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27 Cards in this Set
- Front
- Back
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Placing Call to get email addresses
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“Hi, this is Sally and I’m with the [NAME] Law Firm here in town. How are you doing today? We are a local estate planning law firm and we’ve been practicing here since [DATE]. We conduct regular continuing education programs for financial advisors in the area each year. We also send out regular tax and estate planning educational alerts via email each month on a wide variety of subjects. We send it to over [NUMBER] professionals like yourself each month and we would like to add your firm to our list.
Don’t worry, we aren’t selling anything and there is absolutely no cost. It’s purely educational. We began sending the educational alerts because several professionals in the area wanted more information about the ongoing tax law changes, IRA planning and elder law subjects. We can send a complimentary alert to you in [MONTH] and see how you like it. If after receiving it, you would like to be removed, you can simply click Unsubscribe and you will automatically be removed from the list. Who should I sent it to over there?” |
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How Referrals Work In Your Firm
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As you go through your meeting agenda, be sure to review how referrals work in your firm and what they can expect in return. You cannot promise exclusivity to refer new clients to only them, but you can work together as a team to bring their existing clients back to them when they need additional financial planning services. That equals big residual fees and absolutely no marketing costs for them. What a great opportunity for them!
HOW REFERRALS WORK IN YOUR FIRM When an advisor refers a client to your office for estate planning, use the following system or create one that works the same way every time you receive a referral, without fail. Explain your referral system, step-by-step in your meeting so they will see the value you can provide them through their own clients. 1. No Poaching Policy – put the advisor’s mind at ease by telling about your No Poaching Policy: If they send a referral to you, they can be assured you will not pass their client to another advisor and you won’t keep them yourself (if you are licensed to sell financial products). 2. Pre-Appointment Call with Planner – find out what the client needs to look after (i.e. long term care insurance, life insurance, disability insurance). 3. Client Consultation Review of Financial Services Needs (briefly) – ask them if they have plans in place to take care of that issue, if not, tell them you’ll talk more about this after your estate planning meeting. 4. End of Consultation – establish how they would like to address their financial services issue(s) by confirming: 1) You will make an appointment with the planner for them before they leave, 2) you will have planner call them, 3) they will call the planner or, 4) they will do nothing. 5. Close the Loop – email the advisor what was suggested, what client agreed to do and what the next step is for them/you. Then send a Thank You for Referral letter. |
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Results Goals
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1. Set the stage for a private seminar for that professional’s client base and/or;
2. Generate referrals and/or; 3. Initiate the relationship with a professional you can outsource tax work from trust administration to or other types of assistance your office may need or; 4. Offer in-house CE programs 5. Invite to upcoming seminars 6. Offer an estate plan for themselves at a discounted rate |
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Next Step
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Best if you follow up with them – stay in control.
2. Schedule another meeting to discuss future opportunities. 3. Have them come in to do their own estate plan (consider special pricing as “professional courtesy”). 4. Invite to upcoming seminars. If so, have them bring a client. 5. Invite to upcoming CE Program or offer to do one in-house for their office. 6. Add to eAlert if not receiving it yet. 7. Don’t forget to reciprocate your time by identifying THEIR business goals and needs. |
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Tell Me About You and Your Business (You asking them)
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• Your background and experience, professional goals (overview)
• Client Services • What’s working? Marketing Staffing Conversion Referrals • What isn’t working? Common issues |
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About Me
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Education, years of experience
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About our Firm
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• Our Story (history) – why we do what we do
• Firm mission • Member of the American Academy of Estate Planning Attorneys • Our focus, staff, books • Tell about your firm philosophy • Continuing Education Programs for Professionals |
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Benefits of Academy Membership
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Exclusive national organization of attorneys dedicated to estate planning law
• Provides critical on-going continuing legal education • 36-hours of continuing education in Estate and Tax Planning required annually • Nationwide estate planning experts available |
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Service to Clients
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• Practice focused exclusively on estate planning (basic, advanced, elder law, etc.)
