I'm gonna teach you how to increase the
number of clients that hire your law
firm you know a lot of lawyers that I
talk to could really use some help with
their sales skills and in business sales
are the most important thing
it's like Mark Cuban says sales cure-all
so I'm gonna teach you a simple
five-step technique that I use from
myself and I also teach my clients that
will drastically increase the number of
clients that hire you I talk to lawyers
all the time with a 25 to 35 percent
retention rate and those numbers aren't
necessarily bad but what if they could
increase it to 50 percent or 65 percent
think of what that would do for the
bottom line for a lot of law firms just
getting two or three more clients per
month is a big deal
even if you already get 50 percent of
the people that you talk to you hire you
what if you could get 75 percent and the
cool thing about this is you'll get more
clients just by adjusting how you talk
to the leads you don't even need to
increase the volume of the leads what I
want to do is show you a quick technique
that will get a lot more people to hire
your firm now the first thing you need
to remember is that people react to how
you make them feel not necessarily what
you say to that when talking to a new
lead you need to remember that you're
selling emotion not necessarily legal
services you're selling the relief that
they're not going to go to jail or the
relief that they're not gonna lose time
with their kids or that the IRS is not
going to take their house that sense of
relief is what's going to make someone
hire you right away not all those fancy
awards and plaques on the wall people
buy with emotion and then justify later
with logic think about anytime someone
buys a car just because they like the
car and then when they get home they
have to either justify either to
themself or to their spouse why they
bought the car they say oh it's got
great gas mileage and there's plenty of
room for the kids they bought with
emotion and then they justify later to
back up that emotion if you can make the
lead feel as comfortable as possible and
that their problems are now your
problems they'll hire you every single
time and you got to remember it's not
about you it's about the benefit that
hiring you brings to them always
remember that
now I base this technique off of
something taught by a guy named Ryan
Steuben who's an awesome sales trainer
if you can master this technique your
sales will increase your first step is
to ask a very simple question to get
them talking you're gonna ask them what
made you choose to come in today now you
have two goals here first of all your
goal is to get them talking you want
them to tell you every single problem
they've ever had
because people only tell their problems
to people that they trust so the more
that they talk the better just let them
talk the second part is you're trying to
establish that they made the choice to
come in here and making a choice is one
of the hardest things for people to do
and if you don't believe me just ask
your spouse where do you want to go to
dinner tonight now while they're talking
you want to take notes but you do not
want to interrupt them
do not talk there's a funny formula in
sales it's the more you talk the less
money you make so remember that if you
want to make more money
don't talk once they finish you need to
ask them some questions to identify the
pain but first you need to tell them
what to expect people always feel more
comfortable when they know what to
expect I typically say something like to
learn how I can best help you I need to
ask you some questions and I need you to
answer them honestly if you have any
questions during the process feel free
to interrupt me and I'll answer honestly
as well does that sound fair now what
you're trying to do is you're trying to
establish that you're gonna have a fair
and honest conversation you have to
remember most people have never been to
a lawyer before most people don't trust
lawyers and no offense but lawyers don't
always have the best reputation so what
you need to do is you need to establish
you're gonna have a fair and honest
conversation with them to try to put
them at ease even if it's subconsciously
the next step is to ask questions so you
can identify their pain and the reality
is is that everyone's pain is going to
be unique to them but you have to ask
questions so that you can figure out
what their specific pain is maybe their
spouse cheated on them but their primary
concern is that they haven't worked for
20 years and they need to figure out how
are they going to support themselves
maybe they can't pay their bills but
their primary concern is keeping their
house or maybe they have a child with a
traumatic brain injury and they're not
interested in a big settlement what
they're interested in is making sure
that the child doesn't hurt themselves
you have to figure out what each
client's individual pain is in their
specific situation and that way you can
solve it if you go to the dentist for
example and you say oh my tooth hurts
they don't start treating your entire
mouth with fluoride they fix the tooth
that hurts once you've identified their
pain you need to get their permission to
help you need to show that you
understand their pain so restate their
pain or their desire and then get their
permission to help you need to ask them
would you like me to help you with that
so for example you could say listen I
know this is your first DUI and I know
you're scared I've worked with many
people in your situation just like you
and I can fight to keep you out of jail
would you like my help with that or you
could say I understand that you need to
go to the doctor but you're afraid that
your medical bills are piling up and
your insurance company won't pay I know
how to deal with the insurance companies
in this situation and I can help you
would you like me to help you with that
now some people are gonna say yes right
then and that's all it takes but there's
going to be a larger percentage of
people that are gonna hesitate they're
afraid of being sold of their friend
attorneys or whatever their hesitation
is and you need to incentivize them to
get them to take action today listen if
you truly believe that the service that
you provide your clients is in their
best interest and that you can do a
better job than any other attorney out
there then it is your moral obligation
to get them to hire you right now today
so you could say something like if you
hire us today I will immediately file
this motion so you can see your kids as
soon as possible or if you hire us today
I'll get right on the phone with your
insurance company and I'll demand
payment for all these medical bills so
you can go to the doctor and you can get
the help you need
whatever immediate action bonus or
incentive you can give them to get them
to commit right then and there do it
feel free to be as creative as possible
so for example you could say something
like if you hire me for your DUI case
I'll also handle your DMV case and what
we can do is file for a special license
called a business purpose only license
that will allow you to drive to and from
work so you can make sure that you still
have a job or you could say retain us
today and we'll make you appointments
with all the doctors that we work with
they don't get paid until your case is
over so you can get the help today that
you need without having to worry about
how you're going to pay for it the so
you Ken statements are very important
because what they do is they attach a
benefit to your immediate action with
the bonus so if you practice this method
and don't deviate from it your sales and
your close ratio will increase but let
me ask you a question what if you're
having trouble just getting leads to
your law firm or maybe you're already
getting leads but you want to get more
leads or maybe you just want to get rid
of a lead source maybe you want to stop
working with a lead generation company
or you want to get rid of your Google
AdWords well I'd like to invite you to a
no-cost web class that I'm hosting where
I'm gonna show you exactly how to get
more leads and subsequently more clients
for your law firm the class is about an
hour long so it goes into way more
detail than this video and it's
completely free so all you have to do is
click the link select a time enter your
information and then we'll hold a spot
for you in the
web class now again there's no cost to
attend this web class and if you want
more clients you absolutely need to
attend this class don't miss it click
the link and register today