Your Playbook for Retaining the Next Gen

If you’re new here and you’ve never joined one of our webinars, let me just share that FMG is an all in one platform to help you with all parts of your marketing and communications. We’re constantly adding new tools. It’s a long list here. I’m not gonna go through them all, But our latest one here is institutional intelligence. And, again, wealth dot com is a partner in that. And so we have an awesome, awesome amount of content all about estate planning in the content engine of FMG that we’re gonna show you some of it today. But depending on what it is you need, you can see all the different parts of the platform, and you can either bundle these together or utilize them, separately.

And, Eva, I’ll let you introduce wealth dot com.

Yeah. Perfect. We’re thrilled about the partnership too. Wealth dot com, if you’re wondering, you know, what in the world is that domain name, that’s a million dollar question that we we get.

We are the most comprehensive end to end estate planning solution built specifically for advisors. So if you think about it, the estate planning conversation has been very fragmented. There’s definitely a link breakage there between the attorney space, the advisory space, you all know that estate planning is truly the bookend to a good financial plan but facilitating that conversation with your client, getting that client from point A to point B, it’s hard and so wealth dot com is built for advisors to not only unlock the estate planning conversation but to have a touchpoint with every single client as it relates to estate planning.

And so what we went to market with was document creation. So instead of referring your clients out to attorneys, helping our clients get those state specific estate plans in place, But then we also have harnessed AI and built an extractor tool that allows you to work with that segment of your book of business clients already do have a state documents in place, they don’t know what’s in it, is it out of date, are these people still alive, you’ve got the ability to take those existing estate plans up, upload them to the extractor tool, and in ninety seconds have a beautiful visual to really move into that demystification optimization conversation with your client.

So it really allows you to not only introduce the estate planning conversation, but to see it all the way through.

I love that. So we’re gonna dive more into both of the tools and how they help you. But regardless of what tools you’re using, we want everyone to get value out of today’s, session. And so these are some of the things we’re gonna talk about.

The first one is making estate planning visible. And I think this is a huge shift in the last three to six months that many of you have seen in your own practice. Actually, I would love to know in the chat how many of you have gotten a new client or prospect reach out and say they found you through ChatGPT or Google Gemini, like, just prompting something, and it said you were one of the ones that they should message. Because what we’re finding is that this is what’s happening.

Right? People are searching maybe they’re referred your name and they go to Google or they go to Claude and they say the name of the firm and then whatever it is that they’re, you know, looking for help with.

And if you don’t you might offer estate planning. But if you don’t talk about it in a meaningful way in your marketing materials, what often will happen is this.

And this is not what we want to happen. Right? So they say, hey. I was referred to Russell Financial.

Tell me how they help. And then ChatGPT cannot find anything. Because on your website, maybe you just have a bullet point that says, we do comprehensive wealth management, and estate planning is just one bullet point. And so they say, I couldn’t find anything.

You’ll need to ask them. We do not want that to be the case. Because in the background, what the model is searching for is, do they talk about wills, trust, and beneficiaries? Do they talk about their estate planning services comprehensively?

Do they have any fresh content? So this is a big one. Some of you might have designed your website two, three, five years ago, and you had a page about estate planning, and you feel like, okay. I’m covered. Well, all these LLMs have something called a recency bias. So if you haven’t published something recently about estate planning, a blog, an article, you may not be found or chosen at all. And, Eva, I’m sure you all are seeing this a lot.

I was just gonna say I think that’s such a great point especially you know in the past three to six months the landscape has changed so much we use Claude, ChatGPT, Perplexity, I mean in every single household and if I were to pull out my phone, ask that question and it came back with I couldn’t find anything, I would completely disqualify that advisor as somebody that I wanted to work with and so I think it’s really important the relevancy and making sure that you have an up to date website that has published articles that the models can search for and bring your content to the forefront.

Exactly. It’s such a good point. I mean, I think the world of we don’t have to talk in the nitty gritty about every little service we provide is completely gone, and this is the new reality. And so, yes, that might be one scenario a client is referred to you, but another scenario is just someone’s looking for an adviser.

Right? So my wife and I are in her fifties. We need an adviser who can manage our investments, build plan, and help us figure out how to leave things for our kids. They might not say estate planning.

