The title of this commentary describes what happens after the death of a loved one. I recently lost two friends in unexpected deaths. All of the above mentioned in the title will be there for the survivors. Despair, details, and decisions all came at me quickly as it did for my family. The death impacts so many people, friends, kids, grandkids, co-workers, I could go on and on. Fortunately, in my situation, we had already discussed the possibility. I did not have a pre-planned funeral for her. But, we all pulled together and made it happen. But, I quickly went and paid for mine, which I hope is decades away. So, where am I going with this? It’s time to meet with all of your clients and ask them what they want to happen at the time of death. Find out who the “go-to” people are in their lives:
Contact the people that would be left behind. Tell them who you are, what you have done for their parents, and ask if they have questions. Give them your contact information and include them in the list of people that receive monthly drips from you. Request them on social media. And keep the ball rolling on these conversations. With your clients, ask them how they would like the finances left to the survivor:
Bottom line, you have to ask questions and discuss. This is part of the pledge we give our clients at the time of sale. This is not a product push or some grand marketing approach. It is the right thing to do and it will be so helpful to all. Have them commit their desires to paper and help them out. Then they will know that you too, are also… a different experience. |
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