I’m going to be brutally honest for a second. Right now there are thousands of estate planning and elder law attorneys who want to make 2019 the year they grow their practice to six or seven figures.
They want to engage their ideal clients at profitable fees that reflect the value of the work they do and the outcome they help clients achieve.
But their educational sales process is outdated.
They explain every aspect of how the planning will work.
They’re even adding an extra design meeting to their sales process … trying to close the deal.
Answering questions the client never even asked.
And despite all of that, most of them aren’t engaging more than one or two people a week.
Those strategies are absolute garbage.
You will never reach your revenue goals in a million years if you do those things.
If your sales process falls apart at a price objection …
Or if clients leave without signing a letter of engagement because they have to think about it …
The TRUTH is, most objections aren’t real.
In fact, if you’re getting objections AT ALL it means you’re missing the MOST important piece of the initial consultation.
Objections are all about self-protection. These buyer-defense mechanisms are just your clients’ way of protecting themselves from being sold by someone they don’t trust.
When you show up with the right intentions, the right training and the right energy … objections melt away.
It’s only when clients know your intention and believe they can trust you that they are comfortable being honest … having an honest conversation about their problems, needs and goals.
And that is when the magic happens.
That is when you can really serve them to the truth … and to take action to solve their problems.
There is a better way.
At Integrity Marketing help heart-driven lawyers serve their clients at the highest level. What we do is synch everything … sales process, marketing, and client experience … together in a way that is client-focused, congruent and authentic. (Read more about how to grow your estate planning practice with Integrity.)
You can reach your revenue goals … and beyond …
And never sell anyone again.
The best way to get started is to book a call with our team now.