• FREE initial consultations • Meet with each client to determine concerns and goals • Turnaround and document signing - approximately 4 weeks • Estate plan and financial plan coordination with advisors • FREE initial consultations at time of death or incapacity for family members • Continuing relationships with family members • FREE reviews • FREE phone calls • Quarterly newsletters • Educational client seminars • Law change updates • DocuBank service |
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The Basics
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• Living trusts
• Funding letters • Pour over will • Property agreement • Property power of attorney • Health care documents • HIPAA Release Forms • Wills • Estate Administration • Probate |
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Advanced Planning
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• Family Limited Partnerships
• Irrevocable Life Insurance Trusts • Charitable Trust Planning • Private Foundations • GRITS/GRATS/GRUTS • Special Needs Trusts • Business formations • Elder law |
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Post Mortem Services
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• Trust Administration
• Probate |
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Elder Law Services
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• Medicaid Pre-Planning for Qualification
• Medicaid “Crisis” Planning • Nursing Home Referrals |
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Other Services
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• Federal Estate & Gift Tax Returns
• Tax planning and qualified retirement plan distribution • Organ donations • Estate Planning for the GLBT Community • Farmer/Rancher & Business Owner Planning |
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Professional Relationships and Services
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Our Goal:
• To develop strong, mutually beneficial relationships with a select group of financial advisors • Ensure coordination of estate and financial planning for clients in common • Development of joint programs ensuring success for Financial Advisors and other professionals |
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Continuing Education Programs for Financial Advisors and Other Professionals
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• Basic to Advanced Estate Planning Topics
• IRA Planning • Business Succession Planning • Trust Administration • Total Return Unitrust • 529 Plan • Special Needs • Other programs… • Customized CE programs available • Access to law firm for questions |
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Professional Relationships and Services
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• Monthly Educational eAlerts
• Team Approach Policy No Poaching Policy Become a Referral Source • Client Referrals to you (review your system – sample above) • Client Referrals back to them (review your system – sample above) • Opportunity to capture lost client revenue • Increased sales of financial products Educational Client Seminars • Improve “full service” approach Discounted Estate Planning offer to Advisors |
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Next Step?
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• Crystal Clear Plan
Discounted Estate Plan Attend Public Seminar In-house CE Course Endorsed Client Seminar Add to eAlert Schedule Follow Up Meeting • Firm Up |
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CE Programs Offered by Rosen Law Group
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• 12-Part Basic to Advanced Estate Planning
• Planning with IRAs • Business Succession Planning • Trust Administration (Estate Settlement) • Personal Injury and Special Needs Trusts • 529 Plans • Total Return Unitrusts • Tax Reform Act of 2001 • Medicare Part D • Tips, Tricks and Traps of the 706 • Drafting Special Needs Trusts • Administering Special Needs Trusts |
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What's in it for your sponsor of the seminar
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• Remember, however, that endorsed seminars are not a one-way street. In fact, they have just as much to offer your sponsor as they do you. For instance, your sponsor will find that endorsing your seminars will garner them these powerful marketing advantages.
