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Selling Advanced Estate-Planning Services

Overcoming your client’s perception of a commoditized document

With a new administration in Washington, many clients worry about tax increases (particularly with gift, estate and income taxes). Your clients consume information from webinars, on websites and, of course, the ubiquitous Google. Consequently, they arrive at your conference room (or appear in your videoconference) believing they already know the strategy that’s best for them. 

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