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Dealing with compromised clients

A while back, I shared with you the results of an experiment we did. Basically, this experiment found that there are certain “make or break” moments during the time a client spends with you throughout the case. And if you know how to handle these moments well, it dramatically increases the chances they’ll later write …

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Ghosting – here’s how you handle it

Let’s talk about “ghosting”. Because it’s something that plagues almost every attorney. It’s when a potential client calls your firm, leads your admin staff to believe they need legal help, proceeds to take an hour of your time (for free) as you help them understand their case, and then…. disappears. You try calling them, but …

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How many clients did you turn away last month?

Here’s a serious question for you to ponder: How many potential cases did you turn away last month? If the answer is zero, then it means your firm’s website isn’t attracting enough qualified leads. Why? Because it’s not enough to get “enough” potentials. You need more than enough. That way, you get to cherry-pick the …

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How this attorney went from working 80 hours per week to just 30

Did you come into the office today – even though it’s a Saturday and you should be spending time in the sunshine with your family? If so, then I have a special interview that you’ll probably appreciate. Ken Hardison practiced as a personal injury lawyer for more than 23 years, and his firm was one …

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This attorney increased his firm’s revenue by 20% in nine months

Attorney Aaron Bortel is a client of ours. He’s a DUI attorney in California – so his firm operates in one of the most ruthlessly competitive legal markets in the United States. Several of his peers have shut up shop over the last year. Why? Over the last five years, at least, law schools have …

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The myth of “online reputation”

There’s no such thing as “online reputation”. Just reputation. When someone first hears your name – whether they’re a potential client, a professional peer, or someone who’s just plain nosy – one of the first things they’ll do is whip out their smartphone and see what Google has on you. (What are they going to …

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The key to stealing clients from under your competitors’ noses

Here’s the reason why ~90% of attorneys are barking up the wrong tree when it comes to attracting new clients: Conventional wisdom says – if you want to find a potential client, go hang up a sign where it will be seen by folks who are looking for a lawyer. (Until around four years back, …

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How to screen out time wasters who call your firm

This is a problem that a LOT of attorneys tell me about. Almost every day, they receive calls from time wasters who’ll take up 30 minutes or so of their admin’s time – often costing them valuable business, because they’re now unavailable to answer the phone when other potential clients call – and, it turns …

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How to raise your fees (without losing clients)

So – you’re thinking about raising your fees, are you? You want to charge what you’re worth? Earn more and work less? If so, here’s something you might want to consider: Over the last seven years, I’ve personally consulted with and advised more than 650 attorneys across the United States. When I brought up the …

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The perfect moment to ask clients for a review

As you might remember, I was caught up in an auto accident last year. After the dust settled, I hired an attorney to help me seek damages and get my medical bills paid. It was a great engagement and the attorney was instrumental in helping me achieve a positive outcome for the case. Anyway, there …

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