The Starter Pack
Cost-blocked on-ramp. Two documents, no notary handling. Floor option only.
$249
per person
01What's Included
- Last Will & Testament — basic will (not pour-over)
- Advance Healthcare Directive — Living Will + HCPOA combined, AZ-compliant
- Educational inserts — explains each document
- Folder + USB — digital copies (NO Legacy Binder)
- Notary handling — NOT included; client takes to UPS Store, ~$15–25
02Discovery Signals
Ideal Client
- Cost is the absolute blocker, not "I'd rather not"
- No real property (renter)
- No minor children
- Simple beneficiary structure
- 20s/30s first-timer, single professional
- Webinar tire-kicker; needs SOMETHING
Wrong Fit — Redirect To
- Owns AZ homeHPS, or Final Wishes + Beneficiary Deed
- Has minor childrenGPP — non-negotiable
- Aging parent carePAC Essentials/Complete
- Wants notary handledTier 2+ package
- Wants Legacy BinderTier 2+ package
- $100K+ investment accountsFinal Wishes + beneficiary review
03Presentation Scripts
Tone
Transparent, not apologetic. Don't lead with this — it's the floor, not the recommendation. Only present after cost surfaces as the absolute blocker.
Introducing It (after cost objection)
If cost is the issue right now, here's our floor — the Starter Pack at $249 per person. It's literally the two most important documents: a Will and a Healthcare Directive. No notary handling on our end, just the documents and a folder with a USB. It's a starting point. Most clients move up to a fuller plan within a year or two.
Cost-Blocked Couple — The Three-Tier Ladder
For both of you, the math runs three ways. Two Starter Packs is $498 — you'd handle the notary yourselves. Standalone Will plus Advance HC Directive is $598 with notary included — same documents, we handle the notary. Final Wishes is $698 and adds the Legacy Binder, Letter of Last Instructions, your funeral preferences. Each step is $100. Where do you want to land?
Honesty about Limits
Two documents, no notary handling, no binder. The other packages bundle in 5–11 documents, the Legacy Binder, and the notary appointment — that's where the price difference is. The lower price doesn't mean lower-quality documents — it means we're not bundling in extra services.
04Common Objections
"If it's per person, why is Final Wishes the same price for one or two people?"
Final Wishes is built around the household — most of the work is the same whether one or two people sign. Starter Pack is just two individual documents per person. No household-level work to share, so the math is per person.
"Should I just get this now and add things later?"
You can — but standalones add up fast. If you need three or four more documents anyway, Final Wishes at $698 is usually the better value once you do the math.
"What about the notary — can't I just come to your office?"
On the Starter Pack, no — that's part of what keeps the price low. UPS Store or your bank notarizes for $15–25. On Final Wishes and above, we handle the notary as part of the package.
"Will this hold up legally?"
Yes. The documents themselves are AZ-compliant and legally binding once notarized and witnessed. Lower price means less bundled services — not lower-quality documents.
05Cross-Sell Paths
Add Standalones at the Close (Single Client)
- ★ Guardian Quick-Start (REQUIRED CONVERSATION if minor kids)+$249/parent
- + Notary Handling (if client wants notary handled vs DIY)+$75/person
- + Financial POA (per individual)+$229
- + HIPAA (per individual)+$89
- + Digital Asset Auth (per individual)+$99
- + Beneficiary Deed (per property, if homeowner)+$249
- Loaded single Starter Pack$666
- At $666 → reframe to Final Wishes ($698)→ +$32
Final Wishes
Death-readiness package. "Don't leave your family a mess." Notary + binder included.
$698
flat per estate
01What's Included
- Last Will & Testament — full will, not pour-over (per person; two for couples)
- Letter of Last Instructions — practical "where everything is" letter to family
- Final Disposition — burial/cremation preferences (legally binding for AZ funeral providers)
- Final Tribute — memorial service preferences (location, music, eulogy notes)
- Legacy Binder — branded navy/gold binder, organized with dividers
- USB digital copy + notary handling via Proof.com
02Discovery Signals
Ideal Client
- Wants family to know what to do when they die
- Doesn't own real property (renter, sold home)
- Has trust elsewhere already
- Older clients focused on death-readiness
- Recent loss in family triggered urgency
- Single seniors without children
- Adamant about funeral preferences
- Adult child sponsoring aging parent's basic plan
Wrong Fit — Redirect To
- Owns AZ home, no probate planHPS ($1,599) — long-term better deal
- Has minor childrenGPP ($1,699)
- Aging parent carePAC Essentials/Complete
- Wants healthcare directives+ Medical Directives ($1,396 combined)
- Multi-state propertyHPS or PAC Complete
03Presentation Scripts
Tone
Warm, never urgent or fear-based. The client is doing something kind for their family. Treat the conversation that way. Lead with family-protection emotional driver, not financial.
Introducing It
Based on what you're telling me, what you really want is to make sure when something happens, your family knows exactly what to do. That's what Final Wishes is built for. It's $698, and it covers both you and [spouse] together — same price for one or two of you. You get a Will, a Letter of Last Instructions for the practical "where everything is" info, your funeral preferences in writing, and your memorial service preferences. We handle the notary, you get the Legacy Binder, and your family has one place to go when they need it.
The Death-Readiness Emotional Hook
Have you ever been in a situation where someone died and the family had no idea what they wanted for the funeral? Burial vs. cremation, music, who speaks — and everyone's grieving and arguing? That's the most common thing I see, and it's completely preventable. Final Wishes is the document set that prevents it.
Letter of Last Instructions Education
Different jobs. The Will is legal — it tells a court who gets what. The Letter of Last Instructions is practical — it tells your spouse where the safe deposit box is, what your Apple ID password is, who to call at the bank. Your family can have a perfect Will and still be lost for weeks trying to find your accounts. The Letter is the difference between "sorted out in a week" and "sorted out in three months."
04Common Objections
"Why does it cost the same for one person as for two?"
The structure of the documents is mostly the same whether one or two people sign. Building you a Legacy Binder, doing one notary session, generating templates that work for either configuration. Two Starter Packs is $498 — for $200 more, Final Wishes covers both of you with full notary handling and the binder.
"What about a trust? Should I get a trust instead?"
Depends on what you own. If you own a home in Arizona, yes — without a trust your house goes through probate, which takes 6–18 months and costs $3K to $15K. In that case, Final Wishes alone leaves a meaningful gap. For homeowners specifically, my Homeowner Probate Shield package at $1,599 is a much better fit. What's your housing situation right now?
"Can I just get the Will by itself?"
You can — that's our standalone Will at $349. But you'd be missing the funeral preferences, the Letter of Last Instructions, and the binder. For just $349 more, Final Wishes covers all four documents per person, the binder, and we handle notary. It's the obvious better deal once you do the math.
"My church already has my funeral wishes."
