Transformations & Liminal Space European anthropologists Arnold van Gennep (1873-1957) and Victor Turner (1920-1983) studied rites of passage – the transition from one life phase to another. Those you are familiar with include commencements, Bar Mitzvahs, graduations, and weddings. Estate planners can benefit from van Gennep and Turner’s work, as we often interact with individuals […]
Boutique Estate Planning Firms Have an Advantage When I was a young boy, my parents owned boutique retail clothing stores. Personal service was our hallmark. In the 1970s, competition from large department stores ran us out of business. The national chains could buy inventory in bulk, offering lower prices. Those same department stores now face […]
Having meaningful conversations about clients’ estate plans may sound like a no-brainer, but many attorneys still struggle to create value with initial consultations. In this episode of the Freedom Practice Podcast, Craig R. Hersch discusses some questions to ask, and how to build a relationship with clients through engaging and thoughtful conversation.
Roget’s Thesaurus categorizes the terms “marketing” and “selling” as synonyms. For those of us providing legal, tax and financial services, however, understanding important distinctions between these two words leads to better focus in your marketing efforts and increased revenue to your practice. Marketing, quite simply, is defined as the action of promoting your services. Marketing […]
“I get a pit in my stomach before I enter my office each day,” Steve, a colleague of mine confided, “wondering what emergencies are going to hit me before I even sit down at my desk.” Sound familiar? Every professional in the legal, tax and financial world experiences similar feelings. On my drive to work […]
While growing up in Indianapolis I used to fall asleep listening to WIBC radio sportscaster Bob Lamey broadcasting the then-ABA Indiana Pacer’s basketball games. I lived and died with those early 1970s championship teams that included Billy Keller, Freddie Lewis, Don Buse, George McGinnis, Mel Daniels, Roger Brown and “Dr. Dunk” Darnell Hillman. When ever […]
As an estate planning national practice development expert, I’m frequently asked “How much should I spend on marketing?” It’s a very good question. The answer is a product of several sub-issues that I intend to delve into here, as marketing consists not only of the direct cost of advertising, but should also include costs associated […]
Whether you call them workshops or seminars these are effective tools to promote your expertise and services to your centers of influence, clients and prospects. Creating front-stage educational experiences serves to break your firm free from the commoditization trap, and differentiates you from your competition. It can also be used as a game-changer to leverage […]
In 1996 Kodak was in its prime. It dominated photography and film, with a market cap exceeding $28 billion, and 140,000 employees. In 1976, 20 years earlier, Kodak actually invented the digital camera. They owned its intellectual property and had the advantage of being first to the marketplace. Kodak should be thriving today, but instead […]
It’s often the little things that matter. A few years ago, I lost a client who, on the way out, gave me valuable information through a complaint she registered with one of my team members. “He wasn’t listening to me,” she said, “and always seemed so rushed. I know that I’m not his wealthiest client, […]
