Follow The Leader

Posted by Kyle E. Krull, Esq., President
INTEGRITY MARKETING SOLUTIONS

Everyone is gifted differently.

I have been around a while. The first estate plan I prepared was in January of 1985. You could say that I have seen more than a few changes in this practice area over the past quarter century.

One thing hasn’t changed, however. Most estate planning and elder law attorneys I have known are masterful at navigating the ins-and-outs of the law. Not only do they know the law, but they daily apply the law to very complex facts (and to even more complex personalities).
Attorneys practicing in this field must be both generalists and specialists.

Another thing hasn’t changed over the years. The key to having a more profitable and enjoyable estate planning and/or elder law practice is having a steady stream of pre-qualified and motivated prospects on your calendar each month. Period.

So, how does that happen? Here’s my formula:

1. You must provide excellent services to your clients.
2. You must market ethically and consistently to your prospective clients, your existing clients and your referral sources.
3. You must have a turnkey marketing system to market your services ethically and consistently to your prospective clients, your clients and your referral sources… so you can focus on providing excellent services to your clients.

Sure, you can try to market your own practice. But is that the best use of your time? Or, alternatively, perhaps you can hire someone to handle your marketing. Such a person is called an “employee.”

Employees are more than the hourly rate you pay them. In addition, you get to pay some or all of the following hidden costs of an employee: federal withholding taxes, unemployment insurance, worker’s
compensation insurance, retirement benefits and health insurance. By the way, over the past quarter century I have noticed that it is much easier (and more pleasant) to “hire” than it is to “fire.” Trust me.

Question: Will you (or that marketing person on your payroll) be able to design, implement and maintain the effective, cutting edge marketing system you need to generate that steady stream of pre-qualified and motivated prospects on your calendar each month?

Teaching Point: You are a gifted estate planning and/or elder law attorney. That is your unique gifting. Consequently, that is where you ought to spend your time and effort. Let our team of marketing experts at Integrity Marketing Solutions be your marketing department. In fact, let us
help you take your practice to the next level with The Essential Solution®. It’s a comprehensive marketing system, tested and proven effective in my own law practice. We are here to help when you are ready to have an ever more profitable and enjoyable estate planning and/or elder law practice.