Action idea – Use a trust, not a will

Need to get your client thinking about estate planning? Try these tips.

Have a list of three-to-five qualified trust lawyers in your locale to provide to clients who will have larger estates. Explain the advantages of using a trust structure to move assets outside the estate, pass along the contact sheet, and let the client take it from there. If the client is over age 65, follow up at least twice a year and offer to participate in meetings with the estate expert if it would make the client more comfortable.