That's great — and it's worth checking that what your church has is actually documented in writing and accessible to your family in a hurry. A lot of times those conversations are verbal or scattered across different staff members. Final Wishes puts it in your binder, in writing, in your home — so your family doesn't have to call the church office at 11pm asking who you wanted to do the eulogy.
05Cross-Sell Paths
Common Add-Ons
- + Medical Directives (natural pair, healthcare side)$1,396
- + Beneficiary Deed (if homeowner, no trust)$947
- + Financial POA (per individual)$927
- Stacking math callout: stacking all 3 Tier 2 = $2,244 → reframe to HPS$1,599
Medical Directives
Healthcare-during-life protection. The HIPAA gap is the strongest hook.
$698
flat per estate
01What's Included
- Living Will — end-of-life treatment preferences (per person)
- Healthcare POA — designates agent + successor
- HIPAA Authorization — separate document for records access (the gap most people don't know about)
- Care Preferences — broader treatment philosophy, religious/cultural considerations, mental health authority
- Emergency Medical Cards — wallet-sized, two per person
- Legacy Binder + USB + notary handling
02Discovery Signals
Ideal Client
- Over 50 (every adult should have these by 50)
- Chronic health conditions
- Surgery scheduled — pre-surgery clients are highly motivated
- Recently hospitalized or had health scare
- Witnessed family medical drama
- Adult child helping aging parent
- Snowbirds (need AZ + home state)
- Single people — no spousal default for medical decisions
- Separated but not divorced
- Non-traditional family structure
Wrong Fit — Redirect To
- Young, healthy, no kids/surgeryFinal Wishes may fit better
- No Will yetFinal Wishes ($698) or combined ($1,396)
- Helping aging parentPAC Essentials ($1,499) — already includes this
- Owns home, no probate planHPS ($1,599)
- Has minor childrenGPP ($1,699)
- Just wants HIPAA for spouse accessStandalone HIPAA ($89/person)
03Key Education Moments
★ The HIPAA Gap (most powerful hook)
"Federal law says no by default."
Most clients have never heard of the HIPAA gap. Frame it as a question that creates the moment of recognition. Without HIPAA in writing, even your spouse can be denied a status update by federal law.
★ Single Client Worst Case
"A stranger appointed by a judge."
For single clients, the absence of these documents means a court-appointed guardian — a stranger — makes their medical decisions while friends and family are excluded by HIPAA. Strongest reason for a single client not to delay.
04Presentation Scripts
Tone
Professional, calm, factual. The healthcare topic gets emotional fast; staying matter-of-fact lets the client process the information without panic.
The HIPAA Education Hook
Quick question — if your husband is in the ICU tomorrow, do you think the hospital can give you a status update? Most people assume yes. Federal HIPAA law actually says no by default. Without a HIPAA authorization signed in advance, the hospital legally can't tell you anything beyond confirming he's there. The Healthcare POA gives someone authority to make decisions but doesn't necessarily grant access to records — those are two separate legal mechanisms. The Medical Directives package fixes both gaps and a few others. It's $698 and covers both of you.
Single Client Pitch
Here's what concerns me about your situation. You're single, no kids, no spouse — which means if something happened to you, there's no automatic decision-maker. The hospital would have to petition the court for a guardian, which means a stranger appointed by a judge would be making your medical decisions while your friends and family are excluded by HIPAA. Medical Directives prevents all of that. You designate exactly who you trust, in writing, and they have full authority and full access. This is the package I'd most strongly recommend you not delay on.
Couples Pitch
Most couples assume marriage gives them everything they need — and for some decisions it does. But there are real gaps. HIPAA blocks records access by default. End-of-life treatment decisions need to be in writing or hospitals will sometimes default to aggressive intervention. Mental health treatment authority is separate from physical. Medical Directives closes all those gaps for both of you. $698 covers both of you, including the notary and the binder.
05Common Objections
"My spouse can already make medical decisions for me, right?"
Some, not all. Your spouse can authorize emergency care and routine decisions, but for end-of-life choices — life support, feeding tubes, do-not-resuscitate — hospitals usually require a written Living Will or they'll default to aggressive treatment. Mental health treatment authority is also separate. And HIPAA doesn't automatically grant your spouse records access — that's its own form.
"Why do I need a HIPAA form if I have a Healthcare POA?"
Different jobs. The HCPOA gives someone authority to make decisions. HIPAA gives them authority to access information. Sounds like the same thing but it isn't — courts and hospitals treat them as separate. You can be making decisions for someone but be denied their lab results without a HIPAA.
"I'm only 45 and I'm healthy. Do I really need this?"
Honestly, the most common time these documents get used is unexpected accidents, not slow illness. Car accidents, allergic reactions, surgery complications, sudden cardiac events. Healthy 45-year-olds are exactly who I see end up in the ICU with no plan. The right time to do this is when you don't need it. By the time you need it, it's too late to sign anything.
"My doctor's office gave me a form last year — isn't that enough?"
Sometimes yes, sometimes no. Most doctor-office forms are HCPOAs only — they don't include the Living Will preferences, the HIPAA, or the Care Preferences. They're also often state-specific. Worth bringing me what you have so I can review whether it's complete or whether there are gaps to fill.
"I'm a snowbird — does this still work in [other state]?"
AZ documents have reciprocity in most states for emergency situations, but for ongoing treatment decisions, hospitals often want their own state's forms. The honest answer: you should have parallel documents in your home state. I can do the AZ side; for [other state] you'd want a local document preparer or attorney.
06Cross-Sell Paths
Common Stacks
- + Final Wishes (natural pair)$1,396
- + Financial POA (per individual; for HCPOA's broader counterpart)$927
- + Personal Care Agreement (if caregiving aging parent)$947
- Aging-parent buyer: reframe to PAC Essentials$1,499
Living Trust
Probate avoidance for clients without avatar fit. Funding gap is on client.
$848
flat per estate
01What's Included
- Revocable Living Trust — joint trust for couples (both as co-trustees with survivorship)
- Pour-Over Will — backup for unfunded assets (per person; two for couples)
- Schedule of Assets — inventory attached to trust
- Asset Assignment — general assignment of personal property
- Certificate of Trust — bank-friendly summary
- Certificate of Incumbency — confirms acting trustees
- Trust POA — POA for trust matters
- Asset & Account Inventory — funding instructions
- Legacy Binder + USB + notary
- Real estate retitling: NOT INCLUDED — see HPS instead for homeowners
02Discovery Signals
Ideal Client (narrow)
- Renters with significant investment assets
- Older clients who sold the house, brokerage portfolio focus
- Has attorney/CPA handling funding work themselves
- Refresh of existing trust (no new retitling)
- Blended family without home
- Trust paired with insurance product (LTC hybrid)
- Committed DIY-er who insists
- High-asset renter ($500K+ non-real-property)
Wrong Fit — Redirect To
- Owns AZ homeHPS ($1,599) — saves DIY costs + insurance review
- Multiple propertiesHPS + add-on retitling
- Has minor childrenGPP ($1,699) — Children's Trust provisions
- Aging parent helpingPAC Complete ($1,999)
- "I'll fund it later"RED FLAG — push to HPS
- Doesn't understand "funding"HPS — needs the service
03Presentation Scripts
Tone
Straightforward, not salesy. Living Trust standalone is the right product for a narrow client. Protect those clients with clear funding-gap communication. Most "wants a trust" prospects should be redirected to an avatar.
