Estate planning leads are the lifeblood of an elder law or estate planning lawyer. If you're not talking to a potential new estate planning client at least every week day, your firm is in trouble.
So, let me ask the single most important question about the health of your firm: How are you managing your lead flow?
Most elder law and estate planning attorneys take a haphazard approach to lead flow, with very little control, predictability or reliability in the number or quality of new estate planning leads coming into the firm at any time. When the lead flow dries up, they have no real way to turn the lead generation tap back on.
Most will just hope and wait … some will start calling their referral sources ... others gear up to host another live estate planning workshop (or they did, before the pandemic).
The typical estate planning or elder law firm has only three sources for new leads:
Why Relying on These Three Lead Sources Throttles Business Growth
Relying on these three primary lead generation sources results in a feast-or-famine revenue flow – also known as the Revenue Roller Coaster. Great revenue months are inevitably followed by long dry spells. Just when you think you're "over the hump" in growing your practice, revenue hits a wall and the white-knuckle months return.
These highs and lows in lead flow make it very difficult to grow. When good months are followed by awful ones, it’s impossible to staff properly. You end up either over-staffed and supporting inflated overhead … or chronically under-staffed – unable to keep up with new business when it does flow in, effectively throttling growth.
In this environment of unpredictable lead generation, the solo practitioner almost never successfully hires another estate planning attorney to expand the practice. Instead, if they bring on another attorney at all, they look for someone to bring in their own book of business ... expectations are seldom met ... conflicts arise and partnerships fall apart quickly.
Sustainable, Profitable Law Firm Growth Requires Another Source of Leads
These three lead generation sources are simply not enough to grow a healthy, profitable law firm. There are too many holes in the plan, too many bad months, too much volatility and zero control.
What’s needed is an independent source of new estate planning leads that is sustainable, reliable and profitable.
What's needed is modern marketing for estate planning and elder law firms.
It’s a Good Thing that Estate Planning Attorneys Have to Pivot Now!
Many lawyers who use this model are all-too-familiar with how expensive, grueling and difficult it is to get estate planning leads. But they haven’t made the shift yet because they were afraid … now they HAVE to pivot to stay alive.
Here’s why that’s the best thing that could have happened to them –
Once they do pivot, they will
My clients have already made this pivot ... find out how they're consistently generating estate planning leads in my newest free training.
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