Integrity Marketing tag:typepad.com,2003:weblog-167001 2012-01-27T08:48:19-06:00 Marketing and practice development tips for estate planning and elder law attorneys. TypePad This is an XML content feed. It is intended to be viewed in a newsreader or syndicated to another site. My KAPS Unique Process tag:typepad.com,2003:post-6a00d8341e43ed53ef0167612df336970b 2012-01-27T08:48:19-06:00 2012-01-27T12:41:57-06:00 Posted by Kyle E. Krull, Esq., President INTEGRITY MARKETING SOLUTIONS Apparently, our IMS team fields one ongoing question outside the marketing arena. It goes something like this: “Okay, I know Kyle is the President of IMS and, is a full-time... Jennifer Campbell Goddard

Posted by Kyle E. Krull, Esq., President
INTEGRITY MARKETING SOLUTIONS

Apparently, our IMS team fields one ongoing question outside the marketing arena. It goes something like this: “Okay, I know Kyle is the President of IMS and, is a full-time estate planning attorney, so what is his process for converting prospects into clients?”

Well, for those of you attending the first afternoon of The IMS Marketing Fast Track conference  in Kansas City we'll be talking about my K2APS Unique Process.

Are you fishing for perch, trout, or swordfish? Unless you know Your Right Client, then your marketing and your conversion process will be disappointing at best… or a failure at worst. I will be teaching you four (4) steps you can implement right now to Finding Your Right Client:

  • Self-Evaluation (Know Thyself)
  • Marketing & Branding (Let The Marketplace Know You)
  • Choosing & Nurturing Referral Relationships (Pick A Date Fit For A Mate)
  • Client Intake Processes (K.I.S.S.)

Once you get a steady stream of Your Right Client, then how do you consistently deliver high-touch, personal service to these clients, maintain profitability and protect your own quality of life? I will be teaching my process, to include the following principles:

  • The Initial Consultation (Art Meets Science)
  • Visual Aids (A Picture Is Worth….)
  • Drafting & Document Execution (The Easy Part)
  • Follow-Up for Referrals (How To Find & Mine Veins Of Gold)

We end with The Consultative Sales Process, because if you drop the ball when you are face-to-face with pre-qualified prospects, then all of your marketing will have been wasted. As I teach you my process, I will walk you through it, step-by-step, and explain the who, what, when, where, how, why and so what throughout.

Teaching Point: If you want to take your estate planning and/or elder law practice to the next level of marketing and prospect converting, then make plans to attend The IMS Marketing Fast Track in Kansas City.   When you do, be ready to roll up your shirtsleeves and get down to work, as every session will be one to help you have a more profitable and enjoyable practice.

 http://blog.estateplanningpartners.com/2012/01/my-kaps-unique-process.html Your Blog & YOU! tag:typepad.com,2003:post-6a00d8341e43ed53ef0168e600a7dc970c 2012-01-24T08:57:03-06:00 2012-01-24T08:56:39-06:00 Posted by Kyle E. Krull, Esq., President INTEGRITY MARKETING SOLUTIONS As you, our gentle readers already know, I not only am the co-founder and president of Integrity Marketing Solutions, but I also am a full-time estate planning attorney. I start... Jennifer Campbell Goddard

Posted by Kyle E. Krull, Esq., President
INTEGRITY MARKETING SOLUTIONS

As you, our gentle readers already know, I not only am the co-founder and president of Integrity Marketing Solutions, but I also am a full-time estate planning attorney.

I start with this reminder, because my marketing lot is cast with The ESSENTIAL Solution®, available only from Integrity Marketing Solutions. In other words, I eat my own cooking.

I edit each of the blogs exclusively for members of the IMS “attorney family” to use just as they are, revise to suit and even as springboards to take the blogs in a completely different direction. The bottom line, however, is that each blog is sheetmusic that can be played as you wish.

But, Kyle, what if another competitive estate planning and/or elder law attorney in my local area joins the elite IMS attorney family? What then? Will my marketing be diminished by this competitor using the The ESSENTIAL Solution® blog, too?

I can understand and appreciate that concern. On the other hand, I choose to look at all of life through the lens of abundance rather than scarcity. In fact, I would love to enjoy and engage in conversation with you (perhaps over a nice cabernet) about how this one choice makes all the difference.

That noted, I, too, have a local “competitor” who uses The ESSENTIAL Solution®.

His name is Dan Dorsch and his office/home is exactly 5.6 miles from my office/home according to Mapquest.

Not only do Dan and I not consider one another “competitors,” but we frequently exchange ideas over the phone, email or coffee regarding what is working in our practices (and what isn’t working). Dan is a brilliant attorney and I regard him as a good friend. I wish Dan nothing but success in his practice.