For a Renter with Significant Assets (right fit)
Based on what you're telling me — you're renting, you've got the brokerage account, the IRA, the life insurance — what you actually want to avoid is having those accounts tied up in probate when something happens. A trust can do that. The Living Trust package is $848. I'll prepare all the documents — the trust itself, the pour-over wills for both of you, the certificates banks will ask for. The piece I want to be very clear about: you'll need to update the beneficiary designations on those accounts to name the trust, and I'll give you the exact language. Without that step, the trust doesn't actually work.
Redirecting a Homeowner (most common)
Honestly, before I quote the standalone Living Trust at $848, I want you to know about the package built for your specific situation. It's the Homeowner Probate Shield — $1,599. The price difference is $750, but it includes recording a new deed for your house into the trust, creating an EIN, the bank trust account paperwork, a life insurance gap review, and a first-year follow-up. If you DIY the retitling, that's a $300–500 expense and a few hours of your time. Most homeowners I talk to choose HPS once they understand the math.
The Funding-Gap Honesty Moment (CYA)
Last thing I want to flag: a trust only works if it actually owns your assets. The most common mistake I see with DIY trust kits is people set up the trust and never fund it — then when they die, everything still goes through probate because nothing was ever titled to the trust. With this standalone package, that funding work is on you. I'll give you written instructions and the exact paperwork, but the recording, the bank visits, the beneficiary updates — that's your responsibility. If that sounds like more than you want to take on, the Homeowner Probate Shield package is where I do the funding work for you.
04Common Objections
"Why is HPS only $750 more if it does so much extra?"
Because the marginal work is mostly already done once the documents are drafted. The retitling, EIN, banking — that's a few hours of additional fulfillment time. The savings on your side, in time and DIY costs, are substantial. For actual homeowners, HPS is almost always the better deal.
"Can I just download a template online for $99?"
You can. Two issues: AZ-specific provisions can be wrong (most templates are Delaware/California oriented), and they're never funded. The trust paperwork is the cheap part — making it a working legal vehicle is the work. With templates, you're paying for paper.
"Will my spouse and I both control the trust?"
Yes — for couples, the joint trust names both of you as grantors and as co-trustees. Either of you can act independently for routine matters; for matters requiring both signatures, the Certificate of Incumbency is the document banks use. If one of you passes away, the surviving spouse automatically continues as sole trustee with full authority.
"Does the trust avoid taxes?"
A revocable living trust does NOT reduce your estate tax exposure. AZ has no state estate tax, and federal estate tax doesn't kick in until well above $13M+ per person. What the trust avoids is probate — which costs 3–7% of the estate value and takes 6–18 months in AZ.
"Why not just use a Beneficiary Deed for my house?"
For some clients that's exactly right. The tradeoffs: a Beneficiary Deed only covers the house — bank accounts, brokerage still go through probate. It also doesn't help if you become incapacitated but are still alive. For a simple situation, Beneficiary Deed plus Final Wishes works ($947). For more comprehensive protection, the trust is the right vehicle.
05Cross-Sell Paths
Common Add-Ons
- + Final Wishes$1,546
- + Medical Directives$1,546
- + Financial POA (per individual)$1,077
- Reframe to HPS for homeowners$1,599
- Stacking 3 Tier 2 = $2,244 → reframe to HPS$1,599
Homeowner Probate Shield
Catalog anchor. Full estate plan + retitling + insurance gap analysis.
$1,599
flat per estate
01What's Included
- Full estate plan — Trust, Pour-Over Will, Certificates, Trust POA, all supporting docs
- Real estate retitling — 1 property included; +$199 each additional
- EIN creation — for the trust
- Bank trust account paperwork
- Pre-existing deed analysis — title issues identified before recording
- Property Tax Strategy Brief — AZ Class 3 vs Class 4
- Annual Property Asset Statement
- Successor Trustee Property Walkthrough
- HOA notification letter (when applicable)
- Asset Funding Checklist
- Beneficiary Deed comparison memo
- Trustee Onboarding + Digital Asset Authorization
- ★ Life Insurance Gap Analysis — written gap analysis (residual income engine)
- ★ Mortgage Protection Analysis
- First-year trust review (12-month follow-up)
02Discovery Signals
Ideal Client
- Owns at least one AZ home (qualifying signal)
- Wants family to skip probate
- Been putting estate planning off for years
- Recently became homeowner
- Approaching or in retirement
- Watched parent's estate go through probate
- Owns multiple properties (each +$199)
- Old life insurance, never reviewed beneficiaries
- Outstanding mortgage with limited protection
- Recently divorced homeowner needing redo
- Snowbird (AZ + home state)
Wrong Fit — Redirect To
- RenterLiving Trust standalone or Final Wishes
- Has minor childrenGPP first; HPS via Multi-Avatar
- Caring for aging parent owns homePAC Complete (parent is client)
- Pre-existing trust just needs amendmentLiving Trust standalone refresh
- Property in LLCDifferent process — quote separately
- Reverse mortgageQuote with disclosure or refer
- Lease-to-own (no legal title yet)Wait until title transfers
03Presentation Scripts
Tone
Confident, factual, slightly understated. Premium product, but the pitch shouldn't feel like a pitch — should feel like the obvious answer once homeowner understands what probate actually involves.
The AZ Probate Hook
Quick question — do you know what happens to your house in Arizona if something happens to you and you don't have a trust? It goes through probate, which means it's a court process. In Maricopa County right now, that's running 8 to 18 months. During those months, your spouse can't sell the house, can't refinance, often can't even take out a HELOC if they need cash. The court fees and attorney fees typically run $3,000 to $15,000, paid out of the estate. And it's all public record — anyone can pull the file. The Homeowner Probate Shield package is built specifically to prevent all of that. It's $1,599, covers both of you, and we handle the whole funding process — the deed retitling, the bank account conversion, the EIN, all of it.
The Value Anchor (vs. Living Trust standalone)
Let me show you why HPS is structured the way it is. The Living Trust documents alone, no funding service, would be $848. If I gave you those documents and you tried to do the retitling yourself, you'd spend $300 to $500 on deed preparation and county recording fees, plus several hours of your time figuring out the AZ-specific requirements. And most people I see who go that route never actually finish the funding — which means the trust doesn't work when it matters. HPS is the trust documents PLUS the funding service. Compared to a local attorney at $2,500 to $4,000 for the same work, it's a meaningful savings.
