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Speaking & Events
Upcoming Webinars
February Webinar / Marketing Support & Blog Training: February 9
This month we will show you how to review and de-code your website traffic statistics! Find out what the statistics mean, and how you can use them to get better results. We also will preview the upcoming Spring Practice Development Workshop.
Title: February Marketing Support & Blog Training
Date: Wednesday, February 9, 2011
Time: 12:00 PM - 1:00 PM CST
Reserve your Webinar seat now at: https://www2.gotomeeting.com/register/962717450
After registering you will receive a confirmation email containing information about joining the Webinar.
Spring Practice Development Workshop
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Relationships, Referrals & Revenue!
March 23-25 | Kansas City, MO
Our goal is to help you get EXCEPTIONAL results from your marketing investment. Learn how to build your new client base in this age of estate tax uncertainty, online self-help will preparation and declining referral rates from financial advisors. This cutting-edge, two-day workshop is designed specifically for estate planning and elder law attorneys -- to help you meet the challenges of the New Year, and seize the opportunities!
We Mean Business -- For YOU!
The Top Five Reasons Why You Should Attend this Workshop:
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Time & Money -- Quit wasting time and money on marketing schemes that simply don't work. These marketing mistakes are literally robbing you of the lifestyle you deserve. Make this the year you stop throwing good money after bad!
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Leverage -- Effective, efficient SYSTEMS leverage your resources for maximum returns. If your marketing and practice development efforts are mix-and-match, on-again-off-again, then you are stuck doing the hardest (and most expensive) part of the job forever. With systems, you do the hard part once -- and then reap the rewards while your systems run themselves.
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Referrals & Revenue -- Referrals from the financial industry are drying up, a growing number of investors are "self-advised," and a $5 million estate tax exemption (with portability) isn't helping. Learn how to blend referral-based and retail marketing to shore-up your lost referral revenue.
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Sales Coaching -- Sales coaching will help you close more business at higher fees. Learn how to recognize buying styles, and how to flex your consultative sales approach to meet each prospective new client's needs.
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Video -- Strategic website video increases your conversion rate (the number of website visitors who become new clients) by an average of 30 percent! We will have a professional on-site video studio available on a first-come-first-served basis to record high-quality video for your website. (Limited studio time available, you must register first in order to schedule your time slot.)
REGISTRATION FEES
Regular Registration: $695 per person
Additional Person From the Same Firm: $495
Early Registration (before March 1, 2010): $595
Pre-Workshop Essentials Program: $75 (with a regular registration)
Refund policy:
No Refunds. Registration insurance is available for purchase at an additional $20 when you register online.
Hotel Information:
Embassy Suites Kansas City – Plaza
220 West 43rd Street, Kansas City, MO 64111
Tel: 1-816-756-1720 | Fax: 1-816-756-3260
Room Rates: $134 / night
Includes complimentary cooked-to-order breakfast daily.
For reservations at the discounted rate:
http://embassysuites.hilton.com/en/es/groups/personalized/M/MKCWEES-601-20110323/index.jhtml?WT.mc_id=POG
Workshop Agenda
“WINNING THROUGH COLLABORATION”
PRE-WORKSHOP ESSENTIALS PROGRAM | WEDNESDAY, MARCH 23
1 – 2 PM | KEYNOTE: WINNING THROUGH COLLABORATION
Kyle E. Krull, Esq., President, Integrity Marketing Solutions
Jennifer Campbell-Goddard, CEO, Integrity Marketing Solutions
Referral-based marketing is an integral aspect of your practice development. The proper approach helps you build professional alliances with a foundation of rapport, trust, and confidence. This approach generates better leads, and results in better clients — clients who are more loyal and less price-sensitive. When referral-based marketing is part of your integrated marketing program, you can increase profits while reducing costs. You do not have to be a born rainmaker. During this compelling program, you will learn the skills and strategies to become a successful rainmaker, more effective at attracting new business.
2 – 3 PM | IDENTIFYING & ESTABLISHING KEY REFERRAL RELATIONSHIPS
Building referrals is the most important and powerful strategy for increasing your income because it shortens the sales process. Referrals connect you with more qualified clients, generate more callbacks, and get you more “yes” responses in less time. But who are the best referral sources for you? How do you identify them – and then how do you approach them? Kyle and Jennifer give you step-by-step advice on how to target your marketing efforts to identify and establish the key referral relationships to grow your practice.
3 – 4 PM | GENERATING REFERRALS WITH EDUCATION-BASED MARKETING
Generating referrals is about building rapport, not breaking it. When you sell or pitch, you're often breaking rapport because no one wants to be "sold." When you educate, you are building rapport. Education-based marketing increases your credibility … and your refer-ability. Kyle and Jennifer will show you how education-based marketing will out-market your competitors at every turn.
