1. The Legacy Planning Process
Legacy planning, while commonly used as a differentiator at the beginning of the sales process, can be
extended to clients at any stage of planning. Once you begin, refer to this template to be sure you cover
each of these five steps.
INTRODUCE LEGACY PLANNING MOTIVATE CLIENT TO MOVE FORWARD
 Eloquently define legacy planning and how it differs  Contact the client about one week out and reward any
from estate planning. progress he or she has made.
 Show the client the two minute “tour” on  Address any issues, concerns, or questions.
www.planyourlegacy.com.
 Reinforce the deadline for completion by scheduling

SM
Give client a brief overview of the Breadcrumbs your next appointment.
online software and explain how easy it is to complete
a plan.
PROCESS AND PREPARE THE LEGACY PLAN
 Share a sample plan with the client.
 If applicable, disclose your fee and collection details.
 Prior to meeting login to confirm their plan is complete
 Send the client home with a loaner copy of The
or if applicable, collect the questionnaire and enter the
Ultimate Gift DVD and a bag of microwave popcorn.
data for the client.
The Ultimate Gift is an inspirational, "feel-good" movie
 Print a completed plan for review during your next
that illustrates the power of legacy planning. (By giving
meeting.
the client a “loaner” it’s more likely they will watch it
within the week)
REVIEW AND DISCUSS THE LEGACY PLAN
ENGAGE CLIENT IN THE PROCESS
 Present the completed legacy plan.
 Engage the client in an open discussion about  Once more, review the delivery process and role of
The Ultimate Gift. the plan administrators.
 Get a verbal commitment to do a legacy plan.  Educate the client on how to facilitate a family
discussion.
 Enter the client via “Invite Client” from your
Breadcrumbs administrative platform.  Underscore the importance of notifying the appropriate
people about the legacy plan.
 Provide the client with a login user ID and password
so they can access Breadcrumbs and begin their plan.  Encourage the client to have an annual review with
family members (the Friday after Thanksgiving is
 Give client another overview of the website and
always a good idea).
highlight the fact that they can also refer to the tutorial
(from Plan Summary) for more detailed instructions.
 Should they prefer not to use a computer provide the
client with a questionnaire.
 Explain the difference between solo mode and
collaboration mode as well as the process of selecting
a plan administrator.
 Agree to a target completion date.
© Copyright 2008, Plan Your Legacy, LLC