Family Wealth Planning

Why are YOU a lawyer?

I've just spent the last week with the new COO of the Family Wealth Planning Institute, Joan Kuenhold.

Joan and I spent nearly her entire time here (she lives in Wisconsin) getting clear on the vision of the FWPI and making all sorts of diagrams, org charts, workflows, and process maps.

Whew!  I'm exhausted and exhilarated all at the same time.

I've finally learned how to run my law practice like a law business so I can work 1-2 days a week and here I am burning the midnight oil again.

But, the truth of the matter is that I love it because I know that I'm creating something truly meaningful and amazing.  And, that drives me.

I wish I was just driven by a desire for money.  That'd make my life a whole lot easier. It's easy to earn a dollar ... or even a million. The Donald would say, even a billion.  And, I believe it.

And, there's plenty of people out there teaching  how to do it.  I've learned from some of the best.

Are You a Member and If So, of What?

I understand you might have some confusion about whether you are a member of my Silver or Platinum Mastermind groups and, if you are, at what membership level.

Let me try and clarify things for you.

Before I do, I want to let you know that the growing pains you've experienced with the launch of the Family Wealth Planning Institute are coming to an end.

Now that I've seen how much our community needs straight-forward, easy to implement ideas and strategies that offer us a business model that works for us AND our clients, I am investing all of my resources in building a team that can support the demand.

I just can't do it alone!

I've engaged an acting COO who is creating easy to monitor operational systems (just like those I'm teaching you to create for your business!) for the Family Wealth Planning Institute so that FWPI can serve your needs AND the needs of the public as much as possible.

Reach an Untapped Market Right Away

I wanted to get this email out to you right away as an example of an untapped market you can and should be reaching - Real Estate Agents!

I've actively reached out to real estate agents and have had great results.

1. Some agents make appointments immediately.  We got 3 appointments scheduled out of my last marketing effort.

2. Each time I reach out to this community, I add approximately 20 agents to my "herd", who each get my monthly client newsletter (which you should be customizing and sending out to your "herd" if you are a member of the Family Wealth Planning Institute Inner Circle).  Many of those agents eventually make apppointments to get their own planning taken care of with our firm.

I'm Going to Solve Your Biggest Business Challenge

The response to my email asking you for your biggest business challenge was overwhelming.

And, for the vast majority of you, you said your biggest challenge is keeping the pipeline full.  In this month's Law Business Secrets offline newsletter, I'm going to solve that in two ways:

1. I'm going to answer Patrick Roth's question about how he can differentiate himself from all the other attorney's around him when in many ways they are all the same.  If you do what I tell you to do in my answer to this question, you WILL have solved the problem of keeping your pipeline full, permanently!

2.  I'm going to send you the flyer we are using to advertise our Kids Protection event in Studio City later this month.  YOU MAY NOT USE THIS AD.  It is copyrighted and ONLY may be used by my Platinum Mastermind members with exclusive license.  I will find you if you use the ad and extract significant damages.  Having gotten that out of the way, you CAN use the concepts that I talk about in the newsletter, which are illustrated in the ad to create your own pipeline full and without spending buku bucks.  We are going to spend a mere $1,800 and reach 20,000 families with this flyer.

What is Your Biggest Business Challenge?

It's nearly 1:00am and I'm working on the Practice Management and Marketing Mastermind OFFLINE newsletter and just got finished writing about a teeny, tiny secret that earned me $15,000 after one of my seminars that you are likely overlooking, but won't be after you get my newsletter.

I've left space this month to answer your biggest business challenge. And, to do that, I've got to know what it is.

Is it bringing clients in? Is it getting them to engage? Is your biggest question about a specific strategy I've mentioned? Wondering how to implement something?

Imagine the Freedom ...

Last week I met with 6 prospect families and each is now a new client of my law firm.

I'm not telling you this to brag, I'm telling you this because I want you to take a moment to imagine the freedom you would experience if you could have the same certainty I do that when a prospect schedules an appointment to meet with me, that they will almost certainly become a client.

I also want you to realize that it wasn't always this way for me. Quite the opposite.

When I first started out, my "yes" rate was a dismal 50%. And, my cancellation rate was nearly 50% as well. That meant that a huge amount of my energy and resources were spent preparing for prospects who would never show up and then meeting with people who weren't going to become clients.

Gratitude for customer complaints and a gift for you

Turns out the service we used to deliver our email had some MAJOR problems over the past couple of weeks and I've just been informed that they are resolved.

Woohoo!

We are coming up with a strategy to make sure that NEVER happens again.

As you can imagine, I've been a little bit stressed out about this email delivery problem because it's my main way of communicating with you and it's so important to me that I get you great information that you can implement in your practice.

And, the worst thing was that I couldn't do anything about it other than complain to the company we use for email delivery.

Here's what I learned through all of this and I recommend you immediately apply these ideas to your business.

Why am I doing this?

[I recommend you print out this email and spend some quiet time reading it]

A few things have happened recently to make me question why I have decided to use my creativity, my sales and marketing skills, my compassion, love, energy and care to educate and inspire lawyers.

There are plenty of ways to make money. I'm VERY creative and a great marketer. And, frankly my coaches and mentors have told me I'm giving away WAY TOO MUCH of myself in all of this.

Then a colleague forwarded me an email that made me want to throw up my hands and walk away from all of it.

The emailer questioned my motives because he signed up for my free e-newsletter and in it I was plugging my free 2-month membership in my Practice Management and Marketing Mastermind.

And that, he said, made the hair on his neck stand-up.

WTF? If you don't know email shorthand it stands for something that ends with a four letter-word and I'll let you figure out which one.

I no longer worry about getting new clients

For the first time in my life as a biz owner, I am not at all worried about where the next customer will come from.

I spent the first few years in my practice constantly worried about that.

I spent hours posting on the Wealth Counsel listserve and reading posts of the more experienced attorneys hoping to glean some tidbit of information that would teach me to automate my marketing to have a steady flow of clients that would just keep coming.

I remember the exact day almost two years ago sitting in my office and literally PRAYING for a time when I wouldn't be scared and worried about my practice and whether I'd be able to pay my bills.

I went home that day and sobbed. I knew there had to be a better way and I was determined to find it.

What makes a good testimonial?

You've probably heard me say it many times, but it's worth repeating ...

You've got to use social proof (testimonials) in your marketing.

I'm sure the first thing you're wondering is how do you get testimonials?

I've got 4 great ways for you to get testimonials, but they are too long to go into here.

You'll get to read about all 4 ways and which one is the hands-down winner in my March offline newsletter.

If you are not a Practice Management and Marketing Mastermind member, you'll want to go here now and get all signed up for your two-month trial so you can get the March newsletter.