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…
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…
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…
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…
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…
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…
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…