The IMS Spring Conference 2012 concluded two weeks ago today. Where does the time go? I don’t know, but I do know this… time is moving fast!
Accordingly, I believe it wise to take stock from time to time regarding how we are investing and spending our time. So it is with our estate planning and/or elder law practices. Here’s a question for you to ponder: What are you selling?
From my vantage point, as president of IMS over the past 16 years, I have had the unique opportunity to study hundreds of the practices of your peers across the country. Based on that unique opportunity, I have determined that the answer to that question comes down to this: You are either selling a pile of paper or you are providing peace of mind. Period!
I would take it a step further, though. If you are providing peace of mind, who defines that peace of mind, you or your client? No, think about it. After you have been practicing estate planning and/or elder law for as many years as most of us, we all tend to fall into a trap. This trap is best described by the old saying that if all you have is a hammer, then every problem is a nail. Ergo, attorneys tend to “carpet bomb” the problems presented by our clients with piles of paper. And it works.
Problem: LegalZoom.com and other DIY legal form services can create piles of paper too and almost free (by comparison). What, then, is your differential advantage? You empowering your clients to have a unique experience through a process that turns the traditional engagement process on its head. That, Charlie Brown, is your differential advantage. You are!
Picture this: From the very beginning of the process, your clients truly prioritize the results they want to accomplish at the end of the estate planning process. Your unique process helps them do just that and then, helps them custom design their own estate planning results with your collaboration. This process has far too many moving parts to cover in a blog post (or even a series of blog posts). In fact, the first afternoon of the Conference, I only was able to give The ESSENTIAL Solution® attorneys in attendance a brief overview of the process.
I can tell you that it is a wonderfully satisfying experience for the clients, as well as the attorney. Oh, by the way, your fees are protected from the dreaded “downward” pressure. Want proof? Read some of my client testimonials for yourself on Avvo.com or Martindale.com
Teaching Point: Intrigued? If yes, then stay tuned as this unique process will be made available only to The ESSENTIAL Solution® attorneys.