In-Person Seminars Are Back and Working!

(And You Should Ditch Online Webinars!) By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law It’s no secret that I am a huge fan of seminar marketing. Seminars have been a tested and proven marketing staple for my law firm and many other estate planning attorneys for over 35 years – – if you do them right! Unfortunately, the pandemic forced in-person seminars to shut down.  My law firm, like many others, adjusted by offering virtual seminars online. For a while, the virtual model appeared to work and…

The Top 6 Reasons You Should Be Giving Seminars

By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law For estate planning attorneys, all of the technical and legal education in the world is great, but if you are not able to bring in prospective clients to plan for, there is no way for you to be able to successfully run your own estate planning practice.  If you regularly receive referrals from other sources, such as financial advisors, CPAs, life insurance agents or other attorneys, that’s great.  However, what happens if those referrals stop?  How consistent and predictable…

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…

Tips to Maintaining a Positive Online Reputation

By Kristina Schneider, Practice Success Coach With the growing use of the internet, clients, prospective clients and professional referral sources will look you up online and learn about you before they decide to do business with you.  So, you have to maintain a quality online presence, more than merely having a good website.  You also must maintain a positive online reputation! First, let’s start with some basic questions: Have you ever Googled yourself or your firm before? Do you know that Yelp, Google, and Facebook create profiles for your business (even if you didn’t initiate one) and customers can leave…

Conduct a Successful 2022 “Kick-Off” Meeting with Your Firm

By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law I’ve found that the best way to ensure a successful new year is to start off with a big stride in the right direction, by holding a firm “kick-off” meeting.  The purpose of this meeting is to establish clearly defined goals for the year, outline the implementation process and get everyone on board, excited and motivated!  It also provides an action checklist that you and your firm can periodically refer back to during the year, so you stay on…

Are You Missing Out on the Lucrative “New” Estate Planning Market?

By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law Over the past 15 years or so, I’ve seen a big shift in the new client market. It used to be that a large percentage of the people coming to our office had no Living Trust or other estate plan. Today, the market has almost completely flipped, with many if not most people coming in with an existing trust or plan. Why has this market shift occurred? Like it or not, the truth I’ve witnessed (and you likely will…

Multiple Financial Advisor Referral Relationships May Be a Big MISTAKE!

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 or why it…

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…

Do Client Maintenance Plans Really Work?

By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law Two of the major issues confronting estate planning attorneys are the commoditization of our “products” and increasing low price competition thanks to the do-it-yourself kits and internet trusts.  One way to combat these issues is to emphasize and show your prospects how your “product” is superior to what your competitors have to offer, such as by differentiating the services available to the client after the sale.  Think about it, when you purchase or lease a car, don’t you usually…

Clearing the Bubble—The Transition To Fixed Fees

By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law In the past, I have emphasized and reemphasized the advantages of utilizing a fixed fee structure rather than an hourly billing system. Here’s just a few of the main advantages for a fixed fee structure: Fixed fees avoid the need to maintain hourly records and keep track of every moment of your time. Fixed fees avoid having to go through the effort of preparing, reviewing and sending out billings. Fixed fees avoid you having to be a bill collector,…