Elder law and estate planning law is an area of great opportunity. Unlike personal injury lawyers or divorce lawyers, for example, estate planning law is a niche. As an estate planning lawyer, you offer helpful and valuable content for individuals who are ready to dive into the specifics of planning their estate. When people are in the market for estate planning advice, you want to appear front and center to them, right? If you really want to see a significant uptick in your elder law and estate planning lead generation, then there are ways to accomplish that.
Here are a few ideas to improve your estate planning lead generation:
Tip #1: Determine what your lead magnet is.
In other words, what do you have to offer for free to prospects? Some estate planning lawyers may write a book. Others may decide to pen an article on “The Five Major Mistakes People Make When Planning Their Estate.” Whatever it is you have to offer for free, make sure it is informative and educational.
Tip #2: Offer valuable content through videotaping responses to FAQs.
As an estate planning lawyer, you need to differentiate yourself by providing valuable content to those individuals who are ready to get into the estate planning process. If you have a website, consider listing the top 25 questions people ask when planning their estate. Then, provide content that answers those questions. Even better, record yourself answering those questions and upload those videos to your website. To ensure you have mastered the SEO (search engine optimization) aspect of your videos and other content, hire an SEO professional who can tailor your responses to capture and incorporate the requisite SEO search terms into the content you produce.
Tip #3: Take advantage of email marketing.
Create and send out a monthly email newsletter to your estate planning lead contacts to remain at top of mind. This is one way to increase the number of referrals you receive for your elder law practice. You can also use these emails to showcase valuable tips, any new blogs you have posted on your website, some client success stories, or even client reviews.
Tip #4: Hop on social media.
This marketing channel is highly effective in engaging potential clients and generating elder law and estate planning leads. Set up a social media account on Facebook and post tips and educational information about things one might need to know when getting into their estate planning process. Post regularly on social media for best results.
Tip #5: Elevate the client experience.
Did you know that a box of cookies can be a great way to grow your law practice with estate planning leads? Send a handwritten note to newly-acquired clients with a box of muffins or cookies as a way of showing your appreciation for their trust in you. Sometimes doing these pleasant and unexpected little things result in significant gains in the long run. You will stay top of mind and create a memorable experience for your clients. This will influence those word-of-mouth referrals and online reviews. Translation? More clients! Once you’ve mastered the client experience, all you have left to do is make sure to avoid the most common estate planning mistakes.
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