Do You Know How to Properly
Conduct and Orchestrate
Your Initial Client Meetings?

You may not like to think in terms of marketing, selling, and “closing”. As lawyers, we have always been taught that stuff is “unprofessional”. But the reality is, you can’t practice your professional skills unless you get clients to engage you and pay you - - which you weren’t taught how in law school or continuing education programs!

• If you are not already closing over 80% of the people you meet with and getting a check at the end of the first meeting, you can learn how through more years of trial and error (and lost revenue). Or, you can skip that painful learning process and find out how from an expert.

• And, if you are already closing over 80%, there is always still room for improvement until you reach 100%! Think about your average revenue per client. Even if you marginally improve your close rate, and engage one or two more clients per month, you can significantly increase your bottom line over the course of the year!

Nationally renowned estate planning attorney, Philip J. Kavesh - - who has over 40+ years of experience in closing thousands of clients - - has put together this in-depth, practical 135-minute presentation entitled, “Properly Orchestrating the Initial  Meeting” to help you!

During this presentation, you will learn incredibly valuable and easy-to-implement techniques for successfully closing clients including, but not limited to:

• The 7 things you must communicate to a prospective client before the initial meeting so you begin with the ball already near the goal line! (and how to communicate these key things to them)

• How to train your referral sources to properly prepare clients so almost all do business with you - - what they should say and, more importantly, what they should not say!

• How to arrange your meeting calendar for maximum results (probably the exact opposite of what you’re doing right now!)

• The 2 critical “missing link” steps between setting the appointment and seeing the client that most attorneys overlook (or their staff botches)!

• How to put both your head and your heart in the right place as you enter an initial meeting, so you’re confident, less anxious, and more successful.

• How to “script” the first few minutes so you never suffer from opening jitters and you take control right away! (Receive our time-tested and “perfected” script with your purchase, word-for-word!)

• The successful meeting “Tool Kit” you should have at your fingertips during every initial meeting (you’ll even get 7 of those tools!).

• What are the 2 key reasons most attorneys fail to close clients at the initial meeting - - and how to overcome them!

• Step-by-step, exactly what agenda to stick to and what to say throughout the meeting as you work seamlessly towards the “close”!

• What to do when problems arise, such as:
  • Little or no information brought in by the prospective client
  • One spouse isn’t present or there’s tension between spouses
  • The client shows up with another advisor or some other interfering third-party

• How to use a simple, one-page “pre-fabbed” engagement letter to clinch more sales!  (Plus, you will receive ours with your purchase of this program, so you don’t have to “reinvent the wheel”!)

• How to blow away the 2 most common objections most prospective clients have about moving forward!

• And much, much more!

Your purchase includes an instantly downloadable video and audio recording, along with PDF handout materials. A PDF transcript is available as an add-on for an additional fee.

If you close even one more prospective client
by utilizing one of the strategies you learn from this presentation,
it will more than make back the cost of your investment!

UPGRADE AND GET THE COMPLETE PACKAGE

Successful Initial Client Interview & Appointment Closing Tips Training & Forms Package

This program is included in a comprehensive package called Successful Initial Client Interview & Appointment Closing Tips Training & Forms Package.

The Successful Initial Client Interview and Appointment Closing Tips Training & Forms Package comes complete with the following items:

• Two-Part Training Program: “Successful Initial Client Interview & Appointment Closing Tips” with Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law
  You will receive the video and audio recording, PDF handout materials, and transcript of both training programs, which include…
  • PART 1: “Properly Orchestrating the Initial Meeting”
  • PART 2: “Advanced Initial Meeting Closing Tips”

• Client Meeting Forms to help you gather the information you need from the client to efficiently run your first meeting and the client meeting forms that you will need to help you hold a successful meeting and help you turn more prospects into clients, including:
  • Engagement Letter – Engagement form authorizing the legal representation of a client, laying out the date of completion, payment due upon signature and payment due upon the signing of the client’s estate planning documents.
  • Acknowledgement of Information Given – Form releasing liability of you and your law firm should a client or prospective client decide not to move forward with all or part of your planning recommendations.
  • Agreement to the Presence of Others – A waiver of liability for third-parties to be present at the client or prospective client’s meeting, such as a client’s child or other advisor.
  • Friends & Family Disclosure – Disclosure of representation of other family members and friends, plus a disclosure to husband and wife clients of potential conflict of interest.
  • Checklist When Reviewing Another Trust – An internal checklist used when reviewing a prospective client’s existing Living Trust drafted by another law firm.
  • Divorce Checklist – An internal list of the possible estate planning actions to take when a client is currently undergoing a divorce from a spouse.

• Appointment Confirmation Kit to help you properly confirm your prospective client appointments, which also begins the process of successfully holding client meetings.  This includes:
  • Requirements for Meeting with an Attorney cover strip sheet to serve as a checklist for your prospective client about what’s needed for the initial client meeting.
  • Cover Page of Instructions and Directions so that your clients know where they’re going, when and what to bring with them.
  • Client Questionnaires, including three different versions for prospective clients who don’t already have a Living Trust, for a prospective client who already has a Living Trust, and for existing clients.
  • Confirmation Script so that you and your staff can know, word-for-word, what to say and how to handle the confirmation calls for all kinds of appointments.

• Prospect Follow-Up “Sale” Letter - - a unique sales tool to help you close a few more of those prospects that decide not to move forward after the first meeting.

The forms and questionnaires come in a modifiable Microsoft Word format for you to be able to easily modify, and edit for your firm.

See the purchase options below to upgrade your purchase to the complete package!