The 35 New Rules for Estate Planning Attorneys

A group of estate planning attorneys were asked to compile a list of 10 rules that outline behavior that an estate planning attorney should never do at an estate planning workshop. Here is a compounded list of the favorites from Integrity Marketing Solution:

1. Don’t give away too much time.
2. Don’t discount fees.
3. Don’t let clients leave without an engagement letter.
4. Don’t waste money on ineffective marketing.
5. Don’t over-complicate things.
6. Don’t make clients wait.
7. Don’t ignore clients.
8. Don’t try to impress your values onto your clients.
9. Don’t quote fees until you know what work needs to be done.
10. Don’t interrupt your clients while they are talking.
11. Don’t ignore the Silent Spouse.
12. Don’t over-promise.
13. Don’t rush the consultation.
14. Don’t be late.
15. Don’t take every client.
16. Don’t talk about yourself, unless it’s truly relevant.
17. Don’t be arrogant.
18. Don’t gesture wildly with your hands and spill water all over the table.
19. Don’t express political views.
20. Don’t bore clients with too many details.
21. Don’t make fun of kids’ names.
22. Don’t assume the client knows what they want for planning.
23. Don’t dwell on the oldest child’s birth date, especially if it is before the wedding date!
24. Don’t look shocked at family revelations.
25. Don’t lose a client file.
26. Don’t forget your clients’ names.
27. Don’t talk too much.
28. Don’t fight the silence.
29. Don’t forget to thank your clients … and ask for referrals.
30. Don’t use “legalese.”
31. Don’t be too serious.
32. Don’t ignore your clients’ emotional experience.
33. Don’t assume your clients’ estate planning priorities are the same as yours.
34. Don’t hire (the overly expensive, competitive marketing firm).
35. Don’t try to do your marketing by yourself.

See Jennifer Campbell Goddard, 35 New Rules For Estate Planning Attorneys, Integrity Marketing Solutions, Mar. 22, 2013.

Special thanks to Jim Hillhouse (Professional Legal Marketing (PLM, Inc.)) for bringing this article to my attention.