In fact, combine these two strategies for a one-two punch that will recession-proof your practice now and ensure profitability long into the future.

The Large & Growing Market
of Business Owners
When defining your ideal clients and targeting your niche markets, do not overlook family business owners. Did you know that 90 percent of all businesses are family-owned or family-controlled? And, family businesses come in all shapes and sizes. From agriculture, to services, to technology and manufacturing, family businesses generate 50 percent of the US Gross National Product and pay half of all wages! And don’t assume these are all small, "mom and pop" shops. To the contrary, one-third of the Fortune 500 are family businesses!

The business-owner market is not only large, but it is growing. The changing global economy has created a groundswell as displaced workers become successful entrepreneurs.  Further, members of this large and growing demographic face a variety of unique estate planning challenges.

What Are the Opportunities?
At any given time, 40 percent of these businesses are in the process of transferring ownership because the founder is retiring, disabled, or has deceased. Sadly, two-thirds of these transfers fail, and the businesses with them. Of the one-third that survive this initial transfer, only half will survive to the next generation.

You, and your advisory team, could change that outcome with comprehensive estate planning that resolves conflicts between family members, ensures liquidity to keep the business afloat, provides income to a surviving spouse, and outlines an organized (and adequately funded) business succession plan.

Reaching Business Owners
Prime candidates for the "Millionaire Next Door" title, business owners clearly represent a highly lucrative marketing opportunity ... but reaching them requires a creative strategy. Typical consumer strategies will never attract the busy, bottom-line-oriented, success-driven business owner. However, with corporate dollars often available to solve their unique challenges, cracking the code is well worth your effort.

Build Collaborative Teams
Additionally, during this intense two-day workshop we give you powerful tools and strategies to build collaborative alliances with key financial advisors. Together, you can capitalize on established business relationships. Remember that most financial advisors currently handle only a portion of the business owners’ financial needs. Estate planning opens the door to all of their many & varied financial needs. Invite a key advisor to come with you, and you both will leave with profit-building strategies, and a solid alliance forged that will ensure your mutual success.

And, we will give you a jump-start on building those profitable collaborative relationships by waiving the registration fee for your referral source. That's right, we believe in the old saying of "put your money where your mouth is." So, when we say you need to be building collaborative relationships, we back it with our own money. Bring a key referral source with you to this workshop for free ... or choose to split the registration fee between you and each pay half.

To Register: Call Toll-Free: 1-877-352-2021, ext. 0 or
Or Register Online

 
Registration Fee: $795

But hurry, as space is limited. IMS practice development workshops are conducted in an intimate setting with plenty of one-on-one time to really work on YOUR success strategies and challenges. This is a team-building opportunity unlike any other, so don't hesitate. Register today!

For more information, call James at 1-877-352-2021, ext. 0
Or Download the Conference Brochure Here

Course Outline Includes

1. Managing Collaborative Relationships Between Estate Planning Attorneys and Financial Professionals
   (including results of the 2007 Survey conducted at The Southern California Tax & Estate Planning Forum in San Diego, CA)

2. Building Profitable Referral Relationships
   Identifying, Contacting & Establishing Key Collaborative Relationships

3. Keys to Using Continuing Education as an Effective Marketing Strategy

4. Working in Collaboration

5. Building Brand Equity

6. Choosing the Best Marketing Channels for Your Message

7. Beyond Lead Generation: Turning Leads Into Relationships

8. Marketing to the Business Owner Client

9. Fundamentals of Direct Mail Marketing

10. Reaching Highly-Compensated Employees

Accommodations:
Embassy Suites Hotel on the Country Club Plaza.
Call the hotel directly: 1-816-756-1720.

Speakers:

Kyle E. Krull, J.D., CFP®, President, Integrity Marketing Solutions
Kyle is also president of the Law Office of Kyle E. Krull, P.A., a trusts and estates law firm in Overland Park, KS. He serves on the editorial review board for the Journal of Financial Plannning. He has written for and been quoted in a number of industry publications, including Trusts & Estates magazine, The National Law Journal, Lawyer's Weekly USA, Broker World, Kiplinger's Personal Finance, Kiplinger's Retirement Report, Wealth and Retirement Planner, Bankrate.com, The Business Journal of Kansas City and Ingram's. Kyle has provided continuing education to fellow attorneys, accountants, and financial professionals at local, state and national programs.

Jennifer E. Campbell, VP / CEO, Integrity Marketing Solutions
A former trust marketing officer for a regional bank holding company, Jennifer has more than 25 years of experience in professional services marketing. She also has extensive experience as the practice manager for an estate planning law firm. Jennifer is a frequent speaker on marketing and practice development for trusts and estates attorneys. She has spoken to a variety of groups, including the Washington DC Bar Association, a number of WealthCounsel forums, recent "boot camps" for InterActive Legal, and the Southern California Tax & Estate Planning Institute. She also has written for and been quoted in numerous national publications, including Trusts & Estates magazine and Lawyer's Weekly USA.

Scott Busch, Lexinet Corp.
Scott will be speaking on Building Brand Equity, Choosing the Best Marketing Channels for Your Message, & Fundamentals of Direct Marketing
Scott began his career as an account executive for Dunn & Bradstreet's Marketing Division. Later he served as head of the Direct Marketing division at Barkley Advertising; launched the commercial division at Summit Marketing; and was sales director for Words & Data. He spent ten years with J. Schmid & Associates reviewing spreadsheets, circulation plans, forecasting P&Ls, response reports, break-even projections, merchandise distribution figures and contributing to feasibility studies. He was an adjunct professor at the University of Kansas, teaching "Integrated Media" on the graduate level. He is a past-president of the Kansas City Direct Marketing Association (KCDMA) and was recently honored by the KCDMA as the Direct Marketer of the Year. He is a graduate of the University of Kansas School of Journalism and has completed his Professional Direct Marketing Certification from the University of Missouri.