Why Package Your Estate Planning Services?

Moving away from complex hourly estimates offers significant advantages for estate planning attorneys and their clients:

• Increased Transparency & Trust: Clients appreciate knowing the cost upfront. Packages eliminate ‘billable hour anxiety’ and build trust.
• Enhanced Perceived Value: Bundling services positions them as valuable solutions, not just time spent. You sell peace of mind and a comprehensive plan, not hours.
• Simplified Decision Making: Presenting 2-4 clear package options is much easier for clients to grasp than a long list of potential hourly tasks.
• Improved Efficiency: Packaging standardizes your offerings, allowing you to create repeatable workflows and onboarding processes.
• Higher Revenue Potential: Tiered pricing allows for easy upsells to higher-value packages as clients see the clear benefits of comprehensive planning.
• Better Lead Qualification: Clients who engage with package options often have a clearer understanding of their needs and budget from the start.

For many firms, 2025 is the year to adopt more modern pricing strategies that reflect the tangible value delivered, not just the time invested.

Structuring Your Estate Planning Packages

Effective estate planning packages pricing starts with defining what goes into each tier. Think about the common needs of your clients and group related services logically.

A common structure involves three tiers:

• Basic / Essential Plan: Covers fundamental needs for individuals or young couples. May include:
  • Simple Will(s)
  • Durable Power(s) of Attorney
  • Advance Healthcare Directive(s)
  • Basic consultations
• Standard / Comprehensive Plan: Suitable for families with minor children or slightly more complex assets. Builds upon the Basic plan and may add:
  • Revocable Living Trust(s)
  • Pourover Will(s)
  • Guardianship nominations
  • Beneficiary designations review
  • Basic funding instructions
• Premium / Advanced Plan: Designed for clients with larger estates, business interests, or specific philanthropic goals. Includes Standard plan elements plus:
  • Irrevocable Trusts (e.g., ILITs, SLATs)
  • Tax planning considerations
  • Business succession planning basics
  • Advanced funding assistance
  • Initial consultations with financial advisors (if applicable)

Clearly define the scope of each package and what is not included (e.g., complex tax advice, litigation, extensive real estate transfers). Consider adding ‘add-on’ services that clients can select individually alongside a package.

Pricing Your Estate Planning Tiers

Pricing packages requires moving beyond solely calculating hours. While understanding your costs (overhead, time investment) is crucial, your package prices should primarily reflect the value and peace of mind you provide.

1. Value-Based Pricing: What is the perceived value of security and clarity in estate planning for your target client? For a family with minor children, a comprehensive plan protecting their future is invaluable.
2. Cost Analysis: Calculate the average time and resources required to deliver each package. Ensure your price covers these costs and allows for a healthy profit margin.
3. Market Research: Research what other reputable estate planning firms in your area or specialization are charging for similar bundles. Be competitive, but don’t underprice your value.
4. Anchor Pricing: Presenting the Premium package first can make the Standard package seem more reasonably priced (anchoring). Highlighting the value difference between tiers justifies the price steps.
5. Example Pricing (Illustrative only):
   • Basic: $1,500 - $2,500
   • Standard: $3,000 - $5,000
   • Premium: $6,000 - $10,000+ (depending on complexity and client net worth)

Remember to clearly communicate the benefits of each tier in your pricing presentation, not just the deliverables.

Presenting Your Estate Planning Packages to Clients

How you present your estate planning packages pricing is almost as important as the packages themselves. A clean, professional presentation instills confidence and makes the decision-making process smooth for your clients.

Avoid simply emailing a static PDF or spreadsheet. Instead, consider:

• Clear Comparison Table: A visual table comparing the features of each package is essential. Use checkmarks and concise descriptions.
• Highlighting Value: For each tier, briefly explain the key problems it solves and the benefits it provides for that specific client (based on your consultation).
• Interactive Pricing: Tools exist that allow clients to interact with your package options, see what’s included, and even select add-ons, with the total price updating live. This is where a dedicated tool like PricingLink (https://pricinglink.com) shines. It’s designed specifically to create elegant, shareable pricing links that clients can engage with on any device. You send the link, the client explores options, and you get a notification when they submit their selection.
• Addressing Alternatives: Be prepared to discuss why packages offer better value and predictability compared to hourly billing for their specific needs.
• Mentioning Tools: While estate planning software like Clio (https://www.clio.com) or PracticePanther (https://www.practicepanther.com) manage cases, trust accounting, etc., they typically don’t offer interactive pricing configuration for clients. For comprehensive proposal software including e-signatures, you might look at tools like PandaDoc (https://www.pandadoc.com) or Proposify (https://www.proposify.com). However, if your primary goal is to modernize how clients interact with and select your pricing options for packages and add-ons, PricingLink’s dedicated focus offers a powerful and affordable solution (starting at $19.99/mo).

Handling Customization and Add-Ons

Packages provide a great baseline, but estate planning needs can be unique. Offer flexibility through clearly defined add-ons. These are specific services not included in the standard packages that clients can elect for an additional fee.

Examples of Add-Ons:

• Real Estate Deed Transfers
• Business Interest Transfers
• Specific Tangible Personal Property Lists
• Pet Trusts
• Asset Search Assistance
• Follow-up Consultation Packages (e.g., annual review plans)

Presenting these add-ons alongside your packages allows clients to tailor their plan while maintaining the clarity and efficiency of the package structure. Interactive pricing tools, like PricingLink, are ideal for presenting packages with optional add-ons that update the total cost dynamically, making customization straightforward for the client and reducing back-and-forth for your firm.