<h2><b><span data-contrast=\"auto\">Conversation Starters<\/span><\/b><span data-ccp-props=\"{&quot;335559739&quot;:80}\">\u00a0<\/span><\/h2>\n<p><span data-contrast=\"auto\">Initiating estate planning discussions isn\u2019t easy. You\u2019ll want to do it thoughtfully and respectfully, but with intention. Here are a few examples to help you get started:<\/span><span data-ccp-props=\"{&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"\u25cf\" data-font=\"Calibri\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u25cf&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\">&#8220;Have there been changes in your family this year? \u2014Is there a new family member you&#8217;d like to list as a beneficiary?&#8221;<\/span><span data-ccp-props=\"{&quot;335559738&quot;:240}\">\u00a0<\/span><\/li>\n<\/ul>\n<ul>\n<li data-leveltext=\"\u25cf\" data-font=\"Calibri\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u25cf&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"auto\">&#8220;It&#8217;s been [X years] since we last reviewed your estate plan. Your estate plan is an important part of securing your future. Should we schedule some time to ensure it still aligns with your wishes?&#8221;<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<ul>\n<li data-leveltext=\"\u25cf\" data-font=\"Calibri\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u25cf&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"auto\">&#8220;I&#8217;ve been reading about the importance of including digital assets in estate plans. Would you like to discuss how this might apply to your situation?&#8221;<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/li>\n<\/ul>\n<ul>\n<li data-leveltext=\"\u25cf\" data-font=\"Calibri\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u25cf&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-contrast=\"auto\">&#8220;When creating the development of your estate plan, who was involved in those discussions? I would be happy to help facilitate a family meeting to get everyone on the same page.\u201d<\/span><span data-ccp-props=\"{&quot;335559739&quot;:240}\">\u00a0<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">Remember, the goal is to make these conversations a normal part of your client interactions, emphasizing that estate planning is an ongoing process rather than a one-time event.<\/span><span data-ccp-props=\"{&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p>\n<h2><b><span data-contrast=\"auto\">Holistic Estate Planning for Stronger Client Relationships<\/span><\/b><span data-ccp-props=\"{&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/h2>\n<p><span data-contrast=\"auto\">By mastering the art of estate plan reviews, you can provide invaluable service to your clients, ensuring their wishes are honored and their loved ones are protected.\u00a0<\/span><span data-ccp-props=\"{&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">As Dr. Lynn puts it, &#8220;Be endlessly curious about what&#8217;s going on for them and make it your mission to really understand their perspective without any ulterior motive.&#8221; This strategy, combined with your technical expertise, will enable you to provide comprehensive and empathetic estate planning advice.<\/span><span data-ccp-props=\"{&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">If you want to take a deeper dive on this topic, check out our <\/span><a href=\"https:\/\/emoneyadvisor.com\/resources\/ebooks\/candid-conversations-estate-planning\/\"><i><span data-contrast=\"none\">eBook Candid Conversations: Estate Planning<\/span><\/i><\/a><span data-contrast=\"auto\">. The eBook delves into more conversation starters, advice from experts around the industry, and other practical guidance to inform your estate plan reviews.\u00a0<\/span><span data-ccp-props=\"{&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p>\n<p><strong>Sources:<\/strong><\/p>\n<ol>\n<li>\u201c2024 Fidelity Investor Insights Study.\u201d\u00a0<i>Fidelity Investments<\/i>n.d. https:\/\/institutional.fidelity.com\/app\/literature\/view?itemCode=9912239&amp;renditionType=PDF.<\/li>\n<\/ol>\n<p>DISCLAIMER: The eMoney Advisor Blog is meant as an educational and informative resource for financial professionals and individuals alike. It is not meant to be, and should not be taken as financial, legal, tax or other professional advice. Those seeking professional advice may do so by consulting with a professional advisor. eMoney Advisor will not be liable for any actions you may take based on the content of this blog.<\/p>\n","protected":false},"author":98,"featured_media":9973,"template":"","thought_leadership_cat":[92,94,96],"class_list":["post-9925","thought_leadership","type-thought_leadership","status-publish","has-post-thumbnail","hentry","thought_leadership_cat-client-experience","thought_leadership_cat-financial-planning","thought_leadership_cat-financial-wellness"],"acf":{"left_sidebar_ads":false,"right_sidebar_ads":false},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>5 Tips and Conversation Starters for Estate Plan Reviews - eMoney<\/title>\n<meta name=\"description\" content=\"Estate planning can be a difficult topic to discuss. 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