Posts in category: Legal Marketing

A special note from Guest Blogger George Ira Carroll:

Hey my friend! Did I have the gift of meeting you in Syracuse, at the LWP retreat? Either way, I’m honored to be a guest blogger and share some more value with you!! Laney attended one of my online training calls on Mastering Your Purpose Story after the program, and the very next day, she gave a talk in Tampa, and here’s what she said:

At the retreat, you learned how to tell YOUR purpose story. This is how powerful your story has to impact other people…and if you’re not sharing your story, no one can benefit from your unique set of experiences that make up the amazing being called YOU! The question is, have you been telling it, and using it at the beginning of your presentations?

Many of us learn to discount ourselves over the course of our lives because of the amount of suppression of expression we get growing up. But, NOW is the time to realize that your life is valuable and your story has the power to change lives and inspire others to tell their story.

Click here (http://georgeiracarroll.com/wp-content/uploads/Mastering-Your-Purpose-Story-Training-Guide.pdf) to get the updated version of the Purpose Story Extraction Template. You will also be reminded (if you’ve been through this training), how to structure your story in a way that makes it easy to tell.

Anytime we do anything new, we’ll get uncomfortable – and remember, uncomfortableness is a disguise for growth. So go ahead, tell your story and if it helps you, and it will, practice it a few times out loud. You’ll start to fire off the neurological pattern that makes it easier and easier with each time you tell it!

What’s possible, now? After you begin to Master Your Purpose Story, you can take it to the next level and start to use storytelling in your presentation to influence and convert people into your Vision Meetings. Here are 5 Communication Skill-sets for Masterful Social Influence:

1. Mastering Your Purpose Story – By now, I think you get this one 😉 Your Purpose Story creates connection, builds trust and sets the stage for everything you’ll say next.
2. Magnetic Messaging and the Magic of Metaphors – Metaphors have a powerful and invisible quality, very much like the moon influences the tide..Magnetically and invisibly. When you start to use these metaphors in your presentations and with clients, you'll be able to bypass cognitive resistance and move people to action, and create more change. The question you want to answer here is: What is working that you like? What’s images and metaphors come to mind? When you get clear on these, you can use them in your presentations.
3. The Hidden Language of Success and Influence – Over the last 8 years, I’ve studied the patterns of success and influence, even in language and the fact is, successful and influential people have language patterns imbedded in the way they communicate that moves people to take action. Think of the greatest influencer of all time, in my humble opinion, Martin Luther King Jr. – He had a way with words and language that brought an entire society to be influenced by his dream. Successful and influential people simply speak with more authority and persuasion than people who lack the influential communication skill-set.
4. Structures of Success Stories and Case Studies – Social proof is one of the most powerful influencers, because it gives people an idea of the possible results of working with you. Very much like commercials use celebrities and public figures to promote their products, your success stories and case studies provides people with a clear awareness of what’s possible when working with you.
5. Persuasive Body Language Secrets – How you use your body has more influence than the words you use – here’s why: 55% of communication is how you use your face and how you use your body. 38% is your vocal variety – tone, tempo, pace, volume, pitch, etc – and only 7% of all communication comes from your words – a very important 7%. Powerful storytellers and communicators use their body and face in a way that draws people in. You can learn to synchronize your body, vocal variety and the words you use to create very powerful persuasive communication.

In my Online Training Program – Breakthrough Storytelling Secrets, we’re going to take these 5 Skill-sets and learn how to implement them into your presentations. When you learn to embody communication skill-sets that allow you to be more influential, you can help more people, change more lives and generate more income, while growing your business beyond where it is now.

It was Brian Tracy that said, "Communication is a skill that you can learn. It's like riding a bicycle or typing. If you're willing to work at it, you can rapidly improve the quality of every part of your life.”

John Hancock Said, “The greatest ability in business is to get along with others and influence their actions.”

Your business and my business are very much the same – we help people. I realized along the way that if I didn’t have the skills to influence people to work with me, I was missing out on all the people who need me and if we can’t effectively communicate our value to others, we prevent ourselves from impacting more people and creating a business that thrives on it.

Is now the time to build these skill-sets? Would your business grow if you strengthened them? Could you help more people? Learn more about this 5-day program through this link below, and contact me if you have any questions at: George@GeorgeIraCarroll.com.