The Insurance Integration Angle
One thing I want to mention that's unique to my package — I'm also a licensed life insurance agent, so as part of HPS I review your current life insurance against your mortgage balance, your spouse's income needs if something happened, and your trust structure. This isn't a sales pitch — it's a gap analysis. About 70% of the homeowners I review have a meaningful gap somewhere: outdated beneficiaries that don't match the trust, underinsurance for the actual current home value, or mortgage protection that's expired. If we identify a gap and you want to address it, we can talk about that as a separate conversation. Either way, the analysis is included.
Multi-Property Add-On
You mentioned the rental property in Mesa. The base HPS package includes retitling for one property — your primary residence. The rental adds $199 for the second deed, so total would be $1,798 for both properties handled. Each additional property is $199 — keeps the per-property cost very low compared to doing them separately later.
04Common Objections
"$1,599 seems like a lot. The Living Trust is only $848."
Living Trust at $848 is documents only. You'd handle retitling yourself — deed preparation (~$200 in AZ), recording fees ($30), several hours figuring out AZ requirements. Most homeowners who try to DIY the funding never finish — and when something happens, the trust doesn't work because the house was never moved into it. HPS at $1,599 means I record the deed, do the EIN, prepare bank paperwork, AND do the insurance gap review and first-year follow-up. The $750 difference buys you completion.
"My attorney quoted me $3,500 for a trust. That seems high."
Most AZ attorneys charge $2,500–$4,000 for comparable work. HPS is intentionally priced below attorney rates because I'm a Licensed Document Preparer, not an attorney — same documentation, no legal advice. For 95% of homeowners, the document preparation is exactly the same; the legal advice is what they're paying $4,000 for and most never need.
"What about the due-on-sale clause in my mortgage?"
Federal law — the Garn-St. Germain Act — specifically protects revocable living trusts from due-on-sale enforcement when you transfer your primary residence into a trust where you retain a beneficial interest. Your lender can't call the loan due. Pre-existing deed analysis is part of HPS where I check the mortgage and identify any unusual provisions before we record.
"What if I sell the house in 5 years? Do I need to redo everything?"
No — the trust adapts. When you sell, you'll sell from the trust (the trustee, which is you, signs the closing documents). The new property you buy gets recorded directly into the trust. No new package needed for routine moves.
"Do I really need the insurance review?"
You might be fine — and if so, you'll get written documentation that confirms it. About 70% of homeowners I review have at least one gap, though. Common ones: beneficiary still names a deceased relative or ex-spouse; coverage was set when home was worth $250K and now it's $550K; group life insurance through work that disappears at retirement and was never replaced. Twenty minutes of review, written gap analysis, no obligation to do anything about it.
05Cross-Sell Paths
Common Stacks
- + Medical Directives (60% of HPS buyers)$2,297
- + Final Wishes$2,297
- + Both (full older-homeowner stack)$2,995
- + Additional property retitling+$199 each
- + GPP via Multi-Avatar (15% off second)$3,058
- + PAC Complete via Multi-Avatar$3,358
- ★ Insurance policy follow-on (residual income)Separate
Guardian Protection Plan
For parents with minor kids. Most emotionally driven sale + active insurance integration.
$1,699
flat per estate
01What's Included
- Trust with Children's Trust sub-provisions — staged distribution (typical: 1/3 at 21, 1/3 at 25, 1/3 at 30)
- Pour-Over Will with guardianship nomination (per parent)
- Standby Guardian Designation — IMMEDIATE legal authority, no court process
- Emergency Caregiver Authorization — short-term, routine medical/school
- Parental POA — AZ 6-month delegation
- Guardian Selection Worksheet
- Letter to Future Guardian — practical handoff
- Children's Memory Letters template
- ★ Life Insurance Gap Analysis + Beneficiary Coordination Review
- ★ Policy writing if gap identified (active insurance integration)
- Asset Funding Checklist + Trustee Onboarding
- Digital Asset Auth + First-year review
- NO real estate retitling — Multi-Avatar with HPS for parent-homeowners
02Discovery Signals
Ideal Client
- At least one minor child (under 18) — qualifying signal
- Hasn't named a guardian in writing
- Heard horror stories about CPS / family fights
- Recently became parents
- Recently divorced or remarried
- Single parents (especially urgent)
- Significant life insurance, never reviewed beneficiaries
- Owns a home + has minor kids (Multi-Avatar HPS+GPP)
- Stepchildren / blended family complexity
- New parents (under 35) thinking about it for first time
Wrong Fit — Redirect or Decline
- No minor childrenHPS / Final Wishes / Living Trust
- Disabled child (qualifying for SSI/Medicaid)REFER ATTORNEY — Special Needs Trust
- Pending divorce / custody battleDECLINE — wait for resolution
- Co-parents can't agree on guardianDECLINE — they need to agree first
- Foster / pre-adoption custodyWait for legal status
- Grandparents raising grandchildren (de facto)Need legal guardianship first
- International custody complicationsREFER international family law attorney
03Key Education Moments
★ The Default-State Walkthrough (most powerful hook)
"DCS takes them. A judge — a stranger — decides."
Don't manipulate this — just describe the actual default-state without proper documents. CPS overnight → 3-14 day court hearing → multiple family members can petition → judge decides. The reaction is visceral and earned.
★ Guardian vs. Trustee Distinction
"Don't put the cookie jar with the cookie monster."
Most parents haven't thought about separating who raises kids from who manages money. The conflict-of-interest framing is sticky and resolves itself naturally — most parents end up naming sibling as guardian, different sibling/friend/advisor as trustee.
★ The Children's Trust Math
"$750K to $1.5M coverage need."
Walk through the math out loud. Mortgage payoff + $50–80K/yr/kid until 21 + college + final expenses. Then their $200K group life from work. The gap is real, the gap is large, and term life at their age is cheap.
04Presentation Scripts
Tone
Warm, direct, parental. Daniel is talking parent-to-parent. Pitch should land as "I want your kids protected" rather than "I want your money." The product is genuinely better than the alternatives; the pitch should be about the kids.
The Default-State Walkthrough
Let me walk you through what would actually happen tonight if something happened to both of you and you don't have these documents. Step one: someone calls the police or the kids are at school when the news comes. Step two: AZ Department of Child Safety takes temporary custody — your kids spend the night in a state placement, possibly a foster home, possibly an emergency shelter. Step three: a court hearing is scheduled, usually 3 to 14 days out, where multiple family members can petition for permanent guardianship — your sister, your mother-in-law, your spouse's brother. Step four: a judge — a stranger — decides who raises your children based on what they hear in court that day. The Standby Guardian Designation is the document that prevents step two through four.
Guardian vs. Trustee Distinction
One thing most parents haven't thought about: the person who raises your kids and the person who manages the money for your kids should usually be different people. The guardian's job is to handle daily life — school, food, doctors, raising them. The trustee's job is to write checks for the guardian's expenses, manage investments, decide when each kid gets their inheritance. If you give one person both jobs, you've put the cookie jar with the cookie monster — even if they're a wonderful person, the conflict of interest is real.
