This document discusses the challenges estate planners face when dealing with clients, including managing expectations as clients do not always understand the role of an estate planner. It also references using a video as a final marketing tool to help explain the estate planning process to clients.

1. The Human Factor

2. An Actual Example

3. The Need Is Real (Dear old Dad…)

4. Not all clients appreciate the role
of the estate planner

5. Expectation Management is Not
Always a Simple Task

6. A Final Marketing Tool –
Let’s go to the videotape!