The Step-by-Step Game Plan to Grow a Profitable and Enjoyable Estate Planning Law Practice

The first quarter of this year is over … is your estate planning practice on-track to meet your revenue and profit goals?

It’s not too late … but it is time to stop procrastinating and get down to the serious work of marketing your estate planning or elder law practice now.

If you’re not yet meeting your revenue goals, and you’ve been trying to get there for a while, then take a hard look at what you’ve been doing, and the way you’ve been thinking about your law firm.

Have you gotten where you want to go?

Have you achieved the things you wanted to achieve?

Are you hitting your goals consistently, month in and month out?

If so, that’s great!

But if not, rather than beating yourself up, let’s take a deeper look at what needs to change in your business, so you can generate consistent revenue every month for the rest of the year …

and know that your marketing is dialed-in to scale your practice to whatever revenue goals you set next year … and the years after.

The question to be asking yourself now is:

“What can I do TODAY to put myself on the trajectory to meet my revenue goals this year?”

I want to share with you exactly what we have our clients do to grow revenue while working with their ideal clients at profitable fees.

#1 – Believe It’s Possible

While this may seem a bit obvious, I definitely feel it’s worth mentioning and here’s why…

Legal marketing … and especially law firm business coaching … is littered with misinformation.

It amazes me that, in this day and age, there are law firm business coaches out there who would tell their clients that, in order to grow their business, they need to hitch their wagon to a financial advisor and beg for referrals … or buy half-page ads in the local newspapers and promote their seminars and workshops.

Some marketing strategies are as out-dated as looking for information in the card catalog.
Some law firm business coaches still teach marketing strategies as outdated as looking for information in the card catalog.

That’s madness!

Who honestly wants to give up control over their law firm to someone pitching mutual funds? Or believes they can single-handedly save the newspaper industry by throwing thousands of dollars into paper-and-ink advertising?

Two sure signs that you’re following a poor business model and the wrong strategy are:

Your financial livelihood depends on the kindness of strangers; or

You’re investing marketing dollars in dying industries.

But it frustrates me that the naysayers are so rampant and so quick to give you out-dated advice that burns up your budget and lets others pick and choose your clients for you.

That’s garbage.

You ABSOLUTELY CAN grow your law firm without giving up control or sacrificing your personal life to the tyranny of referral and seminar marketing.

I’m not saying that to blow smoke, I’m saying that because we’ve done it … and we help our clients do it every day.

You don’t need to cold-call financial advisors or investment firms and beg to take someone to lunch … five or six times a week.

You don’t need to buy big ads in the local newspaper and serve punch and cookies to half-full rooms of people who just want to learn … what you know.

You don’t have to give up your evenings and weekends to host seminars.

And you don’t have to let someone else choose your clients for you.

But it comes down to this…

If you don’t even believe that digital marketing will send you better clients, at lower costs, with more consistency to scale your law firm … then you’re never going to give it an honest and fair shot.

#2 – The Right Strategy

The bottom line is this: you need the right digital strategy to reach your ideal clients online.

Growing your estate planning or elder law practice can feel a bit like running through a minefield at times, with certain obstacles you have to work through, right?

That’s just part of being a business owner…

On the other side of that minefield is the law firm that you want…

The freedom you want…

The lifestyle you want…

The impact you want for your clients…

It’s all there. The challenge is that you need to step strategically through this minefield.

If you take a wrong step, you could land on a mine and blow up everything.

This is why it’s so important to have the right strategy.

There are law firm coaches out there (well-known ones) who are teaching out-dated strategies…

They are teaching strategies that lack integrity, and don’t have your results as their #1 priority.

They are teaching hat-in-your-hand strategies that will ultimately end up making you work WAY harder and make it so that you can’t possibly serve your clients at a premium level.

So why does legal marketing feel like such a minefield?

Because, most of the time, you don’t know these strategies are BAD until you go out there and waste a ton of time and thousands of dollars trying to implement them.

