Powerful Presentations for Estate Planning Attorneys
top ten fatal estate planning mistakes •
companion brochure •
view sample slides • bonus products
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on cd
In a recent Practice Strategies Survey you told us you need to motivate clients and referral sources to
initiate and complete the estate planning process. More than half of
those responding expressed concerns about client and referral motivation
to move forward with estate planning.
A few comments are representative of the sentiments of many:
"Repeal of the estate tax removes the primary impetus or motivation for
many clients to do estate planning. Although many non-tax reasons for
planning exist, few are as compelling (at least in the client's mind) as
the specter of federal estate taxes. With the increase in the federal
estate tax exemption over the past few years the majority of the new
clients I see no longer have taxable estates."
"People will have the belief that estate planning is not necessary when
avoiding estate taxes is actually only a small part of the planning
process."
"Although clients will still need estate planning services one of the
motivating factors in them initiating action will be gone."
The
Top Ten Fatal Estate Planning Mistakes is a turn-key workshop to help you meet
the challenge of motivating clients and referral sources. This is the powerful client and advisor workshop you
need now -- focusing on the many issues of estate planning, and some of the
most popular mistakes made by people at all levels, from Mom & Pop to business
owners and the the highly affluent. Be sure to use the companion
brochure,
Common Estate Blunders in your follow-up mailings to maximize your
seminar opportunities!
- 28 full-color slides.
- 2006-EGTRRA compliant.
- Complete narrative script included in speaker's notes section.
- Covers topics from inheritance protection and incapacity planning to
business succession and qualified retirement benefits.
- Demonstrates ongoing, non-tax needs for comprehensive estate planning to
prospective clients and referral sources.
- Builds new referrals by teaching allied professionals to spot common
mistakes in their clients' estate planning.
View Five Sample Slides
(Requires Adobe Acrobat Reader Version 5 or later)
Review Companion Brochure:
Common Estate Blunders
The workshop is delivered to you as a fully-editable PowerPoint file
(you must have the PowerPoint software in order to use this file).
Simply double-click the file from
your desktop and you are ready to begin presenting. However, if you find
that you prefer to "tweak" some of the slides, hide, replace or change
their order -- you are free to do that as well. Present from a
projector, or print full-color transparencies from the file. Print your
speaker's notes and audience hand-outs directly from the file. Make an
archive, back-up copy and store it on your hard drive, or burn a CD. [Just please respect the copyright disclosures included and do not share
(or pirate) the file with your colleagues, or post it on your website.]
Order Top Ten Fatal Estate Planning Mistakes
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Digital
Download*:
$225
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CD Shipped to You
$250 plus shipping
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| *All orders are processed
off-line, Monday through Friday, during regular business
hours. When your order has been processed, you will receive
an email with a link and download instructions. |
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Bonus Products
Get These Great Bonus Products FREE With Your Purchase
Don't let sloppy execution undermine your seminar marketing efforts.
These essential guides will help ensure your success:
- Seminar Marketing Guide & Checklists
Walks you through a step-by-step process from planning to promoting
to follow-up for a typical workshop campaign, including ways to
stretch your budget, meet your marketing goals, and a timeline for
promotions.
- Workshop Reporting Form
How do you know whether your seminar marketing efforts are
profitable and worth the investment of your time, staff time,
and limited marketing resources? This form holds your marketing
efforts accountable and ensures you stay on track for increased
profitability (not just revenue)!
- Consultation & Contact Request Form
Every attendee should receive this essential contact card, which
allows them to request an initial consultation, provide their
contact information, indicate their general needs & interests, and
register for your email or hard copy newsletter. Without this form
in-hand, you miss vital opportunities to maximize your seminar
marketing results!
- Sample Follow-Up Letter
So, the workshop went well, some people even scheduled appointments
and some signed up for newsletter. Now what about the rest? Don't
waste those opportunities. Capitalize on the moment with a strategic
follow-up letter that reminds your prospects of the issues you just
covered, while polishing your professional image -- both to your
prospects and to the professional advisors who may have sponsored
the event.
-
Speaker's Guide to Audience Participation
Audience participation is a powerful tool for speakers. Ever wonder why those direct-mail offers always want you to
peel the YES sticker off from one part of the mailing and paste it on to
the reply card? They are looking for "audience participation," because
it is a proven technique to boost response rates by as much as 50
percent!
But before we address ways to initiate audience participation, let's
review a few important caveats for attorney speakers:
Do NOT open yourself up to random questions from the audience. Here
are the risks and reasons to avoid this technique:
- Loss of Control -- Random audience questions can break
your rhythm, stall your momentum and burn through precious time.
- Loss of Authority -- When you allow your audience to fire
out random questions, you relinquish not only control, but
authority. Invariably there will be someone trying to trip you up.
It just takes one "hot shot" to fire questions at you -- and once
you've opened it up, it's very hard to close -- and suddenly they
have control and authority and you have undermined your main purpose
for presenting, which was to establish yourself as an expert.
- Liability -- BEWARE of initiating an attorney-client
relationship. You may be shocked to learn how easily, and quickly,
your disciplinary board will rule that you have established an
attorney-client relationship. Some attorneys who have volunteered to
answer questions in newspaper columns have been later informed that
their "client" acted (or did not act) on their legal advice, and the
attorney is now liable. Whenever a member of the public asks you a
legal question (even at social situations such as holiday parties)
you run the risk of establishing an attorney-client relationship
when you answer.
- Loss of Credibility -- Here's how this happens. You open
the floor to questions, someone asks a question that by answering
you would definitely establish an attorney-client relationship ...
so you explain briefly about this relationship and suggest the
question could be explored in the context of a confidential
consultation. BEEP -- Thanks for Playing! You just lost credibility
-- the OTHER reason you were presenting this seminar! It looks like
you are ducking the answer, hiding information, or worse yet --
refusing to answer because you want to get them into that "sales
meeting" and get into their pockets.
My advice? Just don't go there! So, how do you SAFELY initiate
audience participation? The key is to do so in a CONTROLLED manner. Here
is what we have done to enhance our Top Ten Fatal Estate Planning
Mistakes workshop. We have created a BONUS "Brief Guide to Audience
Participation" which includes:
- The caveats listed above
- A short speaker's guide on using participation devices
- A list of sample questions YOU can safely introduce to the
audience that will generate participation without initiating an
attorney-client relationship
- Two word games you can use with the audience to emphasize key
concepts from your presentation and
- A self-quiz to distribute either before or after your
presentation (and we explain why you might choose one timeframe over
the other.)
Use this guide to learn safe, effective tools you can use to enhance your
presentation, establish and build audience rapport, and generate higher
response rates from attendees.
Both the Seminar Marketing Guide and the Speaker's Guide to
Audience Participation are offered as FREE DOWNLOADS when you
purchase the Top Ten Fatal Estate Planning Mistakes workshop. Once your order has processed, you will receive an email link
with download instructions.
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