The Insurance Gap (action-oriented)
Quick math problem. Your youngest is 7, so you've got 14 years until they're independent. If something happened to both of you tomorrow, the Children's Trust would need: mortgage payoff if you own a home, roughly $50K–$80K per year per kid for support and activities until 21, college costs, plus final expenses. Most clients in your situation are looking at a $750K to $1.5M coverage need. You mentioned you have $200K in group life through work — that disappears if you leave the job. So we're potentially talking about an $800K to $1.3M gap. The good news is term life insurance at your age is very inexpensive — usually $35 to $60 a month for a $500K, 20-year term. As part of GPP, I do the gap analysis and, if you'd like, I can write the policy with you — I'm a licensed agent, this is what I do.
Parent-Homeowner (Multi-Avatar)
Since you also own the house, you're actually the rare client who needs both of my avatar packages — GPP for the kids' protection and HPS for the home. Good news: I have a Multi-Avatar Discount that takes 15% off the second package within 60 days. So instead of $1,699 + $1,599 = $3,298, you'd be at $1,699 + $1,359 = $3,058. About a $240 discount. Compared to a family-law attorney for the same work — usually $5K to $7K total — it's a meaningful savings.
05Common Objections
"We don't have anyone to name as guardian. That's why we haven't done this."
Most common GPP objection. Two thoughts. First: if something happens tonight and you haven't named someone, a court still names someone — just a worse someone, possibly a stranger. Naming an imperfect person you've thought about is always better than letting a judge pick on a Tuesday morning. Second: you don't have to name the perfect person forever — you can update as life changes. The Guardian Selection Worksheet walks through the criteria and usually surfaces a workable choice.
"What if our chosen guardian doesn't want it?"
Real concern. Part of GPP intake is having you talk to your chosen person and confirm they'd accept. The Letter to Future Guardian is also part of building that relationship. If your first choice declines, you name a backup. About 10% of intakes I do, the parents come back and say "we talked, our first choice said no, here's our second choice" — that's a normal outcome.
"Aren't grandparents the automatic choice?"
There is no automatic choice in Arizona. AZ courts apply a "best interest of the child" standard, interpreted by individual judges with very wide discretion. Multiple family members can petition. The grandparents may or may not be considered ideal. If you want grandparents to be the guardians, that's exactly what you document with the Standby Guardian Designation and the Will nomination.
"Our kids will get our life insurance directly. Isn't that enough?"
Two problems. First: if your child is the named beneficiary and you both die, the insurance company sends a check to a minor. Minors can't legally control assets. The court appoints a conservator — usually a stranger — and at 18, your kid gets the full lump sum the day they turn 18. That's a 17-year-old college freshman with $600K in their bank account. Second: even if a relative is the conservator, court approval is needed for major expenses. The Children's Trust solves both — staged distribution at ages you set.
"What about our pets?"
We can incorporate pet provisions into the trust at no extra cost. You name a pet caregiver, allocate a specific dollar amount from the trust for the pet's lifetime care, and include backup caregivers.
06Cross-Sell Paths
Common Stacks
- + Medical Directives (parents in 30s/40s benefit)$2,397
- + Final Wishes$2,397
- + HPS via Multi-Avatar (parent-homeowner)$3,058
- + PAC via Multi-Avatar (sandwich generation)$3,143–$3,398
- ★ Insurance policy attachment (50% of buyers)+$30–$60/mo term
PAC Essentials
Adult-child for aging parent. No trust. Beneficiary Deed + ALTCS pre-planning.
$1,499
flat per parent's estate
01What's Included
- Last Will & Testament — for the aging parent
- Beneficiary Deed — for parent's home (one property; +$199 each additional)
- Financial Power of Attorney — broad, durable
- Healthcare POA + HIPAA + Living Will — full medical authority for adult child
- Personal Care Agreement — formalizes care, ALTCS-compliant if compensation involved
- ALTCS Pre-Planning Worksheet — eligibility scan, asset inventory, lookback flags
- Long-Term Care Insurance review — existing policies + gap if reasonable
- Caregiver Communication Plan — family roles, expectations
- Digital Asset Authorization + Legacy Binder + Notary
- First-year review
02Discovery Signals
Ideal Client (parent profile)
- Parent in 70s/80s, owns home outright or with low mortgage
- Simple asset picture — home + Social Security + small accounts
- Single property (Multi-property → PAC Complete)
- Care need imminent (1–3 years out)
- Adult child already handling parent's bills/medications
- No existing trust
- Family wants ALTCS as long-term care plan
- Single-state property (AZ resident, no out-of-state real estate)
Wrong Fit — Redirect To
- Multi-property parentPAC Complete
- $1M+ assetsPAC Complete for tax/trust structure
- Already has trustTrust amendment + standalones
- Multi-state propertyPAC Complete
- Parent under 60, healthyAvatar package for THEIR situation
- Parent in active dementia (capacity issue)REFER ATTORNEY — guardianship
- Already on ALTCSDecline — work already done
- Sibling dispute over inheritanceDECLINE — refer family attorney
03Key Education Moments
★ Beneficiary Deed vs. Living Trust (defending the choice)
"For a simple estate, Beneficiary Deed is the better answer."
PAC Essentials uses a Beneficiary Deed, not a trust, on purpose. Cheaper, simpler, valid in AZ, and avoids the funding-gap risk. Trust only makes sense for multi-property or complex estates → that's PAC Complete.
★ The 5-Year Lookback Clock
"Do the planning now, before they need ALTCS."
ALTCS has a 5-year lookback on asset transfers. Planning done while the parent is healthy is fully effective; planning done after a crisis triggers the lookback. The Personal Care Agreement formalizes adult-child care work as a legitimate expense (not a disqualifying gift).
★ The Adult-Child Authority Stack
"Without these documents, you can't act on your parent's behalf."
Bills, banks, medical decisions, real estate — every routine action requires legal authority. Daughter caring for mother with no Financial POA can't pay mother's bills from mother's account.
04Presentation Scripts
Tone
Compassionate, practical, oriented toward the adult-child caregiver who's exhausted and overwhelmed. Many of these conversations are with a daughter who is the primary caregiver and is the actual decision-maker even though the parent is the client. Talk to her honestly.
The Authority Stack Opener
You said you've been helping your mom with her bills and her medications. Quick question — when you needed to call the bank or the doctor's office on her behalf last month, did you run into the "I'm sorry, I can't discuss her account with you" wall? Almost every caregiver hits that wall. PAC Essentials is the document set that gets you on the other side of every one of those walls. Financial POA so you can manage her money. Healthcare POA plus HIPAA so the doctors talk to you. Personal Care Agreement so the work you're doing is documented. It's $1,499 for the full set, covers your mom completely.
