How an Estate Planning Attorney Generated 33 Paid Consultations and $87,500 in Revenue
Most estate planning attorneys do not need more names and phone numbers. They need more qualified prospects who understand why estate planning matters, trust the attorney's expertise, and are prepared to take the next step.
The Problem With Traditional Estate Planning Leads
Many marketing companies sell estate planning attorneys the same basic product: leads. A prospect sees an advertisement, submits their name and phone number, and gets handed to the law firm. From there, the firm is responsible for making contact, explaining why estate planning matters, establishing trust, qualifying the prospect, booking a consultation, and getting that person to show up.
The Strategic Shift: Educate Before Asking for the Consultation
Targeted Meta ad → Registration page → Educational webinar → Paid design consultation → Estate plan
Instead of asking a stranger to immediately schedule an estate planning consultation, we made education the front-end offer. By the time a prospect reached the consultation, the conversation was no longer about convincing them that estate planning was important.
Why the Attorney Charged $300 for the Consultation
After the webinar, qualified prospects were invited to purchase a $300 design consultation. Charging for the consultation helped create a real commitment. A free appointment is easy to book and equally easy to skip. In this campaign, 33 prospects paid $300 for a design consultation ($9,900 in revenue) before a single estate plan was sold.
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