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Guest Speakers: David R. York, Esq., CPA, Managing Partner of York Howell & Guymon, PPI Dean of Legacy and Tina Lovejoy, Director of Entrusted Planning, York Howell & Guymon

Host: John A. Warnick, Esq., Founder, Purposeful Planning Institute

Description: The successful transfer of wealth begins by asking three essential questions. The answers to these questions will determine how to engage with a burgeoning number of clients who are ready for a different approach to their planning journey.

Key Points:

  • In our industry, we often spend a lot of time giving clients tools, but very little time asking them where they want to go.
  • If we begin to outfit a client for a journey without knowing how far they need to go, we may hand them the wrong gear. A person who begins from a trailhead in their neighborhood for a one-hour morning hike needs very different gear than someone who’s flying to Switzerland to hike the Alps for two months. From the planning perspective, individual, family, or team culture is the starting point.
  • When families ask, “How long will our planning take?” a helpful response is, “Where do you want to go?”. Once we know where a client is starting from and where they want to go, giving them their gear is the easy part.
  • When clients are reminded that there’s room to regularly reassess their planning based on the changes in their lives, or when they gain a different perspective, they feel free to engage their advisors sooner in the process. Then, as advisors and facilitators, we have greater context as to how to help the clients, which helps the course corrections become more and more focused.

Reading Recommendations: Entrusted: Building a Legacy That Lasts by Andrew L. Howell & David R. York (Available on Amazon) and Riveted: 44 Values That Change the World by David R York & Andrew L Howell (Available on Amazon)

Purposeful Quote: “Legacy. What is a legacy? It’s planting seeds in a garden you never get to see.” – Lin-Manuel Miranda, Hamilton: The Revolution

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