Estate planners have various lead types to pursue, including LPA leads, Will leads, and Trust leads. Understanding which leads are the most effective can help you prioritise your marketing efforts.

Understanding Different Lead Types

• LPA Leads:

Lasting Power of Attorney (LPA) leads involve clients who need someone to make decisions on their behalf if they become unable to do so. These leads often require more education and trust-building.

• Will Leads:

Will leads are clients seeking to create or update their wills. These are the most common leads and typically have a higher conversion rate because most people recognise the importance of having a will.

• Trust Leads:

Trust leads involve setting up trusts to manage assets. These leads can be more complex and require detailed explanations to clients about the benefits and processes involved.

Focus on Will Leads

Will leads are generally the most effective for estate planners. Here’s why:

• Higher Demand:

Most individuals understand the necessity of having a will, making these leads more common and easier to convert.

• Educational Opportunities:

Educating clients about the importance of a will and the consequences of not having one can drive conversions.

• Simpler Sales Process:

The process of creating a will is often simpler than setting up LPAs or trusts, leading to quicker conversions.

Leveraging LPA and Trust Leads

While Will leads should be a primary focus, LPA and Trust leads also offer valuable opportunities:

• Educating Clients:

Use content marketing to educate potential clients about the benefits of LPAs and trusts. This can help generate interest and leads.

• Building Trust:

LPAs and trusts require a higher level of trust. Share detailed case studies and testimonials to build confidence in your expertise.

• Cross-Selling Opportunities:

Clients interested in wills might also benefit from LPAs and trusts. Use consultations to explore these additional services.

Will leads are the most effective for estate planners due to their higher demand and simpler sales process. However, don't overlook the potential of LPA and Trust leads, which can be cultivated through education and trust-building.

Need help prioritising your lead generation efforts?

Book a call with SHED Social to learn how we can help you focus on the most effective leads for your estate planning business.