“Free Estate Plan” raffles are killing your leads
Last week, we covered why leading with value changes everything at community events.
This week? The lead collection mistake that’s costing you dozens of potential clients.
Here’s what I see attorneys doing at every community event: raffling off a “free estate plans.”
And here’s what happens: 3 people enter reluctantly, 1 person wins and feels obligated, and everyone else avoids your booth because nobody gets excited about talking to a lawyer.
The problem? You’re raffling something most don’t understand they need.
This is why we teach our clients the “excitement factor” strategy instead.
One of our clients switched from raffling consultations to raffling a $150 Dinner for Two at a senior expo. Her entry box went from 12 entries to over 125 qualified leads in one event.
Why? Because people actually wanted to win.
The psychology is simple: raffle something your audience genuinely desires, and they’ll happily give you their contact information. Then you follow up with value, not sales pitches.
But here’s the part most attorneys miss—it’s not just about the prize. It’s about how you collect the information and what you do with it next.
We have a specific system for this that includes the entry strategy, the follow-up sequence, and the conversion timeline. It turns casual event attendees into consultation bookings within 2 weeks.
Next week: How to plant seeds for immediate action while you have their attention (this is where most attorneys lose momentum).
Your homework: If you were attending an event in your community, what prize would make YOU excited to enter a raffle?
—Laura Lee & the LMM Team