4 – 5 PM | A SYSTEMATIC APPROACH TO BUILDING PROFESSIONAL REFERRALS
In today’s competitive and ever-changing environment, you have to think outside the box to build a professional referral system that sizzles. It takes creative thinking to establish key relationships, and nurture them into a steady, ongoing stream of quality referrals. Investing the time to design and implement a referral system for obtaining high quality referrals may be the single best investment you can make in your practice.
5:30 PM | Join us in the lobby for cocktail hour
“RELATIONSHIPS, REFERRALS AND REVENUE”
PRACTICE DEVELOPMENT WORKSHOP | MARCH 24-25
THURSDAY, MARCH 24
8:30 – 9:45 AM | KEYNOTE: BUILDING YOUR NEW CLIENT BASE
Kyle E. Krull, Esq., President, Integrity Marketing Solutions
Jennifer Campbell-Goddard, CEO, Integrity Marketing Solutions
In this age of estate tax uncertainty, online self-help will preparation, and declining referral rates from financial advisors – where will you find your next client? How will you build your new client base in this increasingly competitive and ever-changing environment? Kyle and Jennifer share cutting edge research about where the profession is headed, and how marketing and positioning strategies can ensure your success.
9:45 – 10:45 AM | TOP 10 KILLER MOVES
Or, How to Derail Your Marketing, Curb Revenue, and Sabotage Your Own Success
Learn “best practices” for practice development success, as well as how to avoid common mistakes that can undermine your efforts and prevent you from achieving your full potential.
10:45 – 11 AM | BREAK
11 AM – NOON | THE ESSENTIALS OF MARKETING YOUR ESTATE PLANNING OR ELDER LAW PRACTICE
There are so many marketing tools available to build your practice - from websites to workshops, billboards to blogs. But a marketing tool is not a marketing plan, and even a marketing plan is not always a system. During this session, you will learn the three-step marketing process that reduces client acquisition costs, cultivates a steady stream of referrals, and builds a practice that virtually runs itself. We will show you how to bring a systematic approach to your practice development efforts and get the most from your marketing.
NOON – 1:30 PM | LUNCH PROVIDED
1:30 – 2:30 PM | MAKING THE CUT: YOUR OPTIMIZED WEBSITE
Website Design and Search Engine Optimization
Your integrated marketing strategy begins with the solid foundation of an optimized website, supporting and supported by a well-coordinated marketing effort both on and off-line. Your website design is your most important “first impression” with prospects, clients and referral sources – establishing your firm’s brand and your professional image. But exquisite design is useless if no one can find you. Learn the secrets of Search Engine Optimization (SEO) that will get your law firm’s website on Google’s Page One for the most important practice development search terms.
2:30 – 3:30 PM | CONNECT TO CONVERT: TURNING VISITORS INTO CLIENTS
Search Engine Optimization (SEO) can drive qualified prospects to your website, but what makes them pick up the phone and schedule a consultation? Learn how to optimize your website for conversion … bringing traffic from your website into your office. Hint: The key is to connect with your visitors! You’ll learn proven conversion strategies, including how to use video to boost conversion ratios by up to 100 percent.
3:30 – 4 PM | BREAK
4 – 5 PM | ALL ROADS LEAD TO ROME: OFF-SITE WEB MARKETING
SEO is but one road leading to Rome (your website). Learn how off-website marketing strategies can not only drive more traffic to your website, but keep your phones ringing with qualified referrals.
5:30 PM | Join us in the lobby for cocktail hour.
FRIDAY, MARCH 25
8:30 – 9:30 AM | BLOGGING & SOCIAL MEDIA FOR LAWYERS
Many lawyers view social media as a passing fad, but they do so at their own peril. During this cutting-edge session, you will learn how to use a goal-oriented approach to leverage social media as a practice development tool. Topics covered will include advertising / ethics concerns, blogging, Facebook profiles and Pages, Twitter, Linked-In, Avvo and other lawyer-specific social media sites. Includes a workbook of exercises and resources to guide your social media efforts.
9:30 – 10:45 AM | WORKSHOPS & SEMINAR MARKETING IN THE INTERNET AGE
Everything old is new again. Workshops and seminars remain effective practice development tools. But the playing field has changed! Learn how you can make the most of your workshop and seminar marketing efforts by integrating online components – from online workshop registration, to targeted online promotions and specialized landing pages, to virtual workshops online.
10:45 – 11 AM | BREAK
11 AM – NOON | BOOST REFERRALS WITH STRATEGIC PUBLIC RELATIONS
Shari Peyser, Public Relations, Media and Marketing Specialist
Public relations expert Shari Peyser shows how to use public relations and media relations to boost your visibility in your marketing efforts When you are positioned in the marketplace as an authority and a source of valuable information, prospective clients feel as though they already know, like and trust you before you even meet. Lawyers who develop a high level of visibility through regular media appearances become key sources, with on-going relationships with influential reporters. Speaking invitations before groups and organizations are easier when your name is familiar as a leading figure in the law. Public relations is a pivotal part of your marketing and enhances your visibility, credibility and referrals.