Right? They might say in their own very normal everyday talk, help us figure out how to leave things to our kids. And these tools then go and parse through because it understands search intent, and they start looking for legacy planning, estate planning, different things like that. But then they also look at locally if this person didn’t say to check GPT where they were located.

Right? They didn’t say, I want them to be in the State College, Pennsylvania, if you take where I live area. But ChatGPT will often, if they don’t give any other details, give them recommendations of people in their local area. So the very first thing, Eva, and I want you to do, if you’ve done nothing else, is to open up your Google business profile and add estate planning to the services section.

Because if somebody goes back and asks or does a prompt like this, the LLM is gonna look for someone that does talk about estate planning and offers it and is also in that person’s local area. And that is going to be two of the biggest factors for who they decide to show. So you can see in this example, I did this very exercise this morning in advance of today’s call, for my local area. So I’m in State College, PA, and creative planning showed up.

And you can see down here, they have it listed. Now, candidly, there was no advisers in this area that I’m in that actually had, like, services broken down. Nobody had their Google business page set up in a really I’m in a more small town in a great way where they have multiple services. So this firm kinda had a leg up.

Also, you can see this firm has no reviews.

Normally, people who have any kind of reviews are also going to rank higher. So just by nature of competition not doing those other things, this firm had a better chance of showing. But for all of you, this is a very low hanging fruit item. I don’t know, Eva, are you seeing people doing this more and more?

Yes. I mean, I think estate planning is such low hanging fruit for advisers.

You know, you’ve got an opportunity, that’s the one thing that everybody knows, we all know that we’re going to die. And so you being able to capitalize on that vulnerability in a powerful way is everything. I mean, it solidifies the, comprehensive planning that you give to your clients, it deepens client engagement, leveraging a platform like wealth dot com instead of you know, that fragmented, you know, introducing the conversation referring out to attorneys with a platform like wealth dot com, you have the opportunity to keep this in house to deepen the client engagement by providing the visualization to your client. And so it’s such low hanging fruit for you to capitalize on. Again, because we all know that truth, there’s an end date.

Yes. Tell us in the chat, do you currently have your Google business page set up, and do you have services listed out like estate planning? If this is not something you do and you’d love us to send you a how to do it, I’m happy to have my team send one in the follow-up of the replay. We don’t have time to, like, pull up Google Business and show you all how to do it.

It’s not complicated at all. Could probably also just Google, how do I do this? But we can send you a step by step. But this is again, it seems like too good to be true in terms of how easy it is.

But when somebody’s got a prompt, again, like we saw on the last one, the difference of who is shown can be something as simple of, do you have these services listed in your, Google Business profile? So I the overwhelming answer is no. We don’t. So, Aubrey, Aubrey’s on our team in the back end.

If you could make a note, we’ll just send some simple how to add estate planning to your Google business page and edit it to the follow-up so that everybody can do that as a number one homework assignment after today.

Okay. So this is something that we see all the time, Eva. And I’m sure you have people that come to you, and they’ve been maybe using wealth dot com for a year, and they you talk with them about, oh, is it unlocked any new conversations? And they say no, and then you go look at their website, and they’re not talking about estate planning or how they use the tool at all. Right?

Yep. Yep. I think too, I mean, if you don’t have an up to date website or a powerful website that has more than just financial planning or it has articles and is engaging in a powerful way, if you don’t have that, again, in this day and age, I would immediately disqualify you as somebody that I ever wanted to work with. And I so I think making sure that your digital presence is really, really strong, but then really captures the comprehensive planning and detail that you bring to your clients, that is the first stop I feel like that clients are going to make is the web website. Yes.

So we’ve put together these sort of cheat sheet for you all of what your estate planning page should answer. And by the way, we actually do want you to have its own page on your website. Right? So if you’re on your website and you’ve got your services, maybe you have, like, a services at the top and then a drop down, estate planning should be its own because let me just go out of the browser here. So you see here, right, we’ve got about process services. If you click on services and you get a drop down and you have estate planning, wealth management, like, all your different services, if I can just let’s see if I can do that here. Do you see how up here, everybody, it says Madison FPG slash estate planning?

