An estate planning firm can increase revenue without generating more leads by improving what happens after an inquiry arrives: response, qualification, consultation attendance, conversion, matter value, delivery, and collection. The objective is not to pressure every prospect into becoming a client. It is to reduce avoidable leakage, serve appropriate clients more effectively, and collect theContinue reading “Five Ways to Grow Estate Planning Revenue Without More Leads”
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Pay for the Firm You Want: A Compensation Strategy for Estate Planning Law Firms
The lowest salary is not always the least expensive employee, and the highest salary is not always the most costly. Compensation works when it attracts the right people, makes success visible, rewards valuable performance, and leaves the firm economically strong enough to keep investing in its team. For most estate planning firms, a sound planContinue reading “Pay for the Firm You Want: A Compensation Strategy for Estate Planning Law Firms “
Beyond Revenue: 9 KPIs That Reveal the Health of an Estate Planning Law Firm
The monthly report lands in your inbox with what looks like good news: revenue is up. Then you notice payroll rose faster. New matters hit a record, but the bank balance fell. The team is overwhelmed, plans are waiting to be completed, and the owner is still touching nearly every file. Is the firm thrivingContinue reading “Beyond Revenue: 9 KPIs That Reveal the Health of an Estate Planning Law Firm”
Another Lawyer or a Better System? How Estate Planning Firms Can Tell
A full calendar does not necessarily mean an estate planning firm needs another attorney. The better signal is sustained demand for attorney-level work that the current team cannot complete promptly, profitably, and without chronic overload. Before hiring, determine whether the constraint is truly attorney capacity. Sometimes the firm needs another lawyer. Sometimes it needs betterContinue reading “Another Lawyer or a Better System? How Estate Planning Firms Can Tell”
Guest Appearance: Tom Fafinski on Center Stage – The Day Your Law Firm Stops Owning You
Tom Fafinski, founder of EPiC Peer Groups, joins Center Stage to discuss how law firm owners can move beyond being the bottleneck in their businesses and build firms that can grow without depending on them every day. For many law firm owners, growth means working longer hours, taking on more responsibility, and staying involved inContinue reading “Guest Appearance: Tom Fafinski on Center Stage – The Day Your Law Firm Stops Owning You”
Guest Appearance: Tom Fafinski on the TBN Trust Advisors Speaker Series – Why You Feel Busy but Aren’t Growing
Tom Fafinski joins the TBN Trust Advisors Speaker Series with Eli Anagote, Stephanie Rosso, and Elijah Keyes to discuss how business owners can use the right metrics to uncover inefficiencies and create capacity for growth. A team can be busy every day without necessarily moving the business forward. In this guest appearance on the TBNContinue reading “Guest Appearance: Tom Fafinski on the TBN Trust Advisors Speaker Series – Why You Feel Busy but Aren’t Growing”
You Hit $800K in Revenue. So Why Does It Feel Harder Than Ever?
There’s a very consistent point in the growth of many estate planning firms where something changes. The business is finally gaining some traction after all of your hard work. Maybe you’ve hit $800K in revenue on the way to your big, hairy, audacious goal of $1 million. You barely notice it because you’re too busyContinue reading “You Hit $800K in Revenue. So Why Does It Feel Harder Than Ever?”
7 Signs You’re Still Operating as an Individual Contributor, Even If You Have a Team
Hiring a team does not automatically make you a leader. Many law firm owners believe they have stepped into the role of CEO because they have hired more people. They have assistants, paralegals, associates, client service support and administrators. The headcount has changed, but the operational structure has not. The owner is still driving nearlyContinue reading “7 Signs You’re Still Operating as an Individual Contributor, Even If You Have a Team”
Deal Structuring and SBA Financing for Estate Planning Practice Sales: Part 4 of 6
SBA loans have become a popular tool for financing the acquisition of small and mid-sized estate planning firms. Their appeal lies in the ability to secure favorable terms—such as 10–25 year amortization schedules and down payments as low as 10%—which allow more buyers to enter the market and more sellers to achieve clean exits. ForContinue reading “Deal Structuring and SBA Financing for Estate Planning Practice Sales: Part 4 of 6”
Financial Transparency and Performance Metrics for Estate Planning Firms: Part 3 of 6
For estate planning firms, financial health is more than just revenue figures. Buyers assess net profitability, recurring income from trust administration or maintenance plans, and how clearly the books reflect real operations. Clean, well-organized financials provide confidence to buyers, lenders, and brokers alike. To prepare for a sale, owners must produce accurate P&Ls, ideally segmentedContinue reading “Financial Transparency and Performance Metrics for Estate Planning Firms: Part 3 of 6”