Oct 31, 2019
Chris Dumm is a counselor-at-law with his
practice focused on estate planning, elder law, business and tax
planning, and wealth protection. Chris walks us through how he has
streamlined his client engagement process and increased client
conversion rates.
Steps to Streamlining Your
Client Engagement Process
- Use technology like iPads and
Surface Tablets to make it easy for clients to sign engagements
while you are sitting with them
- Create a simple deck sheet that
can be easily modified to cover a variety of client
engagements
- Ask for bank routing numbers so
you can set up Automatic Clearing House Debits (ACH) to process
client payments rather than credit cards to process
payments
- Send documents electronically to
your staff
The Team Approach to Client
Management
- Make a list of tasks that can be
done by other team members billing at a lower rate
- Lay the groundwork with your
client that you use a team approach
- The attorney should introduce the
team member and make the handoff to the person handling the funding
or drafting
- Set the tone and manage
expectations when you make the introduction of the new team
member
- Communicate to the client why you
are bringing in a team member to handle specific tasks so they
aren’t wondering why you’re leaving
Customizing Fee
Agreements
- Focus on customizing your deck
page
- Put the standard legalese stuff
behind the deck page
- Set the document up so it can be
signed electronically
Using a Client Care Program
to Drive Year-Round Engagement
- Reward clients for paying monthly
because it helps level out cash flow
- By moving to a monthly auto-draft
model, client care program revenue is up 25% over last
year
- Use workshops to plant the seed of
why you need to be on the client maintenance program.
About Chris
Dumm
Chris Dumm is a counselor-at-law
with his practice focused on estate planning, elder law, business
and tax planning, and wealth protection. He received his B.S.
degree in Business Administration at the University of
Missouri-Columbia after completing a double major in Finance and
Economics. Chris earned his Juris Doctorate (J.D.) from Regent
University School of Law in Virginia Beach, VA in 1994. His bar
memberships include Missouri, Kansas, Arkansas, Texas, and
Virginia. He is a founding member of the Midwest Estate and
Financial Planning Institute and is also a member of Wealth
Counsel, Elder Counsel and the Planners Educational Alliance. He is
an active participant in the Missouri-Kansas Forum of Estate
Planning Attorneys, the Southwest Missouri Estate Planning Council,
and the Planned Giving Council of the Four States.
Chris is an adjunct professor at
Missouri Southern State University and a frequent lecturer at
educational events for attorneys, accountants, and other
professionals. He is called on to speak about estate, elder law,
business & tax planning, business succession, retirement
planning, planned charitable giving strategies, and family-wealth
protection for the general public, as well as insurance, financial,
accounting and the legal profession.
Links and
Resources
https://protectingwealth.com/
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