Practice Xcelerator Event in


SEPTEMBER 14-15, 2022

Workshop Location

What is Kolbe?

The Kolbe Index (Instinct Test) is unique. It does not measure intelligence, personality or social style. It measures the instinctive ways you take action when you strive.

Your result will describe your natural strengths – your modus operandi (MO).

There are two responses for each question –MOST and LEAST. Choose ONE response for the way you would MOST likely act if you were free to be yourself, and then choose ONE response for the action you are LEAST likely to take.

There are no right or wrong answers. If you are not sure which option to choose, ask yourself what you would do, “if free to be myself.”

Maria L. Reimer

Certified Kolbe Consultant

Maria helps guide estate planning attorneys and their teams to implement and integrate The Freedom Practice™ front stage and back stage legal practice systems into their already-existing, thriving practices. Maria is passionate about team success solutions, providing legal assistants, attorneys, clerical staff and marketing teams with elevated ways of thinking to help them grow and develop internally.

Presenters at Practice Xcelerator

Craig r. Hersch

Michael B. Hill

Maria L. Reimer

SAMPLE Course Details

8:30 – 9:30 The Client Experience

Craig Hersch first published on this subject in Trusts & Estates Magazine. In a commoditized world, your clients expect a transaction when you intend to create a valuable experience. Consequently, the client fee expectation is often much lower than your intended charge for your services. What steps must you take to bridge the experience gap before and during the time of engagement?

9:40 – 10:40 Front/Back Stage Systems and Client Value Creation

What will clients pay a premium for? In this session we discuss how consistent systems and processes are crucial to creating client value, comparing transactional versus experience economy models. We also define the three elements of client value, and how that applies to your estate planning practice.

10:50 – 12:30 Overcoming Rugged Individualism

Leading an estate planning law practice from its inception requires being comfortable with risk and a “do-it-yourself” spirit, or “rugged individualism.” That mindset allows you to thrive…in the early years of your practice. Eventually you reach a ceiling, requiring you to find multipliers, and more importantly, letting go to enlist them. Three statements identify you as a rugged individualist. What are they? Techniques to break-through to the next level addressed.

Lunch Served

1:30 – 2:30 Successful Initial Client Interview

An initial interview is much more than signing an engagement letter, nor is it all about socially connecting with the client, although these two items are important. It’s vital that two goals are accomplished – you want your client to see the unique value that your firm will create for him or her, with the implied understanding that they can’t find the same services anywhere else for any price. We’ll demonstrate how to differentiate your practice from the competition.

2:40 – 3:50 Focus, Not Frustrated

A very real danger with taking your practice to higher levels is the feeling that you’ll never get to the top of that mountain. Guess what? You won’t! Because once you summit, you’ll have your sights set on another, higher mountain. Constantly looking for that higher summit can be emotionally draining and sap your energy, and that of your team. As Colorado hikers know, “every now and then, turn around, because that’s where the view is.”

4:00 – 5:00 Key Takeaways and Action Plan

We provide thinking tools to record your key takeaways as they occur during our sessions to create an action plan when you return to your office. Before we break for the day to enjoy dinner together, we ask you to share one key takeaway with everyone that you plan to implement into your practice.

8:30 – 9:30 Right Fit Team Members

You never know who you hired until they start working for you, right? This bromide isn’t true with today’s online tools available to your practice. Maria Reimer, a Kolbe* certified specialist, will walk you through how personal assessment tests can be used to fit team members, even existing ones, into positions where they will thrive. We’ll also review the Freedom Practice® Team Tools Kit, which sets up each team member for success from the onset of employment through annual reviews.

9:40 – 10:40 Marketing Avatar & Niche

To develop classy marketing geared toward your A+ client, you must first describe, in great detail, the physical, emotional, socio-economic and demographic attributes of that client. Your outreach efforts towards “anyone who needs estate planning” will not succeed, as they won’t speak to the needs and emotions of your specific niche. This deep dive provides you clear direction to put together influential, persuasive, educational materials your prospects will look for.

10:50 – 12:30 Overcoming Objections to Trust Administration Services

Wasn’t probate avoidance the selling point of a trust? After your client’s death, how do you engage the client’s spouse or children as trustee/executor/personal representative who believe that because client had a trust, there is nothing to do other than distribute assets? In this session we will review how a consistently applied, well considered Front/Back Stage system can take your probate and trust administration practice to the next level.

Lunch Served

1:30 – 3:00 Client Care Program

Whether you call it annual maintenance or client care, the benefits to these programs are enormous. We review the different types of programs that you might incorporate into your practice, along with the advantages and disadvantages to each. Aside from annuitizing your client base, a great program forms a unique community differentiating your firm in the marketplace. We learned in yesterday’s session that systemic client value creation drives your success – how will that shape your program from its inception and going forward?

3:10 – 4:20 No/Low-Cost Technology, No File Slips Through the Cracks 

It is frustrating when a client calls because his file hasn’t been touched for months. Despite dealing with a client fire, this could pose ethical problems if a bar complaint for neglect is filed. As your practice multiplies, keeping track of work-in-process becomes exponentially more difficult. Fortunately, there’s free and low-cost software solutions you can integrate into your systems. We examine different technologies and discuss the importance of API in your CRM.

