The Top 20 Seminar Marketing Mistakes (Part 1 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 Over the years, seminar presentations sure have evolved, from overhead transparencies, to slide carousel projectors to laptops and LCD projectors.  But despite these technological changes, the fundamental rules of successful seminar marketing have remained the same.  I learned these rules only after personally presenting thousands of seminars – – and making lots of mistakes – – so I thought I would assemble what I have found to be the “Top 20 Seminar Mistakes”, so you can…

5 Website Mistakes You Can’t Afford to Make

Special thanks to ebootcamp.com and Corey Perlman for this article. Often times, your Website won’t win you the sale, but it can easily lose it for you. Here are five mistakes that will frustrate your Website visitors and have them running towards your competition: 1. Not Mobile Responsive 2. No Value Proposition 3. No Social Proof 4. Hard to Find Your Contact Info 5. Dated. In Layman’s Terms: Needs to be ‘Thumb Friendly’ – easy to navigate from a mobile phone. What do you do? If a visitor can’t figure that out within five seconds, then you’re doing it wrong….

Understanding People’s Natural Fears

Download Printable Article By Tom Hopkins What is it that jumps in and brings presentations that were previously sailing smoothly along to a screeching halt? You may think it’s the financial aspects of your offering. Perhaps you think it’s the prospective client’s inability to make a decision. And, you would probably be correct. But, with selling being what it is — a bottom line business — let’s dig deeper and find the bottom line of what lies between you and your ‘potential future client’ coming to an agreement. The greatest enemy to the process of helping people make decisions about…

Everyone is in Sales

Download Printable Article By Tom Hopkins As a public speaker and sales trainer, I have taught millions of career sales professionals how to effectively sell their products and services. But, more importantly, I have helped them understand that they must sell themselves first. And that’s a lesson I would like to share with everyone on the planet. Everyone is in sales. You may not want to believe me because you think “selling” is a nasty word or dishonorable profession. Perhaps you’ve had a bad past experience with a salesperson who matches Hollywood’s description of the stereotype—pushy, manipulative and slick. All…

Is Workplace Stress Killing You? We can help.

If you’re running your own estate planning practice, chances are, you’re stressed. Running your own law practice is no easy thing to do.  Meeting with clients.  Dealing with difficult cases and situations.  Getting documents out the door.  On top of the actual lawyering stuff, dealing with the normal day-to-day business activities.  Hiring the right people.  Making sure they’re working efficiently.  Making sure that your employees are getting along and managing any conflicts that may arise.  Dealing with toxic employees.  Figuring out how to get new clients through the door.  Making sure you meet payroll. None of these things about your…

If You’re Doing Seminars (or Are Thinking About Doing Them) Your Staff Better Know About and Be Handling These Important Details!

Download Printable Article By Kristina Schneider, Executive Assistant The common saying “The devil is in the details” is probably never more true than when it comes to seminar marketing. Whenever I’m discussing seminar marketing with attorneys, it becomes pretty clear to me that a lot of estate planning attorneys are overlooking a number of key details that should be completed. Successful seminar marketing is the result that comes from the compound effect of a lot of steps to be handled during the planning process, just before the seminar, during the seminar, and right after. Even missing one or two of…

Should You Have a Full-Time Marketing Person on Your Staff?

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 We often espouse the importance of building your firm infrastructure with competent staff, adding first an executive assistant and/or paralegal, then an associate attorney, and then more staff. Having effective staff is the primary way to leverage your own time and output and increase your profit margin. But most attorneys overlook one particular key staff person when building their practice – – a dedicated full-time person to handle their marketing. Everything from making and confirming appointments…

The Top 10 Seminar Planning & Marketing Mistakes Attorneys Make!

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 We’ve indicated time and time again in this newsletter column why seminar marketing – – whether to the public, to professional referral sources, or to your existing clients – – can drive substantial, consistent revenue into your practice (and has, for me, for over 30 years). But, successful seminar results depend on the details of your seminar marketing being done right. Some estate planning professionals ignore, or simply aren’t aware of, these details and their seminar…

Will Your Firm’s Website Disappear from Google on April 21?

Download Printable Article By Integrity Marketing Solutions Whether you’re an estate planning attorney, CPA, financial advisor, or life insurance agent, you better listen up! If you haven’t heard already, Google released in late February the following announcement: Starting April 21, we will be expanding our use of mobile-friendliness as a ranking signal. This change will affect mobile searches in all languages worldwide and will have a significant impact in our search results. Consequently users will find it easier to get relevant, high quality search results that are optimized for their devices.” “So, What Does That Mean for Me and My…

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

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 Over the past ten 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…