If it just said services, it doesn’t help people online find you as easily for that. So when Claude or ChatGPT is looking to recommend someone and it’s looking to see, does this adviser offer estate planning? When you have it right here in what we call your URL slug from the technical standpoint, it’s a lot easier for the LLM to know you offer this service versus if this just said services. And then on one page, you have it all be about, you know, estate planning, taxes, all on that page, you don’t offer separate pages, it is not as easy for the LLM to find and know that that’s what you offer.

So if you want to be found for this, I suggest having it be set up like this. So, again, they have separate pages for each. And this is a great example. So this is an FMG, customer.

This is their website. So they’ve they’ve used both estate planning and legacy planning, by the way, Eva. I don’t know, like, when it comes to data on what people are searching for, I actually don’t think most clients say legacy planning. They may say estate planning, but I think a lot of times they’re just like, help me come up with the documents or draft a will.

Right? Like, that’s what how the language most more people use.

Yeah. I would say the the estate planning is more of the language that people identify, you know, a plan for what happens. I think the legacy planning is more of like, that’s what comes up with the with the the conversation that the advisors bring to the client’s life. Hey.

This is more than estate planning. You are leaving a legacy. You’re building a legacy. You’re safeguarding your legacy.

And so I think stick sticking to the estate planning on the digital side is what you should do, especially with the LLMs.

Okay. Thank you for that. Good good to know. So, again, let me go back to that other slide because I skipped ahead.

But so you want to, in that page, talk about who your service is for, if you are coordinating with attorneys and CPAs, how you’re doing that, add an FAQ section to the bottom, which is really good for AI. So that would just be, like, top questions. You know? Can you help me draft a will?

Do you work with outside attorneys on this?

And then any kind of stats on, like, how often should these documents be updated? What are common triggers to make somebody want to take a look at those documents again? And then if you’ve ever been quoted for anything related to estate planning, you absolutely wanna include that as well.

We actually, in the FNG library, have some calls to action, like, downloads that you can get to capture people. So let’s say someone finds your page, they’re reading it, but they’re not yet right gonna call you or book a meeting, But you have a really great guide or giveaway, things that they should know about drafting an estate plan or common pitfalls to avoid. They can put in their email, and now they become a lead. But I think this would be a good time, Eva, maybe for you to just tell us, are most people who are using wealth dot com also working like, is the adviser working with an attorney as well, or does wealth dot com remove the need for that, and they can just draft the documents?

Yeah. So we get that question a lot. Like, oh my goodness. You know, I have great, you know, relationships with with my local attorneys.

Is wealth dot com going to, hinder that? And the resounding feedback that we, hear is that the partnership with wealth dot com actually increases collaboration with your local attorneys. So if you think about it, know, the documents that wealth dot com offers clients to draft are going to be revocable wills, medical directives, financial powers of attorney, nomination of guardianship and so having a partnership with wealth dot com allows you as the advisor to unlock the estate planning conversation broadly to really have a touch point with every single client you have the ability to segment out your book of business you know, bucket one clients that don’t have any documents in place, you’re able to unlock that conversation, help each client get documents in place.

But then let’s say for a segment of your book of business, high net worth clients, maybe ultra high net worth clients, maybe clients that would benefit from putting their life insurance into an eyelid or, you know, having a GRAT strategy in place, it allows you to provide foundational documents for those clients through wealth dot com, but then have quality referrals out to your local attorney partners for that ILE, that SLAT, that GRAT, those higher billable hour documents that attorneys want to be drafting. Attorneys don’t want to be drafting medical directives, FPOAs, they want to be drafting the IGIT and so it allows you to make that strategic connection with that adviser, but still unlock the estate planning conversation broadly with all of your clients.

I would love to know in the chat how many of you have clients coming to you saying, like, can you just update the benefit can you help me update the beneficiaries on my fill in the blank, whatever it is? Or, you know, hey. We had a conversation, and we actually wanna change. If we if we pass away, who’s gonna watch our kids?

Can you help me with this? This is a scenario I just went through recently. My husband passed away almost three years ago this October. And when we found out that he had brain cancer, you know, he was thirty eight at the time, and it was not at all in our mindset that, like, we were gonna need to do these things right away.

