Leveraging Estate Planning as a Marketing Tool for Advisors, with Matt Morris of EncorEstate Plans

“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. This season, his guests include industry conference attendees from across the country.

Almost every human has three fears regarding money.

1. Will I have enough money to retire?
2. Will I have enough money to live out my days?
3. After I die, will my kids and family be taken care of or did I leave them a mess?

Advisors routinely provide answers and solutions to the first two questions. But there’s a gap when it comes to the last question.

According to Matt Morris, “Advisors have a huge opportunity to step into this gap and help uncover issues that are there.”

As CEO of EncorEstate Plans, Matt empowers advisors to create an exceptional estate planning experience for clients through technology and a human-centric approach.

Many clients don’t have an estate plan or will, and the existing experience surrounding the process of either is subpar. Rather than recommend an attorney, advisors can leverage the resources EncorEstate Plans provides and facilitate the process themselves. 

It’s a win-win for client and advisor alike. Each party is already familiar with one another — there’s a level of established trust. Additionally, advisors have the opportunity to build relationships with their clients’ children. The generational wealth transfer is imminent, and the estate planning process is imperative. 

“Advisors need to put themselves in the situation where they earn the right to work with the next generation,” Matt said.

He joins us for episode 39 of “On the Circuit” to talk about the do’s and don’ts of estate planning, and how EncorEstate Plans helps advisors add even more value to their clients. He talks with host Johnny Sandquist in a conversation recorded live from the Fearless Investing Summit in October 2023 in Miami.

Click “play” above to listen to the full episode. To hear from more industry friends and experts, subscribe to “On the Circuit” wherever you listen to podcasts. 

Key Takeaways

1. Estate planning ensures advisors are involved with the next generation of clients, a must with the imminent generational wealth transfer.
2. The gap in the estate planning process over who really owns responsibility provides advisors with an opportunity to provide immense value to their clients and profit to their business.
3. Technology simplifies processes, but there’s no replacement for human review and human support.

Key Timestamps and Topics

• 00:01:09 – What is EncorEstate Plans and why should advisors care? Matt gives us the scoop.
• 00:02:16 – The current client experience and process for estate planning isn’t great, Matt shares why.
• 00:04:36 – Despite offering tech solutions, EncorEstate Plans keeps humans at the center of what they do, and there’s a good reason why.
• 00:07:23 – Matt talks all things estate plans, including how often clients should review and update their estate plan and how advisors can prepare for the generational wealth transfer
• 00:11:35 – How can estate planning be a profitable service for advisors to offer? 
• 00:13:13 – Matt discusses the number one thing that advisors should be doing right now to keep clients fearless 

Relevant Links

• Download our free ebook, The Advisor’s Guide to Starting a Podcast
• Connect with a member of our team

About Three Crowns

Three Crowns is a full-service marketing partner, providing the financial industry with high quality custom blogs, website design, branding, podcast production and more. We help financial advisors and fintech companies find their message and amplify their voice. From strategy to click-worthy content, to SEO optimization and social media promotion, our team is ready to help you feel confident in your communication. Click here to connect with a member of the Three Crowns team today.