Ask the Mentors
You’ve got questions, we’ve got answers. About the business of the practice of law. The guidance you need to have the practice you want.
One of the lawyers in our New Law Business Model coaching program recently asked us to help her decide between 4 different potential practice models for her law practice. She wanted to know how much she could make, if she was working 5 days a week under the following scenarios: Just the lawyer at the firm handling everything, including drafting documents. Just the lawyer at the firm handling everything, but outsourcing drafting documents. Lawyer and one support staff person handling everything, including drafting documents Lawyer and one support staff person handling everything, except outsourcing the drafting of documents I thought … Continue reading
A very important concept that we talk about at Law Business Mentors is the creation of a solid client engagement system. We often advise that lawyers not invest any money in marketing until they have a process and system for engaging clients set up and working. Why? Because without a client engagement system in place, you will not be able to properly engage your prospects and can end up losing them as a client, after having invested time and money to get them interested in the first place. However, you’re still running a law practice and you can’t just … Continue reading
One of the most important aspects of learning how to engage more clients is understanding the three phases of your client engagement system and then tracking so you know what’s working and what’s not. Most lawyers are operating with no system whatsoever, which is the first problem in low client engagement rates. So the first step would be to create one. Here are the three phases of your system: Inquiries Appointments Client Conversions By closely tracking the activity of each of these phases you can determine what areas of your client engagement system need help. Let’s take a look at … Continue reading
One of the biggest complaints that we receive from lawyers is lack of engagement with prospects and clients. Many lawyers find themselves hustling to get that next new client, and even though prospects inquire, they often don’t convert to a paying client. Client engagement is one of THE most important ways to create a successful practice, and unfortunately we are not really taught this in law school. This is why it is a fundamental component of the programs that we teach our members. Our client engagement system is a detailed series of processes and systems that our lawyers implement … Continue reading
One of the exercises we have all of our members engage in when they join us is to re-write their “Firm Story.” This is essentially the story of how they are different from other lawyers and law firms that gets told at the beginning of all talks and initial client meetings. And when done right, it shows the clients immediately why they want to hire you instead of anyone else. Telling your story to your prospects, clients and referral sources is a powerful way to connect and develop the “know, like and trust” factor which makes people want to hire … Continue reading
As lawyers, many of us take anyone who walks in the door because we need the money to pay the bills, and we don’t have a better option. However, in addition to creating stress, being a “door lawyer” can be detrimental to your success. It spreads you thin, leaves you constantly wondering where the next client is coming from and unable to truly provide a top-notch service you can believe in fully. One of the concepts we teach our lawyers is to focus in on a specific niche or practice area. This way you can serve clients in terms … Continue reading