If you’re not familiar with this scene and/or movie, go rent/dvr/purchase the movie right now. Seriously, go watch it. Without ruining it for you, the movie focuses on an illegitimate brokerage firm. Allow me to make something very clear. I do not condone the shady dealings of a fake brokerage firm nor do I think they are anything like the integrity that our profession prides itself on. That being said, there is A LOT to learn from this movie and this scene, in particular (and it’s a pretty entertaining movie as well).
- When your staff has a claimant on the phone that they know meets the firm’s criteria, they should do everything in their power to “close” the sale.
- Titles have power. And if you’re relying on your intake/support staff (alone) to “close” the sale, then you are limiting your signing potential.
- In order to get the case signed/retained, you must convey a sense of urgency. Your competitors will.
- Personality goes a long way on the phone.
- Get it signed NOW. Stop calling back and stop delaying decisions.
How many of the above is your firm implementing on a daily basis? And please don’t tell me all of them. It’s not true. And until you begin to dissect your intake and find out where the holes are, you will continue to have leaks in your system. Unfortunately, the majority of law firms are disregarding at least 3 of the above. And it has a direct impact on their revenue.
Knowing how to sell your law firm is the most important part of your business. Those of you who have built your law firms from scratch – you know this. You know what it takes. But to ensure future success, you need to make sure that you are maximizing your marketing dollars. And to do that you need to ensure that your intake process is iron clad.
Rent the movie. Fix your intake. And maximize revenue.
Questions? Call me.
Gary advises law firms, attorneys and legal organizations on the importance of creating, utilizing, managing and maximizing the intake process. He has worked with countless law firms in improving their intake process and, importantly, increasing their conversion percentages by creating customized programs to improve leadership, time management, project management, delegation, prospective client relations and case conversion skills.