NOON – 1:30 | LUNCH PROVIDED
1:30 – 3:30 | PERFECTING THE ART OF RELATIONSHIP SELLING TO INCREASE YOUR EFFECTIVENESS
Kyle E. Krull, Esq., President, Integrity Marketing Solutions
This intense afternoon session is designed to help you better connect with prospective clients through a three-step process, based on a proven model that has helped literally millions of sales people become better at the “psychological game” that is so critical in connecting with clients. You will gain insight and understanding into your own sales style, as well as your clients’ buying styles. Then, learn how to navigate from your sales position to your clients’ buying position. This approach is based on cutting-edge research, and includes a 22-page personal report and “Interaction Plan” to help you close more clients for higher fees.
3:30 – 4 PM | WRAP-UP & Q&A
About Your Presenters
Law Firm Marketing Professionals, Dedicated to Your Success
Kyle E. Krull, Esq., President
I am a full-time estate planning attorney just like you, except I also am a guinea pig ... so to speak. My law firm serves as the "laboratory" for every product and service offered through Integrity Marketing Solutions. You can use our products and services with confidence, knowing that each has been thoroughly researched, developed and tested before it reaches your firm. That is how it has been since Jennifer and I formed the company back in 1995, and that is how it will continue. We appreciate your business and want you to have an ever more profitable and enjoyable practice.
Kyle Krull is the president of Integrity Marketing Solutions, and also president of the Law Offices of Kyle E. Krull, P.A., a trusts & estates law firm located in Overland Park, KS. In addition, Kyle has written for and been quoted in a number of industry publications, including Trusts & Estates magazine, The National Law Journal, Lawyer's Weekly USA, Broker World, Kiplinger's Personal Finance, Kiplinger's Retirement Report, Wealth and Retirement Planner, Bankrate.com, The Business Journal of Kansas City and Ingram's.
Kyle has provided continuing education instruction to fellow attorneys, accountants and financial professionals at local, state and national programs.
Kyle's Professional Credentials Include:
- University of Kansas (B.S. Journalism, 1981);
- Washburn School of Law (J.D., 1984)
- Captain, U.S. Army-Europe JAGC (1984-1989)
- Admitted Attorney: Kansas, Missouri & U.S. Tax Court
- Martindale-Hubbell Highest Peer Rating (AV)*
- MEMBER, National Academy of Elder Law Attorneys (NAELA)
- CERTIFIED FINANCIAL PLANNER™ practitioner**
- Member: Kansas, Missouri, and Kansas City Metropolitan Bar Associations; The National Lawyers Association; The Christian Legal Society; Kingdom Advisors (Charter Member and Qualified Kingdom Advisor***); The Financial Planning Association; Editorial Review Board, Journal of Financial Planning; Attorney Advisor, Kansas City Hospice; Member, Medical Ethics Committee, Specialty Hospital of Mid-America
* CV, BV and AV are registered certification marks of Reed Elsevier Properties Inc., used in accordance with the Martindale-Hubbell certification procedures, standards and policies.
**CFP® and CERTIFIED FINANCIAL PLANNER™ are certification marks owned by the Certified Financial Planner Board of Standards, Inc. These marks are awarded to individuals who successfully complete the CFP Board's initial and ongoing certification requirements.
**Neither the Supreme Court of Missouri nor The Missouri Bar reviews or approves of certifying organizations or specialist designations.
Jennifer (Campbell) Goddard, VP / CEO
I have a vision for each of our clients: to help them achieve the professional and personal success they deserve. Sometimes I actually have to play the "bad guy," as I try to bring solid business standards to each client and apply business acumen to their practice development goals. Success frequently requires us to look honestly in a mirror, and accept that we may not like everything we see. Change can be a difficult process for some. But strategy and hard work does pay off and the victory of success is oh-so-sweet! In my experience though, it is most often achieved by those who are willing to work hard and invest in the future.
Jennifer has more than 20 years of experience in professional services marketing. She earned her bachelor's degree in Journalism from the University of Missouri-Columbia, with a focus on newspaper publishing. She worked for nearly a decade as a newspaper reporter, editor and managing editor for a syndicate of newspapers in central Missouri. She has earned several Missouri Press Association awards for her writing and reporting, and was recognized for Excellence in Journalism by the University of Missouri. She joined the marketing industry in 1988 as a marketing director for the midwest's largest health care delivery system, then known as Health Midwest. She later worked as a trust marketing officer for a bank holding company, and then as practice manager for Kyle Krull's law office. She has been at the helm of Integrity Marketing since 1995, building one of the nation's premiere legal marketing firms.
Essential Support brings the best of the best legal marketing and strategies to ensure your success. Essentials clients have access to an array of exclusive products, services, and pricing — and a team of legal marketing professionals bringing it all together. This is marketing and practice development as it should be!