And so we were make making choices really fast, and I think we did the best we could in this situation. But now I’m looking back at some of these documents and how we structure things, and some of them I’m wanting to change. And it’s a lot easier to be able to just have my adviser play point than to have to facilitate a conversation between three different people every single time. And I think for many of you listening to this, you understand that that’s the case, and that’s, like, where the real value lies when somebody knows their adviser plays point on all of this for them.

And I think too, Sam, that’s what clients are starting to expect from their advisors. I was recently talking to an advisor who’s been in the industry for quite some time, know, witnessing the change in the landscape, and he had shared with me something that was really thoughtful and I thought was very intriguing that if you think about it historically, in families, it’s been the doctor or the pastor that’s kind of been the center of influence for the families. And now that’s kind of shifting to the advisor, families are really expecting the advisor to deliver on all different facets of life.

And so really, you know, my encouragement for those that are on this call to really lean into mindset shift that you do have so much potential to be that center of influence, that linchpin for those families where you know you are the hub, the CPA is the spoke, the attorney is the spoke. And so really leaning into that, I think, is powerful because that is the expectation now and then also what’s coming from the families, the next generation that you’re serving.

So, so well said. So okay. We’ll come back to more of the how to make this work, but just a couple more examples with the marketing. So, again, I mentioned, you know, somebody might not be ready to work with you, but you would want to capture them as a potential lead.

So this is something FMG provides in our content engine. You can add this to any place on your website. So here, it is a gated piece of content. So the person has to put in their name and email, and then they get it.

It automatically gets added to your CRM. You have connected in FMG, and then also an email is sent to them as a follow-up immediately. So you don’t have to do anything once you set this up, which we absolutely love. So you can find this.

I just put a screenshot of where you could find this if you’re an FMG user in the content engine. Just search the word estate, and you will find it. And you can even change out the branding, put your own logo in there, really make it, your own.

And we also have versions of it that are good stuff.

Yeah. It’s I mean, I know we built a lot of this in partnership with wealth dot com. So you you know, if you wanna run ads, for instance, if you’re like, hey. Right now, LinkedIn ads are working really well.

Facebook ads are working well. We can run ads using these same deliverables. So it’s not just organic traffic going to our website. We can run an ad and direct people to it.

We have those for you as well in the FMG, content engine. And then this is one of those new things we mentioned. So, Eva I love this. Yeah.

I’m not sure even how much you’ve been briefed on this. It’s like a brand new partnership, but we have this new partnership between Wealth dot com and F and G where certain assets like this. This is a state planning cost by state.

This is something that advisers can look at and use, and then there’s other pieces that are for advisers to be able to send to clients all around estate planning. But it is a partnership, called Institutional Intelligence, and you guys are one of the first partners with us on this new product, And we are so excited to have it. So if you are an FNG user, definitely head into the engine and look at the resources in there for you. Some of them like this are more for just to help you, execute better, and then others are for you to help with prospecting and client conversations.

And I think this one that you’re showing right now is awesome too because it really lays out, you know, what the cost is for, you know, estate drafting with local attorneys, and then versus what you can provide to your clients is kind of like a wow factor when they look at, you know, what the retail market price is.

Oh, so you would share this with a client? I I actually think that I would. Yeah. Yeah. To really underscore the value of what you’re giving to the client, because you’re not only, you know, I think Sam, you said, you know, when you’re referring out to attorneys, sometimes that breaks up the relationship clients don’t want three different people, they want to keep everything in, you know, one house.

But then also to see here you know the cost of what it could be to get an estate plan in place with an attorney. If you’re leveraging wealth dot com you know you are helping your clients not only get documents in place but your value proposition what you offer to your clients that differs from local attorneys is you’re helping your clients not only get documents in place but those clients that you know are drafting through wealth dot com have not only the ability to get those documents in place but unlimited updates and restatements at no additional cost. That will cost thousands and thousands with an attorney and so that’s what you are providing your clients even if you are unlocking a revenue stream and charging your clients for access to wealth dot com it still would be thousands and thousands of dollars with an attorney to not only get the documents in place but if I have a baby in nine months I should amend that document.

