To transform the estate planning culture through excellence, leadership and integrity. To train estate planning professionals in creative, effective, profitable and sustainable maintenance programs for clients that result in:Estate plans that work by virtue of being up to date.
Reoccurring and predictable revenues for the estate planning professional.
A business that has a quantifiable value that can be sold.
By Joining the Client Maintenance Academy,
You Will: (click on each item to expand)
• Create Your Own Maintenance Program
We will spend a half day in our workshop where you and your firm will create your firm's customized maintenance plan. Through our experience in coaching firms in implementing maintenance programs, it is clear that the only way a maintenance plan will be viable, sustainable and profitable is for the firm to create its own customized plan. It will not be my program or another firm's program -- it will be distinctively yours. We have identified seven general areas that should be addressed, but your firm will determine what specific maintenance services you will actually provide during this intensive, hands-on exercise.
• Be Effective in Implementing a Profitable, Sustainable Maintenance Program
Many firms that have attempted implementing maintenance program have either abandoned or suspended their programs. First, they were unclear as to what they would offer. Next, they were unsure how to price their maintenenance program and communicate value. The Client Maintenance Academy provides six months of follow-up coaching to ensure that your firm's maintenance program will be sustainable and profitable. The key is confidence that your maintenance program will work. With our ten years of experience (mistakes and successes), we know what works and does not work and will share our experience to ensure your program is sustainable and profitable.
• Be Effective in Communicating the Value of Your Maintenance Program to Clients
We have created, tested and adjusted our "value communication" so that over 345 clients are presently enrolled in our firm's maintenance program. Over 95% of these clients have renewed their maintenance program membership each and every year over the past ten years. Attorneys we have trained are using the scripts (adapted for their customized plan) communicating value, servicing clients and generating revenue. We will provide you with the scripts we have been using for years that resulted in over 345 clients hiring us to take care of their families.
• Be Effective in Converting Former Clients to Your Maintenance Program
Learn how to convert your former clients onto your new maintenance program. We were told years ago that former clients would never agree to a maintenance plan -- we disagree 100%. Our experience is that former clients will hire you to maintain their plans and, with the proper systems in place, can generate a significant amount of revenue in a short period of time. The key to success is to create a system that will be successful rather than simply sending a letter or e-mail to your clients. There is no magic letter, e-mail or marketing material that works. But there is a systematized approach that will increase the chances in successfully communicating with your former clients. The Client Sifter™ and Client File Organizer™ are some of the tools that we use to create a systemized approach to converting clients and generating immediate revenue.
• Be Effective in Hiring New Clients to Your Maintenance Program
That's right -- you will determine whether you will hire clients onto your maintenance program. We train firms in only hiring "A" and "B" clients. We train attorneys in having "exclusivity" conversations. Our systems have resulted in over 75% of the clients that walk into our office not only hiring us, but enrolling into our maintenance program.
• Be Effective in Communicating the Value of Your Maintenance Program to Referral Sources
Your customized maintenance program will be your "unique proposition in the marketplace." You be free to will use various marketing materials developed by the Academy and customized by your firm so that your referral sources can trust that your maintenance program will serve their clients well, and and position the referral source in the best possible position with their clients. You will find that you are sought out by new referral sources and known as having unprecedented and unique systems within and outside of the estate planning community.
• Generate a Minimum of $50K in Revenue From the "Seven Sources" in the First Six Months (Goal)
The Academy is dedicated to helping firms that join the Academy generate $50k in revenue within 6 months. We help you track your results and encourage you to get on the court and take your shots. You miss 100% of the shots you don't take. We do not want the two-day workshop and six months of coaching to be a good educational experience where you get some good ideas. We want you to create and implement your maintenance plan and generate immediate revenue. We have created a practical, no-nonsense approach to the two-day program and coaching so that you will generate income.
• Have a Maintenance Program That Generates Over $10K in Reoccuring Revenue (Goal)
Within six months, the Academy is dedicated to having firms actually begin their maintenance program and have enough clients enrolled so that they begin having reocurring revenue. You will immediately start using the scripts, quoting fees and implementing systems to make sure that your maintenance program is viable, sustainable and profitable. The Academy guides you in creating systems to implement your customized maintenance program. After training lawyers for five years, we have found that the best way to create systems to implement your maintenance program is to get your first few clients enrolled. Once you have clearly identified what services you will offer, you will then create systems to provide those services in an efficient, profitable manner.
• Be Able to Track Results
Over the last 10 years, we have tracked our progress to determine what works and what does not work. By tracking revenue from the Seven Sources of Revenue™ we were able to begin predicting what revenue would be generated during a particular year and the support staff we would need to provide service our clients. This tracking helps avoid "overstaffing" and creating inefficient systems. We have tracked the number of hours needed to provide services to our 345 maintenance clients and have been able to identify the exact resources needed to provide outstanding service to our clients without "overstaffing" and unnecessarily increasing our overhead. Tracking our results also caused us to rethink our marketing strategy and we realized that our updating clients are our number one referral source and, therefore, we concentrate a major portion of our marketing efforts towards them.
