Had an interesting conversation with an intake specialist last week, and it definitely seemed like he had some limiting beliefs. Did a call review with him and noticed two significant things. Now obviously, when talking to a client, the majority of the time, they aren't going through the best time, i.e., who is going through a divorce, accused of a crime, had a bad car accident, problems with a visa, etc. Two points: 1. Always speak to the inner child of the client - use affirmative language: - "We've got your back." - "Our attorney has been through these cases for X years, and we know exactly what to do." - "We totally understand; the last thing we want to happen is X, which is why we recommend Y." Using language like this brings peace into the conversation, and we are able to control the client's emotions. If you don't understand this, let me use an analogy to bridge the thought gap. When you go to a club, and the DJ is building the beat, and then it drops and everyone goes crazy at the SAME time, why do you think that is? Through music and the beat, the DJ is able to control everyone's emotions/thoughts/actions. 2. When someone says "I want to speak to other attorneys prior to booking a call," stop pushing for the consultation. The go-to response should be: - "No problem, I understand you want to find the best attorney for your case. When would it be appropriate to follow up with you and ensure you hired an attorney?" - Get the best day and time and follow up. 99% of the time, they wouldn't have hired an attorney, and at that point, it's time to encourage them to work with you. This is just a reminder, speaking to the inner child of our clients and handling objections with empathy and understanding are key aspects of effective client communication and salesmanship. It's not just about MORE Leads and MORE marketing; mastering the art of sales is essential for boosting revenue and ensuring client satisfaction. What are your thoughts?

Successful athletes across all sports regularly review game footage to identify mistakes and capitalize on strengths. Similarly, conducting call reviews with Intakers can provide invaluable insights into overlooked issues and effective strategies. During conversations, individuals often prioritize certain aspects while overlooking others, leading to potential misunderstandings. Another crucial aspect to address is: Who should be involved in this process. Typically, call reviews are best conducted by experienced team members or supervisors who possess a comprehensive understanding of the company's objectives and customer interaction standards. These individuals can provide valuable feedback and guidance to Intakers, helping them refine their communication skills and align their approach with organizational goals. By involving knowledgeable reviewers, teams can ensure that call evaluations are thorough, constructive, and conducive to continuous improvement. A third-party call review can offer fresh perspectives and uncover areas for improvement. When was the last time you reviewed an Intaker's call? Share your experiences with call reviews in the comments below!

Hi, I was reviewing the intake script. This seems amazing for low barrier-to-entry practices such as PI, where there is no upfront cost to signing with a firm. However, what about a practice such as IP, where there may need to be a consultation with the attorney in order to confirm the details of the service and the price? Would you just use the same script to book the consultation? Thank you in advance for any answers!

Do you have a preference using Google Ads or Facebook Ads? Which have you found to be better at generating new clients? Do you run both simultaneously or focus on one over the other?

When it comes to retaining and motivating your Intakers, bonuses based on performance are key. This strategy becomes even more crucial if you are considering bringing the Intaker in-house. Consider implementing bonuses based on specific, quantifiable metrics. For example: Reward your Intakers for every ten cases they help retain with a $1,000 bonus, and/or offer a $500 bonus for every $10,000 worth of cases they bring in. It's important to note that this is not about sharing attorney fees; rather, it's a direct incentive for performance. Imagine the motivation an Intaker would have knowing they are just one case away from a significant bonus. Intake is essentially sales, so it should be treated as such. By implementing performance-based bonuses, you can drive your Intakers to excel and contribute to the growth and success of your firm. Do you offer bonuses?