| Building Your Practice |
 | Connect with Marguerite Lorenz  |
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As Co-Chair of the Professional Fiduciary Association of California Annual Conference in Anaheim, April 25-28, 2012, I am inviting you to invite other professionals you want referrals from to this event! This is a great opportunity for you.
Reach out to the other professionals you know with our Other Industry Pro Registration, Invite them to participate in your conference (Fiduciaries, Attorneys, Financial Advisors, Realtors, Geriatric Care Managers, Home Care Specialists, Residence Directors, Bankers, and much more...). Advertising in our directory, being an exhibitor, volunteering on site or just having fun with us are some of the ways to participate!
Don't be shy about forwarding these opportunities to the professionals with whom you would like to be better acquainted. Use this conference as an "ice breaker" to talk with the people who serve the same vulnerable clients you do.
The professionals will benefit by knowing you care about your continuing education. The vulnerable clients will benefit by having a stronger team.
Together, we are making this the biggest Professional Fiduciary event ever!
Marguerite |
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| Fiduciary Practice Builder |
Greetings!
Are you ready for our Annual Educational Conference?
"Live as if you were to die tomorrow. Learn as if you were to live forever." Mahatma Ghandi
It is not too late to get noticed at the PFAC Annual Conference, April 25-28, 2012 in Anaheim, CA. You can still sign up to attend or alert the professionals you would like to work with (make this a reason to reach out to more referral sources...) by calling or emailing them about this great opportunity! Be ready to send a link or email a registration form. You have just a few weeks left to make the most of this!
In my "Building Your Practice" column (to the left) I have included a link to the Sponsor/Exhibitor packet for the upcoming PFAC conference. Remember that promoting PFAC is a great way to promote yourself. Draft a nice invitation email, and add links (to the PFAC website conference information page) to the Sponsor packet to make it easy for your professional contacts to receive this opportunity, from you. Am I repeating myself? Yes, because too few estate planning arena professionals take action and if you want to get noticed, if you want to build your practice, you must employ great opportunities, like this conference. For the first time, we are offering MCLE (Attorney Continuing Education)!
Read the "Practice Point" article and our "How to" Corner for practice tips and marketing suggestions. Have a technique or idea to share? When you send your contribution to Fiduciary@MyTrustee.net please put "Here's my idea" in the subject line. Let me know if you want credit or wish to remain anonymous. Thanks!!
Seeing you have lots of good cases, Marguerite Lorenz, CLPF #319 |
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"How to" Corner
Some great ideas for the "brand new" and the "experienced" fiduciary:
Marketing, while getting your work done, is more challenging for a fiduciary than for other professionals (who are more familiar to the general consumer). It is up to you to educate the people in your area:
1. Go to professional networking events...
Dress in your professional best and go where you have never gone before! Remember to bring; your business cards, your smile and parking money. If you meet just one person, who refers a case to you in the next five years, it was worth the time.
2. Call 3 professionals you don't already know...
Ask the professionals you already know to name one other professional they think would benefit from knowing you, then:
a. Ask for an introduction via email.
b. Have your LinkedIn profile and website up to date, as prudent professionals often check these resources before meeting anyone new.
c. Once you have been introduced, either call or meet in person within 30 days, so you can learn more about his or her practice.
d. Remember to listen more, talk less, take notes.
Make the most of your 52 opportunities a year! Want more specifics? I go into much greater detail in my Efficient Marketing article.
You may be the only professional fiduciary a person ever meets! Marguerite
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 Practice Points
Is this what your office feels like to you? Perhaps it is time to consider teaming up! Less experienced fiduciaries are often looking for a more experienced fiduciary to work with.
With our annual conference coming up, this is a great time to begin thinking about what will work best for you. Here is a quick list of just some opportunities to consider:
What have been your three best referral sources?
How do you develop more referral sources like those?
Name three qualities, you would like to grow in yourself or find in an employee or partner (i.e., Patience, Love of Math, Proofreader, etc.).
Is it time to hire an expert to help you with your website?
Each newsletter, I plan to highlight a few new things to think about to improve your business practice.
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From Our Readers 
This month, Shirley Kovar, Trust Litigator, reminded me of an often used quote from Justice Cardozo (Meinhard v. Salmon, 164 N.E. 545, New York, 1928) which highlights the difference between a fiduciary and "the crowd",
"Many forms of conduct permissible in a workaday world for those acting at arm's length are forbidden to those bound by fiduciary ties. A trustee is held to something stricter than the morals of the marketplace. Not honesty alone, but the punctilio of an honor most sensitive, is then the standard of behavior. As to this there has developed a tradition that is unbending and inveterate. Uncompromising rigidity has been the attitude of courts of equity when petitioned to undermine the rule of undivided loyalty by the 'disintegrating erosion' of particular exceptions. Only thus has the level of conduct of fiduciaries been kept at a level higher than that trodded by the crowd."
If this is true for the amateur family member trustee, is that much more so for the licensed professional and corporate fiduciary. You and your values may be all there is between a vulnerable client and injustice.
Take good care of yourself and keep up the good work! Marguerite
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There were no reader letters this month. If you have a question, or something to share, please do! You can email me at Fiduciary@MyTrustee.net
See you in Orange County! Marguerite
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You are receiving this Fiduciary Practice Builder (a sometimes monthly newsletter) because you signed up or someone in your life thought you should have it.
Please consider forwarding it to others to keep teaching professionals and potential clients about Fiduciaries.
Our mission is to continually improve our individual fiduciary practices, to improve the way fiduciaries educate all of our potential clients and to inform our fellow professionals about the value of Licensed Fiduciaries.
Every day, more people learn that Fiduciaries are here to serve them. Keep teaching!!
Thank you for being a Fiduciary,
Marguerite Lorenz, CTFA, CLPF #319
Fiduciary Practice Builder
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