The Beneficiary Deed Education
Mom's situation is actually pretty straightforward — house she owns, Social Security, a small IRA. That's a simple estate. For a simple estate, a Beneficiary Deed is the right answer for the house, not a trust. Here's why: a trust is $848 minimum for the documents, plus retitling work — and the trust has to be actively maintained. A Beneficiary Deed is $249, gets recorded once with the county, and the house transfers to you automatically when mom passes — no probate, no fees, no court. For homeowner aging parents with one home, this is the better answer.
The ALTCS Pre-Planning Pitch
Last piece I want to flag. If mom ever needs nursing-home level care — which is roughly $7K to $9K a month in Arizona — ALTCS is how most families pay for it. But ALTCS has a 5-year lookback on financial moves, and a Personal Care Agreement for you needs to be in place BEFORE the application or it's treated as a disqualifying gift to a family member. The PAC Essentials package gets that documentation in place now, while mom is healthy, so it's all set when you need it. Doing this in a crisis is messy and often doesn't work.
05Common Objections
"Why a Beneficiary Deed instead of a trust?"
For a single-property, single-state aging-parent situation, Beneficiary Deed is genuinely better. It's cheaper ($249 vs. $848+), it's recorded once and you're done, it transfers directly to you without probate, and ALTCS doesn't have a problem with it. A trust makes more sense when there's multiple property, multi-state property, or complex tax planning — that's PAC Complete at $1,999. For your mom's situation, Essentials is the right fit.
"My mom doesn't want to give up control."
She doesn't. Beneficiary Deed doesn't transfer the house until she passes — she keeps full ownership while alive, can sell or refinance or rescind. Financial POA only activates if she's incapacitated (we set it up that way). Healthcare POA same. None of these documents take anything away from her — they just make sure things work for her when she can't act for herself.
"What if she ends up needing ALTCS and we lose the house?"
Important question. ALTCS has Medicaid Estate Recovery — meaning the state can place a lien on the home after she passes to recover what ALTCS spent. Beneficiary Deed alone doesn't fully prevent that. If you need stronger asset protection from ALTCS recovery, that's where Medicaid-compliant annuities and more advanced planning come in. PAC Essentials gets you the foundation. If recovery protection is a priority, I'll flag it on the ALTCS Pre-Planning Worksheet and we can discuss further.
"What about my siblings? Will they fight this?"
The Personal Care Agreement is actually one of the most important documents in preventing sibling fights. It documents in writing that you're providing care, what you're being compensated (or not), and on what basis. Without it, your siblings can argue at probate that you took advantage of mom. With it, everything is documented in advance.
"My mom doesn't know what 'estate planning' is — she'll be confused."
Understood. Most of these conversations I do happen with the adult child first to set the framework, and then we do a shorter call with mom present to confirm her wishes and sign documents. I keep the language simple and walk her through what each piece does — most aging parents are relieved that their kid has a plan, not stressed by it.
06Cross-Sell Paths
Common Add-Ons
- + Final Wishes$2,197
- + Annual Legacy Checkup (adult-child caregiver buys subscription)+$199/yr
- + Additional property Beneficiary Deed+$199 each
- ★ Adult child plans for themselves (GPP/HPS Multi-Avatar)+15% off
- ★ Aging parent insurance review (Daniel-licensed angle)Separate
PAC Complete
Full trust + retitling + EIN + bank paperwork. For complex aging-parent estates.
$1,999
flat per parent's estate
01What's Included (above PAC Essentials)
- Everything from PAC Essentials
- Pour-Over Will replaces standalone Will
- Trust funding (asset retitling) replaces Beneficiary Deed — home goes INTO the trust
- Revocable Living Trust
- EIN creation for the trust
- Bank trust account paperwork package — Certificate of Trust + Trust Identification Letter + cover letter
- Schedule of Assets + Asset Assignment Form
- Certificate of Trust + Certificate of Incumbency + Trust POA
- First-year trust review
02When to Recommend PAC Complete (vs Essentials)
PAC Complete is the right call
- Multiple properties or complex assets
- Substantial financial accounts that benefit from trust-based management
- ALTCS care far enough out that trust planning helps (5-year lookback runway)
- Multi-state property exposure
- Family complexity warranting trust-based distribution rules
- Client preference for comprehensive planning
- Adult child willing to be co-trustee / successor trustee actively
03Presentation Scripts
Tone
Same compassionate-practical tone as Essentials, but with confident technical depth. The buyer is usually more sophisticated (often a CPA or finance-adjacent adult child) and wants real answers, not soft edges.
Recommending Complete Over Essentials
Based on what you described — mom owns the house AND the rental in Mesa, has the brokerage account at Schwab, and the IRA at Fidelity — the Essentials package isn't quite right for her situation. Essentials uses a Beneficiary Deed, which only covers the house. Everything else still goes through probate. For her estate, PAC Complete is the right answer. Same core documents as Essentials, but the trust structure consolidates everything — both properties, the brokerage, the bank accounts. When something happens, you and your sister have one document and one set of instructions, not ten different account-by-account processes. It's $1,999, $500 more than Essentials, but it's structurally a different product.
The Multi-Property ALTCS Math
One thing to flag with two properties. If mom ever needs ALTCS, having both properties in the trust gives us more planning options than if they're titled to her personally. We can structure the rental as income-producing rather than as an exempt residence, time any sales, and coordinate with Medicaid-compliant annuities if needed. Beneficiary Deeds on both properties leaves fewer planning levers available. Trust is the more sophisticated tool for her situation.
04Common Objections
"Why is it $500 more than Essentials?"
Because it's a structurally different package. The Living Trust documents themselves, EIN creation, bank trust account paperwork, retitling work, schedule of assets — that's the additional fulfillment. If we bought those pieces separately, it would be more like $700-$1,000 in document fees. $500 reflects the bundle.
"Mom doesn't want a trust. She just wants her stuff to go to us."
Worth checking what she's actually objecting to. Most aging parents who say "I don't want a trust" are reacting to something they heard from a friend — usually "trusts are complicated" or "trusts cost a lot to maintain." A revocable trust isn't complicated for the grantor — mom keeps control, just like she does now. Once she understands the trust doesn't change her access to anything, most parents are fine with it.
"Will the trust trigger a property tax reassessment?"
In Arizona, no. Transferring residential property into your own revocable living trust does not trigger reassessment, since you remain the beneficial owner. The Class 3 (owner-occupied) classification is preserved as long as it remains your primary residence. We'd flag any specific scenarios on the Property Tax Strategy Brief.
"What if mom and I disagree on what to do later?"
Mom is the grantor. As long as she has capacity, she can amend the trust unilaterally. You're the successor trustee — your authority kicks in only when she can't act for herself or after she passes. While she's alive and competent, she's in control.
05Cross-Sell Paths
Common Add-Ons
- + Final Wishes$2,697
- + Additional property retitling+$199 each
- + Annual Legacy Checkup (strongly recommend for high-LTV PAC client)+$199/yr
- ★ Adult child plans for self (GPP/HPS Multi-Avatar)+15% off
- ★ ALTCS-compliant annuity (Daniel-licensed)Separate
- ★ Hybrid LTC insurance (if planning runway)Separate
Tier 4 Standalones
11 individual documents. À la carte for genuine single-doc needs. Value gravity → packages.
