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How to Get Referrals from Estate Planning (w/ Yohance Harrison of Money Script Wealth Management)

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Summary

In this case study with Money Script Wealth Management, we sat down with Yohance Harrison (CEO) to explore how he leveraged estate documents from Encore to identify key prospect introductions and centers of influence, turning one estate plan into many just from one meeting.

What's Money Script Wealth Management?

Money Script Wealth Management, led by Yohance Harrison, focuses on comprehensive financial planning and wealth management services designed to simplify clients' financial lives. Yohance is passionate about fully addressing all aspects of clients' financial well-being, with a special emphasis on estate planning.

As Yohance emphasizes: "I'm bringing you the tools and services so that you can get your financial affairs in order."

Challenges:

  • Despite regularly urging clients to complete their estate plans, Yohance consistently faced resistance or delays.
  • Traditional estate planning was cumbersome, confusing, and overwhelming for many clients, leading to procrastination on clients getting their estate plans done (nevermind funded!).

Solution:

  • Yohance wanted an estate planning solution that simplified estate planning, ultimately choosing Encore Estate Plans for its ease of use and client-friendly process.
  • Encore's straightforward platform transformed how Yohance delivered estate planning.

Results:

  • Increased revenue: Since adopting Encore and streamlining his process, estate planning became a notable revenue source within Money Script Wealth Management’s practice.
  • Rapid client adoption: Yohance's firm completed the most estate plans they've ever done.
  • Enhanced Client Relationships: Clients deeply appreciated the simplicity and peace of mind provided by completing their estate plans.

 

Challenges

Client procrastination on getting estate plans done was like leading a horse to water

Yohance said it best: "Estate planning is not fun. Nobody looks forward to it."

Like every advisor, Yohance always puts his clients and their needs first. Completing their estate plan is one need that Harrison constantly nudges his clients to take action on. But, inertia wins more often than not:

"I had a client that had been diagnosed with leukemia... We'd been talking about estate planning since 2002. She kept putting it off, putting it off, and now here she is, knowing that her end is near."

For Yohance, this experience crystallized the urgency and importance of improving the estate planning process.

 

Solution

Encore: an estate planning platform that was easy to use, client-friendly, and has the best customer service

Yohance began searching for innovative solutions that simplified estate planning, ultimately choosing Encore Estate Plans for its ease of use and client-friendly process:

"I went on a search...and I came across two companies: Trust & Will and EncorEstate Plans. I started using them both simultaneously, ultimately winding up with Encore as my primary provider."

Encore's straightforward platform transformed how Yohance delivered estate planning:

" Since we've been working with Encore...we've helped over a hundred clients put an estate plan together. Signed, sealed, and delivered."

 

Results

Growth, increased referrals, and client appreciation of how easy it was to finally get their estate plans done

Partnering with Encore significantly enhanced Yohance’s practice, not just by improving client outcomes but by generating substantial growth and referrals.

  • Rapid Client Adoption: Yohance’s firm quickly achieved more estate plans completed than ever before.
"I've never had this many completed estate plans ever...clients I've been working with for 15, 20 years, and I'm like, 'Look, we're finally going to get this done.'"
  • Increased Revenue: Estate planning became a notable revenue source within Money Script Wealth Management’s practice.

"[Estate planning] has been a revenue generator. Absolutely has."

  • Enhanced Client Relationships: Clients deeply appreciated the simplicity and peace of mind provided by completing their estate plans.

"Countless emails and phone calls saying, 'I am so glad we got this done. Finally, we can check this off.'"

 

Encore’s Role in Driving New Referrals

One of the most significant impacts of integrating Encore was the powerful referral-generating opportunities it provided. Yohance strategically leveraged estate documents created by Encore to identify key introductions and centers of influence:

"Clients will name in their documents their power of attorney, their beneficiaries, executor...my assistant goes into Encore, pulls all those names out, and puts them into Wealthbox."

This intentional approach quickly translated into multi-generational referrals where one estate plan turns into many:

"One estate plan turned into many. My favorite story: I was with a young client...she said, ‘I guess my mom will be my everything [POA, health care agent, executor].’ I asked, ‘Do you know who your mom named?’ Mom walks into the frame and says, ‘We need to talk, too, because I need to get an estate plan done.’ Then grandma says, ‘We need to do my documents, too.’ One estate plan turned into three."

 

Advice for Advisors Considering Estate Planning and Encore

Yohance recommends advisors hesitant about adding estate planning to start by evaluating their existing client base and clearly communicating their role:

"First, take an inventory of your practice" who has estate plans, who doesn’t? Secondly, research vendors...finally, call your top five clients and say, ‘I was listening to a podcast about estate planning; do you think this would be a good idea?’

"Yohance also emphasizes clearly distinguishing the advisor’s role from legal practice:

"I tell clients, ‘I'm not an attorney; I partner with other companies to help me do it. My job is to help you clearly understand your estate planning goals.'"

Yohance’s partnership with Encore Estate Plans has fundamentally enhanced the quality of client care at Money Script Wealth Management, creating deeper client relationships and driving significant firm growth.

Reflecting on the profound impact estate planning has had, Yohance summarizes his experience clearly:

"Estate planning dramatically changed how we're able to deliver services. We've helped over a hundred clients complete their estate plans. It's given me peace of mind knowing I'm doing what I promised when clients first hired me."

Encore empowered Money Script Wealth Management to deliver on its promise of truly comprehensive financial care, benefiting both the firm and the many families it serves.

 

 
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