If I get in a fight with my sister who’s the guardian of my kids, I want that peace of mind to come back to my docs.

But then two months later, you make up and you got to change it then.

Exactly. And I say that jokingly, like that’s what you’re up against as the advisor is that people do not like to make decisions within a vacuum. And so now you provide that client the ability to have that peace of mind to get something in place, protect the kids now, but then also that peace of mind of I have the opportunity through my adviser to have a state document that’s truly mirror my life year over year.

Yes. So well said. So all of these different things go into how you market estate planning. I am gonna show a couple more examples, but as I’m showing them, I’m gonna just put this QR code up here.

And if you want to whether you are ready, use FMG and you just want, you know, additional help with your marketing, we have a do it for me program where we can execute this for you. So you don’t have to always go into the tool, find the pieces, run them, but we someone from our team will be paired with you, and we’ll actually do it for you. Or if you’re not using FMG and you’re like, yes. I need to start marketing estate planning and just improving my marketing in general, you can scan this to get started.

And, actually, I think we have a poll. Maybe that’s even easier, Aubrey, if you wanna put the poll up while I’m talking about this. If you want to learn how FMG can help you use estate planning as a lead gen magnet and growth engine, you can say yes, and we’ll get in touch with you with those resources we mentioned, those free email templates, and can talk with you more about how we work specifically with advisers on this. And as you’re answering the poll, I’m just gonna show two more things, and then we’re gonna turn it over to Eva to talk more specifically on how wealth dot com makes this happen.

But this is a great example. This is a website of one of our customers here at FMG, and he put together this blog post all about estate planning being more than just documents. And I loved it, and it’s on his website. So it’s easy for the LLMs to, you know, read it, find it, reference him for that.

But what I specifically, oops, wanted to show you all is that he then took that same post and posted it to social media. But notice he didn’t just say, go read my blog post.

He took the main key takeaways of the blog and turned them into this LinkedIn post so that even if you never read the blog, you would start to see that he understands estate planning and can help the clients with this. Right? Because what we find a lot of times is people write this blog post on their website, and they’re like, now everyone’s gonna know what I do about estate planning. But all the people who are in your network who never click the link, which is most people, they are never gonna see it. And so if you do it in this, what we call zero click content way, by scrolling, they’re going to become very aware of the fact that this is a service you offer. So this is one hundred percent a best practice you wanna copy when you are doing your marketing. It’s something we follow here at FMG for our customers when we’re doing that do it for me program as well.

Okay. So let’s talk about how we actually get this all done, Eva. I don’t know.

We’re at the thirty minute mark. If you did you have something you wanna demo, or do you wanna just go through the slides?

Yeah. We can go through the slides, and this is great.

Alright. Perfect.

Okay. This is this is something that I’m very passionate about. Stop thinking of estate planning as a service. It is not just another line item.

It is something, again, we kind of hit on this a little bit earlier, but it is that low hanging fruit, there is so much opportunity, number one, and not only provide that value to help clients, I mean, that’s why they’re with you right now is they’re, you know, developing a financial plan, they’re working, you know, with you investments, they are building wealth, they’re preserving wealth but it does not stop you know at death and so you really making this a core part of what you offer is huge but then it goes a long way, it gives you the ability to connect with that next generation to connect with the spouse to connect with the families as far as you know leveraging something like wealth dot com provides the visualizations that allows you to unlock who the decision makers are, how does the estate flow, you can leverage wealth dot com as a prospecting tool, there is no better way to gain a lot of trust right out of the gate than to help a prospect get a plan in place for their loved ones.

It also you know uncovers assets And so don’t think of it.

Talk to us talk to us about that a little bit. Let’s say someone comes in the door and they are interested in working with you. So what would that look like? You ask them as part of the intake. Like, do you have these documents already put together? And then depending if they either say no or they have some, you ask to see them and you say, can run them through the software I use that can Yeah.

Way. Either way. If you’ve got, you know, prospect comes in the door, let’s say they don’t have estate documents in place, you could lead with that right out of the gate because number one, nobody’s going to reject that.

