Have you ever taken the time to explore with your clients how their lives and work will impact those who follow them? Or discussed what they hope to leave behind, beyond money, as a lasting influence when they are gone? If you are uncomfortable asking a client these pointed questions, you are missing an opportunity to strengthen your relationship and your role as an advisor.

In fact, such a legacy conversation can powerfully influence both your clients' lives and your practice. Enabling your clients to identify and share their values and vision for the future is a priceless service. In addition, by expanding your role in your clients' lives and your relationship with their families, you can potentially sustain your practice by maintaining the next generation as your clients.

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