www.IMSLegalMarketing.com

Toll-Free: 1-877-352-2021

7111 W. 151st St.

Overland Park, KS  66223

Recognizing Prime Opportunities

CLIENT SOLUTIONS

Attorney Seizes Golden Opportunity! 

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Ready-to-Print Brochures

Attorney Seizes Golden Opportunity!  

Attorney David Kennedy got a phone call at 2 o'clock in the afternoon inviting him to participate in a trade group's quarterly mailing to 950 of its local members.  

"I'm really sorry," the director told him. "I should have called you sooner. If you have a flyer or a brochure, we would love to send it along with our newsletter, but we have to have it by tomorrow. "

The Opportunity:
David had an opportunity to reach 950 local business owners with a targeted message  ... and take advantage of the tacit "endorsement" of their affinity group by inserting his message with the group's newsletter. This was not the moment to use a generic brochure about living trusts, his business card and website were useless.

What he needed was a great brochure, targeted to business owners, personalized for his firm, and ready to go ... and he needed 950 of them the next day!

Could he do it?

The Facts
YES! He was ready. His personalized copy of Business Owner Blues, was ready-to-print ... and deliver! He also could have been ready to meet any number of other target-marketing challenges with titles such as Women, Money & The Law, Elder Law 101, QRP Tax Traps, Blended Family Basics, Planning for Minor Children ... and more.

We realize these kinds of last-minute, golden opportunities do not come up every day. But when they do, how wonderful to be READY with the RIGHT marketing response! And, our client's brochures have not been taking up space in his high-rent office, they are not yellowed or dusty from sitting around on a shelf, they are not dog-eared from being boxed and moved several times, and they are not out-of-date with old phone numbers or ... worse yet ... old tax information.

No, his ready-to-print files are truly READY to print -- fresh, clean, and up-to-date. Now, my question for you is -- ARE YOU READY? Visit our website to review samples or place your order TODAY:http://www.imslegalmarketing.com/Brochures/brochures.htm

PRACTICE
MANAGEMENT

Protecting Your Firm's 
Most Valuable Resource

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SELECT® Newsletters

Protecting Your Firm's Most Valuable Resource

What is the most-valuable resource in your trusts and estates practice? It's neither time nor money. It is also the most-likely wasted resource. And failure to understand this will cost you more money, and risk more liability, than any single other mistake you could make. 

It's not your document system, either. 

The most-valuable resource, the one most-likely to be wasted, the one that costs you the most money and poses the most risk -- is your client. Multiplied over the life of your practice, your success or failure at building fruitful client relationships determines your ultimate profitability -- including how hard you must work to maintain your practice, how much you must continually invest in marketing to new clients, and how much liability risk hangs over your head ... and how likely it is to rob you of your retirement! 

Too many attorneys invest more in storing client files than in building client relationships.   

We have read the research, and conducted our own analysis of more than 200 estate firms across the country over the past 10 years.

Here are the most striking characteristics of highly successful firms -- the ones that have low expense ratios, high profitability, and a steady stream of quality new referrals:

1. At least 40 PERCENT of their new business is referred-in by CLIENTS.
2. In firms with more than 10 years in the field, the number jumps to nearly 80 PERCENT.
3. In all cases, CLIENTS are the most likely source of the firm's biggest, and most profitable new matters.

It's not hard to understand why profitability is so closely linked to CLIENT REFERRALS. Even a cursory review of the financial habits of the affluent reveals that

1. Their friends, family and colleagues turn to them for advice and REFERRALS to trustworthy advisors,
2. They ENJOY making these referrals, and
3. They find their own trusted advisors -- not by searching the web, phone directories or attending workshops but THROUGH REFERRALS FROM THEIR PEERS.

If client referrals are so important, why do so many attorneys waste this valuable resource?  

