Wealth Counsel Exploring a Client Maintenance Program With Existing Clients Implementing With Confidence

What is a Client Maintenance Program? A pro-active method of estate planning which allows the estate planning attorney to establish a consistent revenue stream while ensuring they provide the best advice and planning for their client.

Why Implement a Client Maintenance Program? Removes a Client Primary Objection to Review So That They are no Longer Unknowingly Exposing Themselves to Estate Complications. Increased and Consistent Revenue Increased Referability for Those Who Know Friends With Complex Estates That Have Not Been Reviewed.

My Own Story Put the Leather Binder on the Shelf Bring on the Letters! Why Didn’t I Protect My Estate If Clients Don’t Understand How an Estate Plan Can Be Affected on an Ongoing Basis There is no Urgency to Have it Reviewed.

So Why Doesn’t Every Estate Planning Attorney Do It? How Will My Clients Re-act to Fees They Are Not Used to? Do I Just Draw a Line in the Sand and Only do it With New Clients?

Interactive Client Surveys or Focus Groups: Gain the Confidence to Move Forward? Interactive Client Surveys: A one to one meeting that is exploratory and feedback driven but allows you to present a concept without commitment and risk. Focus Group: A group of clients giving you their insight and feedback into concepts without the perception that you have committed to the platform.

How Will These Strategies Help You? Isolate the Clients That You Feel Would Benefit From a Client Maintenance Program. Present the Concept to Them Without the Perception that you are now Charging them Fees. Get Their Honest Feedback on the Business Model so you can Implement With Confidence.

Step One- Develop Your Agenda/Objectives 1.To Present a CMP Business Model to Key Clients 2.Learn What Value the Business Model has From a Clients Perspective 3.Learn What Objections Clients Have to the Program and What Fees are Reasonable 4.Learn the Most Effective Way to Move Forward With the Model

Step Two- Selecting Your Participants Identify the Clients that Would be the Most Likely Candidates for the Concept.

Step Three- Selecting Your Location Always select an environment that is free of distraction and ideally an environment that you control: 1. Your office 2. Your clients office 3. Universities/Public Libraries (groups)

Step Four- Structure the Meeting 1.Introduction- First three to five minutes 2.Presentation- Ten to twenty minutes 3.Discussion Questions- Twenty to thirty minutes. 4.Written Survey- 10 minutes in groups/send with them in one to one meetings

Step Five- Inviting Participants Done over the phone or in person -Example script -Don’t delegate the phone call

Step Six- Conducting the Session The Difference Between One to One/Groups -Introduction -Presentation -Discussion -Survey

Step Seven- The Follow Up 1.Follow up on client feedback first. 2.Follow up on needs that were discussed in the meeting. 3.Move forward with Client Maintenance Program and Reviews.

The Results You Will Have Solid Feedback From Those Who are Likely to Use the CMP. You Can Implement With Confidence. You Have Created the Need for Reviewing Documents in a Comfortable Environment.

How to Use the Training Material 1.Two Hour Detailed Training Session on the Basics 2.One Hour Audio Specifically About Educating Clients About Your Transition to Estate Planning Complete With Scripts and Templates. 3.Recording of this Phone Call Covering Additional Details