Per-doc
$75 — $349
01The Cost-Blocked Couple Ladder
Three rungs, $100 apart — present in order, let them pick
$498
2× Starter Pack — Will + Adv HC per person, NO notary handling, NO binder
DIY notary @ UPS
$598
2× Standalone Will + Adv HC — same docs, notary HANDLED, insert only
Notary included
$698
Final Wishes — Wills + Letter + Final Disposition + Tribute + LEGACY BINDER
★ Most pick this
Script
"For both of you, the math runs three ways. Two Starter Packs at $498 — you'd handle the notary yourselves. Standalone Will plus Advance HC Directive at $598 — same documents, we handle the notary. Final Wishes at $698 adds the Legacy Binder, Letter of Last Instructions, and your funeral preferences. Each step is $100. Where do you want to land?"
02Individual Standalones (Click to Expand)
Last Will & Testament
Distribution · Estate
$349
per estate
When right: Client genuinely wants only a Will, no other docs. Renter, simple beneficiaries, comfortable with probate. Often a one-time purchase for a single distribution change.
Cross-sell: Pair with Advance HC ($249) = $598 → reframe to Final Wishes ($698) for $100 more + binder + notary.
Pitch
A Will at $349 handles distribution and notary. For only $349 more, Final Wishes covers all four documents per person, the Letter of Last Instructions, your funeral preferences, plus the Legacy Binder. If you need any more documents at all, the math says go to Final Wishes.
Advance Healthcare Directive
Medical · Living Will + HCPOA
$249
per estate
When right: Combined Living Will + HCPOA in one document. AZ-compliant. Client has Will elsewhere and just needs medical authority. Often used by snowbirds adding AZ-specific docs.
Cross-sell: Pair with HIPAA ($89) and Care Preferences for near-complete medical authority. Or reframe to Medical Directives ($698) which includes all medical docs + binder + notary handling.
Pitch
$249 for the Living Will plus Healthcare POA combined — one document, AZ-compliant. If you also want HIPAA so the hospital can share records, that's another $89 — but at $338 you're $360 from Medical Directives at $698, which adds the Care Preferences, the Emergency Cards, the Legacy Binder, the notary, and covers both of you.
Personal Care Agreement
ALTCS-Compliant Caregiver Doc
$249
per estate
When right: Adult child providing care to aging parent (compensated or not) and ALTCS planning may be future need. Needs to be in place BEFORE ALTCS application for caregiver compensation to count as legitimate expense (not disqualifying gift).
Cross-sell: If aging parent buyer, reframe to PAC Essentials ($1,499) which includes this plus full POA stack, Beneficiary Deed, ALTCS Pre-Planning Worksheet.
Pitch
$249 documents your caregiving work as legitimate. If your mom ever needs ALTCS, the 5-year lookback flags compensation to family members as gifts unless it's in writing in advance — this is that writing. If you're doing this much for her, you should also know about PAC Essentials at $1,499 which gets you the full document set so you can actually act on her behalf.
Financial Power of Attorney
Authority · Banking + Real Estate
$229
per person
When right: Single document need. AZ broad, durable POA. Often paired with HCPOA. Common standalone purchase for aging parent situations or pre-surgery clients.
Cross-sell: Often paired with Advance HC ($249) and HIPAA ($89). Total $567 (per person) → reframe to Medical Directives ($698 estate) or Final Wishes ($698 estate) depending on which need is bigger.
HIPAA Authorization
Medical Records Access
$89
per person
When right: Client has Healthcare POA elsewhere and just needs records-access authorization for spouse/adult child. Or wants to add HIPAA without full medical directive set.
Cross-sell: Tiny pricepoint, easy add-on. Common at consult close as $89 micro-upsell. "While we're at it, $89 each for HIPAA so your spouse can actually see your records — yes?"
Digital Asset Authorization
RUFADAA · Online Accounts
$99
per person
When right: Client has significant digital footprint (online accounts, crypto, social media, photo libraries) and wants to authorize a fiduciary to access them. AZ RUFADAA-compliant.
Cross-sell: Already included in HPS, GPP, PAC Essentials, PAC Complete. Standalone is for clients who don't fit those avatars but specifically want this. Easy $99 close.
Beneficiary Deed
AZ Real Estate · Probate Avoid
$249
per property
When right: Single-property AZ homeowner who wants probate avoidance for the house but doesn't want a trust. Simple estate. No ongoing complexity. ALSO included in PAC Essentials for aging-parent home.
Cross-sell: Includes county recording. For couples, +$249 if separately titled. Pair with Final Wishes for full death-readiness ($947). For more complete protection → HPS ($1,599 with full trust + retitling + insurance review).
Pitch
$249 records a Beneficiary Deed that transfers your home to your named beneficiary when you pass — no probate, no court. If you want this AND you want death-readiness documents (the Will, Letter of Last Instructions, funeral preferences), Final Wishes plus the deed runs $947 — and the deed is more useful when it's paired with documents that tell your family what to do.
Warranty Deed
Property Title Transfer
$299
per property
When right: Gifting property, family transfers, sole owner to joint ownership, transferring to an entity. Most reliable form of deed transfer with title warranties.
Cross-sell: Usually a one-off transactional purchase. Occasionally signals a bigger need — if client is reorganizing family real estate, often HPS or PAC Complete is the bigger picture.
Quitclaim Deed
Title Release · No Warranty
$229
per property
When right: Removing someone from title without warranty (divorce, intra-family transfers, correcting title issues). Cheaper than Warranty Deed but no title guarantees.
Cross-sell: Usually transactional. Be cautious — if client is using to "move house into a trust" they may not realize Quitclaim isn't ideal for that. Educate to Warranty Deed or recommend HPS where retitling is included.
Guardian Quick-Start
★ Parents · Minor Kids · Floor
$249
per parent
When right: Cost-blocked parent who genuinely can't afford GPP but has minor kids — REQUIRED CONVERSATION at every consultation with minor-kid parents. Includes Emergency Caregiver Authorization + Parental POA. Light version of GPP.
Cross-sell: $249/parent ($498 for couple) → reframe to GPP at $1,699 when you have minor kids — the full Children's Trust structure, Standby Guardian Designation, life insurance gap analysis. The Quick-Start is the floor; GPP is the right answer.
★ Required Conversation
You have minor kids. If you can't do GPP right now, I will not let you leave this consultation without at least Guardian Quick-Start at $249 per parent. That's the floor — Emergency Caregiver Authorization and Parental POA. Something is in place tonight if anything happens. Then we revisit GPP next year.
Notary Handling
Add-On · Proof.com
$75
per person
When right: Add-on to Starter Pack only (notary not included). For all other packages, notary is already bundled. $75/person handles online notarization via Proof.com.