Nevertheless, if you are concerned about posting identical blogs as a competitor, then here are a few tips from my experience having posted more than 350 blogs:

  1. Change the Title. One of the easiest ways to distinguish your blog post from another is to come up with a different title. I edit the five (5) weekly blogs on Thursdays for Jennifer to distribute to our IMS family on Fridays and then return to them over a cup of coffee on Saturday mornings to re-edit just a tad.
  2. Change the Lead Sentence or Even the Lead Paragraph. After the title, the reader will quickly skim the opening “hook” in the blog to see if it may be worth reading. This is an easy way to tweak your blog by rewording or refocusing the content.
  3.  Upload Photographs. Face it, we are a visual culture. Post photos of you, your family, or hobbies to put a little warmth and human touch to your blog posts. Don’t overdue it, however.
  4. Shuffle the Blog Posting Schedule. You are not stuck with posting the five (5) blogs in the order received from Jennifer on Friday. Go ahead and “shuffle” the order.

 As you can see, it is easy to take your blogs and make them YOU!

Teaching Point: In the end, I believe that God knows who my next client will be, as well as yours. I appreciate that not everyone shares my perspective. That’s okay. Nevertheless, I have found that this perspective has help keep my blood pressure nice and low over the years, as it has given me confidence in my present and a hope for the future independent of the economic outlook. If we can help you have a more profitable and enjoyable estate planning and/or elder law practice, then we would warmly welcome you into our IMS attorney family, too.

 http://blog.estateplanningpartners.com/2012/01/your-blog-you.html Video Marketing or Die? tag:typepad.com,2003:post-6a00d8341e43ed53ef0162fffc28c2970d 2012-01-23T08:00:00-06:00 2012-01-23T08:00:00-06:00 Posted by, Roslyn Drotar, Personal Account Manager INTEGRITY MARKETING SOLUTIONS Did you hear the latest from CES 2012? Some of the keynote speakers at this global event included Microsoft CEO Steve Ballmer, President and CEO of Intel, Paul Otellini and... Jennifer Campbell Goddard

Posted by, Roslyn Drotar, Personal  Account Manager
INTEGRITY MARKETING SOLUTIONS

Did you hear the latest from CES 2012?  Some of the keynote speakers at this global event included Microsoft CEO Steve Ballmer, President and CEO of Intel, Paul Otellini and President of You Tube, Robert Kyncle.  At the event Kyncle made an audacious statement that “Very soon 90% of all web traffic will be video.”   No that’s a pretty huge number that should definitely get your marketing ears perked.

Kyncle went on further to say “…in the next 10 years 75% of all new channels will be internet channels.”  Again, huge and bold statement and one we shouldn’t ignore.  Then a week later Reuters launched their own You Tube channel dedicated towards global news (http://www.youtube.com/user/ReutersTV).

And there is more news buzzing around video and its powerful punch.  Google has recently increased the size of video thumbnails by 45%!   And did you know that Facebook now offers custom Facebook tabs just for video marketers to edit and manage fan pages?   

So let’s talk a little about your marketing plan and ask not IF you see video in it, but WHEN you see incorporating video into it.  Because the way we see it, if you don't you’re taking a risk.  FACT:  this is a part of the industry that is exploding.  We now have words like “social video” and recent reports that people are watching videos 30% longer when they view them on their tablets. 

So we at IMS want you to be aware of the impact that video is having and to let  you know that when you’re ready for video we can help.  We know that it works!  So make sure you've got it in your plan, as a goal for your company.  Of course, you can call us anytime you’re ready for "scene one, take one, action!   And just in case you haven’t heard, if you’re not ready to be a star in front of the camera, you can always order our ETV’s that will give you just as much traction and rankings on Google.

 http://blog.estateplanningpartners.com/2012/01/video-marketing-or-die.html Integrated Marketing – The Guinea Pig’s Perspective tag:typepad.com,2003:post-6a00d8341e43ed53ef0168e5c0e8d7970c 2012-01-18T11:45:39-06:00 2012-01-18T11:45:27-06:00 Posted by Kyle E. Krull, Esq., President INTEGRITY MARKETING SOLUTIONS Does practicing estate planning and/or elder law consume much of your working hours? How about your “non-working” hours, you know, the ones before 8 a.m. and after 5 p.m.? I... Jennifer Campbell Goddard

Bigstock_Business_Man_Runs_Rat_Race_In__5881729Posted by Kyle E. Krull, Esq., President
INTEGRITY MARKETING SOLUTIONS

Does practicing estate planning and/or elder law consume much of your working hours? How about your “non-working” hours, you know, the ones before 8 a.m. and after 5 p.m.? I thought so.

Our chosen field of law practice is more than a jealous mistress.

How is your marketing working for you? You know, the stuff you do to make sure the appointment book stays full. Oh, it isn’t.

Would you like to fill that white space on your appointment calendar with folks who are prequalified and motivated to work with you? What if I said you could turn that around with an investment of about an one hour per week? There, I’ve got your attention.

Allow me to introduce myself. I am Kyle “the Guinea Pig” Krull, grand tester of every component of The Essential Solution®, available only from Integrity Marketing Solutions.

