Convert to sales for Legal

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so here is one of the Just One of the studies that I just to dovetail on what we were just talking about earlier right right look at this chart this is a study that I participated in with this company called velosophy right I provided them with six months of call data call recordings call tracking from law firms Law Firm intake right right we looked at three and a half million leads from over 400 companies okay and this is the end result and this has stayed true since this study was completed speed to lead is the number one factor in converting more leads if you talk to a lead in a matter of minutes you have almost a 400% chance of converting that lead into a signed client if you wait just 24 hours Cameron you're only going to convert 17% hey that number's familiar that's how dramatic right that number's familiar right when we were talking about those leads right in the qualified leads 100% what their actual close rate is you're right on you're you remember I like it so speed to lead is the number one factor in converting more leads that's why John Smith Law Firm down the street from you is is doing 3 million a month and you're only doing 300,000 a year he's just got better processes the first law firm to the trough is the one that's probably going to eat not the better Law Firm The Firm that has the best processes in place is going to nine times out of 10 sign up more clients than you are so that's is why when I was talking earlier about how I ask hey Adam your lead stink how long does it take you to call a lead back most Law Firm owners tell me 24 to 48 hours looking at this chart if you're waiting 24 hours you're already swimming in a very very shallow pool all the good leads go first wow and you know I think I think when people say that a day oh I takes about a day I I think people think that's good they do think it's good they think it's good we all we call back in a day they do think it's good horrible it's awful and it's really it's not 24 to 48 hours Cameron it's 3.6 days wow it's 3.6 days here's another stat that'll freak you out 30% of all leads in the legal space never receive a return phone call really 30% never get a return phone call wow again I've secret shopped 3,000 law firms I've left left detailed voicemail messages about I was sitting at a red light mhm in Anaheim waiting to turn left into Disneyland I was rear ended by a FedEx truck I give distinct detail rear ended by a FedEx truck broke my leg I had three passengers in the car who are all injured the FedEx driver was cited for texting and driving call me back I've done this hundreds of times you did that yeah those are voicemail messages that I've left a voicemail hundreds of times how long did it take him to call you back on that voicemail 30% never called me back wow yeah I I'm no I'm no lawyer but that sounds like a hell of a case right you got Deep Pockets liability negligence multiple party right four four people in a car mhm wow I've done that I've secret shopped 3,000 law firms do you think those law firms do you think the owners the lawyers are actually aware that those calls are being dropped no how what do you think their reaction would be if they actually knew well I'll give you a great story yeah I was working for a personal injury law firm in Colorado big firm M they had their they had a team of six pargal that were doing intake for them they felt that that was the best process okay now if you're using pargal in your firm to do intake I would immediately stop today and here's why pargal view new clients and God bless them pargal are the lifeblood of a law firm in a lot of cases they the heart and soul they do a lot of the work my wife's pargal was the maid of honor in our wedding that's how close they are right yeah so the point is that why you don't paralegals view new clients as more work they have no skin in the game so if they sign up 10 or 20 new clients they just think I'm just going to get more work next month interesting so never have a paralal do intake even if you have them set for uh bonuses based on intake the I've tried all sorts of systems they just haven't worked just doesn't work paralal don't have the skill set a lot of times they hate intake they hate new clients mhm it takes them away from their work it's the same Theory as why you shouldn't have lawyers do intake right pargal do a lot of the work that lawyers do yeah except go to court so if you take them away from their work they're billable hour people generally speaking you're taking money off the table by having Revenue generating people doing intake right okay so I was working in this criminal defense firm that had six paralegals doing intake mhm when then when the phone would ring on the intake line right literally the pargal would dive under their desk to avoid taking those phone calls they hated it okay so the law firm owner gave us access to the voicemail system so the rollover process was they had six pargal that would do intake if nobody answered it would roll into a uh voicemail okay right so we dove into the voicemail system right right there were six months months worth of voicemails on this law firm's voicemail system six months hundreds of voicemail messages wow people that had broken bones that had been injured in an accident and some people had even called three or four times they were referrals wow and they were all just swept under the rug swept under the rug Law Firm owner had no idea that's insane like I said there's three things going on in the law firm right the owner always assumes that the staff has their best interest at heart and I'm here to tell Law Firm owner no one loves your baby more than you do right right what was his reaction to that uh bistic okay smoke out of his ears redac seriously true story when we shared this data with him he stopped walked out of the room said I'll be right back I mean he literally almost exploded wow walked out of the [Music] room came back in and said what are we going to do about this and we said look your pargal are great but we need to get them out of intake immediately so we created a whole intake team wow problem went away that's where this comes in problem went away love it yep so anyways great story right yeah oh when we and not only that we played the recording some of the recordings for from these desperate people mhm which we really wanted to turn up the temperature prob break your heart yeah too keeps you up at night if you're a business owner like yeah my staff doesn't love my my baby as much as I do they don't and that's okay yeah that's okay well G Gary ve has a really interesting way of saying this he goes a lot of business owners expect people to be as their employees to be as invested as they are right fact of matter is they're not no they're just not no and there's no way you can get them them to on the occasion you'll find a gem that's you know fantastic and that's your go-to that's fine but they didn't put the money in nope they yeah you pay them but somebody else can pay them too right so H so how do you maximize their potential right still having that your best is to be a great boss give them great incentive programs yeah have a culture that makes them want to come in every day MH where they they know that they've got a career path right those sorts of things make a huge difference right it's about culture right what did Herb kellerer say who was the CEO of and founder of Southwest Airlines I don't know what did he say culture is what happens when no one is looking love that I've heard that before that's amazing that's herb kaher from South CEO of Southwest Airlines culture and culture again some other people have sort of morphed off of that you know culture Trump strategy is what they some people say right right and so creating a great environment for your people you can get them as close to loving your baby as much as you can as long as they're type A personalities and they passionate about what they do and helping your clients that's that's that's a win in my book that's what this course teaches people love it y so quiz time we talked about it earlier how long does it take for the average Law Firm to call a prospect back Adam uh what is 3.6 days nicely done answer is you're correct