• Today the name of the game is value-added service. By hosting this informative event, your sponsor will demonstrate to its clients that it has a heartfelt commitment to this high standard of service. • Staying in constant touch with clients and prospects is an indispensable strategy in your sponsor’s campaign for top-of-mind awareness in their marketplace. With such promi-nence in the community, your sponsor is much more likely to enjoy repeat business and referrals from satisfied clients, as well as new business from prospects. This seminar will provide your sponsor with an ideal opportunity to secure that high profile so critical to lasting success. • When your sponsor positions your endorsed seminar as a thank-you event for valued cli-ents, the sponsor lets clients know it doesn’t take their business for granted and appreci-ates the opportunity to serve them – a gracious gesture that will surely set the sponsor apart as a class act and unique in today’s marketplace. • This event offers your sponsor a cost-efficient way to promote itself in your marketplace. For a very small investment, your sponsor can make available to clients and prospects valuable information that could be worth thousands of dollars to them. • By hosting an in-house seminar for the sponsor’s staff, the sponsor will demonstrate that it also cares about helping employees make informed decisions on crucial life-planning topics – a certain morale booster. • Because your seminars will also provide the sponsor’s sales staff with opportunities to serve their clients better, these events will help them retain client loyalty. And that’s a terrific way to ensure the loyalty of your sponsor’s own staff. |
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Implementing the Program
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• Promote the event(s) in as many different ways as possible. For instance: announce it in routine newsletter bulletins; send out a special mailing; remind people with announce-ments at events: and follow-up with a postcard; post the announcement on the website of the endorsing company.
• Seminar invitation letter and follow-up postcard. Utilize the Academy’s timelines for di-rect mail campaigns. • Get access to the names and addresses of people who attend your seminars. Explain that this is the best way to ensure that those who attend get the greatest benefit from the pro-gram. Stress the importance of getting the organization’s permission to use your standard Seminar Evaluation form. • Let your office handle the incoming reservation calls. |
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Promotional Tip: Take the Lead
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You’ll achieve greater success if you take the lead and suggest promotional ideas whenever pos-sible. Even better, be prepared to provide the organization with text for your promotional mate-rials, so that they don’t have to do it themselves. For instance, you can request that the sponsor:
• Mail out a press release about your event (you’ll provide the copy, so they just need to do the mechanics of mailing the releases out to the media). • Run an article on estate planning in their newsletter or bulletin. • Send a letter offering those who couldn’t attend the seminar a free Academy Report, an-other seminar date, or a free consultation. |
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Follow-Up After Seminar
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After the seminars, be sure that you stay in touch with the sponsor and demonstrate your respon-siveness to your sponsor’s needs. Once your seminars are concluded, be sure to call your sponsor and ask for feedback on your efforts. Were the seminars effective as a client-service event? Did the organization achieve its goals? How did participants respond? What could you change to make them even more effective in the future?
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Prospective Sponsor Phone Script
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PROSPECTIVE SPONSOR PHONE SCRIPT
Hello, my name is [your name]; I’m an attorney practicing in [city]. Do you have a couple of minutes now to let me run a concept by you that I think may be of benefit to your company? If NO: Listen, I understand. Would [date and time] or [date and time] be a better time for us to chat for about 5 minutes? If YES: Thanks, I promise I’ll make the next few minutes worth your while. I concentrate my practice on estate planning, and I’ve committed a great deal of energy to edu-cating the public about all that estate planning can do for them – and the problems they’ll en-counter if they don’t do any estate planning. (Briefly mention any other highlights: for example, a radio program you host or a column you write). Perhaps you’ve seen the announcements about my seminars in the newspaper? These seminars have been exceptionally well received. Our audiences consistently tell us that they help create awareness of crucial estate planning issues people need to address as well as strategies for solving them. What I’d like to propose to you is that by bringing these seminars to your clients you may be able to generate considerable advantages for yourself. That’s because these seminars will . . . • Give you the opportunity to show your clients how much you appreciate their business with this very special thank-you presentation. • Bring your clients and prospects back into your offices where they will be more likely to provide you with repeat business, new business, and referrals. • And the seminars will help you set yourself apart from the competition with value-added service which, as we all know, is the key to long-term success today. Pause briefly for reaction. You know, the advantages to you of an endorsed seminar are many, and your clients and pro-spects will benefit as well. But it’s difficult to do this proposal justice over the phone. Would you be available [date and time] for lunch or would [date and time] be more convenient for you? |
