As an estate planning attorney, you know all too well that everyone needs an estate plan. From those who need basic wills and health care proxies to those whose needs include business succession, asset protection, and long-term discretionary trusts ... every adult American needs some form of estate plan.
Similarly, every practicing estate attorney needs some form of marketing. And, in the same way that not everyone needs sophisticated estate planning, not every attorney needs sophisticated marketing.
But some do, whether they realize it or not.
When you meet with new clients, it's frustrating that sometimes the very clients who most need sophisticated answers to their complex estate planning challenges are the ones saying things like, "Don't give me your sales pitch. I just want a basic will."
Or, how about the fellow who comes into your office and says, "I already have a comprehensive estate plan written by my son-in-law. But, I was reading online that I should have a pour-over will. How much do you charge for pour-over wills?"
Now, let's just make it a little more interesting. Let's say that, against your better judgment, you agree to look at the fellow's "comprehensive estate plan," and discover he and his wife have basic "sweet heart" wills and, clearly, there is no reason for them to also have a pour-over will. You try to explain it to this fellow, who has been reading about them on the internet. He gets angry with you and says, "Don't give me your sales pitch. Just tell me how much for a pour-over will."
Chances are, you won't be able to help this person ... unless he agrees to sit down with you and learn a bit more about wills and trusts and how pour-over wills really work. If he keeps shutting you out, he may indeed get himself a pour-over will from some online document vendor. But, unless I miss my bet, he's not likely to get one from you, right?
You probably have a process and protocols that you follow in your practice to help educate prospective clients, to highlight problems they didn't even know they had, and to show the value of the service you offer.
So do we.
Like you, we meet with every prospective client to review their current situation, their needs, budget and expectations. Like you, we do this before making recommendations. Like you, we need to discover whether we can be of service to you, whether we are a good fit for your firm and whether we can really meet your needs.
Our process starts with a 10-minute phone call. If you're ready to market your law practice, click on over to request a free marketing consultation now.