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Let’s talk first meetings with wealth inheritors. Running better first meetings with this type of prospective client means being able to understand their expectations. 

Here are three questions to start the conversation:

One: How do you hope your inheritance will impact your future?
This open-ended question can help you uncover the degree to which they have a distinct vision for their newfound wealth.

Two: Do you know how you will receive the inheritance?
Knowing whether an inheritance is received outright or in trust will determine how much control clients have over the assets. If assets are held in trust, seek to understand the terms.

Three: Are you familiar with the tax implications associated with this inheritance?
While estate and gift taxes are generally paid by the grantor, ongoing taxes are typically paid by the 
recipient and, when received in trust, the tax consequences can be further nuanced.

Incorporate these three questions in first meetings with wealth inheritors to gain a deeper understanding of your prospective clients, and position yourself as a valuable resource.

The views expressed in these posts are those of the authors and are current only through the date stated. These views are subject to change at any time based upon market or other conditions, and Eaton Vance disclaims any responsibility to update such views. These views may not be relied upon as investment advice and, because investment decisions for Eaton Vance are based on many factors, may not be relied upon as an indication of trading intent on behalf of any Eaton Vance fund. The discussion herein is general in nature and is provided for informational purposes only. There is no guarantee as to its accuracy or completeness. Past performance is no guarantee of future results.