Tag: Greg DuPont
A Guide to Marketing and Building Long-Term Relationships for Attorneys with Charley Mann (Ep. 14)

A Guide to Marketing and Building Long-Term Relationships for Attorneys with Charley Mann (Ep. 14)

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One of the most important skills for any professional is effective communication with clients and prospects.

This is especially true for estate planning attorneys, who deal with complex and sensitive matters that require trust.

However, many lawyers struggle with marketing their services and building long-term relationships with their clients.

In this episode, Greg DuPont talks with Charley Mann, Founder of Law Firm Alchemy, about the importance of relationship-building and marketing in the legal profession. They challenge the conventional transactional mindset of attorneys and emphasize the need for a more client-centric approach. They also explore the evolving business model of law firms and the potential shift from specialization to generalization.

Greg and Charley discuss: 

  • The purpose of marketing and the difference between building awareness and getting clients
  • Why shift from a transactional to a relationship-based approach
  • The responsibility of staying connected with clients
  • The importance of personalized and targeted marketing strategies for law firms
  • The concept of information-based direct response marketing 
  • The traditional model of specialization in estate planning and the move towards a more generalized approach
  • The need for estate planners to move upmarket and adapt to the changes brought by AI and technology
  • And more

 

Resources: 

Connect with Charley Mann:

 Connect with Greg DuPont:

About Our Guest:

Charley Mann is the founder of the Law Firm Alchemy. Law Firm Alchemy seeks out the independent, entrepreneurial law firm owner who wants to learn how to fish, not just have fish handed to him or her. Their service comes through our coaching and courses. These are designed with the intention (one of our core values) of deep impact.

How they achieve impact looks different than many others. They aim for positive relationships, even through a course you may watch. The audience is always first in their minds. If they can’t get you to pay attention, it doesn’t matter how good the advice is, it won’t be heard. And the secret to keeping your attention is making it clear that they know you’re there and they respect your intention of learning, your ambition to grow, and your desire to sharpen your axe.

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The Role of Influence in The Mindset Pillar of Financial Advocacy (Ep. 11)

The Role of Influence in The Mindset Pillar of Financial Advocacy (Ep. 11)

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Switching the mindset from selling to influencing is a game-changer.

The top advisors in the financial industry don’t sell – they let people come in pre-sold. 

This approach helps build trust and, eventually, strong relationships with clients.

What steps can estate planning attorneys take to become more influential with their clients?

In this episode, Greg DuPont and Matt Halloran share the sixth pillar of financial advocacy: Mindset with a shift into the importance of being influential. They explore the art of influence over sales and the importance and power of effective listening as attorneys. Greg and Matt also delve into building trust and the importance of authenticity and humility.

Greg and Matt discuss: 

  • How top advisors focus on building influence rather than selling
  • Greg’s journey of transitioning from using convincing arguments to being more influential
  • The need for experts to present their views in an easily understandable way for people to accept
  • The difference between sales and influence
  • The importance of stepping into your authority and using a humble approach to build trust in professional relationships
  • The challenge of gaining trust as a financial advisor in a world of readily available information and the importance of providing insight over opinion
  • And more!

Resources: 

Connect with Greg DuPont:

Connect with Matt Halloran:

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The Financial Advocacy Mindset for Legal Professionals with Ben Glass (Ep. 5)

The Financial Advocacy Mindset for Legal Professionals with Ben Glass (Ep. 5)

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Being a legal professional requires more than just legal knowledge. It also requires empathy, understanding, and the ability to make a positive impact on clients’ lives.

What’s the mindset we must follow with our clients?

In this episode, Greg DuPont sits down with Ben Glass, owner and attorney at BenGlassLaw and founder of Great Legal Marketing. Greg and Ben talk about the sixth pillar of financial advocacy: mindset. Ben shares the importance of being more than a lawyer to clients and the mindset lawyers and attorneys must consider to level up their practice.

Ben discusses: 

  • His journey of starting his own practice and the importance of being a life coach to clients
  • His mindset transition to start worrying more about his clients’ lives
  • The commoditization in the legal, financial, and insurance professions, and why it is essential to strengthen relationships with clients
  • Overcoming ethical considerations and misconceptions in the legal profession
  • The impactful role of Great Legal Marketing in helping lawyers build successful and differentiated practices
  • And more!

Resources: 

Connect With Ben Glass:

Connect with Greg DuPont:

About Our Guest:

For over a decade, attorney Ben Glass has been teaching hundreds of solo and small firm lawyers around the globe how to market ethically and effectively using education-based, direct-response style marketing.

Ben continues to practice law at his own personal injury and ERISA long-term disability firm near Washington, D.C., is the author of 14 books, and has gained national recognition for his ability to take marketing ideas that are working in other industries and ethically apply them to the legal field. As the founder and owner of Great Legal Marketing, Ben helps attorneys attract better clients and make more money without missing out on time at home with family.

Ben is the father of nine children, four of whom are adopted from China. He is an avid athlete, business advocate, and soccer referee. Ben works with the charity Love Without Boundaries, which provides healing homes and needed surgeries for orphans in impoverished countries, and he has run five Marine Corps Marathons on their behalf. Above all, Ben believes in the success of the solo and small firm attorney and the power of education-based, direct-response marketing.

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