Successful Initial Client Interview & Appointment Closing Tips Package

Master the Art of the Close:
Turn Initial Client Meetings
Into Signed Engagements

A Proven 2-Part Training + Done-for-You Forms
to Confidently Guide the Interview and Seal the Deal

The initial client interview is your single best opportunity to convert interest into a long-term engagement—yet many estate planning professionals leave money on the table by not mastering this critical moment.

In this powerful training package, you’ll tap into over 40 years of experience and learn directly from nationally renowned estate planning attorney Philip Kavesh, J.D., LL.M. (Tax), California State Bar Certified Specialist in Estate Planning, Trust & Probate Law how to confidently lead initial client meetings, address objections with ease, and consistently close more business—without feeling “salesy.”

Here’s What You’ll Learn:

• What to communicate before the meeting so clients arrive ready to move forward

• How to train referral sources to set you up for success—and what they should avoid saying

• How to structure your calendar for more productive and profitable meetings

• The two key steps between booking and meeting that most attorneys overlook

• How to get in the right mindset to lead with confidence and clarity

• A word-for-word opening script to eliminate awkward starts and take control

• A clear meeting agenda and structure that naturally leads to the close

• How to handle common challenges like missing info, absent spouses, or third-party interference

• How to use a simple, one-page engagement letter to close more clients on the spot

• Proven ways to overcome objections like:

  • “We need to think about it.”

  • “We’re shopping around.”

  • “I need to talk to my [spouse/advisor].”

  • “Can I get it done for less?”

• When to use a technical vs. emotional close

• How to win over skeptical or analytical clients

• Advanced techniques like the “silent pause,” the “Columbo Gambit”, and “The Takeaway”

• Two simple follow-ups that can turn a “no” into a “yes”

Here’s What You’ll Get in This Training Package:

✅ A 2-part audio training packed with real-world strategies that work
✅ Proven scripts and techniques to gain trust and buy-in quickly
✅ Done-for-you forms and templates to guide every step of your process
✅ Bonus tips to eliminate no-shows, reduce consultation fatigue, and boost referrals

Whether you’re just starting out or looking to improve your close rate, this training will elevate your client experience—and your bottom line.

You don’t have to figure it out on your own. Even if you walk away with just one or two new techniques, they could help you close just one more client—and that alone would more than pay for this investment!