Boost Your Closing Rate with the Vision Clarifier

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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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