Again, that’s so much value because you’re not just providing the value for that specific client but you’re providing the value for their kids, their families, their loved ones.

And so yes, that’s the first thing you essentially could invite that client to create a wealth dot com client portal, that client has the ability to get state specific estate documents in place. Wealth dot com is not a direct consumer model. So a client couldn’t Google wealth and gain access to a client portal. They’ve got to be working with the advisor, the advisor says that.

That’s different than some of the other tools out there.

Huge, huge. But then also, if you’ve got the client, they come in office, and they’re like, yeah, I’ve got, know, an outdated will, or yeah, I have, you know, an existing trust and a few amendments, great you’re asking for those docs, you have the ability to upload those to our AI intelligence, we had to give her a name, her name is Esther Intelligence. I always joke around with everybody at Wealth and say they could have named her Eva and you would get a face with the name but they chose Esther But Esther is our on your on your website.

Let’s just use it for There she is.

There she is.

So if somebody uploads it and then the AI scans it.

Yep. In ninety seconds, it’s going to read that. It’s not only going to give you an executive summary, but it’s going to give you insights and observations around the overall age, integrity, relevancy of the document as it relates to state laws.

But then it’s going to parlay into a really beautiful visual that again, you can take back to that client and really move into that again, demystification optimization calm conversation. And I always like to go back to the latest celebrity death pop culture, of course, I am I am.

But back in twenty twenty five, the death was Jean Hackman. And Jean Hackman had estate documents in place like great job, Jean. But little did he know that when he and his wife unexpectedly passed away, little did they know that when they died, all of the decision makers that they had in their estate docs, they were all dead. They had predeceased Gene and his wife.

Wow. And so the impact was Gene’s eighty million dollars estate was now open to litigation, probate, family feuding, his assets were tied up, and it begs the million dollar question, whose responsibility was that to ensure that Gene’s estate documents mirrored his life? Was it his attorney or his financial advisor? Well if it’s the attorney, Gene needs to have an attorney on a retainer reviewing these documents year over year, But you as the adviser, what’s the adviser supposed to do?

Are you supposed to sit down and read through a hundred and fifty pages of legalese, plug and play with a PowerPoint? No. It’s a horrible use of your time. And so this extractor tool unlocks unprecedented value for the adviser in such a scalable way.

Ninety seconds. You could upload a pour over will or a DAF, an IGT, a SLAD, an LLC agreement, ninety seconds, boom, you’ve got a really nice visual, those insights and observations are such powerful takeaways for you to take back to the client and say, hey, did you know that you live in California and this document was created under Pennsylvania state law? Did you know that you know this document has your beneficiary listed as a trustee? Just different things not for you to play the role of an attorney but just to bring up in conversation whereas likely the client might never know.

So much value.

I would love to know in the chat, does anyone using I saw we had Dominic here. I know he uses wealth dot com. If you are using it, is there anything that you ever have run through and it was just so surprising or, like, such a moment to the client for you to either find something or to make a recommendation based on what wealth dot com tool gave you? And, Eva, I don’t know if you have any stories along that line that of of an that you’ve heard from advisers saying, like, I was this was a great takeaway I got, or peep the client was so surprised when we saw this.

Yeah. I mean, I speak with hundreds and hundreds and hundreds of advisers, and I always encourage them.

You know, if you’re if you have a partnership with wealth dot com, if you, you know, aren’t quite sure how to get started, start with Esther Intelligence, start with the extractor tool, start with that segment of your book of business, clients have those estate documents in place, get those upload those again, ninety seconds, we’re not taking a ton of your time, ninety seconds, you’ve got a visual that speaks volumes that you know, mom and dad can take that back to the kids help the kids understand, you’re providing just the visibility of like, oh, crap. Like, I didn’t know that my sister was the guardian of my kids. I need to get her out. I forgot about that.

People are people are not expecting that from you.

They’re not expecting that from an attorney unless they pay thousands for it. And so it really does, boom, right out of the gate, really not only deepen the client engagement, but highlight your commitment to that comprehensive planning.

I love that so much. We just got a question from Suzanne and a few other people upvoted it asking, is the program relevant for Canadian brokers?

