Close Over 80% of Prospective Clients
- - at the Very First Meeting!

A key component of getting more prospects who meet with you to engage you is in the steps leading up to the initial meeting and how you orchestrate that initial meeting (check out our program entitled, “Properly Orchestrate the Initial Meeting”).  However, knowing how to handle client objections is another skill required to get more people to move forward.  Through thousands of client meetings, we have seen just about every single objection to moving forward there is!

Whether you’re closing 80% of the people who meet with you or not, there is still room for improvement to get more prospects to convert to paying clients.  You can skip that painful learning process and find out how from an expert.  This is why nationally renowned estate planning attorney and Ultimate Estate Planner President, Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law has put together this practical presentation entitled, “Advanced Initial Meeting Closing Tips” to help you!

In this 93-minute presentation, you will learn:

• How and when to use the “technical” close versus the “emotional” close

• How to flush out the time waster, do-it-yourselfer and engineer type - - and turn them into an obedient client!

• How to throw in an irresistible incentive so the client will decide to do business right now!

• How to use the “silent pause” to incredible effect!

• Word-for-word “scripts” to overcome specific objections like:
  • “We just came to gather information.”
  • “We want to think about it.”
  • “I need to talk with my _______ first.”
  • “We’re shopping around and comparing.”
  • “I think I can get it done for less.” (which they may be thinking, even if they haven’t come right out and said it!)

• If you still haven’t closed the client, how to properly and successfully use the ultimate weapons - - the “Columbo gambit”, the “Takeaway” and the “Nucular Bomb”!

• The one thing to be sure to give every prospect who leaves your office saying “no” - - that will often lead to a “YES”!

• The 2 simple contacts with “no-closes” after the meeting that will turn them into clients!

• 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.

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 a year!

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.
  • Acknowledgment 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!