Can You Convince Virtually All the Prospects
Who Come In with Old Trusts to Rewrite Them?

More and more of the prospective clients you meet with already have an old Living Trust plan prepared somewhere else.

Many of these old Trusts are out of date and legitimately in need of an upgrade - - whether it’s because of changes in the Trustor’s wishes, his or her relationship with the Trustees and beneficiaries, changes in the needs and circumstances of beneficiaries, as well as changes in the law and planning “technology” (or even your approach).

Unfortunately, most practitioners find it a lot harder to convince prospects who already have a Trust to spend money on upgrading their existing plans than to engage people without a plan.

Why is this the case?  You don’t know how to quickly review an existing Trust, with the prospect right in front of you, and convince them to move forward and hand you a retainer check.  This is the stuff they never taught you in law school or continuing education courses!

The mind-blowing reality is that your success with prospects who already have a Trust depends not as much on your technical knowledge or what you do or say, but rather how you do and say it!

Imagine the type of service you could be doing for your prospective clients and, of course, the added benefit to your firm’s bottom line - - if you know how to:

  • Go into the meeting with the right, winning “mindset”
  • Properly “set the stage” at the beginning of the meeting - - so you delicately control the process and the results!
  • Apply tested and proven “scripts” so that you say the right things during the meeting, in exactly the right way - - and avoid saying the wrong thing!
  • Utilize a Review Questionnaire and a Review Checklist to dramatically reduce your meeting time and increase your closing rate at the first meeting!
  • Quickly spot the prospect’s “hot buttons” so that they virtually “close” themselves!
  • Artfully weave in the discussion of advanced-level estate tax or asset protection planning, so you get that work too!
  • Quote your fee quickly and decisively, to prevent price “negotiation”!
  • Overcome both stated and unstated objections to moving forward - - and be ready to drop the “Nucular Bomb” as your last resort!

Learn all of this and much more by attending a special presentation with nationally renowned estate planning attorney, Philip J. Kavesh,  entitled, “Convert Prospects - - With Other Attorneys’ Trusts - - Into Clients!”.  Phil has re-written well over a thousand trusts prepared by other attorneys and he can show you how to do it too!

  • Program Title: Convert Prospects – – with Other Attorneys’ Trusts – – Into Clients!
  • Speaker:
  • Duration: 90 Minutes

Philip J. Kavesh

J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law
Philip J. Kavesh

Philip J. Kavesh is a nationally recognized attorney, authority, speaker, educator and technical innovator in estate planning.

Phil has earned significant recognition and accolades over his approximately 33 years of practice as an estate planning attorney. Phil holds a Master’s Degree (LL.M.) in Tax Law and is a California State Bar Certified Specialist in Estate Planning, Trust and Probate Law. He also has been awarded the Certified Financial Planner and Chartered Financial Consultant designations. Phil has served his fellow estate planning and financial professionals by teaching in the Golden Gate University Graduate Tax Degree and Certified Financial Planner programs. Phil was also selected by his peers and served on their behalf as the California Legislative Liaison for the International Association of Financial Planners and has represented the estate planning attorney community in testifying before State legislative committees seeking to regulate the estate and financial planning professions and to eliminate “trust mills”. In fact, several of the practice forms and client disclosure pieces created by Phil have been incorporated into new legislation and regulations. Furthermore, Phil was one of three attorney co-founders of the American Academy of Estate Planning Attorneys.  He has also been an honorary member of the National Network of Estate Planning Attorneys and is an active member of WealthCounsel.

Phil has been recognized and quoted as an estate and tax planning authority in numerous national, prestigious publications, including Money Magazine, Investors Daily, Personal Finance Magazine, Los Angeles Times, Los Angeles Business Journal, Consumer Reports Magazine, Journal of Retirement Planning, Ed Slott’s IRA Newsletter, Investment Advisor Magazine, Life Insurance Selling, and PacQuarterly. He has appeared on several television and radio programs and his weekly TV show, “Preserve Your Estate”, was broadcasted on local Los Angeles TV for over six years.

Additionally, Phil has created or co-created numerous technical advances in estate planning, including the Personal Asset TrustSM and the IRA Inheritance Trust®. His unique legal documents have been licensed to hundreds of attorneys all across the country, through his company, The Ultimate Estate Planner, Inc.  He has also authored or co-authored several outstanding consumer publications including “The Ten Biggest Mistakes People Make When Setting Up a Living Trust”, “The Top Ten Estate Planning Mistakes Wealthy People Make”, and “21st Century Wealth”.

Even more impressive are Phil’s accomplishments as a speaker and educator of the public and his professional peers. Phil has personally presented over 2,000 seminars on estate, tax and financial planning to the general public, to various major corporations and their employees, and to CPAs, financial planners and attorneys.  His renowned seminars have been duplicated and sold to thousands of estate planning professionals and financial advisors in the U.S. and Canada.  Phil has devoted substantial efforts to improving the standards in the estate planning and financial planning industries by personally training over 4,000 attorneys and financial planners.

IMPORTANT NOTICE REGARDING CE CREDIT

The Ultimate Estate Planner, Inc. and the presenter are not registered Continuing Education Sponsors and this program is not pre-approved for continuing education credit for any state or regulatory agency.

However, please note that each program includes a Certificate of Completion and, depending on the license and the regulatory agency for which governs a participant’s CE credit, some professionals may be able to self-report his or her participation and receive credit. It is the responsibility of the participant to complete any process necessary to seek self-reported CE credit for his or her participation. By registering for a teleconference (or purchasing on On-Demand program), you understand that CE credit is not guaranteed or warranted by the presenter or The Ultimate Estate Planner, Inc.

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