Training Program Link: http://breakthroughstorytellingseries.com/

With Love,
George Ira Carroll
Transformational Training

One of my favorite sayings is, “you need to feel to heal.” As estate planning & elder law attorneys, you know all too intimately about the need for healing, especially after losing a loved one. The past few weeks on Facebook (Facebook = gospel, right?) I have been stumbling across articles on grief, usually some version of 3, 5, 10 things you must avoid saying or doing when “dealing” with someone going through the grieving process. A few of the articles contained some great tips, others not so good and some just downright offensive. The topic got me thinking about how the grieving process provides a wonderful opportunity for estate and elder law attorneys to authentically and compassionately stand out from other attorneys in their marketplace, simply by connecting in an impactful way with their grieving clients － especially when the pasta salad stops rolling in.

June of this year I suddenly lost my father, three weeks after I got the dreaded phone call, “you need to hop on a plane.” I grew up in a close-knit Irish catholic family, one of six children, so naturally this was an enormous upheaval to our family. This has been one of the hardest things I have ever had to cope with. It’s been five months, and in many ways today is much harder than June 5th, the day hospice wheeled my father out of our family home of 42 years. What I took away from the article was not only what not to say when supporting someone who is grieving, but it got me thinking about how to turn what not to do into a beautiful opportunity of what TO do.

Sitting here now, when all the multiple sandwich platters, planters, bouquets of beautiful flowers and sympathy cards have stopped, is when I feel that an unexpected reach-out would be so very comforting.

The best piece of advice I took away from the many articles I stumbled upon is this: Don’t say “Anything I can do, please shout/call” or similar. The article suggested you offer to do something, anything. Real, tangible things.  “I will drop by around 6 p.m. with a few things from the market, I’m doing this regardless, so is there anything specific you would like from the supermarket?” An elusive question like “what can I help with” is not nearly as impactful as an actual do. When you’re grieving, you learn to hear “anything I can do, please call” as “I have no idea what to say and have no intention of doing anything.” Don’t put yourself in that bracket.

When you lose someone, it takes a long time to fully process all the little things in your life the departed took with them. You are in absolute shock and feel as if you are walking around in a total fog. For me it was at least 60 days of that. Experiencing small gestures without having to initiate really helps the grieving feel like you really, truly care, not only about “what they are going through” but “how they get through it” just as much. Confusion from significant perspective change will nearly always prevent someone who is grieving from really knowing what they want to the point of being able to take the initiative of asking.

Either way, it must feel sincere for them to understand you REALLY mean it.

During the first month of someone grieving, there are so many cards and gestures. All very healing, but nonetheless, there are many and all at once. I am finally moving from the denial phase to the grief phase of the grieving process, after more than five months of feeling absolute exhaustion. I would be immensely grateful for an unexpected meal, an offer to take the kids for a few hours, a heartfelt card in the mail at the end of a long day or an offer for coffee to reconnect. From my personal experience, many months after the passing of a loved one, a small gesture would make such an extraordinary impact. Take the opening when someone you care for finds themselves grieving; clients, friends, neighbors, referral sources and family alike. Simply schedule in your calendar, just like you would a dentist appointment, maybe one, two or three reminders over that first year to check in and do something to let them know you are not only thinking of them but are personally attentive to their healing. Drop off a meal, send a card, or offer a lunch date; whatever feels authentic and meaningful for you.

Looking back on how I have supported folks in my life through difficult times, I wish I had this invaluable guidance. And in supporting many professionals in this arena of estate planning, I see such an incredible opportunity to make a difference in their client services. As long as whatever you do comes from a place of authentic compassion, you will ultimately stand out from the masses. And knowing you have something so significant in your arsenal fills that helpless feeling of “How can I help” when you initially receive the news, and sending flowers doesn’t really feel like quite enough.

Molly L. Hall, Co-Founder, Lawyers with Purpose, LLC, and author of Don’t Be a Yes Chick: How to Stop Babysitting Your Boss, Transform Your Job and Work with a Dream Team Without Losing Your Sanity or Your Spirit in the Process.

I was moved by Victoria's blog post this week sharing her personal story. It was evident after reading it that the annual Lawyers with Purpose Practice Enhancement Retreat not only impacted our members and Victoria, but it had a tremendous impact on me as well. Keynote speaker George Ira Carroll talked about the importance of sharing with the world your personal story, unique to you, and his advice truly resonated.