Right now, it’s not. Wealth dot com, the doc now yeah. Wealth dot com is designed to dispose of US based ass US based assets and beneficiaries.

We do have, several attorneys that specialize in international law that are on our team. It could be something that we go, that we move forward with in the future, but right now, no. Our documents are US only.

Okay. And if in case you were wondering the same thing about because you didn’t actually say wealth or FMG. Assumed it was a wealth question. Oh, yes.

You can use FMG if you are, in Canada. Okay. Awesome. So we have this slide on here, and I think this is something that we’ve sort of touched on.

But, you know, I think the chart itself is, you know, such an interesting part because one thing that we’ve been talking a lot about lately, a lot of people will tell me, I don’t have an a niche. I don’t have a niche. And I’ll always, you know, encourage them to think about what is somebody going through when they walk in the door, and is there a lot of similarity in clients that way? So maybe a lot of the people that are coming to you just inherited money, or a lot of people that are coming to you just, you know, are went through a major life event, like, you know, got divorced, were widowed, whatever.

And those transitional moments are those event opportunities that we can really utilize estate planning.

And so that chart is awesome, but I wanted to move to this one just to help people kind of think through what that ladder looks like.

Yeah. And, Samantha, I think that’s a great point because I think sometimes we think about estate planning as a, you know, as a service, and we think about I talk to a lot of advisers and they’re like, yeah. I, you know, I talk with my clients every year. I make sure that their beneficiaries are up to date.

But Samantha if you can you go back to that this slide previously because I think that’s really important to you instead of thinking about yeah my clients beneficiaries are up to date or yeah they have an estate plan in place start thinking about the conversation in this capacity here because Samantha’s right. Every single person that walks into your office, we’re going through something. Like, that’s that’s just, you know, point blank. We’re going through something.

And so you’ve got the opportunity to really engage and showcase value when you meet your clients at each life event and providing value there. Again, they’re not expecting that from you, they’re expecting, yeah my advisor is going make sure that my beneficiaries are up to date, everything’s correct here, but they’re not expecting to, hey your spouse just passed away, hey I know that you know your son’s going off to college you know we need to get a medical directive FPOA for him. Boom that solidifies a lot of value and I think that you’ll find estate planning becomes stickier for you when you think about it in this aspect as opposed to, yeah, it’s just something that I offer.

I love that. And, actually, this is a good segue to this question. Richard asked, does the adviser assume responsibility for the correctness and completeness of the documents with wealth dot com?

No and that’s a great question so wealth dot com was designed intentionally to insulate and bifurcate the advisor from any kind of unauthorized practice of law And so essentially all of the drafting that the client does is in the client’s designated client portal. Advisor has no accessibility to drafting. The way that we’ve built out the client document drafting work workflow is we’ve got a pretty deep legal bench here at wealth dot com and our legal team has designed what we call document wizards and the document wizards are built with legal branching logic and scenario based questions and so when a client is going through that that’s what’s drafting the documents in real time.

In the past eighteen months alone, we’ve had over one hundred and five thousand documents that have been created through wealth. There’s been thousands of deaths, thousands of states that have been settled. There’s never been a document that has ever been contested if that ever were to happen at wealth dot com’s on the hook. So we are, you know, we can brand the advisor dashboard.

Yeah. We can brand, you know, all of these things that FMG is showing you with your logo, all the visual outputs. One thing we will never brand is the legal binding documents themselves because we want it to be very clear to your clients that we are producing those, you are not. And so those two dedicated portals is what bifurcates the the adviser.

Thank you. That was very easy to understand.

Okay.

Sorry. I’ll go back here. Which do you want me stay on this one or go to the next one?

Yeah. We can jump to the next one. K.

Again, yeah, back to kind of thinking through that, you know, think about opportunities, and think about what your clients are going through.

So I think we did touch on some of these. We we’re talking faster than the the slides.

Oh, yeah. The slides.

But, you know, I think, again, that and you’re gonna get all these slides, by the way. So as you’re going through, you’ll be able to take all of them and use them to guide your conversations. Because I’m already seeing people asking, can you send us the deck so we can use them as a guide? Absolutely.

And are there other resources that wealth has to help assist advisors in these types of conversations in bringing estate planning up, Eva?