In addition to being the president and co-founder of Integrity Marketing, I am an estate planning attorney just like you. I spend roughly an hour on my law firm marketing, aside from my “personal marketing” at chamber of commerce and other networking events. (I enjoy that social time away from my office/home and, therefore, really don’t regard it as “work.”) That marketing hour consists of “re-editing” and then posting the blogs I edit for our attorney subscribers to The Essential Solution®. That’s it. One hour.

What about the rest of my marketing? Well, the “system” runs itself and, like a firestorm, feeds off itself with the “oxygen” I provide it in the form of new prospects, new referral sources and new satisfied clients. I provide this “oxygen” out of habit, so it is simply part of our “protocol.”

Here’s how I create that “oxygen” for the firestorm.

  1. I order 254 hardcopy newsletters per month, mailing on average 155 per month to my top clients and referral sources through our turnkey mailing service. I use the rest as handout material for initial meetings with prospects and new referral source, as well as at speaking engagements.
  2. In keeping with the ethics guidelines, I added every new prospect, client and referral source to my e-newsletter. Currently, my e-newsletter distribution list is 1,891, with a “bounce” rate of below 1 percent. That’s a clean and current list!
  3. I blog every weekday, without fail. As I type this, I have post 371 blog entries.

The “fire” that burns the “oxygen” is my website: www.kylekrull.com. Thanks to our web design, development and maintenance team at Integrity Marketing, my website is state-of-the-art by any measure. Visit for yourself and see how this polished, professional website is content rich, leverages video, is mobile user friendly (note the “QR Code” on the welcome page), and, at nearly every turn, encourages the visitor to take engage and take action.

There you have it. One hour. Aside from my blogging, the rest of the marketing system can be as automatic as you like.

However, you will need to invest in your marketing… and that means “dollars” in terms of your marketing budget and upfront “time” in terms of collaborating with our marketing team while they get everything created and working for you.

So, when would you like to start filling those white spaces on your calendar?

Teaching Point: Borrowing from an old proverb, the best time to have begun seriously marketing your practice was the day it opened. [But they didn’t teach us that in law school, right?] However, the second best time is right now. If you want a turnkey marketing system that will help you not only survive, but thrive, in the current economic climate, then you need to check out The Essential Solution®.

 http://blog.estateplanningpartners.com/2012/01/integrated-marketing-the-guinea-pigs-perspective.html Five Reasons to Attend Our Spring Workshop (and make 2012 your best year ever)! tag:typepad.com,2003:post-6a00d8341e43ed53ef0162ffb50942970d 2012-01-17T10:00:00-06:00 2012-01-17T00:10:14-06:00 Posted by Roslyn Drotar, Personal Account Manager / Strategic Planning INTEGRITY MARKETING SOLUTIONS I would absolutely love to see all our Essentials Solutions clients in Kansas City in March. It’s going to be three powerful days of conversations revolving around... Jennifer Campbell Goddard

FastTrack2Posted by Roslyn Drotar, Personal Account Manager / Strategic Planning
INTEGRITY MARKETING SOLUTIONS

 I would absolutely love to see all our Essentials Solutions clients in Kansas City in March.  It’s going to be three powerful days of conversations revolving around marketing your practice.  If you haven’t signed up yet, below are five reasons to register today:

  1. Learn all about converting your prospects into clients at a higher fee.  You’ll find out how to increase you’re closing ratio and how to engage with your prospects using a no-high-pressure-sales approach.  Kyle Krull will personally explain how to get the check without “selling.”  If you have ever had the opportunity to listen to Kyle speak, you know it’s a special treat!  His insight will be just what you need to make 2012 your best year ever!
  2.  See what’s working and how your marketing performance checks out in comparison using benchmarks to help you quantify where you are.  Find out what’s working and what’s not working in the everyday estate planning practice.   The information learned in this session is bound to give you the push you need to make 2012 your best year ever!
  3. Find out how to make money with Facebook, Twitter, Google + and You Tube.  You CAN make money; come learn how.  Focusing in on your social media will inevitably help you to make 2012 you best year ever!
  4. Collaboration with colleagues is powerful!  Come meet with your peers and the IMS team.  We love talking with you and learning about your practice, but nothing compares to talking one-on-one and meeting face-to-face.  Conversations you have with your colleagues provides powerful insight.  Meet with the IMS team and your colleagues to make 2012 your best year ever!
  5. Take time away from your practice and focus 100% of your time for three whole workdays on your marketing.  Intentional time spent just on your marketing will give you traction and make a difference in your bottom line in 2012 (and will help to make it your best year ever).

Sign up at http://www.estateplanningpartners.com/FastTrack  and join us March 14-16 for some powerful marketing insight.   Did I mention that this is just what you need to make 2012 your best year ever?

 http://blog.estateplanningpartners.com/2012/01/five-reasons-you-need-to-attend-our-spring-workshop-and-make-2012-your-best-year-ever.html