Here is my list of the Top Three Client Relations Mistakes:

• Transactional Treatment. Despite pledging allegiance to the concept of Relationship-Building, many attorneys give their clients mere Transactional Treatment -- booking appointments, drafting documents, collecting fees, and bidding farewell with as little personal interaction or long-term commitment as possible. Typically, these attorneys view their client files as storage and liability challenges.
• Poor Contact Management Systems. You cannot begin to communicate effectively with your clients on any kind of long-term basis if you do not capture their key information in a contact management system. Many attorneys have only a vague idea of the NUMBER of clients they would have in such a database, should such a database exist. Furthermore, it's not enough just to HAVE the key information -- such as referral source, net worth, business or industry code, birth date, client anniversary date, etc. -- but you must have a system to ACCESS and FILTER this information for appropriate communication. 
• Sporadic Client Contact. If there is one thing worse than ignoring your clients completely, it is the sporadic client contact that so many attorneys implement in blatant efforts to generate revenue. Imagine being on the receiving end of a solicitation letter from an attorney who took your money several years ago, never bothered to contact you again, and is now imploring you to allow him to review his work -- for yet another fee? 

To remedy all of these mistakes, and build long-term, fruitful client relationships use SELECT newsletters with INTELLIGENT DESIGN, to send a fully-customized, personal message to your clients -- EVERY MONTH -- for less than $20 per year -- INCLUDING postage! Printed newsletters have a high perceived-value among clients, and when delivered with frequency and consistency, they are a solid foundation for ongoing relationships.  

A SELECT newsletter will never look like a "canned" message. We provide the resources, but this is YOUR newsletter. Choose your colors, your articles, even your photographs. Or submit your own articles -- photos, too, if you like. Select one of our professionally-designed mast heads, or have one made from your firm's name or logo. Use a full half-page every month for brief news, announcements or client messages.

Don't have time to do all that customization? No problem. Your newsletters will still go out on time, every time because we do all of the work for you.

Less than $20 per year to build long-term client relationships. To stay in touch. Keep clients informed of changes that may affect their plans. Encourage them to come back to review and update their planning. Reduce your liability. Develop referrals. Make more money with less effort. 

Before you close another client file, buy another file cabinet or scan another document for long-term storage -- invest $20 in the future of that relationship. Add that new client to your newsletter mailing list. (And by the way, if you think that new client is not worth $20 a year, then call us. We need to talk about your practice positioning!)

MARKETING TIPS

Beating the Summer Doldrums

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Newsletters from IMS

Beating the Summer Doldrums

The summer months can pose a true marketing challenge to your trusts & estates practice. Because people are so busy with their active summer lifestyles, it may be difficult to get them to attend workshops, schedule appointments, or refer clients. Here are some quick tips to help cope with the summer doldrums.

Prioritize Your Work
During the summer months you should have two main goals: the first being to maintain cash flow, and the second to lay the groundwork for a successful fall. Focusing exclusively on one or the other would be a mistake. Unfortunately, too often we find that when the workload at the office gets a little lighter, we are very tempted to take some time off, arrive late at the office, sneak out early, and -- in general -- break all the rules of good business. This type of behavior can be very hazardous to the health of your practice! You've heard the adage, "when the going gets tough, the tough get going." Well, it was never more applicable than during the summer doldrums!

Shake Some Money Loose
If your cash flow is starting to waver, here are some proven ways to shake some money loose rather quickly:

1. Review your "Pending Sales" reports from the last three to six months. Evaluate which of these cases would be most likely to move forward if you took some affirmative action ... such as a phone call to the referral source, a reminder letter, or perhaps you just need to complete a proposal or some other detail that would close the case and result in payment. Develop an action plan to close any pending business.

2. Review your top referral sources from the past three to six months and make a point to contact each of them. A quick phone call to "touch base" on a current or past client, or schedule a business lunch is often the catalyst necessary to spark a referral.

3. Review your least active referral sources, and make a prioritized list for follow-up. Has something gone wrong to sour the relationship? This would be a good time to find out, and do whatever may be necessary to rebuild it. You may discover that there is nothing really wrong, and that a phone call from you is just the spark to rekindle the referral fires.

4. Schedule a workshop for senior adults. Work with a bank, professional advisor, or other group to host a workshop targeted for seniors. A "customer appreciation" program could be an excellent opportunity. Why seniors? Their schedules are often least-affected by summer vacations, school schedules, or other seasonal activities. While these types of workshops seldom result in top-dollar fees for sophisticated planning, they can boost your cash flow during an otherwise "slow" season.

Plant Seeds for a Fall Harvest
The next most important aspect to focus your efforts on this summer is developing, and nurturing referral relationships that will bear fruit in the fall. Instead of taking time off from the office, re-double your efforts to make personal contacts with each of the professional advisors in your "referral base." Here are a few ideas to get your started:

1. Send notes, make personal phone calls, and visit their offices. This is a good time to thank your best referral sources for their ongoing business, and start building new relationships.

