As trust and estate practitioners, we remain ready to sell our services or solutions to our clients. For those engaged in responding to their client's estate management objectives, we need to remember that we are agents for change in the life or operation of our clients, not merely the provider of service results. If our business is optimised to provide maximum satisfaction to clients, then engaging comprehensively with the values and objectives of the client (unless prevented by client direction) has to be the objective of initial client engagement.

Each day, with each new client brief, estate advisors across the professions must walk an ethical balance beam when engaging with their clients in deciding how their professional practice approach meshes with the expectations and needs of their clients.

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