When it comes to advancing your estate planning business, one of the best marketing tools you have is right there in the mirror: You. Your knowledge, insight and expertise can be a real marketing asset. But first you have to position yourself as that expert, the reliable source that the media and others turn to for a thoughtful, professional perspective.

A client who experiences a critically disabling event has to navigate and manage many obstacles, both physical and emotional. One question, however, that an incapacitated client should not have to ask is “Who will see that my estate continues to be well managed and that my wishes will be followed?” 

About five years ago I invested in a tuxedo – shirt, tie, studs, shoes – the whole nine yards. Formal wear is not something I need often, but when I do it’s convenient to have it right there, in my closet, ready to go. And with no more tuxedo rentals, the tux has proven to be a worthwhile wardrobe investment.

I recently pulled out the tux and tried it on in anticipation of an upcoming event. Something was different. Actually, it was me. My commitment to a healthier, more active regimen was paying off, but the tuxedo was going to need some adjustments. I went to go see the tailor.

It’s a good reminder for us and for our clients. Call it, if you will, a first principle of estate planning: What fits you now won’t fit you forever.