2. Get personal. I know of one attorney who hosts barbecues at his home for the various agencies with which he works. He says it is the best marketing investment he has ever made. If you are working with several representatives from a single agency, consider inviting them all to your home (if appropriate) for an outdoor barbecue or pool party. If this is not possible for you, think of some other creative method to nurture personal relationships.

3. Teach. Offer to teach a short course at your office, or theirs. Focus on their needs -- for instance, most agents have difficulty introducing the topic of estate planning to their clients. Focus on overcoming objections, recognizing needs, and communicating benefits. This will distinguish you from the "pack" of attorneys who offer to explain the intricacies of generation skipping transfers. Consider purchasing our Building Profitable Referrals for a turn-key teaching program.

Get Your Act Together Now
Finally, summer is a great time to get your marketing ducks in a row, so to speak. If your website needs updating, revising, (or needs to be created), contact us now so it will be READY when everyone is back to work this fall. Review and revise your newsletter mailing list. There is no single greater marketing tool – in terms of return-on-investment – than the SELECT Newsletter. With SELECT newsletters, you can create a truly customized message – choose your color scheme, your articles, even your photographs. Or submit your own articles and photos. The deadline for ordering October newsletters is September 10th, so call us NOW to get your order started: 1-877-352-2021., ext. 2.

SERVICE SPOTLIGHT

SELECT® Newsletters -- 
Unsurpassed Flexibility,
Powerful Marketing, Affordable Pricing!

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SELECT® Newsletters

SELECT® Newsletters --
Unsurpassed Flexibility, Powerful Marketing, Affordable Pricing!

The IMS design team is proud to unveil our new SELECT® newsletter line, offering unsurpassed design and editorial flexibility in a powerful, affordable marketing package!  

1. Enjoy the marketing power of full-color throughout your newsletter. Even your personal photo and firm logo can be printed in full-color, at no extra charge! 

2. Select from three template mastheads and six color palettes that suit your taste … or submit your own logo and we will create a custom masthead for you (additional charge for this service).  

3. If the monthly articles we suggest do not suit your clientele, select alternatives from an online archive!  

4. Even select alternative photographs to match your audience.  

5. Or replace a featured article with an article of your own! Write your own headlines and submit your own graphics, too!  

6. Enjoy a full half-page every month to describe your firm, share firm news, or announce upcoming events such as workshops or seminars.  Edit this area yourself online anytime – AT NO EXTRA CHARGE! (No more expensive plate charges or change-fees … even if you change your message every month!)  

7. Upload your mailing list each month and we handle the rest – CASS certification, sorting, addressing, AND mailing. Once your list is uploaded, you can easily add, subtract or edit addresses on-line anytime, 24/7.   

Now you can easily, affordably and effectively stay in touch with clients, prospects and referral sources. Pricing includes your choice of timely, attorney-written articles, engaging graphics, professional art design, extensive customization options, four color printing on high-quality paper stock, and on-line order and list management -- from $1.10 to $1.25 per person, depending on quantity and frequency.

COMPANY NEWS

New Ready-to-Print Brochure

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Ready-to-Print Brochures

New Pet Trusts 101 Ready-to-Print Brochure

Would you like to reach this niche market?

• Has a household income of $150,500
• Has net worth of $955,400
• Owns thee vehicles
• Has an investment portfolio worth approximately $460,000
• Median age 35 years
• Male 37%
• Female 63%
• Education:
  • Attended college 90%
  • Graduate School 25%
  • Professional or management level 28%

• Equestrians spend approximately $16,000 each year on each horse
• The average equestrian owns four horses or ponies with a value of $50,000
• Competes in five USA Equetrain -sactioned events annually
• Travels over 1,400 miles to compete
• Spends nine nights per year when competing
• 56% have rented a car in the past year
• 50% belong to a travel service
• 51% maintained valid passports
• 83% have taken a business or pleasure trip in the past three years
• 15% own a second home

Toll-Free Phone: 1-877-352-2021• Fax: 1-877-352-2021 • Email: bsi@carolnet.com
 Integrity Marketing Solutions •  7111 W. 151st St., Ste 216 •  Overland Park, KS  66223

www.IMSLegalMarketing.com

Copyright © 2006 IMS.