Training & Education 2017-02-24T09:59:33+00:00

Training and Education

Good Guardian is dedicated to changing the public perception of estate planning by making it relatable, understandable and accessible. We do that by utilizing teaching and service delivery models from other industries to make estate planning more familiar and hopefully even a little fun.

Our Attorney training and education programs are offered in virtual bootcamps so you can learn from the comfort of your office without the need for expensive travel or time away from family. For those who prefer focused attention, learning on their own schedule and a higher level of intimacy and service, we can tailor programs specifically to you and your business through one-to-one VIP sessions. Custom-tailored programming is also available, incorporating any one or more of the modules described below.

Current Programming:

Hello to HIRED! – The Estate Planning attorney’s step-by-step guide to getting hired and paid in the first meeting, if not the first hour.

Learn how to reliably go from “Hello” to “You’re Hired!” in the first hour of talking with a new prospect. A repeatable system developed to uncover what motivates the prospect, inspire action (rather than overwhelm into paralysis), and keep the client moving from step to step through to completion. Then keep the cash machine humming at the level you want with a steady stream of educated prospects who are eager to hire you.

Delivered either through a virtual group bootcamp or via one-on-one VIP sessions, this program covers these five key modules:

Module 1: Compel Action – Prospects come in all different flavors. Some are worried about kids. Some just don’t want to be a burden on their family. Many have never heard about probate. Lots think taxes will leave family destitute. It’s important to discover exactly what motivates the prospect you’re speaking to. Once you discover what drives the prospect, then you can play out those situations and dive deep into the emotionality of those possibilities. By focusing primarily on what concerns the prospect, you can stave off overwhelm and inaction.

Module 2: Inspire Hope and Offer a Solution – The emotion of possibilities can be a dangerous place for a prospect. It’s important to go there, and feel it, but you don’t want to stay there too long. Now that you know what motivates the prospect, you can give a taste of the hope of a desirable outcome. You can paint a picture of a better way that has the prospect asking to move forward. Only when you know the prospect can be a successful client, and is someone you want to work with in the way you like to work, only then do you offer a solution that fits both the prospect and you, and collect your fee!

Module 3: Keep the Client Always Moving Forward – From the minute the prospect becomes a client, you want to have a repeatable system that keeps the client in action. The more the client is moving forward toward completion, the closer you are getting to collecting the rest of your fee (if you didn’t get paid in full up front!) and having another raving fan who tells everyone about their “Wow!” experience.

Module 4: Educate to Attract – Once you master how to go from “Hello to Hired!” then it’s time to get a steady stream of conversations coming in. Prospects are more likely to hire you, and do so quicker if they are educated when they come to the conversation. Educated prospects will be motivated to take action, because they already see the glimmer of hope and attracted to working with you because you gave them that hope.

Module 5: Cast a Wide Net – Finally, you want to recognize the different venues where you can educate. Every attorney can find the few avenues of educating that work best for you, so you can capitalize on your unique strengths. I’ll give you a hint; it’s not just live speaking engagements. The more you educate, the more conversations you’ll generate, the more you’ll hear, “You’re Hired!”

Each module includes an audio lesson, handouts including templates and sample language, audio clips of actual conversations, opportunities for practice and coaching, and question and answer lab time.

CLICK HERE to Learn More

Good Guardian Planning – A single service delivery system that can be replicated and leveraged over and over again, with predictable results.

A system of working with clients that can be used in a traditional one-on-one concierge fashion, or leveraged in a one-to-many workshop model. Leveraging allows you to work with more clients in less time, while still giving the client a great experience. This is the Game Changer. This is what will allow you to have more time, or serve more so you make more money. No matter how you apply the model, it’s a repeatable system that turns your clients into raving fans by giving them all the same, great “Wow!” experience.

Delivered either through a virtual group bootcamp or via one-on-one VIP sessions, this program covers these five key modules:

Module 1: Engage the Client so They Stay Enrolled – Once the prospect becomes a client you want to immediately get the client engaged in the process and moving forward.  If they come to a first meeting, or a Good Guardian Planning Workshop having already invested their time, they are far more likely to continue moving forward without delays or hiccups.

Module 2: Empower Clients to Make Informed Decisions – When it comes to planning, one size does not fit all. It’s the attorney’s role to help a client make informed decisions, not to shove the client into the plan you think they should have. By educating the clients about the different issues, the options, and the pros and cons of each, the client can feel confident in their decisions and the ultimate plan.  Empowering the client results in them viewing you as the Rock Star who took something they were apprehensive about and made it far less intimidating than expected.  Quite simply the client takes pride in their choice of working with you.

Module 3: Help Clients Get Unstuck and Pick Great Agents – If clients are stuck, this is usually where they’re stuck. This is where the attorney shares the key characteristics vital for performing well in the various fiduciary roles. Helping the client to understand what each role does and when, as well as options for multiple co-fiduciaries. Creativity goes a long way here to help the client understand that they are choosing the person who is right for right now, not necessarily who is right for forever.

Module 4: The Easy Stuff – Drafting – This is the easy stuff, because it’s probably what you’ve been doing all along and what your most familiar with. If not, there are more than several very reputable drafting suites on the market that can give you peace of mind of a “back office” full of law clerks making sure your law is up to date. It’s also the easy stuff because if you’re going to delegate as part of growing your practice through leveraging your time with Workshops, this is the simplest place to do it.  Whether you’re using an in-house legal assistant or paralegal, or a virtual assistant, this is where the system can really benefit your ability to leverage your time.

Module 5: Make Sure It’ll Work! – Proper execution is critical.  But so is the follow up work that comes after the new plan is signed. It’s just as important to make sure any trusts are properly funded, beneficiary designations are realigned, and the named agents are notified to make sure they’re on-board before they’re needed.  And of course, staying in contact with the client to make sure life or law changes are incorporated as needed.

Each module includes an audio lesson, handouts including templates and sample language, audio clips of actual conversations, opportunities for practice and coaching, and question and answer lab time.

CLICK HERE to Learn More