Putting Your Law Business In Perspective: Your Moral Obligation and Mine
Once upon a time, prospects used to leave my office without moving forward with their estate planning.
Most often, they said they had to think about it.
I’m sure you’ve heard that one before, right?
Quite frequently, I never heard from them again.
Today, that doesn’t happen. If a prospect comes in to meet with me and they need planning, they move forward with their planning.
There’s many reasons why that’s the case, but one of them is that I believe I have a moral obligation to engage the clients who come in to meet with me.
After reading this story, perhaps you will too:
My friend Todd was a life insurance agent of the somewhat pushy sort.
I always saw this as a bit off putting.
Until I heard about this …
A shared client of ours had stopped paying the premiums on a $3,000,000 life insurance policy.
Todd took him to lunch to see what was going on and the client told him that he was going to restart the policy and that he’d send him the check in a couple days.
Todd, not one to be put off said “I’ll come with you to the car and you can give me a check.”
The client was a little annoyed, but willing to write the check at the car that day. That was on a Friday afternoon.
The following Monday morning, the client woke up, walked to the bathroom and an aneurysm in his brain exploded.
He was dead before he hit the floor.
Todd’s insistance on getting the check meant the difference between a life of comfort for his client’s wife and one of extreme hardship.
Ever since I’ve been more aware than ever of my own moral obligation to ensure that client’s who need planning, proceed with planning.
If a client who needs planning leaves my office without going forward, I’ve failed them and their family.
Because you never know what’s going to happen when they walk out the door. Believe in the value of what you do is critically important to your success.
I hope this story has helped you to be a little more aware of how important you are.
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About the Law Business Revolution
The Law Business Revolution is a legal marketing and training organization focused on helping attorneys attract quality clients, start and manage productive law firms, systematize their businesses and ultimately help lawyers attain more time and greater resources than ever before.
Training through the Law Business Revolution includes (but is not limited to), private and group coaching led by professionals that surpassed the 7-figure mark in their own firms and businesses, client engagement strategies, client attraction strategies, educational, relationship-based marketing techniques designed to get results, lead generation training, campaigns for consumers, referrals and prospects and systematizing a firm to run on autopilot.
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