Estate planning clients don't shop by guesswork—they need transparency on what they'll pay and what they'll receive at each tier. Offering clear package pricing separates you from competitors and helps business owners, executives, and high-net-worth individuals commit faster. Here's how to structure and price your packages to attract serious leads and grow your practice.
Why Tiered Pricing Works in Estate Planning
Estate planning isn't one-size-fits-all. A single person with modest assets needs different work than a blended family with $5M in holdings and multiple properties. Tiered packages signal flexibility and professionalism—clients see themselves in one of your offerings immediately, removing friction from the sales cycle.
When prospects land on your website and see three clear options (Basic, Standard, Premium), they self-qualify. This filter reduces time spent on poor-fit consultations and speeds up deal closure.
Basic Package: Simple Estate Planning ($1,500–$3,500)
Target: Singles, young couples, minimal assets, no dependents or straightforward situations.
What's included:
- Initial consultation and estate goals discussion
- Last Will and Testament
- Healthcare Power of Attorney
- HIPAA authorization forms
- Document execution and notarization
Timeline: 2–3 weeks from consultation to delivery.
This entry-level package builds trust with cost-conscious prospects and creates upsell opportunities. Many clients upgrade after their life situation changes (marriage, children, business acquisition). Keep your admin burden low here—use templates, automation, and paralegal support.
Standard Package: Comprehensive Estate Planning ($4,500–$8,000)
Target: Married couples, small business owners, $500K–$2M net worth, one or two properties.
What's included:
- Full discovery and financial assessment
- Will and revocable living trust
- Powers of Attorney (financial and healthcare)
- HIPAA authorizations and beneficiary review
- Beneficiary deed preparation or transfer review
- One revisions session (within 12 months)
- Asset alignment recommendations
Timeline: 3–5 weeks, includes one follow-up meeting.
This is your bread-and-butter package. It covers most small-business owners and professionals. The revisions clause builds client loyalty—they know they can ask clarifying questions without racking up billable hours. Bundle a basic financial review or asset-mapping checklist to justify the price jump.
Premium Package: Advanced Estate Planning with Tax & Business Strategies ($10,000–$25,000+)
Target: High-net-worth individuals, business owners with succession plans, blended families, multi-state property holdings.
What's included:
- Comprehensive financial and tax analysis (coordinate with their CPA)
- Revocable living trust with detailed provisions
- Irrevocable trusts (life insurance, charitable remainder, qualified personal residence)
- Powers of Attorney and healthcare directives
- Beneficiary designation review across all accounts
- Business succession planning memo
- Asset protection review
- Three revisions sessions over 12 months
- Annual check-in meeting
Timeline: 6–8 weeks, multiple meetings and external coordination.
This package justifies coordination with CPAs and financial planners. Position yourself as the quarterback of their entire estate ecosystem. Build in quarterly touchpoints for the first year to upsell tax planning, insurance reviews, or business restructuring.
Packaging Strategy & Delivery
Clarity beats complexity. Write each package as a simple one-pager with what's included and what's not included (no trust amendments, no business valuations, etc.). Specify timelines and revision limits upfront.
Add optional add-ons below each tier:
- Asset mapping worksheets ($250)
- Charitable giving plan ($1,500)
- Deed preparation and recording ($300–$500)
- Annual review and updates ($400–$600)
Offer payment plans for Standard and Premium packages—three or four installments reduce purchase anxiety and improve close rates.
Track your costs. Know how much paralegal time, software, and overhead each tier requires. If your Standard package averages 8 hours of billable time, you're pricing competitively at $5,500.
Getting Found and Growing Your Practice
List your packages on Mercoly, where estate planning clients actively search for attorneys. Transparent pricing on a trusted platform wins leads faster and positions you as a forward-thinking practice—prospects choose you over competitors who hide their rates.
Frequently Asked Questions
Q: Should I offer payment plans for all packages, or only premium clients? Payment plans work best at the Standard and Premium levels. Basic packages move fast enough that most clients pay in full upfront, but offering a two-payment option increases Standard conversions.
Q: How often should I revise package pricing? Review your pricing annually and adjust 3–5% based on inflation, market demand, and your own cost increases. Major changes to tax law warrant faster reviews.
Q: Can I bundle estate planning with probate services? Yes—offer a discounted annual membership or retainer that includes one year of probate support after a loved one passes. This creates recurring revenue and deepens client relationships.
Take a hard look at your current pricing today: list your packages clearly, and watch your conversion rate climb.