$287K in Retainer Revenue from Client Nurture
- Practice Area
- Estate Planning
- Location
- Seattle, WA
- Timeline
- 12 Months
- Category
- Retention & Growth
Summary
An estate planning firm had hundreds of past clients but no systematic way to generate repeat business or referrals. We built retention and referral systems.
Challenge
One-and-done client relationships. No ongoing communication after estate plans were finalized. Missing opportunities for updates, referrals, and related services.
Approach
Annual review reminder campaigns, email nurture sequences for estate plan updates, systematic referral request program, client appreciation events, educational content keeping firm top-of-mind.
Results
- $287K attributed retainer revenue
- 67 client referrals generated
- 41% repeat client rate
Outcomes Delivered
- Automated annual review reminders generating 34 plan updates
- Referral program producing 67 qualified family/friend referrals
- Email nurture keeping past clients engaged with firm news
- Client events creating community and referral opportunities
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