Steve Oshins: Interview About the 2019 State Rankings Charts and State Income Tax Chart

By Steven J. Oshins, Esq., AEP (Distinguished) While at the WealthCounsel Symposium in Boston, we at The Ultimate Estate Planner (“UEP”) had the opportunity to sit down and interview nationally-known estate planning and asset protection attorney, Steve Oshins (“SJO”).  The interview consisted of a number of questions related to his State Rankings Charts and State Income Tax Chart. UEP: Please tell us about your charts and where they can be accessed. SJO:  I currently have four charts.  Three of the charts rank the states that have the best Domestic Asset Protection Trust laws, Dynasty Trust laws and Decanting laws, respectively. …

Is Seminar Marketing Dead?

By Kristina Schneider Do you think seminars are dead?  I keep reading a lot of articles and marketing pieces coming out of companies that are promoting other internet-based services that keep stating that seminars are dead and an antiquated and outdated way to market your estate planning services.  I laugh only because I know of several law practices that are regularly bringing in consistent new clients in each month using seminars. First, I think it is important to be honest with ourselves about the differences between estate planning and other areas of law (such as divorce, personal injury, DUI, etc.). …

Reduce Your Number of No-Shows and Cancellations with a Proper Confirmation Process

By Kristina Schneider Having worked with numerous estate planning professionals over the years, one of the issues that a lot of people have struggled with are appointment and seminar no-shows and cancellations.  One of my first questions is always, “What does your confirmation process look like?” For some, they don’t have any process in place at all.  For others, they have a mixture of an e-mail that is sent or a phone call the day before.  While something is better than nothing, there is always room for improvement to help reduce the number of no-shows and cancellations. Here’s the confirmation…

The Most Effective Way to Handle the Price Objection

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 not to do business with…

Top Mistakes Attorneys Make Marketing Their Seminars

By Kristina Schneider Many estate planning attorneys think that seminars don’t work—for a variety of reasons.  Some of these reasons may be valid, but the most common reason that I find when I talk to estate planning attorneys is they say, “I tried it and they didn’t work.” It’s then that we begin to have a discussion about how they went about marketing it and as we begin to look into things further, it is clear to me why they don’t think that seminars work.  Worse yet, for some attorneys, I have found that when we actually reviewed the return…

Blow Up Your Annual Client Maintenance Program!

By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law In this article, I addressed the marketplace issues confronting estate planning attorneys, in particular commoditization of our “products” and increasing low price competition.  One of the ways that I discussed to combat these issues is to emphasize how your “product” is better than your competitors’.  Another way to differentiate yourself is to emphasize your “service after the sale.”  When someone purchases a car, he or she wants to know what kind of service or maintenance program is available and what…

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…