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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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Client Enrollment System: Vision Meeting
• Purpose To get into the Client’s perspective and offer “Options” to accomplish
the Client’s goals
• Goals Confirm client’s personal and financial information and identify any
needs
Provide client LWP® Planning Options to solve their needs
Review planning issues from the workshop using the estate plan audit
Keep it simple and anchor to the stories (Don’t teach)
Demonstrate the value and benefits
Have client engage you
Articulate benefits of the maintenance plan
Vision Meeting
Part 1: Open
Part 2: Discover Client needs
Part 3: Clarify Vision
Part 4: Leave the Room
Part 5: Return/Answer Questions/Close Meeting
Vision Meeting
• PART 1: Opening Thank them and review agenda explaining each step
Purpose of the meeting- Workshop Vs. Vision Meeting
Identify why they are in the (LWP” Client Goal Focuser)
Mention you will offer them solutions to chose from and ask them if they are ready to go forward in the planning process
Vision Meeting
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• PART 2: Discover Client Needs- (Reflecting) Focus on Counseling and uncovering needs
Review Personal and Financial Information Form (Yellow Sheet)
Identify what you can protect and time line (LWP Qualification Worksheet)
Discover planning needs (EP Audit) • Reference Stories • Yes/No (Does current plan address)
• Rate 1-10 • Reflect
Vision Meeting
• PART 3: Clarify Vision (5 minutes to Success) Introduce the Vision Clarifier- (Attorney world) • Will based (Simple: Questions 1-4) • Trust based (Medium: Questions 1-13) • Asset Protection based (Comprehensive: Questions 1-14/15) • Brings worlds together
Compare with LWP™ Estate Plan Audit (Client World)
Give Value Proposition Conversation (Asset Risk Analysis Form)
• PART 4: Leave the room Give the client opportunity to speak privately - (If more than 1
person in the room)
Vision Meeting
• PART 5: Return answer questions and Close Meeting Address Questions and Concerns
Ask if Moving Forward • “Yes”- Sign and walkthrough engagement agreement • “ No” – Ask client What follow up
Close Meeting • Advance to Post Vision Meeting if client moving forward
Summary of What We Covered
Vision Meeting
Estate Planning Audit
Vision Clarifier
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