If you have a bad strategy, putting more time, or more money, or more energy into it isn’t going to give you the law firm of your dreams.

Giving away control, putting your financial future into someone else’s hands, is never going to get you a profitable, enjoyable and satisfying law practice. No one else out there has your dream at the center of their efforts.

It’s YOUR dream. And it’s up to YOU to fight for it!

So, how do you tell the difference between a GOOD strategy and a bad one?

The answer lies in finding a great coach who has been there, done that, and can help lead you through the minefield.

When looking for a trustworthy coach, here’s some things to keep in mind:

1- Is this person already getting the outcome you want?

2- Are their clients succeeding as well? (This shows they are able to repeat the result).

3- Are they teaching a step-by-step strategy to get you to the outcome you want? (or is it 90% fluff?)

4 – Are they actively USING their own process? Is what they are teaching the exact same system they use for themselves?

5 – Is their business expanding?

6 – Does your gut tell you this is the simplest strategy?

If not, they have no business being your coach.

Our strategy at Integrity Marketing is simple –

We teach lawyers how to take compelling messages online to find and attract their ideal clients and get them into your office.

That’s it.

This is the strategy we use in our own business. It’s the strategy that our president, Kyle Krull, uses in his estate planning practice … and, it’s the strategy our clients use to build and grow their firms as well.

If you want to reach your revenue and profitability goals this year and you want to follow a proven strategy that works, then reach out and talk to us.

We’ll talk about your beliefs – (Do you really believe you can do this and that it’s possible for you?)

We’ll talk about the strategies you should be following.

And, we’ll take you through the step-by-step process our clients use to grow their firms with reliable, affordable digital marketing.

If you’re serious about growing your law firm this year, then we’re ready to help you with that…

Go to www.IntegrityMarketingSolutions.com/apply and schedule a call with us today.

Managing an Estate Planning Law Firm: It’s Lonely at the Top

Managing your estate planning law firm can be a lonely job. Few people really know the weight of the responsibilities you carry every day.

Have you ever sat down at your desk and felt a little panic?

Managing an estate planning law firm
If you don’t know what to do next, you could make a crucial mistake … or worse yet, you might do nothing. The most common response to uncertainty and anxiety is to stop.

Wondering where your next clients will come from … and when they will get here …

Worried about whether you’re really on a path to growth and profitability, or if that light at the end of the tunnel is a train barreling down on you …

You have no idea what to do next, and no one to coach or advise you.

In fact, you really don’t want to let anyone know you’re having this anxiety.

Not your staff. Certainly not your clients or your referral sources. Maybe not even your family.

It sucks, doesn’t it?

And the truth is, this can be a fatal problem for your law firm.

If you don’t know what to do next, you could make a crucial mistake … or worse yet, you might do nothing. The most common response to uncertainty and anxiety is to stop.

And stopping in your law firm means your firm is withering.

If you’re not engaging new clients and growing revenue … you’re stuck.

The longer you stay stuck, the harder it is to get things going again. And the closer you get to losing it all.

The name of the game is being able to quickly and easily get back on track.

Imagine what life could be like if you could just reach out to your coach.

Be perfectly honest, hold nothing back and get no judgment in return.

Just solid guidance and support … from a pro who has been-there-and-done-that … who not only gives you great advice but has a support team of pros to help you get back on track.

Because anyone can give advice. You’ve probably had plenty of advice – some of it good and some of it … not so much.

But someone who understands … has seen it all before … and brings a team of professionals to actually help implement the right strategies … well, that would be priceless, wouldn’t it?

Read more about how we coach estate planning lawyers to greater success.

Having a coach and a team of professionals means you’re never alone … and you’re never stuck.

And those panic attacks?

Just momentary blips on the radar.

In fact, they completely go away as you realize challenges are all a part of the process.

You’re ready for them. You’ve got back-up.

Other law firm marketing agencies just build websites.

We build law firms.

