Client maintenance programs can be a boon to any business that’s providing professional or legal services to its clients. Not only are they a great way to generate a substantial and reliable base income for your elder law practice, they also enhance and improve the client/attorney relationship.

In general, a client maintenance program is an agreement through which a client prepays an annual fee in exchange for anytime access to certain services. For example, your firm’s client maintenance program could include free phone calls, emails, a pre-set amount of face-to-face meetings each year, or an annual meeting to review existing documents. It may also include a free meeting with a successor trustee in the event of your client’s illness or death.

Your clients will quickly realize the value in such a program. Offering this type of constant accessibility and support will build trust with your clients and enable you to better understand their needs. It will also allow you to identify opportunities to offer them additional services.

Allowing your clients to contact you or one of your colleagues when they have questions or needs, underscores the value of the services you provide.

If you’re reading this then you've decided to expand your practice by adding elder law. Or perhaps you’ve already gotten into elder law but you’ve struggled when it comes to attracting new clients and growing your practice. In either case, you’ve made a wise choice in entering one of the most lucrative and personally rewarding segments of law.

Don't let nerves get the best of you. Here's how to handle your very first consultation like the pro you are.

Like any “first,” your first client consultation as an elder law attorney can feel intimidating. After all, as the saying goes, you never get a second chance to make a first impression. But before you let your nerves get the best of you, remember that simple preparation is the key to nailing that first client meeting.