• Skip to navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer

American Academy of Estate Planning Attorneys

AAEPA, Inc

Find a Member Member's Login
Call Today (800) 846-1555
  • Membership
    • Membership Membership
    • submenu
      • Why Join?
      • Member Requirements
      • Become A Member
      • Meet the Team
  • Estate planning software
  • Education
  • Practice management
    • Practice management Practice Management
    • submenu
      • 11 Essential Systems
      • Coaching
      • Law Firm Marketing
  • Resources
    • Resources Resources
    • submenu
      • Live Training
      • Blog
  • Contact Us

Dear PBC…

Home » Law Firm Marketing » Dear PBC…

DEAR PBC,

I know networking is important and something I should be doing on a regular basis, but with my current efforts I’m not seeing an immediate return on the investment of my time and money. What should I be doing to make sure I am making the most out of these meetings?

Sincerely,
NETWORKING NOVICE
Dear Networking Novice,

This is an excellent question. Your time and money are valuable resources that you should be making sure you are using wisely. Whether you are meeting one on one or in a group setting, here are a few tips to employ immediately:

  • Create an agenda. Write down how you would like the meeting to go before you meet. Chances are if you hit all of your established bullet points, you will walk away with key topics covered and a clear next step.
  • Have a specific opening question. Posing a question like, “What has to happen today to make this a successful meeting for you?” is not only a good opening line to get down to business, it also allows you to gage what type of “close” you will pose in the meeting.
  • Speaking of a “close,” have one! Like a good sales call, you’ll want to have a specific “close” to work toward. Invite them to an upcoming seminar or to visit your office, offer to do their own estate plan, plot out a plan to refer clients, or set up a time to do an endorsed/private seminar for their clients.
  • Be clear on your relationship. Establish why they should work with you and vice versa. What do both sides gain from working together?
  • Invite them to experience what it would be like to be your client. Especially if this is the first time meeting someone, invite them to an upcoming seminar or offer to do their own plan. Once they experience the amazingness that is working with your firm they are more likely to send their clients your way.
  • Walk away with a “clear next step.” Never leave a meeting without stating the next step for all parties involved. I recommend you talk to everyone within a week of the meeting so that you and your conversation are top of mind.
  • Do what you say you will do. Having good follow through and sticking to your word will get you a long way in life and in business. If you say you’ll call on the 19th– call on the 19th!

These are only a few tips, so this would be an excellent topic for a call with your PBC. With time and successful implementation of advice like this, you will start to see more of a return on your investment. You get out what you put in. So spend timing thinking about how your next networking meeting will go and the possible outcomes. In no time you’ll go from Networking Novice to Nimble in Networking.
Sincerely, Your Devoted PBC

Katie Rios
Practice Building Consultant
American Academy of Estate Planning Attorneys, Inc.
9444 Balboa Avenue, Suite 300
San Diego, California 92123
Phone: (800) 846-1555
www.aaepa.com

  • Author
  • Recent Posts
Katie Rios
Katie Rios, Practice Building Consultant (PBC), American Academy of Estate Planning Attorneys
Latest posts by Katie Rios (see all)
  • Dear PBC… - March 18, 2016
  • Dear PBC… - December 18, 2015
  • Dear PBC… - August 21, 2015
SHARE

Primary Sidebar

Subscribe to our blog

Recent Posts

  • Aging Parents and Estate Planning
  • How Do I Title Thee…Part I
  • Turning Stalled Out Goals into Actions
  • What Makes a Will or Trust Invalid
  • Ultimate Social Media Cheat Sheet: Character Limits & Best Days/Times to Post

Categories

  • Academy Girl Friday (33)
  • Client Services (238)
  • Coaching (33)
  • Consumer Advantage (3)
  • Counseling (21)
  • Elder Law (5)
  • Estate Planning (920)
  • Estate Planning Documents (5)
  • Estate Planning Education (199)
  • Financial Analysis (3)
  • Financial Services (1)
  • General (19)
  • Law Firm Marketing (281)
  • Law Firm Net Revenue (7)
  • Law Firm Staffing (99)
  • Law Firm Technology (45)
  • Law Firm Web Tips (185)
  • Leadership (191)
  • Legal Education (645)
  • Marketing Tools (2)
  • Medicaid (1)
  • Member Services (1)
  • Owners Compensation (1)
  • Peak Performer Focus (1)
  • Practice Building Calls (1)
  • Practice Management (496)
  • SEO/Social Media Support (3)
  • Software (6)
  • Strategic Planning (9)
  • Uncategorized (15)

Footer

logo of American Academy of Estate Planning Attorneys

About Us

  • Meet the Team
  • Site Map
  • Legal Notice
  • Privacy Policy

Explore Our Services

  • Coaching
  • Estate planning software
  • Events
  • Legal education
  • Marketing
  • Web and SEO

Keep in Touch

Mon-Fri

9444 Balboa Ave. Suite 300

San Diego

(800) 846-1555

info@aaepa.com

Take Back Control of Your Business and Your Life

+

footer section | American Academy of Estate Planning Attorneys

© 2022 American Academy of Estate Planning Attorneys, Inc All rights reserved.

We use cookies on our website to give you the most relevant experience by remembering your preferences and repeat visits. By clicking “Accept All”, you consent to the use of ALL the cookies. However, you may visit "Cookie Settings" to provide a controlled consent. Don't sell my personal information.
Cookie Settings Accept All
Manage consent

Privacy Overview

This website uses cookies to improve your experience while you navigate through the website. Out of these, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. We also use third-party cookies that help us analyze and understand how you use this website. These cookies will be stored in your browser only with your consent. You also have the option to opt-out of these cookies. But opting out of some of these cookies may affect your browsing experience.
Necessary
Always Enabled
Necessary cookies are absolutely essential for the website to function properly. These cookies ensure basic functionalities and security features of the website, anonymously.
CookieDurationDescription
cookielawinfo-checkbox-analytics11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Analytics".
cookielawinfo-checkbox-functional11 monthsThe cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional".
cookielawinfo-checkbox-necessary11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookies is used to store the user consent for the cookies in the category "Necessary".
cookielawinfo-checkbox-others11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Other.
cookielawinfo-checkbox-performance11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Performance".
viewed_cookie_policy11 monthsThe cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. It does not store any personal data.
Functional
Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features.
Performance
Performance cookies are used to understand and analyze the key performance indexes of the website which helps in delivering a better user experience for the visitors.
Analytics
Analytical cookies are used to understand how visitors interact with the website. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc.
Advertisement
Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. These cookies track visitors across websites and collect information to provide customized ads.
Others
Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet.
Save & Accept