The 4D Estate Planning Framework: How to Transform Client Engagement and Conversion

Greg DuPont
Aug 6
3 min read

One of the biggest turning points in my practice over the past year has been realizing this:

Most estate plans don’t fail because of bad documents — they fail because the conversations were never deep enough to begin with.

Clients don’t just need a will or trust. They need clarity. They need strategy. They need to understand how their legal, tax, and financial worlds connect — and what role you play in navigating them.

That’s why I developed the 4D Planning Framework, and why I’m now rolling it out across Wealth Solutions Network as part of our shared mission to elevate the advisor-attorney relationship and make legacy planning more powerful, personalized, and scalable.

The Origin Story: From Complexity to Clarity

This model didn’t come from a whiteboard or a theory. It came from years of trial and frustration — trying to explain the value of deeper planning to families who were overwhelmed, confused, or conditioned by a transactional mindset.

The breakthrough came when I asked:

What if we gave them a roadmap they could understand? What if we stopped selling documents and started offering levels of leadership?

So we did just that — and what emerged was the Life & Legacy Planning Experience:

1D: LifeStart Plan

A foundational option to cover the legal basics. Great for younger individuals, life transitions, or families who just need peace of mind and a place to begin. This tier sets the stage.

2D: PlanProtect

This is where implementation begins. Trust funding, asset alignment, real-world risk mitigation. Clients who choose this tier don’t just walk away with a binder — they walk away with protection in practice.

3D: ClarityMap

Now we’re integrating across disciplines. This tier connects the legal plan to the financial realities: taxes, investment decisions, gifting, risk exposures. Ideal for pre-retirees or anyone making large financial decisions and needing coordination between their advisors.

4D: LegacyMax

The crown jewel of WSN’s estate strategy. LegacyMax integrates our proprietary Six-Pillar Process™ to go beyond documents into true legacy leadership. It includes family meetings, legacy interviews, and active collaboration across the client’s advisory team. Designed for clients who want to preserve wealth and multiply its meaning for future generations.

Behind the Scenes: Tools, Agreements, and What’s Working Now

To make this framework turnkey for WSN members, we’ve built supporting tools that you can customize to your practice:

✅ Tiered Flat-Fee Engagement Agreements (already in use in my office)

✅ Point-of-Sale Collateral to visually show clients what each level includes

✅ Internal Implementation Checklists to simplify delivery

✅ Strategic Coaching available to tailor language, delivery, and pricing to your unique style

I’ve been speaking with many members individually about these resources, and I encourage you to reach out if you’d like help adapting them.

The Early Results Are In

Since introducing this model into my own firm at the beginning of the summer, I’ve seen a clear shift in client engagement:

Conversion rates have improved — especially in cases where clients were previously unsure or uncommitted
Client satisfaction has increased — they feel more empowered, more educated, and more connected to the purpose of the plan
Upsells are smoother — because clients now ask about higher levels of planning once they understand the path

It’s the difference between selling something to them and offering something for them.

Your Turn: Customize and Make It Yours

Every advisor and attorney in WSN has a different style, client base, and practice model — and that’s the beauty of this framework. It’s built to be flexible. You can: