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From Empty Classes to Referral Powerhouse
Discover how we transformed a struggling probate attorney's business by creating a powerful referral pipeline through real estate continuing education classes.
This case study reveals the exact strategies that tripled class attendance, generated 27 new clients, and positioned our client as the go-to probate expert in his market.
Meet Kirk: Probate Attorney & CPA with Untapped Potential
Professional Background
Kirk is both a Probate & Estate Planning Attorney and Certified Public Accountant (CPA) with CrestKey Legal and Accounting, offering comprehensive legal and financial services.
Business Goal
He teaches Continuing Education (CE) classes for realtors and wanted to turn these classes into a referral pipeline by building strong relationships with agents.
Core Challenge
Despite his valuable knowledge and dual expertise, Kirk's classes were consistently empty, and his referral business was unpredictable and inconsistent.
The Challenges: Empty Classrooms & Missed Opportunities
Small Class Sizes
Kirk's CE classes only had 3–5 realtors attending, severely limiting his ability to generate referrals and build relationships.
Inconsistent Leads
With minimal attendance, he wasn't getting a steady flow of new clients, creating unpredictable business cycles.
No Marketing Strategy
He lacked the marketing strategy, technology, and multi-platform system needed to consistently attract realtors to his classes.
Underutilized Digital Marketing
Kirk wasn't leveraging social media, email, or partnerships effectively to grow his presence and reach his target audience.
Our 60-Day Transformation Strategy
01
Set Clear Objectives
We created a custom marketing plan designed to triple attendance, turn realtors into referral machines, and position Kirk as the #1 go-to probate attorney in his market.
02
Identify Target Audience
We focused specifically on real estate agents who would benefit from probate knowledge and could become ongoing referral partners.
03
Implement Multi-Channel Approach
We deployed a comprehensive strategy using social media, email marketing, and strategic partnerships to maximize reach and engagement.
04
Optimize for Referrals
We positioned Kirk as the only probate attorney realtors would ever need, making it natural for them to refer clients to him.
Social Media & Digital Marketing Tactics
Facebook Engagement
We created consistent, valuable content targeting realtors, engaging directly with their posts and groups to build visibility and relationships.
Instagram Presence
We established Kirk as an authority through educational content, stories, and direct engagement with real estate professionals.
Email Campaigns
We developed compelling email sequences to promote classes, share valuable insights, and maintain relationships with past attendees.
Industry Partnerships
We formed strategic alliances with real estate brokerages and title companies to expand reach and enhance credibility.
Immediate Results: The First 60 Days
3x
Class Size Growth
Attendance jumped from 3-5 agents to 20-30 realtors per class, creating a vibrant learning environment.
1-2
New Clients Per Class
Each class began generating immediate business, with 1-2 new clients signing up for services after each session.
100%
Increased Capacity
Kirk had to hire additional staff to handle the growing demand for his services within just two months.
10-Month Results: A Referral Powerhouse
After 10 months, Kirk's business was transformed. He received 27 new clients from 19 different realtor referrals, with one top realtor referring 5 clients alone. His practice became so in-demand that he was consistently booked 2-3 weeks in advance. This steady flow of high-quality referrals created predictable growth and established Kirk as the premier probate attorney in his market.
The Realtor Perspective: Why They Love Kirk's Classes
"This was the first CE class I wasn't ready to leave! I've taken so many probate classes, but this one actually taught me things I didn't know. I now feel confident handling probate sales, and I actually have a probate deal coming up where I'll be using what I learned!"
Exceptional Value
Real knowledge they can immediately apply & adds humor
Practical Education
Confidence to handle complex probate deals
Trusted Resource
A go-to expert they're eager to refer
The Financial Impact: Revenue Growth
27 New Clients
Direct result of the referral strategy
$2,500-$9,000 Per Client
Range of service fees
$67,500-$243,000 Revenue
Estimated additional income generated
The financial impact of our strategy was substantial.
With Kirk's services ranging from $2,500 to $9,000 per client, the 27 new clients likely generated between $67,500 and $243,000 in additional revenue for his practice.
The Proven Formula: From Struggling to Standout
Targeted Outreach
Strategic marketing to real estate professionals through multiple channels
Value-Packed Classes
Delivering exceptional education that creates real confidence and results
Relationship Building
Fostering genuine connections that naturally lead to referrals
Consistent Follow-Up
Maintaining engagement through strategic communication
"This is the first marketing in my 28 years of practice worth pursuing." – Kirk, Probate Attorney & CPA
Kirk went from struggling to fill a room... to running packed classes that generate clients on autopilot. This proven strategy transformed his practice from inconsistent referrals to becoming the go-to probate attorney in his market.
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