Bankers000
New Member
- 3
At the beginning of the COVID pandemic my practice was 'hitting seminars hot and heavy'. It was working very well. Within a week everything came to a halt-LOCKDOWN! I adjusted, immediately. Just the year before I was introduced to a marketing stratgey that would change the fortunes of my insurance and financial planning practice, forever. I became an Estate Planning Coordinator and began offering my clients 'attorney drafted documents that are state specific at a reduced price'. In other words, I gave people the power to have control over the choices available to them in their future....and they responded, BIG!
The paradigm-shift had begun; clients are now more apt to respond and engage to something in which they can't say 'I've got a guy for that' and is one-degree off from our industry. They just do not have a wall up when it comes to discussing Estate Planning and the end-result of estate planning often leads to all sorts of insurance and financial planning.
Within a month I had met with 6 in-force clients to conduct their annual reviews over Zoom and found that all but one of them either did not have their Estate Planning documents done (think: Will, Trust, Healthcare/Financial Power's of Attorney, Advance Directives/Living Will and if neccessary Legal Guardianship-including Special Needs children). If they had them completed in the past it had been many years ago and updates were much needed.
My initial thoughts were that with my existing book of clients I would be able to see people for a year or two while the pandemic sorted itself out. I was wrong. Within a month these client reviews turned into Estate Planning document clients. When the lockdown occurred I realized that I had blown my marketing budget on seminars. Thank goodness the barrier to entry for EPDocuments.com was low; $495/year or $49.95/mo to become a software licensee that covers all 50 states. Since I was not allowed to give legal advice or act in any capacity of an attorney I was able to get started immediately, introducing the very simple to use software to my clients, and their many many referrals. By the end of the second month of lockdown I had developed a list of more than 20 referrals, which kept growing with each client that I met with and grows every week to this day a year later.
It was nice getting paid for each Estate Planning package that was completed. However what really caught my attention in the first appointment was that each and every client brought with them to their first appointment a fully completed Assets & Liabiities page so that on appointment #2 before finishing the process of signing/notarizing the documents I could show the how to properly fund their Trust. I quickly realized that if I had properly and professionally assisted them in the whole process more often than not I would be given the opportunity to discuss with them their other concerns related to insurance/financial planning. That is exactly what happened.
The paradigm-shift had begun; clients are now more apt to respond and engage to something in which they can't say 'I've got a guy for that' and is one-degree off from our industry. They just do not have a wall up when it comes to discussing Estate Planning and the end-result of estate planning often leads to all sorts of insurance and financial planning.
Within a month I had met with 6 in-force clients to conduct their annual reviews over Zoom and found that all but one of them either did not have their Estate Planning documents done (think: Will, Trust, Healthcare/Financial Power's of Attorney, Advance Directives/Living Will and if neccessary Legal Guardianship-including Special Needs children). If they had them completed in the past it had been many years ago and updates were much needed.
My initial thoughts were that with my existing book of clients I would be able to see people for a year or two while the pandemic sorted itself out. I was wrong. Within a month these client reviews turned into Estate Planning document clients. When the lockdown occurred I realized that I had blown my marketing budget on seminars. Thank goodness the barrier to entry for EPDocuments.com was low; $495/year or $49.95/mo to become a software licensee that covers all 50 states. Since I was not allowed to give legal advice or act in any capacity of an attorney I was able to get started immediately, introducing the very simple to use software to my clients, and their many many referrals. By the end of the second month of lockdown I had developed a list of more than 20 referrals, which kept growing with each client that I met with and grows every week to this day a year later.
It was nice getting paid for each Estate Planning package that was completed. However what really caught my attention in the first appointment was that each and every client brought with them to their first appointment a fully completed Assets & Liabiities page so that on appointment #2 before finishing the process of signing/notarizing the documents I could show the how to properly fund their Trust. I quickly realized that if I had properly and professionally assisted them in the whole process more often than not I would be given the opportunity to discuss with them their other concerns related to insurance/financial planning. That is exactly what happened.
Last edited by a moderator:
