Is Your Practice a 24/7 Job or the Career You Imagined? When I graduated from law school, I imagined an almost utopic vision of what my law practice and life would look like. An endless supply of happy clients. Eager, helpful staff. Free time to enjoy my family and hobbies. Great money. When reading this, […]
Expanding Your Orbit to A Bigger Future Many argue that there’s not a definite process to achieve success within your estate planning practice. I beg to differ. Not only can you follow the seven steps that I’m about to describe, but you can constantly repeat and upgrade them to attain your firm’s next level. Step […]
Is Your Practice a 24/7 Job or the Career You Imagined? When I graduated from law school, I imagined an almost utopic vision of what my law practice and life would look like. An endless supply of happy clients. Eager, helpful staff. Free time to enjoy my family and hobbies. Great money. When reading this, […]
Automating Your Practice on the Cheap Gina, who’s been my logistics support team member for many years, has a daunting job. Not only does she keep the calendars straight for four attorneys, but she also schedules conference rooms, calls clients to remind them of their next-day appointments, prepares new files, inputs new matters into our […]
What Motivates Millennials and Gen X? Are Millennial and GenX individuals tough to manage? Is it fair to categorize anyone, as we’re all different, with different skills, propensities, and motivations? When I first arrived at my firm, I was the youngest attorney. Most of the support staff was older than me, composed mainly of Baby […]
Avoid My Firm’s Costly Marketing Mistakes How to spend marketing dollars? None of us have unlimited resources, yet so many choices. Social media? Google ads? I’m now writing “Social Media Advertising – What I Wish I Knew Before Engaging a Specialist” for publication in an upcoming issue of Trusts & Estates Magazine, where I’m on […]
Avoid My Firm’s Costly Marketing Mistakes How to spend marketing dollars? None of us have unlimited resources, yet so many choices. Social media? Google ads? I’m now writing “Social Media Advertising – What I Wish I Knew Before Engaging a Specialist” for publication in an upcoming issue of Trusts & Estates Magazine, where I’m on […]
Answering The Big Q: How Much Do You Charge? How does your firm answer a common question posed at the first call to your firm, “how much do you charge?” Of course, the answer depends upon several factors, including the time, expertise, and complexity necessary to satisfy a client’s estate planning goals. But saying so doesn’t often satisfy the inquiry. Instinctively you, or your staff who first interacts with the prospect, might mention your lowest fee, “Our revocable trust plans start at thirty-five hundred dollars…” so […]
The Best “Salesman” in Your Law Firm Intuitively has a Process How do you replicate it to multiply your results? Do you have a client engagement process, or does it flow however the meeting transpires? You might be excellent at engaging a client, but are your law partners and associates as successful? Is there a script your […]
Estate Planning Attorneys Commonly Give Away Value for Free And expect to get paid handsomely for what clients don’t value! I once had a client worth $30 million wave his hand at my $15,000 engagement agreement for the first stage of investigating and illustrating which advanced planning strategies might be appropriate for him, proclaiming, “those strategies are all boilerplate anyway! My CPA told […]
