How to Market an Estate Planning Law Firm … And Take Back Your Control

Have you ever walked away from a lunch meeting with a financial advisor wishing there were some other way … any other way … to market your estate planning practice?

Estate planning marketing by taking financial advisors to lunch.
Taking financial advisors to lunch to market your estate planing practice?

Don’t get me wrong. Referrals are great, especially when they flow naturally from great relationships with clients and allied professionals.

But going out there every day … picking up the tab for lunch after lunch after lunch, auditioning for approval, and begging for business …

It sucks, right? I know — in fact, read my story about How I gained 20 lbs Chasing No-Win Referrals!

And the truth is, relying on the kindness of strangers for referrals can be a fatal problem for your estate planning or elder law firm.

The first time you disappoint your referral source … miss a phone call … or the referral is a difficult client who can’t be pleased … or along comes another, hungrier attorney … your business can dry up and blow away overnight.

The whole process puts someone else in charge of how fast your firm can grow, the types of clients you can work with and even the fees you can charge.

It steals your freedom, your power and your control.

You didn’t go to law school to live like that.

And you don’t have to.

Imagine what your life would be like if you had a reliable, independent source of new clients who need your help, are ready to take action, and value a relationship with their personal attorney.

And even when you’re away from the office – overnight, on the weekends, or on vacation – new clients are completing your intake process online and scheduling appointments.

When you get back to the office, refreshed from a short break, your calendar is full … with people you enjoy meeting, who have problems you can solve and are willing to pay premium fees.

It’s not just a pipe dream.

That is the reality for clients I work with every day.

They still get referrals … great referrals from great professional and client relationships. But they’re not out there day after day begging for business. No one tells them who they can work with or what they can charge.

And they only buy lunch for people they like. Out of friendship rather than obligation.

I’m not saying that to impress you, I just want you to know that it works.

You can learn how now in my newest free training. I’ll show you the exact strategies our clients follow to take back control and grow their estate or elder law firms to seven figures … and more. After you watch the training, book a strategy call with us and see if it makes sense for us to help you, too.

How I Gained 20 Lbs Chasing No-Win Referrals

Have you been told that to market your estate planning law firm, you should take someone to lunch five days a week and twice on Tuesdays?

Costs for estate planning marketing add up when you're taking referral sources to lunch six days a week!
Have you been told to take someone to lunch five days a week and twice on Tuesdays? Let me save you some time, money and dignity!

I can save you some aggravation, restore your dignity and help you avoid a fried chicken heart attack.

About 15 years ago, we tried that exact same strategy in Kyle’s law firm. We hustled financial planners, investment advisers, insurance professionals and accountants for new business. We took candy to their offices during the holidays and we interrupted our work days taking them to lunches, breakfasts and coffees.

See, we believed the guys who told us that estate planning marketing was all about meeting with financial advisors, CPAs and insurance professionals. That if we could just find synergy at these meetings, they would become our revenue Holy Grail … sending us an ever-growing stream of pre-qualified and pre-sold referrals. We would never have to worry about marketing again.

I mean, that is what they tell you, right?

But what really happened?

We spent a lot of time and money on those lunches. And we both gained about 20 lbs. We also got a lot of financial professionals calling Kyle for free advice, asking him to pick up half (or more) of the bill for their seminar marketing, and demanding a tit-for-tat referral reciprocity that Kyle simply could not give them.

We even got some business out of it. But it did not last because those referral sources were always looking for a better deal. Some of them wanted to control the relationship, dictate the legal strategy, or low-ball the fees. And at the end of day, they could always find a younger, less experienced, hungrier lawyer to take care of their clients for less.

It was a never-ending struggle to find and cultivate new referral relationships.

It was expensive. And it ate up all of our time. And made us feel terrible.

Kyle did not go to law school to live like that; to let someone else control his career, his clients, and even his financial security.

Then we asked ourselves one question: What would happen if Kyle stopped pandering to financial advisors and used digital marketing to reach new clients directly, clients who wanted to work with him and who value a personal attorney relationship?

First, we changed our mindset and committed to take extreme ownership for our own success. Then, we learned everything we could about attracting clients online so we could focus on what actually works without wasting time and money. Finally, we re-designed the entire client experience — retooling client intake and adopting a sales process that feels better and more authentic for Kyle, and meets the needs and expectations of his new clients.

And, he stopped hustling for new referral relationships. Kyle was able to keep his best referral relationships and give them — and their clients — even better service. New clients who find him on the internet are motivated and ready to take action. They love working with Kyle (click here to see his nearly 300 five-star reviews on Avvo) and his premium fees are now in line with the premium service and client experience he delivers.

Read Kyle’s story on our website.

If you want to learn more about how to REALLY change your outcome in 2019, join me for a 45-minute webinar where I reveal the exact five-step strategy that we use with clients to finally break free from the tyranny of referral and seminar marketing.

Watch now. And when you are ready, book a call to see whether we can help you, too.

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