Watch our newest free training now and learn how. Then book a call.

I promise, it will be the best move you’ve ever made for your firm.

Book Your Call Here.

Law Firm Coaching: More Than a Formula

I learned to drive when I was 16 … my daily driver in high school was a stick shift four-wheel-drive International Scout. When I graduated, my dad gifted me with a souped-up home-grown rocket in Candy Apple Red with metallic flake, scoop on the hood, chrome on the wheels and four on the floor.

law firm coaching helps you find more power under the hood
Law firm coaching with the pros at Integrity Marketing can help you find more power under the hood of your estate planning or elder law firm.

All this to say I have a fine appreciation for driving machines.

So imagine my abject embarrassment when the lady in the toll booth at Pikes Peak Highway asked whether I knew how to use the optional manual shifting feature on my auto-transmission Jeep Wrangler …

I had been driving my Wrangler for TWO YEARS, but before I started driving up the mountain, this lady was asking if I knew how to get down … without burning up my brakes.

And I did not.

I did not even know my Jeep HAD a manual-shift option! The toll booth lady had to show me how to use my own car. Which, as it turns out, was a great favor (even if it was embarrassing). She not only saved my day and my brakes, she probably saved me tens of thousands of dollars in unnecessary upgrades. Yes, it’s absolutely possible that after one terrifying descent from the summit of a 14,000-ft mountain I would have driven straight to the dealership and traded my Wrangler for a Rubicon with manual transmission and a stronger transfer case with a lower low range and front and rear Dana 44s factory-loaded with locking differentials and lower gears.

Yeah … that sounds like me.

I wonder … does it maybe sound like you, too?

Is it possible that you have been cruising along in your law firm never even realizing the power that’s right there … right at your fingertips? Like I was with my Wrangler?

What if someone could help you tap into that power? Power that you already have but just can’t quite figure out how to turn on …

That’s what we do for clients in our coaching academy.

It’s about so much more than just knowing some formulas or tracking some numbers. If you’re like me … you already know most of that stuff. I actually KNEW that I could slow the engine and save the brakes by shifting to a lower gear. I just didn’t know that my Wrangler, with its fully-automatic transmission, could actually do that. And even if someone had told me that it COULD do that, it wasn’t until the toll booth lady showed me HOW to do it that I was actually able to drive down the mountain without riding the brakes.

Right now, we’re helping estate planning and elder lawyers diagnose their revenue … find any issues that are holding them back and discover opportunities for increased profitability and growth. But further, we’re showing them HOW to be more profitable and we’re helping them drive new business with the exact clients they want to serve. We don’t just talk about marketing and sales, we actually build the engine and help you drive it to top performance!

Read more about working with Integrity Marketing Solutions.

Do you want more than some lame number-crunching? Are you ready to see just how much power your law firm’s got under the hood?

Book a call now. There’s nothing we love better than finding more horsepower!

Estate Planning and Elder Lawyers Need a New Sales Process

I’m going to be brutally honest for a second. Right now there are thousands of estate planning and elder law attorneys who want to make 2019 the year they grow their practice to six or seven figures.

They want to engage their ideal clients at profitable fees that reflect the value of the work they do and the outcome they help clients achieve.  

sales and marketing for estate planning and elder lawyers
Educational sales processes are outdated and ineffective. Estate planning and elder lawyers need a new, more authentic approach that melts objections and serves clients at the highest level.

But their educational sales process is outdated.

They explain every aspect of how the planning will work.

They’re even adding an extra design meeting to their sales process … trying to close the deal.

Answering questions the client never even asked.

And despite all of that, most of them aren’t engaging more than one or two people a week.

Those strategies are absolute garbage.

You will never reach your revenue goals in a million years if you do those things.

If your sales process falls apart at a price objection …

Or if clients leave without signing a letter of engagement because they have to think about it

The TRUTH is, most objections aren’t real.

In fact, if you’re getting objections AT ALL it means you’re missing the MOST important piece of the initial consultation.

