Financial Advisor Success

Ep 434: Attracting HNW Clients By Focusing Not On Estate But Legacy Planning Instead with Vanessa N. Martinez

19 snips
Apr 22, 2025
Vanessa N. Martinez, CEO of Expressive Wealth, dives into the transformative power of legacy planning for high-net-worth clients. She emphasizes that true wealth transfer is about passing down values and stories, not just assets. Vanessa details her unique multi-meeting discovery process to clarify legacy goals and foster strong family connections. She also highlights the vital role of a Chief Clinical Officer in navigating emotional family discussions. Tune in to explore innovative strategies for engaging clients and enhancing their legacy journey.
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INSIGHT

Legacy Planning Beyond Estate

  • Legacy planning focuses on passing down values and stories behind wealth.
  • It ensures the next generation values both financial and emotional wealth.
ADVICE

Guide With Specific Writing Prompts

  • Use specific prompts to guide clients in writing about their emotional relationship with money.
  • Tailor questions to reveal fears, motivations, and experiences during wealth phases.
ADVICE

Legacy Writing in Phases

  • Complete the legacy writing in phases: accumulation, preservation, and distribution.
  • Keep it brief with three questions per phase to avoid overwhelm.
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