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…

Should You Be “Tweaking”?

By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law Most estate planning professionals would love to make more money, while reducing their work time and stress. Unfortunately, many believe that in order to achieve these lofty goals, you have to do a complete “makeover” of your practice – – and that degree of change is scary! However, this is more myth than truth. In fact, there’s a universal business principle sometimes called “the law of incremental change”, which I call “the law of tweaking” (shame on you if…

Our Best Articles on Marketing

As part of our December 2014 Newsletter, we are featuring a special “Best Of” issue.  Below, you will find a list of our Best Articles on Marketing. These articles are written by a variety of financial and estate planning professionals, as noted below. Successful Seminar Marketing 101: Tips for Getting Started by Philip J. Kavesh The Top 10 Marketing Must-Do’s for Estate Planners by Jennifer Goddard, CEO & James Campbell, Vice President, Integrity Marketing Solutions The Top 20 Seminar Marketing Mistakes – Part 1 and Part 2 by Philip J. Kavesh 7 Tips for Making More Appointments – – Right…

The Top 10 Marketing Must-Do’s for Estate Planners

By Jennifer Goddard, CEO & James Campbell, Vice President, Integrity Marketing Solutions If you’re an estate planning professional, you know that your bank account is only as fat as your appointment book. Because there are few residuals, long-term retainers, or grand-slam homeruns in estate planning, the marketing imperative is never-ending. That’s right. You wake up mostly “unemployed” every single morning. Learning how to develop that steady stream of qualified referrals, new inquiries, and new clients is probably the most important—and possibly the most difficult—aspect of your particular business. Estate Planning Marketing Must-Do #1: Look in the Mirror. The first thing…

Referring Advisors – Shelf Life?

By Joseph J. Strazzeri, Esq. Each year we conduct the same exercise of compiling a list of each advisor that referred us a client over the last two years – noting how many clients were referred, those that we met with, those that retained us, and the associated total revenue. Some of the results are what we expected to see, but often we are shocked that many were one-time referrals and worse, too many great referral relationships have drifted away. “I worked with him once, but . . .” After many industry events and presentations, filtering through an unknown number…

More Clients, Better Clients

By Joseph J. Strazzeri, Esq. Quality referrals are the lifeblood of a growing practice. New clients tend to come from one of four sources: 1) current clients, 2) other advisors, 3) educational events, and 4) the internet. For the practitioner that does the technical work and markets the firm, it is critical to understand whether you want more clients and/or better clients, and to have a plan on how to obtain them – because there is only so much time in a month. Time management and a team-driven, repeatable process offer not only a great business solution but a quality…

I Had a Successful Practice, Now What?

By Joseph J. Strazzeri, Esq. At industry conferences you hear it all the time. The first day is all about friends connecting and sharing their successes since they last saw each other. Over dinner and wine, or maybe the next day, you start to hear the challenges they are facing such as fewer clients, lower compensation, more hours, and administrative team breakdowns. Practitioners that have been in the business more than half-a-dozen years have seen these ups and downs of market driven forces, and they no longer try to address the symptoms, but rather the underlying cause. Understanding that the…

The Top 20 Seminar Marketing Mistakes People Make (Part 1 of 2)

By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law | Volume 2, Issue 6 (June 2014) Marketing – – particularly seminar marketing – – has come up quite a bit in recent weeks.  From those attending our May Ultimate Level event, to list serve discussions, to people randomly contacting me.  It prompted me 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…