Getting to the Heart of the Matter

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When I was only a teenager, my father died suddenly. Overnight, my family was faced with many decisions to make and the uneasy feeling of not knowing where to find vital information. We also were unsure of what my father would have wanted us to do. We had not discussed any end-of-life issues. It had never crossed our minds to do so. Unfortunately, this would not be the last time a premature death would touch me personally and impress upon me the value of preparation and documentation.
Surprisingly, statistics show that the vast majority of people do not leave adequate documentation of their wishes. As a professional advisor, you well know the financial complications that arise when a loved one dies, and you have probably witnessed how failure to plan for the end of life also can cause unnecessary personal turmoil, as it did in my family.

Ask yourself this question: While handling your clients financial concerns, are you overlooking another opportunity to enhance the clients experience and, in turn, grow your business? Giving your clients the means by which they can document end-of-life issues can:

Introduce a value-added service that will elevate your status and become a stepping-stone to many meaningful referrals Deepen the advisor/client relationship Add a humanizing touch and bring in a more personal approach to your financial advising Establish character uniqueness with your clients in order to build deep client loyalty and maximize the perception of being above the norm Encourage each and every one of your clients to leave their own personal legacy a gift that will be cherished for many generations.

From the moment that someone enlists your professional services, you become that persons financial counselor. That person is entrusting you with highly personal information and the discretion to make decisions that will best serve their future financial interests and provide for their financial well-being. There is a very delicate and personal aspect that arises out of the professional association you have with each of your clients. And it is this more personal association that provides you with an excellent opportunity to serve your clients in a unique and mutually beneficial way.

Invite Your Clients to Pen Their Legacy

Certainly, the transfer of money, property, and other items of economic value are vitally important. We all know, however, that a persons life is so much more than the sum of his or her assets. Beyond money and wealth, every individual has a personal legacy a life story. As we live, we create traditions, learn valuable lessons, and have individual experiences that ultimately define our unique existence in this world. How do we want others to remember us? What was important to us? What values do we want to impart to those who will carry on in our absence? All of these things matter. The whole of a persons life matters; its what makes each and every one of us special in our own right.

While helping your clients meticulously plan for a sound financial future, you also can show that you recognize that each and every person comes to you with their own special life story. And you can impress upon them that the best way to preserve these non-material, intangible concepts is to record them.

Go the Extra Mile

My personal experiences have taught me that there are many ways to plan for end-of-life issues so that those who survive can be spared unnecessary turmoil in the wake of death. Suggest that each of your clients begin by opening up a dialogue by speaking freely with close family members about end-of-life issues and final wishes. Encourage your clients to organize and catalogue vital information so that important documentation may easily be located and difficult decisions made expeditiously. The best way to do this is penning their final wishes so that their survivors might enjoy peace of mind, knowing that in the end they did exactly what their loved one wanted.

You have the distinctive opportunity in your professional capacity to encourage your clients to reflect upon the whole of their life and document their life lessons, values, unique traditions, special memories and defining experiences to share with future generations. When you avail yourself of this rare opportunity, you tell your client that you recognize his or her intrinsic value as a human being. Inviting that person to record their personal legacy and preserve their own personal history puts you in a position to deepen the relationship that you have with your clients, create a memorable experience, and leave a long and lasting impression. It will set you head and shoulders above the rest.

Renata Marie Vestevich is the author of the award-winning book Grant Me My Final Wish: A Personal Journal to Simplify Lifes Inevitable Journey. She designed this book to help people organize vital statistics and details from their personal documents, plan for end-of-life issues, and express their values and insights gained through living. Ms. Vestevich participates in radio interviews and speaking engagements nationwide describing the value of her book in helping professionals strengthen advisor-client relationships, add a humanizing touch to their practices, and address important end-of-life issues with their clients.