Practical way to jumpstart a conversation about an ethical will

Posted by Susan Turnbull April 14, 2010 in Blog

When I give a presentation for advisors on how to introduce the topic of ethical wills into client conversations, as I did today, talk always turns to the practical. This is good. I am realistic about the challenges of introducing what may be an unfamiliar topic and also realistic about the challenges of getting even the most fired-up clients to actually sit down and create an ethical will.  I love it when I hear another great practical idea.

A financial advisor today told me about how the back of his business card provides a graphic description of his approach and serves as a great jumping off point for conversation.  There is a line down the middle of the back of the card. On one side of the line is the word, “how” and on the other side, the word “why.” All conversations about planning touches on both words and decisions flow from the answers.

The point he makes to his clients about ethical wills or letters of wishes or expressions of donor intent is that those documents can be the vehicle for exploring and answering the “why” questions that if left unanswered, rob successors of a full understanding what lay at the “heart” of the legal instruments or plan.