I have been an ERISA attorney for 22 years now and it\u2019s gone by pretty quickly. I have worked for a few ERISA attorneys and have seen quite a few out there giving speeches around here and there.<\/p>\n\n\n\n
Probably my greatest talent for helping my own practice and the worst talent in working in a law firm setting has been the ability to connect with my audience. My audience is going to be plan sponsors, third party administrators (TPAs), and financial advisors. My articles, newsletters, and speaking engagements meet the attention span and interest of my audience. When I was working at law firms, that wasn\u2019t going to work because most law firm partners have a tendency to speak above the level of their clients and other attorneys and that\u2019s because they feel the need to justify their fees and their experience by speaking legalese and jargon.<\/p>\n\n\n\n
I bill on a flat fee, I have low overhead, people hire me because the fees are reasonable, I don\u2019t need to justify my fees. I\u2019ve seen a lot in this industry (featured in two Kindle books) and some of it was pretty bizarre, so I don\u2019t need to justify my experience. As a retirement plan provider, don\u2019t confuse your clients with jargon. Spit it out, tell your clients what you do for them and why your service is better than the one being offered across the street.<\/p>\n\n\n\n
Throwing jargon and technical speak isn\u2019t going to justify your fees, service, or experience, it\u2019s only going to confuse your clients. Tell them what you do in simple terms because no matter what, they aren\u2019t going to do your job. Communication in any business is key and the lack of communication often dooms any relationship. Speaking above the level of your clients isn\u2019t communication because there is going to very little comprehension.<\/p>\n\n\n\n
No one is denying that the work you do isn\u2019t important, but if you can\u2019t communicate what you do to your client, often they will find another provider that will.<\/p>\n
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