Vanilla
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May 22, 2026
How to Use Estate Planning to Close Clients Faster
Key takeaways Advisors who lead prospect meetings with risk management and estate planning, rather than investment management, differentiate immediately, since most advisors open with the same portfolio pitch. A short list of sequenced discovery questions, what Erin Botsford calls “disturbing tracks”, uncovers gaps most prospects didn’t know existed, such as outdated distribution provisions or missing remarriage protections, and builds trust within a single meeting. Excluding either spouse from the first meeting, especially the more risk averse partner, can quietly end a prospect’s interest before the conversation even starts. Reviewing a prospect’s estate documents before the meeting removes the advisor’s ability...
Vanilla
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Jun 09, 2026
UPL 101 for Advisors: Understanding the Line Between Information and Advice
Key takeaways Unauthorized practice of law (UPL) happens any time someone without a law license gives legal advice, drafts or interprets a legal document for a specific person, or holds themselves out as an attorney. Estate planning conversations put advisors in this territory constantly, often without them realizing it. Polling during the session showed how common this is: 79% of attendees said a client has asked them what documents they need, whether they can recommend an attorney, or whether existing documents address their needs, and 98% correctly identified that even small edits to a legal document, like adding one provision,...
Vanilla
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Oct 16, 2025
Redefining Advisor Value: A Conversation on Productivity, Pricing, and Moving Upmarket
Join industry thought leaders Michael Kitces and Steve Lockshin for a live fireside chat and Q&A on Nov. 13th. They’ll unpack the evolving landscape of financial advice—from the realities of advisor productivity to the enduring importance of estate planning. In an era where advisors are expanding their services and redefining value, Kitces and Lockshin will explore what it really takes to move upmarket, scale efficiently, and deliver deeper client impact. Drawing on decades of experience, they’ll separate myth from reality around fee compression, discuss how holistic planning drives growth, and highlight why estate planning remains a cornerstone of exceptional client...
