Top 10 Year-End Practice-Building & Marketing Ideas of 2019

By Kristina Schneider, Practice-Building & Marketing Specialist As we head into the final 2 months of 2019, you may be wondering where all the time went and what can you do in these final two months to really help your practice end the year with a BANG! I’ve put together what I consider to be the Top 10 Year-End Practice-Building and Marketing Ideas for 2019 so that you can end this year on a productive, positive note and head into 2020 with some momentum! IDEA #1: Clean up your database. Now is a great time to take a look at…

Is Your Office a Safe Place for People to Work?

By David Giuliano, Business Coach For over 40 years I have worked in the business world and I’ve learned many lessons. One of the most important aspects of business success is a work environment where people feel safe, can communicate honestly, and grow as a whole.  Having an unsafe environment causes the most damage to the owner of the business.  This might seem like a no-brainer, but the truth is in this day and age, it’s extremely hard to maintain a healthy work environment, but very necessary to do so. My work has shown me that if we can address…

Tips to Maintaining a Positive Online Reputation

By Kristina Schneider, Practice-Building & Marketing Specialist 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…

8 Steps to Hiring a Great Executive Assistant

By Kristina Schneider, Practice-Building & Marketing Specialist An executive assistant is an often overlooked position for many estate planning professionals. I know this because I often interact with a lot of attorneys, financial advisors, and CPAs directly on matters that I also know would be best handled by an executive assistant. Not having an executive assistant means that you, the executive, are often stuck with a lot of daily administrative tasks in the office. And that’s fine if that’s something that you enjoy doing and it works for you. But, for most estate planning professionals, that’s a huge misappropriation of…

One Simple, Yet Powerful Marketing Strategy Many Estate Planners Are NOT Utilizing!

By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law Lawyers and other professionals often cringe at just hearing the word “marketing”.  The idea of marketing their practice feels cheesy, unprofessional, and perhaps even “below” them.  However, it doesn’t have to be. In fact, marketing is a basic necessity of any business, whether you call your plans and strategies for bringing in revenue to your company “marketing” or not.  If you are not doing some type of marketing, then how are you getting clients in the door?  If you’re…

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…

Q&A with Phil: Quoting Fees, Charging for Initial Meetings & Having Paralegals Conduct Signing Meetings

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 few months, I’ve noticed that I frequently get the same questions from people and I thought that it’d be helpful to share some of these questions and answers with others in our newsletter.  (If you have any questions, either as follow-up to these below or otherwise pertaining to your practice, feel free to send me an e-mail and I’d be happy to help and perhaps feature the Q&A in a future newsletter). QUOTING FEES ON THE…

The Top 8 Mistakes Estate Planning Attorneys Make When Buying or Selling a Practice

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 If you’re an estate planning attorney, like it or not, you will exit the practice of law someday. And I’m sure if you’ve already built a good practice, you would like to see a smooth, professional transition of your clients when the time comes, as well as maximize the financial return for all of your many years of hard work. If you’re an estate planning attorney who is still building your practice, you are probably looking…

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…

How to Use Bonuses to Incentivize Your Staff

By Philip J. Kavesh, J.D., LL.M. (Taxation), CFP®, ChFC, California State Bar Certified Specialist in Estate Planning, Trust & Probate Law In this newsletter article, I talked about how to use bonuses to incentivize your associate attorneys.  In this article, I will address how to also incentivize your support staff. The principles are basically the same, but there are a few important items that are tweaked for support staff.  First and foremost, non-attorney staff members cannot receive some percentage or share of firm revenue or profit.  Virtually every State Bar’s Professional Ethics Rules (or state’s Business and Professions Codes) prohibit this. …