Yeah. We have lots of great, not only marketing materials, but materials that you could use within your seminars. We have email campaigns, client videos. So lots of resources for you to kind of set the table for your client, and then also really to powerfully introduce your partnership with wealth dot com. I know that’s really important too.

That’s a good question. Somebody said, how could we use our local attorneys in conjunction with wealth dot com?

Yeah. That’s a great question. I guess, specifically, so we have a wealth attorney network at wealth dot com so attorneys in all fifty states including DC.

These are not employees of wealth but they are contracted embedded T and E attorneys that are available for your clients as it relates to a consultation or if your client you know created a trust in Florida maybe they need to transfer their property over into the name of the trust they could do that and leverage our network. Your local attorneys are always welcome to be a part of the conversation as well. Also keep in mind, you know, your book of business is not a homogenous one, you’re going to have those clients that are still going to prefer to go sit with the attorney and a leather bound chair, you know, with the mahogany desk.

And then there are going to be some clients that you know, they want to leverage something like wealth dot com. And so leveraging wealth dot com doesn’t disqualify you from still working with your local attorneys. But it also, like I was saying earlier, allows you to get really intentional about the type of referrals that you send to your attorney. Again, attorneys don’t, I’m not an attorney, so I can’t speak, you know, on behalf of all of them.

But attorneys, you know, want those higher billable hour docs, like an islet, a slat, things that wealth dot com doesn’t offer to draft that you could then have those high quality referrals sending over to your local attorneys, while allowing Wealth dot com to support leveraging the estate planning conversation broadly.

Great. We have so many technical questions, that people are still asking. Do you what would be the best place to direct people if they want to meet with your team and talk more specifically about wealth dot com?

Yes. Our website. So wealth dot com, super easy.

But you will see in the top right hand URL too.

I know. I know. It’s so hard.

Wealth dot com, but you will be able to see in the top right hand corner, book a demo, and then you will have the opportunity to you’ll be paired with a a representative in your region, a forty five minute demo.

Really, really great as far as one on one call to not only help you have a good understanding of the platform, but really talk through your book of business, your practice, your clients, how you would operational operationalize wealth dot com. So we can really, yeah, have a really great one on one.

It’s just right up here. Get a demo wealth dot com. There we go.

And there’s Esther.

And I just wanted to show I got a a note just now from our team that while we were on this webinar, our team told me that this collection is now live. So if you go to FMG and you scroll so I’m just in the content library here. If you scroll down, you see the wealth dot com collection. So exciting. It’s brand new. We just have it launched.

So when you click on that, it’s gonna take you to all those resources that we started to show you, that you can see here oh, jeez. Sorry, everyone.

These are all authored by the team at wealth dot com. You can see some of them are just a stand alone email. Some of them are email sequences. Some of them are downloadables, all the different kinds.

And so when you decide if you wanna use it or not, first, you can click on details, and it will show you the actual piece. This is a sequence. So for something like this, I love it because it tells you it’s three emails. You launch it once.

If you wanna use it, you’ll choose which group. So maybe you only wanna send it to prospects, or maybe you only wanna send it to people who’ve downloaded your estate planning white paper. Right? But you can decide how long in between.

So we have it set for once a week for three weeks.

You can also, you know, either use it as is. Some of them, you can use as a blog. So if you wanted to add it as a blog post to it, and they’re already completely made for you. And when you push them out, it will have your, you know, signature and everything as if it was just a normal email coming from you. So very excited about this collection. If you have you can log in to your FMG dashboard and check it out.

If we did not get to your question, we will, you know, hopefully be able to email you afterwards. We try to keep it at forty five minutes. So we are out of time, Eva. That went so fast.

Thank you so much to you and the whole team at Wealth dot com. We are big fans, and we love that we have this partnership now. And thank you all, everyone. I hope you learned at least one or two things that you can use to help you start growing through estate planning and using it as a growth engine.

Right back at you, Sam. This was awesome. Safe travels for your daughter sharing all your first concerts.

Know. That could’ve just been about first concerts the whole time. Exactly. That was my funnest part. And we will see you all on the next one. Take care, everybody. Bye, everyone.