boost your closing rate with the vision clarifier...2014/01/20 · 1/20/2014 boost your closing...
TRANSCRIPT
Boost Your Closing Rate with the Vision Clarifier
1/20/2014 Boost Your Closing Rate with the Vision Clarifier 1
What We Will Cover Today
• LWP™ Law Practice Model
• Client Enrollment System
• Initial Contact
• Initial Meeting
• Client Workshop
• Vision Meeting
• Estate Planning Audit
• Vision Clarifier
What We Will Cover Next Week
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Client Enrollment System: Initial Contact
• Purpose To identify client need and get meeting with firm scheduled
• Goals Identify if “Crisis” or general concern • Use “MIfy” Skills
Identify type of need • Estate Planning/Medicaid Qualification/Probate/Etc.
Explain firm process to handle (Brief) (Enroll)
Get client scheduled in to appropriate meeting • Either Initial Meeting or Workshop
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Client Enrollment System: Initial Meeting
• Purpose To identify Client Need and Show Possible Solutions (In this
frame of reference)
• Goals Identify why they are there (Client Goal Focuser)
Confirm Client’s Personal Financial information
Identify client’s needs and wants
Propose Course of Action
Schedule next meeting in appropriate client process
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Client Enrollment System: Client Workshops
• Purpose To educate clients on what they don’t know they don’t know,
share top 15 issues to consider when estate planning
• Goal Identify what participants want to know
Build relationship and trust
Show them what they didn’t even know to ask (stories)
Offer “Audit” of their current estate plan and a “Vision Meeting” to identify the best plan for them (Simple, Medium, Comprehensive) or Opinion Letter
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• Pros for Clients A safe (Low Risk)
environment to explore Medicaid issues
A chance to assess you (Relationship)
A chance to experience your process and competence
Client Enrollment System: Client Workshops
• Pros for You
Casts a wide net
Generates warm prospects
Third party credibility
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Client Workshop
• Part 1: Opening
• Part 2: Stories and Threats
• Part 3: Close
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Client Workshop
• PART 1: Opening Welcome
Introduce firm and self
Review agenda and set expectation • Walk them through their participant folder and handouts
• Make your 3 promises Have Fun Learn a lot Goes by fast
• Get one promise in return Complete evaluation
What do you want to know? • Use your overhead and reflecting skills
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Client Workshop
• PART 2: Teach the threats using stories: • Losing control • Not knowing the law • Failing to plan when you can • Not knowing your predators • Your health fails
• Not working with Professionals • Don’t know the costs
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• Blank Check
• God Proxy
• Terri Schiavo
• How Did I Die?
• Dollar Story
• Condo Story
• Rulebook
• Mr. & Mrs. Richards
• Two Hand Test
• Oxygen Mask
• Planning Pyramid
• Little Red Wagon
• Planning v. Documents
• Fred & Wilma
• School Bus Story
• Mary
Client Workshops Don’t Skip Any Stories!!
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Client Workshop
• PART 3: Close Review their opening questions (what do you want to know
overhead)
Review your 3 promises
Participant promise to complete evaluation
Next Step – (Conversion to appointment) • Office meeting- No charge • Review current estate plan
• Identify what you need (Simple, Medium, Comprehensive) • Fees- Fee is based on what you need, not what you have
Referrals- Who else needs this workshop?
Thank you and collect evaluations
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How effective are your workshops?
How do you know?
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OK… You learned RMS generated initial contact to a workshop
and schedule a Vision Meeting. What’s the difference from the Initial Meeting?
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Summary of What We Covered
LWP™ Law Practice Model
Client Enrollment System
Initial Contact
Initial Meeting
Client Workshop
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What We Will Cover Next Week
• Vision Meeting
• Estate Planning Audit
• Vision Clarifier
Submit any questions about the Vision Meeting you want answered to [email protected]
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