Many advisors downplay the importance of estate planning. In anything, they treat it like a one-time task: check the box as something “addressed” and move on – quickly,
The trouble is, that’s not always adequate to their clients’ needs. Tax laws change, and their clients’ circumstances keep evolving as family situations shift and net worth grows. And those “one-and-done” estate plans can’t keep up.
Steve Lockshin – famous for founding AdvicePeriod – learned to take estate planning seriously in his 30 years serving ultra-high-net-worth clients. Specifically, he discovered that ongoing estate planning conversations deepens both client relationships and the advisor’s competitive moat.
As described in his Estate Planning Playbook, Lockshin’s systematic approach transforms estate planning from a “necessary evil” into your most powerful tool for differentiation.
This playbook reveals his code:
- The discovery questions that unlock family dynamics and values.
- The processes that uncover hidden planning opportunities.
- The visualization techniques that turn complex legal documents into clear client conversations.
And the all-important annual updates that keep you central to every major financial decision your clients have to make.
Advisors still treating estate planning as an afterthought and don’t start building deeper client relationships today may find themselves competing on fees alone.
Download Lockshin’s Estate Planning Playbook.