So, what is going to be your response when someone from one of our
targeted groups steps out from the clutter and contacts you?
Now, if you follow the step by step approach contained in the Marketing & Practice
Coaching Program, I can tell you that you are going to get some calls. In addition, you are going to get a constant stream of Internet requests for more information that can help them understand the decision they really need to make. But, before you take that first call, you must have in place a process to handle those calls and be able to respond to those calls in an efficient, systematic way.
You need a very specific script that is used when someone calls your office to make an
appointment. And you want to have a daily report that will indicate whether or not the script is being followed. Small changes in the script, changes that your receptionist doesn't even realize they're making, can lead to drastic reductions in the percentage of prospects that show up for their appointment. In addition, you have to make sure that your office is set up in a certain way.
From the moment people get to your office, they already need to be predisposed to work with you.
I will show you, in detail, exactly what should be included in these Program steps and
will provide examples to use for inspiration. I will also teach you the things that you must send to and say to the client that will begin to lead them down the road to yes. And then you must present all the right information that will get maximum buy-in at each step. You have to know what the right information is and finally, you'll need to know how to show them the immense value of working with you, let them know how lucky they are to work with you and use the perfect system to close the deal, which I know for many attorneys, and especially for me, was really difficult to do. Your prospective client becomes a client totally naturally.
This is all well and good for James Brown, but can it work for
Absolutely. The Great Legal Marketing Bankruptcy Coaching Program works in any city or town, for any size bankruptcy practice. However, because it's a system, there's a right way and a wrong way to use it. It's not about telling you how to be a lawyer because you know that already. (One thing you need to know about Ben before you join: He's built GLM based on authenticity. When he finds lawyers who do not live up to his high ethical and professional standards, he boots them out the door. I'm not kidding.)
This Program is not unique to me at all. In fact, I have used this same Program to open and operate very successful bankruptcy firms in two other major cities. One of the managing attorneys had over 10 years experience in another bankruptcy firm and the other had no experience in bankruptcy at all. Both were able to easily implement the Consumer Bankruptcy Marketing and Coaching Program strategies that resulted in huge growth for those offices.
In fact, one of my staff attorneys, Jonathan Bocklage, who has used my system for about 3 years now, told me just this week that at the end of a meeting, his new clients told him "You made me feel like I was your most important client. Your firm is the best to go to even though there are firms that have lower rates because you went out of your way to provide me with useful information before I even met with you. . .even if I chose not to hire you as my lawyer."
That's the power of this Program. It can work for anyone, so, no, it's not unique to me at all.