The number one first rule in selling is to avoid confusion at all costs.
A confused person doesn't buy.
The secret of the Client Engagement System is to lead your prospect down the road to yes by helping them clearly see why there is no better choice but to hire you to plan for the protection of their family.
Before I used a system, I had prospect after prospect leave my office because they were confused or uncertain about the value of planning and specifically why they should plan with my office.
That doesn't happen anymore.
I believe I have a moral obligation to clearly convey the value of planning to my prospects. And, if they leave my office confused, I've failed.
CES Subscriber Jeffrey Salisbury asked me a GREAT question on a recent de-briefing call about how to avoid confusion when a client has an estate that requires advanced planning.
I'll share with you what I shared with Jeffrey in my offline Law Business Secrets newsletter, which you'll be getting near the end of the month if you are a subscriber.
Wondering if you are a subscriber?
You aren't the only one.
Many of you have told me you are confused about membership in the Family Wealth Planning Institute and how you can get the Law Business Secrets offline newsletter.
That means I've violated my number one rule - avoid confusion!
So, here's what I'm going to do:
Unless you are one of my private coaching clients, you are NOT going to hear from me again until I've got it all cleared up for you.
On Monday, I'm spending the entire day putting together the offline Law Business Secrets newsletter (if you wanted me to critique your marketing piece, you'd better fax it to me fast at 310-531-7395).
The rest of the week, I'm going to work on getting you everything you need to know about participating in the Family Wealth Planning Institute Inner Circle and the Law Business Secrets Practice Management and Marketing Mastermind and I'm going to work on finishing the marketing plan for the KPP System for Attorneys so that you can begin implementing the KPP marketing plan before the end of the month.
On Thursday I leave to spend the weekend with my mentors Dave Dee and Dan Kennedy at a very, very, very expensive private coaching seminar. I won't even tell you what it's going to cost me, but I can assure you you'll benefit from what I learn without having to make the substantial investment I am.
I'll be back next week with everything you need to know about the Mastermind and the Inner Circle.
Have a great week!
Dedicated to Helping You Love Your Practice,
~ Alexis
PS - I'll be critiquing your marketing in this months offline Law Business Secrets newsletter. Do you want a free critique of your advertising or marketing? Fax what you've got to 310-531-7395 and you could get free marketing advice.
PPS - Don't forget to mark your calendar for my Law Biz Secrets Mastermind call with Michael Gerber on February 27 at 9:30am PST; this is a call you definitely won't want to miss.
Comments