Boost Your Closing Rate with the Vision Clarifier...2014/01/20 · 1/20/2014 Boost Your Closing Rate with the Vision Clarifier 2 1/20/2014 Boost Your Closing Rate with the Vision

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






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



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



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



• 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


Client Workshop

• Part 1: Opening

• Part 2: Stories and Threats

• Part 3: Close


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


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


• 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!!


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


How effective are your workshops?

How do you know?



OK… You learned RMS generated initial contact to a workshop

and schedule a Vision Meeting. What’s the difference from the Initial Meeting?


Summary of What We Covered

LWP™ Law Practice Model

Client Enrollment System

Initial Contact

Initial Meeting

Client Workshop


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]


mailto:[email protected]