Fall Back in Love With Your Existing Clients
February gets everyone thinking about relationships.
In this business, the most valuable relationships you have are the ones you already built — and probably haven’t talked to in a while.
Here’s the truth most attorneys and other professional advisors don’t like to admit:
You don’t have a lead problem.
You have a follow-up problem.
Clients don’t suddenly stop needing help after year one. Life keeps moving. Assets change. Families change. The needs and circumstances of the client`s beneficiaries change. Goals change. And laws and planning techniques change.
But if three years go by without a real estate plan review, your client relationship quietly drifts away — and so does your revenue.
That’s not because clients don’t want to meet.
It’s because no one asked.
Three-year reviews are where unfinished business gets handled. Old assumptions get corrected. Plans get updated. Assets get consolidated and maintained in a living trust. And yes — revenue goes up naturally when you’re actually doing your job starting over with the plan as if this was the initial meeting.
This isn’t about upselling something new (although it can be too).
It’s about doing what needs to be done already.
Most professional advisors are sitting on years of untapped opportunity inside their existing book while chasing new prospects who don’t trust them yet. That’s backwards.
February is a great time to fix that.
Pull a list of clients you haven’t reviewed in three years. Invite them back in. Have a real conversation. Not send a newsletter. Or some mass email. A real in-person review that reminds them why they hired you in the first place.
If you don’t initiate the review, the client won’t.
And eventually, someone else will.
The fastest and steadiest revenue in your business isn’t new clients.
It’s making the ones you already have matter again.
If you want a simple, proven way to bring your clients back in and successfully run a three-year review process, our Client 3-Year Review Marketing Package was built exactly for you. Click here for more information.
ABOUT THE AUTHOR
Attorney Philip J. Kavesh is the principal of one of the largest estate planning and administration firms in California—Kavesh, Minor and Otis—which has been in business since 1981. He is also the President of The Ultimate Estate Planner, Inc., which provides a variety of training, marketing, and practice-building products and services for estate planning professionals.