Just a few years ago, getting one's legal affairs in order required a visit with the local attorney around the corner to draw up your Will and Power of Attorney, and maybe some annual exclusion gifting. Back then, the number one concern about estate planning involved avoiding the 55% estate tax on those assets that exceeded $600,000.
My Oh My - how estate planning has changed, and the surest and fastest way to starvation for you (if you consider estate planning counseling as part of what you do), is to present factual information about getting a Will done and avoiding estate tax, and expecting them to trust you and follow your advice.
Today's consumer is worried less about avoiding estate tax and more about avoiding nursing home poverty; less worry about Last Will provisions and more worry about avoiding probate; less desire for complex ILITs, GRATs, GRUTs, QPRTs, CRTs, and other complex estate tax planning techniques, and more interested in keeping things simple. The QTIP or Credit Shelter Trust - while a mainstay a few short years ago - is often irrelevant due to new estate exemption portability allowances. Selecting the executor of your probate pales in comparison now to determining the trustee(s) of your trust. "Keeping the government out of my estate" is now the estate planning battlecry of individuals, couples, and families.
You can either keep talking about those things that scared everybody back in the 90's, or you can change with the tides and the political landscape, and indentify and address these estate planning issues most important to consumers in 2014 and beyond.