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From the School of Hard Knocks: Thoughts About the Initial Client Interview

Date: October 9, 2018

Time: Noon ET (60 Minutes)

Guest Speaker: L. Paul Hood, Jr., JD, Speaker/Author/Consultant, PPI Dean of the Cutting Edge

Materials/Resources:

Initial client interviews are critical to the success of the planner-client relationship, yet aren’t studied that much by estate planners. Paul will conduct an in-depth look at the initial planning client interview, principally by directly applying actual quotes from medical textbooks on the initial interview, to provide guidance to estate and financial planners. He also will:

  • Compare what goes through the minds of the estate planner and the client during the initial client interview.
  • Emphasize the importance of watching the non-verbal communication of clients.
  • Discuss selected pointers about types of questions to ask and what types of questions to avoid.
  • Lay out some interviewing suggestions to help make your interviews go more smoothly and be more productive.

In this hour-long session, Paul will transform how you think about the initial client interview!

Introduction to Our Guest Speaker

L. Paul Hood, Jr. received his J.D. from Louisiana State University Law Center in 1986 and Master of Laws in Taxation from Georgetown University Law Center in 1988. Paul is a frequent speaker, is widely quoted and his articles have appeared in a number of publications, including BNA Tax Management Memorandum, BNA Estates, Gifts & Trusts Journal, CCH Journal of Practical Estate Planning, Estate Planning, Valuation Strategies, Digest of Federal Tax Articles, Loyola Law Review, Louisiana Bar Journal, Tax Ideas, The Value Examiner and Charitable Gift Planning News. He has spoken at programs sponsored by a number of law schools, including Duke, Georgetown, NYU, Tulane, Loyola (N.O.) and LSU, as well as many other professional organizations, including AICPA and NACVA. From 1996-2004, Paul served on the Louisiana Board of Tax Appeals, a three member board that has jurisdiction over all Louisiana state tax matters. A self-described “recovering tax lawyer,” Paul is the author or co-author of four books, and is the proud father of two boys who are the apples of his eye, Paul III and Evan. Happily married to Carol A. Sobczak, Paul lives with Carol in Toledo OH, where he serves as the Director of Planned Giving for The University of Toledo Foundation.

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Teleconferences & Webinars

Tuesday, October 2nd
Noon ET (60 Minutes)
The Power of Images: How Visual Communication Can Lead to Better Client Service and More Creative and Effective Professionals
Susanne van der Meer, Big Picture Consultant at Sift Visuals/Legal Visuals at www.SiftVisuals.com

Tuesday, October 9th
Noon ET (60 Minutes)
From the School of Hard Knocks: Thoughts About the Initial Client Interview
L. Paul Hood, Jr., JD, Speaker/Author/Consultant, PPI Dean of the Cutting Edge

Tuesday, October 16th
Noon ET (60 Minutes)
Experiential Learning: What Is It, and How Can It Accelerate Behavior Change and Transformational Results with Families and Their Advisors
Erik Gabrielson, Partner, Activ8

Tuesday, October 23rd 
Noon ET (60 Minutes)
The Art of Gathering: How We Meet and Why It Matters
Priya Parker, Founder, Thrive Labs

Tuesday, October 30th
Noon ET (60 Minutes)
Time, Talent, Treasure and Ties:  A purposeful tool to help individuals, families and boards more fully align themselves with their values
Danielle Oristian York, Managing Director, 21/64  and Jennifer Touchet, Senior Director of Family Philanthropy, Greater Houston Community Foundation

By |2018-10-09T09:34:33+00:00September 21st, 2018|Catalysts for Collaboration, Purposeful Conversations|