As we began the first day of the retreat, George had me share my story about growing up the youngest of 10 kids in an Italian family that has now grown to a mere 54. Growing up in a neighborhood with lots of kids, and no computers or video games, forced us to play Kick the Can, Red Rover, and Red Light, Green Light. A unique element of those years involved a family business of wholesale foods, in which my mom was the CEO and my dad was the head of sales. I didn't know it wasn't normal for a woman to run a company in the 1960s, 1970s, and 1980s. I further shared my excitement that over the 25 years they ran the business, they increased it 35-fold. I learned so many lessons along the way that now are a treasure trove for success in my life.

I was thrilled to be able to “one up” everyone at the retreat by sharing more than my personal story. On Wednesday night at the cocktail reception I shared some very special people to me: my wife, my three children, and my 88 year-old parents. Although sharing my story was great, I must admit that sharing my family with our members was more rewarding than I ever anticipated. My parents were like celebrities, as they have always been to me. The most unexpected gift occurred when my children interacted with our members, leading my 14-year-old son to say to me, “Wow dad, it was amazing. So many people came up to me and said how much they'd learned from you and how much you'd changed their lives.”

For the last 13 years of my traveling to do Lawyers with Purpose training, all my son knew was that his dad was leaving again, never understanding what I did when I traveled. Experiencing firsthand the people who came up to him compelled to share their stories, that changed his life. I must admit, I was very hesitant to share my personal story, let alone my precious family. Members were thrilled, but what I never expected was the invaluable, irreplaceable experience that changed my son’s perspective forever. Now, as I prepare to leave home again for LWP, my son tells me only to have fun. What I learned from George and from the experience overall is that the more we share of ourselves, the greater the relationships we have with those around us and the greater the love we have to share. I encourage you to share your story with your clients, co-workers, and friends, because the rewards can be amazing.

David J. Zumpano, Esq, CPA, Co-founder Lawyers With Purpose, Founder of MPS, Founder and Senior Partner of Estate Planning Law Center

“Reasons are the cemetery of your dreams.” That’s one of my favorite quotes, shared by my first coach. Since the moment I heard it 16 years ago, I couldn’t help but have a “reason radar,” and it is specially tuned to detect the words “can’t or won’t.”

That’s what caught my attention instantly on a blog by authentic marketing master Dave Dee, whom I follow closely. Dave’s not only a marketing genius; he truly cares about his customers and provides top-notch information that changes lives.

What I love about this blog is the clarity and truth around the reasons for how one can buy a course and experience a total life transformation while another buys a course, doesn't get results and blames the "guru."

Same course. Different people. Different results.

Read on.

A Dave Dee Rant

Last week I received a comment on a post I had written from someone who basically called me a liar. You can read it here.

He didn't think I would post it but the reason I did was to make an important point that is sure to upset some people and cost me subscribers.

So be it. It's important.

The extent you accept personal responsibility will determine your level of success.

It seems that the majority of the people in society today have an entitlement and a victim mentality.

That's an ugly combination and is the formula for failure.

"I am not a success because ________" You can fill in the blank with whatever you want but it boils down to excuses.

How come one woman can buy a course and experience a total life transformation while another woman buys a course, doesn't get results and blames the "guru"?

Molly L. Hall, Co-Founder, Lawyers with Purpose, LLC, and author of Don’t Be a Yes Chick: How to Stop Babysitting Your Boss, Transform Your Job and Work with a Dream Team Without Losing Your Sanity or Your Spirit in the Process.

A little over four weeks ago, we had the unbelievable honor of closing down LWP headquarters for 3 days and heading to Olathe, KS – the entire company, including “new guy” Kyle who had been with us just six weeks. It was a hefty financial price, but the cost would have been so much more had we not. Why Kansas, you ask?

For more than 17 years, Integrity Marketing Solutions has been helping attorneys build a more profitable and enjoyable estate planning practice with proven, effective and affordable elder law and estate planning marketing solutions, and we have been very friendly with them for all of those 17 years. At the last convention where we both exhibited, we got to talking shop and next thing you know we’re headed to Kansas to hear more about what they’ve been doing to transform estate planning law practices all over the country.