Cross-sell: Starter Pack + Notary for two people = $498 + $150 = $648 → reframe to Final Wishes at $698 which has notary built in plus Legacy Binder.
Annual Legacy Checkup
Recurring relationship. The LTV anchor. Year 2+ for avatar clients.
$199
$20/mo
per year · or monthly
01What's Included
- Annual document review — confirms all docs still reflect current wishes and circumstances
- Beneficiary check across all accounts — every life insurance policy, retirement account, brokerage, bank account
- Life-event-triggered updates — new child, divorce, death of named party, new property, new business interest
- Document refresh — minor edits/replacements (major restructures quoted separately)
- Insurance review check-in — coverage still appropriate? Beneficiaries aligned? Premiums sustainable?
- Priority phone access — direct line, faster turnaround on member questions
02Discovery Signals
Ideal Client
- Avatar client (HPS, GPP, PAC) reaching Month 13 — Year-1 review just completed
- Recent major life event (new home, marriage, baby, divorce, death in family)
- Adult child caring for aging parent — wants someone keeping the file current
- Snowbird with shifting AZ/other-state planning needs
- Blended family with evolving guardian/trustee situation
- Client who self-identifies as "I should probably do this every year"
- High-net-worth client who values having someone "on call"
Wrong Fit — Don't Push
- Year-1 avatar client (review still bundled)Wait until Month 13
- One-time Starter Pack buyer with no real assetsNot enough to maintain
- Client who explicitly declined nurture/check-insRespect — bring up only at life event
- Cost-blocked client who barely afforded the base packageDon't pressure — let them ask
- Client in active dispute / family conflictResolve that first
03Key Education Moments
★ Plans Go Stale
"The documents are right the day you sign them, not forever."
Trust signed in 2020 named a successor trustee who has since moved out of state and become unreliable. Will named a beneficiary who has since gotten divorced. HPCOA agent has now passed away. None of this auto-updates. Most clients haven't touched their plans since they signed them — and most of those plans need at least one update.
★ Beneficiaries Drift
"Your accounts override your Will."
Beneficiary designations on accounts trump anything in the Will or trust. A 401(k) still naming an ex-spouse pays the ex-spouse, full stop. Most clients have at least one outdated beneficiary somewhere, and they don't notice until probate.
★ Life Events Trigger
"Babies, deaths, divorces, moves, sales."
Every meaningful life event changes the planning picture. The Checkup is the structured moment where those changes get caught and addressed before they become a problem at probate.
04Presentation Scripts
Tone
Relationship-first, never urgent. The pitch is "I'll keep your file current so you don't have to remember to." Don't lead with fear-of-stale-docs unless the client opens that door themselves.
Year-2 Transition (avatar client at Month 13)
We've done your one-year review — your plan still looks good, here's the summary. Going forward, what most of my clients do is the Annual Legacy Checkup — same thing we just did, once a year, every year, automatically. $199/year, or $20/month if you'd rather spread it out. I keep the file current, run beneficiary checks every year, and you get priority access if anything comes up between reviews. Most of my avatar clients are on this.
Standalone Client (no prior avatar)
One thing I want to flag for you. The documents we just signed are right today — but life happens. Beneficiaries change, named people move or pass, new property gets bought, new accounts get opened. The Annual Legacy Checkup is what I do for clients who want to keep their file current. $199/year covers a full document review, every beneficiary on every account verified, and priority access if anything comes up. Worth considering if you don't want to think about this again in five years and find out something is out of date.
Monthly vs Annual Framing
Two ways to handle it. $199 once a year, billed each anniversary of your signing date — keeps it simple. Or $20 a month, which is $240 a year, $41 more, but it's smaller per pull. Most clients do the annual because the math is better, but if monthly works for your cash flow, either is fine.
05Common Objections
"I'll just call you if something changes."
You can — and clients do. The reason the Checkup exists is that most clients don't actually call. Not because they don't want to, but because life is busy and "review the estate plan" is never the top of the list. The Checkup is the calendared moment where I reach out to YOU and say "let's take an hour and walk through it." That's the part most clients tell me they appreciate after the first one.
"Why not just redo everything in 5 years?"
You could, and a lot of people do. Two issues: at the 5-year mark, you're paying for a full document rebuild, which is much more expensive than incremental updates. And the bigger issue — beneficiaries that have been wrong for 4 years can pay out wrong in year 3 if something happens. The Checkup catches those things at year 1, not year 5.
"$199 seems like a lot just to check things."
It's a full document review plus every beneficiary on every account verified plus priority access for anything that comes up. If you have a trust, two POAs, a Healthcare Directive, and a life insurance policy or two, the review alone usually takes about an hour and a half. Standalone, that's a $300+ engagement. The membership rate is lower because it's predictable.
"I'm on a fixed income — can't do this right now."
Understood. Two thoughts: $20/month is roughly the price of a streaming subscription, so for some folks that's more manageable than $199 once. Or — and this is a real option — you don't have to start the subscription this year. We can revisit at your one-year anniversary. I'm not going to lose sleep about it.
"Is this required to keep my documents valid?"
No. Your documents are legally valid for life unless you revoke them or change them. The Checkup isn't about validity — it's about making sure they still reflect what you actually want today, not what you wanted three years ago. Documents stay legal; they sometimes stop being right.
06Cross-Sell Paths
Common Pairings
- + HPS (Year-2 transition, highest LTV path)$1,599 + $199/yr
- + GPP (Year-2 transition, evolving guardian situation)$1,699 + $199/yr
- + PAC Essentials/Complete (aging parent ongoing care)$1,499–$1,999 + $199/yr
- + Final Wishes Year-2 add-on (standalone client option)$698 + $199/yr
- ★ Insurance review naturally extends the checkup conversationSeparate
Quote Builder
Select products, see the total. Pricing live for consultations.
Client Configuration
Tier 1 — On-Ramp
cost-blocked floorStarter Pack
people
$249
Tier 2 — Focused Packages
flat per estate, notary + binder includedFinal Wishes
$698
Medical Directives
$698
Living Trust (standalone)
$848
Tier 3 — Avatar Packages
complete plans with specialty workHomeowner Probate Shield (HPS)
+addl prop ($199)
$1,599
Guardian Protection Plan (GPP)
$1,699
PAC Essentials
$1,499
PAC Complete
+addl prop ($199)
$1,999
Tier 4 — Standalones
à la carte · notary handledLast Will & Testament
$349
Advance Healthcare Directive
$249
Personal Care Agreement
$249
Financial POA
people
$229
HIPAA Authorization
people
$89
Digital Asset Authorization
people
$99
Beneficiary Deed
props
$249
Warranty Deed
props
$299
Quitclaim Deed
props
$229
Guardian Quick-Start
parents
$249
Notary Handling
people
$75
Tier 5 — Recurring
Year 2+ relationship
Annual Legacy Checkup
$199/yr
Quote Summary
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