 4:30 – 5:30 Wrapping it All Up – The Freedom Practice Process

There’s a seven-step process to incorporating new concepts and strategies into your practice. In your ever-expanding orbit your firms capabilities increase while your personal focus becomes more precise and narrows. Going forward you’ll have a templet to implementing all of the ideas that you gained from Practice Xcelerator.

Event Sponsors

Craig R. Hersch

National Practice Development Expert

Craig R. Hersch is the go-to National Practice Development Expert for truly entrepreneurial & ambitious estate planning attorneys. He almost single-handedly created the innovative, trademarked processes The Family Estate & Legacy Program® and The Estate Settlement Program®, The Advanced Planning Expander and The Transitional Event Sequence.  These unique processes, designed to provide clients with comfort and clarity when navigating the complex legal, tax and financial concerns associated with planning and administering an estate, are innovative game-changers that can’t be compared with anything else out there.

Craig’s passion for the business of the practice of law led him and his law partner, Mike Hill, to create The Freedom Practice.  With the help of his Freedom Practice team, Hersch licenses these cutting-edge systems to the best attorneys in various communities to better serve their clients and make their practices rise above others in the quickly changing and highly competitive legal marketplace.

As a known expert, Craig is regularly published in Trust & Estates Magazine, writes a national column on their website and is a member of their Editorial Advisory Board on The Modern Practice.

Hersch is a longstanding Florida Bar Board Certified Wills, Trusts & Estates attorney, CPA, and has an entrepreneurial background as a founding shareholder and director of a private state-chartered trust company in Fort Myers, Florida.

As a law partner with Sheppard Law Firm, Craig has over 30 years of Estate Planning experience. He is the author of six books that have transformed the way he interacts with his clients, allowing him to have higher-level conversations and work as a partnership. He also has published The Estate Planner’s Guide to Practice Development which covers a variety of topics to help estate planners to improve their practices.

A graduate of the University of Florida, Hersch provides his expertise as a featured lecturer at continuing education programs sponsored by the Florida Bar, the Florida Institute of Certified Public Accountants, WealthCounsel, The Estate Planning Councils of Lee & Charlotte Counties and The National Business Institute.

Since 2005, Hersch participates in The Strategic Coach®, an international entrepreneurial coaching program based in Toronto and Chicago, creating business and marketing strategies he very successfully implements into his law practice. His uniquely varied background in law, accounting, tax and finance enables him to deliver high-energy, dynamic speeches that provide lawyers, CPAs and financial firms with valuable information to apply in their own practices.

He is married to wife Patti, and has three daughters, Gabrielle, Courtney and Madison of whom he is very proud.

Michael B. Hill

Practice Systems Implementation Expert

Michael B. Hill is a partner at Sheppard Law Firm. Michael is a Florida Board Certified Will, Trusts & Estates attorney concentrating his practice in estate and wealth preservation and business succession planning.

Michael has extensive tax, legal and technology skills, enabling him to create unique plans for meeting client’s individual and family needs.

Michael is a double graduate of the University of Florida, receiving his Bachelor of Science in Accounting in 1998, and his Juris Doctor, with honors, in 2001. He is a member of the Florida Bar Association, the American Bar Association and the Lee County Bar Association.

Michael and his wife, Jamie, have four children, Connor, Chase, Lindsay and Caleb. In his free time, when there is any, Michael enjoys playing golf, working out, and watching most Gator sports. As an alumni of the Fightin’ Gator Marching Band, you may be able to spot him on Florida Field as a member of the Alumni Band, which marches at one home football game each year.

Maria L. Reimer

Strategic Planning & Team Success Coordinator

Maria L. Reimer is the Strategic Planning Coordinator for The Freedom Practice™ where she works closely with attorneys Craig R. Hersch and Michael B. Hill to bring innovative solutions to the ever-changing legal marketplace. An integral asset to The Freedom Practice™ team, Maria mediates and processes complex situations to help invent advanced experience-based interactions that leave attorneys and clients alike with a sense of fulfillment and motivation.

Maria helps guide estate planning attorneys and their teams to implement and integrate The Freedom Practice™ front stage and back stage legal practice systems into their already-existing, thriving practices. Maria is passionate about team success solutions, providing legal assistants, attorneys, clerical staff and marketing teams with elevated ways of thinking to help them grow and develop internally.

Maria is a graduate of St. John’s University, Jamaica Estates New York where she received her Bachelor of Science Degree in Paralegal Studies. In addition, Maria is a participant of the Strategic Coach Program – Team Success where Maria collaborates with top team-management professionals to pioneer and game-change the realm of team success and strategy.

Maria is the proud mother of two beautiful daughters, Brittany and Catie. She is also quite fond of her dog, Bella, all of whom are endless sources of inspiration and energy. In her free time, Maria enjoys gardening, cooking, and long walks with her two daughters.

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