From the time our feet hit the farm, we got right to work and spent our first five hours talking about the uniqueness of marketing a small, boutique estate planning law firm. I could have gone home after that, it was so refreshing to finally get in a room with a marketing firm that speaks our language and our clients’ (attorney) language. The WOW factor for me was walking away, finally, with a vocabulary for how to support estate planning attorneys in their marketing efforts in a way that resonates for them. Here’s just a taste of what I walked away with:

1. Estate planning attorneys are selling transformation and motivation, which is hard to sell if you don’t intimately understand what their day-to-day world looks like, along with the daily lives of their clients and their referral sources;
2. The traditional “shock and awe” marketing strategies don’t work long-term in this industry. We have to use informational strategies;
3. The estate planning industry requires strategy that guides the tactics;
4. Estate planning marketing is a fine dance between linking what’s been successful while opening up the attorneys’ eyes to the next possibilities;
5. Everything we do is to calm people down, reassure them and minimize their risk. Shock and awe goes against the very fabric of an EP firm’s existence;
6. 100% of the time the goal is three things: Reassure. Inform. Convince
7. 7. People buy from people when they can say to themselves:
   • I belong with them;
   • They are authentic, real, down to earth;
   • They are like me;
   • I want to be with them.
8. Everything an estate planning attorney does from a marketing perspective needs to communicate in a quick, elevator speech fashion, “I am a passionate advocate for you.”

Can shock and awe copywriting transform your marketing? “Absolutely,” in the words of Jennifer Campbell, CEO of Integrity Marketing Solutions, “if you’re selling organic soap.”

Molly L. Hall, Co-Founder, Lawyers with Purpose, LLC, and author of Don’t Be a Yes Chick: How to Stop Babysitting Your Boss, Transform Your Job and Work with a Dream Team Without Losing Your Sanity or Your Spirit in the Process.

When you are meeting a new potential referral source, how do you show up? Frustrations occur during and after the meeting because we often feel like we are wasting our time. No referrals and no business have come your way since the meeting. Breakfast meetings and lunches can cut at your bottom line, especially if all you are doing is making “friends” instead of creating strategic partners.

How do you create a strategic partner? Lawyers With Purpose has a process, the Relationship Management System, that provides a step-by-step guide on how to conduct a meeting, how to get mutual commitments during the meeting and how to follow up after the meeting. But what is also important is what to do before the meeting so you really show up.

Even if you just showed up with your list of relationship questions to ask and your own presentation materials, you would be far ahead of the other professionals who just show up with their wallet holding barely enough money to pay for coffee. But what could you do differently to make the experience worthwhile for both you and your new prospective referral source?

Before each meeting, I research the person with whom I will be meeting. I go to the person’s website and print a page from the site. Why print a page? During the meeting when I am going through papers, the prospect will see the page and feel good that I did my homework and took an interest before the meeting. I also search Google, Facebook, and Linkedin to see what information they are sharing on social media. Doing this gives me insight into their personality and their technology and marketing acumen. Also, it may yield some insight as to family members and hobbies.

Just the other day I was meeting with a magistrate judge who administers a criminal diversion program for veterans. On the biography page of her website, she shared that she had recently run her first marathon. To bring value to her, I brought and gave her the book I co-authored, “Running Through Life’s Lesson.” I was able to tie in an interest held by both of us as well as suggest that the book would be a great resource for people in her diversion program. A few months back, I met with a financial advisor. On his website, I noticed that his primary client base is single women (recently divorced or widowed). Thus, I brought to the meeting information about an upcoming summit that also focuses on women, Live Your Legacy Summit with Emmy Award winner Aurea McGarry, and suggested he sponsor the event.

When I have done the research and really show up for the meeting, I am prepared to have a relaxed conversation instead of an inquisition. I can also bring immediate value to the relationship. Taking the extra 15 minutes to research your new referral source will be an extra 15 minutes another person will not spend, which will make you stand out. This should lead to a more enriched relationship that will lead to more clients.

If you have an interest in bringing VA or Medicaid and Asset Protection to your estate planning practice, join us September 12-13, in Phoenix, Arizona, for our Asset Protection, Medicaid & VA Summit. If you are thinking about attending this event, you'll want to register today. Tomorrow is the last day to register. Click here and register now.

For more information about the Lawyers With Purpose Relationship Management System, please contact us at www.LawyersWithPurpose.com. Victoria L. Collier, Certified Elder Law Attorney, Fellow of the National Academy of Elder Law Attorneys, Co-Founder of Lawyers With Purpose, LLC, author of “47 Secret Veterans’ Benefits for Seniors – Benefits You Have Earned … but Don’t Know About” and co-author of “Running Through Life’s Lesson.”