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Phone Script for Seminar Follow-UP
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PHONE SCRIPT FOR SEMINAR FOLLOW-UP
Hi, my name is ______________________ with _______________________. If Attorney’s Office Follows Up I’m calling today to make sure you received the letter that [Name of sponsoring organization] mailed to you, inviting you to attend the free estate planning seminar they are hosting for their valued clients. Did you receive the letter? Alternate – If Sponsor Follows Up I’m calling today to make sure you received the letter we mailed you, inviting you to attend the free estate planning seminar we’re hosting for our valued clients. Did you receive the letter? If Yes: Good. The seminar is coming up on ________________ at _______________. If you would like to attend the seminar, I can reserve seats for you. How many would be attending? Once they make reservations: Good. We’ll see you on __________________ at ____________________. Do you need direc-tions on how to get to our seminar location? If No: Fine. Have a nice day and we’ll see you on _____________________. If Yes: Give directions then say, Have a nice day and we’ll see you on ____________________. If they didn’t get the mailing: Let me confirm your address... Well, I’m sorry you didn’t receive the invitation. Let me quickly explain it to you. We’re hosting a free estate planning seminar on _____________________ at ____________________ for our valued clients and their friends. If you would like to attend the seminar, I can reserve seats for you. How many would be attending? |
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SEMINAR RESERVATION CONFIRMATION PHONE SCRIPT
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SEMINAR RESERVATION CONFIRMATION PHONE SCRIPT
Hi, my name is ______________, with ______________. I’m calling to confirm your reservation at our Living Trust Seminar on ______________ at _____________. Wait for response. If they’re still planning on attending: Good. We’ll see you on _____________________at____________________. Do you need di-rections on how to get to our seminar location? If No: Fine. Have a nice day and we’ll see you on ____________________. If Yes: Give directions then say: Have a nice day and we’ll see you on ______________. If they can’t attend the seminar: We have other seminars coming up that may fit your schedule. Would you like reserve a seat at another seminar? If Yes: List the other seminar dates, location and times, and then say: Have a nice day, and we’ll see you at the seminar. If No: Okay, well we’ll keep you on our mailing list, if that’s all right with you. So, we can keep you informed of our future seminars. How does that sound? All right, well it was nice talking with you… Have a nice day. |
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Sandy New Member call 11.13.12
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At a lunch meeting. Have an agenda. Find out about their business. Finding out why they are interested in sitting down with me and HAVING lunch. Why did you even want to sit down and me with ME?
B/c x, y, z. I want referrals. Is there anyway I can help you in YOUR business. Okay -what's your number one problem in your business? Is it new prospects? Okay - I understand. How about your existing clients? (we don't know all their assets.") If they don't come up with that - do you ever have the problem with a client NOT disclosing all assets to you. One way to solve it is - we do an endorsed seminar, they have to have all their estate planning done, I have to know all of their assets. You will be involved in the process and you have to uncover all assets. Do you ever lose assets from a client? What happens at death generally? (Kids live in another state, a different FA). I do another seminar which is friends and family. What happens after death. Find their pain. And uncover it. What have you done about it. Maybe a can take away the pain. Rosen - why do you want to meet with ME? I meet with different insurance agents and financial advisors b/c I have something that can help you. What I have is that I can be a "value added" to you and your services. What I mean be value added is a reliable, competent, estate planning attorney. Who can help support you in your business. So a value added for your clients, plus a supporting them in their business because when someone works with me ALL ASSETS are uncovered. The statistics are well-known by the FA and insurance guys that CLIENTS don't tell them everything they own. I can uncover more assets, and more business for you to do. The other thing is, depending on the age of the client, if the client passes away, they FA or IA has no relationship to their kids. In some way, I'll be able to bridge the gap b/w the existing client and their family members. Again - I'm not guaranteeing anything other than competent legal services in estate planning which is a value added. But there is the potential of uncovering more business and turning your client into a multigenerational client. How can you do that? I can present a seminar to your clients on what is going to happen after their death to the assets. You bring me in as a speaker in for that topic and you invite your clients there. You get to see kids. I help provide the gap. |
