When it comes to financial and wealth planning issues, more often than not, people go to a professional they trust. They may be working with a financial planner, CPA, agent, or banker, but when trust and estate concerns arise, clients need their trusted advisor to listen to their needs and to explain things clearly. Trust and estate concerns are often technical issues, and this can lead to three common mistakes on the part of the professional:
- Using terminology that is too technical
- Not listening to what the client is saying
- failing to connect a trust and estate plan's benefit to the value the client receives
Howard Lang elaborates on these points and discusses three winning techniques to help deliver information and communicate more effectively. His article was published in the February 2014, Volume 9, Issue 2 edition of Estate & Business Law Group, P.C.'s monthly newsletter, The Wealth Counselor.