Tag Archives: attorneys

Research Study Shows Professionals How To Grow Their Businesses

We’ve had so many financial and legal professionals contact us and ask how they can use our celebrity stories about estate planning to help their businesses.  In addressing this, we came across a fascinating research study that covers this very topic.  

It’s the “Economics of Loyalty” study, by Advisor Impact and sponsored by Vanguard.  It surveyed clients of financial planners to learn what differentiated clients who are merely satisfied from those who are engaged enough to make referrals.  It found that “engaged” clients made an average of 2.3 referrals, while those who were merely “satisfied” referred none.

The study also found another startling conclusion … there is almost no correlation between asking for referrals and receiving them. Rather, most clients made referrals to help their friends, co-workers and families members in need, not the professional.  In other words, to earn referrals and build your business, you have to show clients that you are able to provide a benefit to people they might refer to you.

How do you do this?  Read more...

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Forbes: Get Them Jamming On Estate Planning

Danielle Mayoras, who co-authored Trial & Heirs:  Famous Fortune Fights! with me, recently wrote an article for Forbes.com to help financial advisers, attorneys, and other professionals get their clients talking about estate planning, using celebrity stories.  Most people don’t like to even discuss the legal planning for what happens after they die, much less actually do the planning.

That’s why celebrity stories can help break the ice and get the conversation started.  Here’s her Forbes.com article with specific tips on how:

As professionals, one of the challenges that we have is motivating our clients to do their estate planning. You can educate clients about the proper estate planning and how it can help them, their families and their estate tax returns. The fact of the matter remains, however, that many clients will have excuses to push their legal planning to the back burner.

Reasons that you may have heard include being too busy with kids, jobs or parents to take the time to do the planning. Others may be uncomfortable

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