Often, the transfer of wealth is closely connected to your clients’ values, especially when directing a portion of their estate to causes they champion. Examining what’s important in your clients’ lives allows you to help them shape a thoughtful giving strategy, while building relationships with the entire family.

Some simple exercises that can encourage this exploration include:

• Sponsoring an online service to help clients construct a family tree
• Videotaping elderly family members as they tell their life stories
• Helping your clients develop a family mission statement
• Customizing your intake form to include children and grandchildren 

If you think wealth management starts with a deep understanding of what truly matters to your clients, then Beyond Wealth: Helping Clients Create a Legacy of Values is a great resource you can turn to again and again!