Generate More Revenue This Year with More Referrals from Clients

By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law If you’ve read my previous newsletter articles or attended any of my teleconferences (or our Ultimate Level event), you know that I am a huge proponent of utilizing time-tested systems to run a successful practice – – from marketing to receptionist scripts, to initial client meetings, to generating trust documents, to signing meetings, and regular client follow-ups…FOR EVERYTHING. Yet, even those who do systematize virtually all of their practice often fail to have a system for generating new client…

Do You Hate Marketing?

By Kristina Schneider When it comes to the idea of marketing, most lawyers cringe. For many lawyers, marketing seems tacky, unprofessional, and perhaps even “beneath” them.  They didn’t study for countless hours and pay thousands of dollars to get all those degrees and credentials behind their name to then be bothered with the idea of marketing. But, here’s the reality.  If you run your own practice, you are a business owner.  And, if you’re a business owner, marketing is essential to the success and, frankly, the survival of your practice. Marketing your business doesn’t mean you have to go out and…

Multiple Financial Advisor Referral Relationships May Be a Big MISTAKE!

Download Printable Article By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law Does that sound crazy to you? Probably! But, hear me out. (By the way, if you’re a financial advisor, what I’ll say applies equally to you having too many estate planning attorney relationships.) Over the years, I have consistently heard fellow estate planning attorneys tell me all of the reasons why the dedicated, single-financial advisor referral relationship (or a relationship with only one company or group of advisors) that I use in my practice doesn’t work…

The Top 20 Seminar Marketing Mistakes People Make (Part 2 of 2)

Download Printable Article By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law Marketing – – particularly seminar marketing – – has come up quite a bit in recent weeks. From our May Ultimate Level event, to list serve discussions, to people randomly contacting me. It prompted me that perhaps it was time to take a break from the usual practice-building topic and put together an article on seminar marketing. Over the years, seminar presentations sure have evolved, from overhead transparencies, to slide carousel projectors to laptops and LCD…

The Top 20 Seminar Marketing Mistakes (Part 1 of 2)

Download Printable Article By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law Over the years, seminar presentations sure have evolved, from overhead transparencies, to slide carousel projectors to laptops and LCD projectors.  But despite these technological changes, the fundamental rules of successful seminar marketing have remained the same.  I learned these rules only after personally presenting thousands of seminars – – and making lots of mistakes – – so I thought I would assemble what I have found to be the “Top 20 Seminar Mistakes”, so you can…

5 Website Mistakes You Can’t Afford to Make

Special thanks to ebootcamp.com and Corey Perlman for this article. Often times, your Website won’t win you the sale, but it can easily lose it for you. Here are five mistakes that will frustrate your Website visitors and have them running towards your competition: 1. Not Mobile Responsive 2. No Value Proposition 3. No Social Proof 4. Hard to Find Your Contact Info 5. Dated. In Layman’s Terms: Needs to be ‘Thumb Friendly’ – easy to navigate from a mobile phone. What do you do? If a visitor can’t figure that out within five seconds, then you’re doing it wrong….

The Most Effective Way to Handle the Price Objection

Download the Full Printable Article By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law If you were to ask most estate planning attorneys to narrow down the most common objection most people have about moving forward with their estate planning, price would definitely be on the top of the list. With the influx of cheap, online and do-it-yourself estate planning, living trusts have become a commodity and people are more price-sensitive than ever. While price may still be one of the main reasons a prospective client may choose…

Understanding People’s Natural Fears

Download Printable Article By Tom Hopkins What is it that jumps in and brings presentations that were previously sailing smoothly along to a screeching halt? You may think it’s the financial aspects of your offering. Perhaps you think it’s the prospective client’s inability to make a decision. And, you would probably be correct. But, with selling being what it is — a bottom line business — let’s dig deeper and find the bottom line of what lies between you and your ‘potential future client’ coming to an agreement. The greatest enemy to the process of helping people make decisions about…

Everyone is in Sales

Download Printable Article By Tom Hopkins As a public speaker and sales trainer, I have taught millions of career sales professionals how to effectively sell their products and services. But, more importantly, I have helped them understand that they must sell themselves first. And that’s a lesson I would like to share with everyone on the planet. Everyone is in sales. You may not want to believe me because you think “selling” is a nasty word or dishonorable profession. Perhaps you’ve had a bad past experience with a salesperson who matches Hollywood’s description of the stereotype—pushy, manipulative and slick. All…

Is Workplace Stress Killing You? We can help.

If you’re running your own estate planning practice, chances are, you’re stressed. Running your own law practice is no easy thing to do.  Meeting with clients.  Dealing with difficult cases and situations.  Getting documents out the door.  On top of the actual lawyering stuff, dealing with the normal day-to-day business activities.  Hiring the right people.  Making sure they’re working efficiently.  Making sure that your employees are getting along and managing any conflicts that may arise.  Dealing with toxic employees.  Figuring out how to get new clients through the door.  Making sure you meet payroll. None of these things about your…