Objections are all about self-protection. These buyer-defense mechanisms are just your clients’ way of protecting themselves from being sold by someone they don’t trust.

When you show up with the right intentions, the right training and the right energy … objections melt away.

It’s only when clients know your intention and believe they can trust you that they are comfortable being honest … having an honest conversation about their problems, needs and goals.

And that is when the magic happens.

That is when you can really serve them to the truth … and to take action to solve their problems.

There is a better way.

At Integrity Marketing help heart-driven lawyers serve their clients at the highest level. What we do is synch everything … sales process, marketing, and client experience … together in a way that is client-focused, congruent and authentic. (Read more about how to grow your estate planning practice with Integrity.)

You can reach your revenue goals … and beyond …

And never sell anyone again.

The best way to get started is to book a call with our team now.

Don’t Fall for the Big Lie

Holy cow. Every time I open my email inbox or Facebook feed, there’s a law firm coach talking about another trick, hack or “secret formula” to grow the estate planning or elder law firm of your dreams.

Law firm coaches teach old strategies because they are too lazy to learn new ones.
So many law firm coaches keep preaching tired, old strategies because they’re too lazy to learn what’s working now.

Coaches who say that if you just track certain (secret) key performance indicators (KPIs), you’ll experience amazing growth … and solve all your problems.

Coaches who keep preaching tired, old strategies because they’re too lazy to learn what’s working now. They teach you to grow your referral network, even though they KNOW that’s giving up your power, freedom and control over your own law firm and career … relying on the kindness of strangers to secure your financial freedom.

They have yet another costly, time-consuming way to get you in front of people doing live workshops … even though they KNOW that workshop attendance is sinking while costs are escalating …

To all the liars telling estate planning and elder lawyers what to do …

The jig is up.

Those guys are just dinosaurs facing extinction … trying to squeeze a few more dollars out of you before they fall into a tar pit and disappear.

The truth is that following their advice drains your bank account and cheats your future!

Every moment you spend chasing no-win referrals, schlepping around to seminars … your law firm is literally dying.

Clients who need your help can’t find you. They either go to your competitors, or they simply ignore their problems and suffer the consequence.

Your competitors are gaining traction, filling their war chests with money and stealing away your best future clients.

Trust me: you don’t need ANY of those old, tired strategies to build a great law firm. Read how a FAST GROWTH strategy nearly bankrupted one “successful” lawyer.

Here’s what you SHOULD be focusing on:

  • How are you attracting new clients? Is it consistent? Predictable? Does it run like clockwork? Or does it depend on luck?
  • Are you engaging new clients at premium price points? Can you do it in the FIRST conversation? If not, why not?
  • Are you serving those clients in a way that meets their needs, delivers a great experience for them, AND total freedom for you?

Here’s the truth: there is NO document drafting software, trick, or hack that’s going to enable you to do ANY of that.

You need a start-to-finish strategy to attract, convert and deliver new clients.

Without that, you’re going to stay stuck.

Imagine a system that automatically attracts the exact clients who most need your help, who value a relationship with their personal attorney, and are willing to pay premium fees …

  • A system that puts you back in control of your time, your law firm and your own financial future …
  • That supports you with forward-thinking coaching and cutting-edge technology …
  • A system that generates profits, not problems …
  • Freedom instead of frustration …
  • And a community of like-minded lawyers who support and share your journey.

When it comes to a start-to-finish strategy for attracting the right clients, at the right price, and puts you in complete control…Integrity Marketing Solutions is the best in the business.

None of our competitors are leveraging cutting-edge technology. None of them give you freedom and control. None of them deliver the goods or have our world-class support.

And none of them CARE about your results as much as we do, period.

That’s why you should book a call now. We’ll get on the phone for about 45 minutes. You’ll tell us what’s not working, and we’ll help you craft a plan to create the income, freedom and lifestyle you want … now and tomorrow.

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