Converting leads to clients in affidavits

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hello in this clip from our jusa webinar converting leads to clients and navigating critical moments in legal consultation Adam Boyd answers questions from the audience and shares his final thoughts regarding lead conversion if you want to see more jusa videos on law practice and legal marketing be sure to subscribe to our channel that sounds great thanks Adam we can definitely move into the Q&A I'm just going to stop your sharing for a moment um and then if we do have time at the end we can either send you all those resources um for the toolkit that I know Adam had at the end of his presentation or um if you wanted to go through it we can as well we'll just kind of play that by ear but if you do have any questions for Adam I know we already have quite a few um but if you do want to submit them you can feel free to do so by clicking that Q&A button at the control panel at the bottom of your screen and submitting them um go ahead and Dive Right In so I know the first question that we got was what is your opinion about the impact of the zoom consultation versus an in-person consultation um at the end of the day each of you are running your own practice and you've got to make decisions for what works works best for you uh I I'd like you to be in person where you can because you can identify physical tells you can see body language you can engage them more um but you can still do a lot through Zoom now I've worked with uh organizations and firms where they're on zoom and the other person doesn't turn on so we just say can you turn on your screen there's a lot that you guys can get we get live simply by asking and uh I prefer Zoom to the phone but I'm okay with just being on the phone as well what happens is the medium is going to determine what what sense you lean on so if you're on the phone you really got to listen you got to listen anyway but you don't have your eyes to guide you so I know a lot of you are probably in a place now where a lot more your consults are being done over Zoom uh one of the things that makes that really important is setting expectations or how it needs to be run your intake team can do this you can do this the way you set up email or text but they need a lot a certain amount of time here's what's going to occur they need to show up they also need to not be distracted um I know some people take calls Zoom calls while they driving I'm I'm I'm amazed that we don't have more fatalities because of that but I would really set the expectation I think you can still be as effective my guess if I had to put money on it is in person you will always convert more awesome thank you for that Adam um our next question was um can you re-explain the concept of angry yes so this is uh this is a tool used in Psychology and in negotiation um but let's just talk about um let's talk about negotiations and if nah and I are negotiating over something you've heard a lot about there are all sorts of thoughts but one of the you know who this person goes first they lose what I want to do with Nina is Let's Pretend we're negotiating over what I want to be a half a million dollar deal but I know hey with nah I've got to kind of move her off of her original position so I will throw down an anchor of a much larger number in this case I'm like hey Nina this is going to be $900,000 and I know Nina's gonna work me down but I want to get to 500,000 because if she was going to start at 100 and I threw in an anchor of 900 it automatically moves her off so here's a great example of this um when asking people how many countries they believed there were in the world we took it was some research done and you took a large sample of people uh they would ask people before that what are the last two digits of your Social Security number the higher the last two digits the more countries they believe there were in the world because they anchored on a higher number so uh when let's just pretend I don't know what your fees are whoever asked this maybe it's your average case size is 10 grand depending on the type of case what I'm looking for at some point is to have a conversation about numbers in money that are significantly greater than your fees maybe it's lost earnings maybe it's the value the assets maybe it's what's it stake because what happens is when that number is three to five times greater than your fees your fees look sound and feel a lot more reasonable um now what will happen is this is not a silver bullet in every console but you can start to see it statistically bear out over a large number one of the places we see this is restaurants who want to raise money sometimes not all of them they want to raise prices they will have at the top left corner the first thing you see one of the most expensive things on the menu because it anchors you on a new number and every other price can be raised after that because you you're going to have less objection to it so we can deal with it somewhere else Nina do you do you want me to read these or do you want to read them I'm I'm happy either way um we I was thinking maybe we would take like two more questions and then we can go back if you'd like to share the rest of your toolkit if people have time um so the next one that really relates to what you're just talking about um does offering a no charge consultation versus charging maybe signal weakness on talking money later what's your opinion on that I don't have a strong opinion I think that's mostly in your head um here's what I think a lot of people are concerned about about that my bigger concern and this is just this is me this is not I'm not Moses coming down the mountain with the tablets here but when you charge for a consult you feel obligated that you've got to tell them how to solve the problem but the truth is telling them how to solve the problem is something they can't do without hiring you I think it's fine to offer no charge consult depending on where you are in your career um in fact what you probably want to do is run as many consoles as possible but simp have the people fed it beforehand through intake the way you market and how you bring those in because eventually as you your firm grow you're going to have other people running those consoles and then you're only taking the ones that are most qualified I don't think it signals weakness at all um for a lot of you you want as many consult as you can get because of batting practice and you're trying to improve your skill set in the Thea awesome thanks for that Insight um our last question before we maybe Circle back to that toolkit is can you provide a few examples of successful techniques or maybe things to say if a client introduces objections or resistance during a consultation this is a good one um and I here's what I would suggest because I want to come back there's going to be more one we can dress in the in the toolkit I don't look at objections at a big issue if Nina and I discussing something and she brings up an objection what I really want to do is understand what she's thinking and why she feels that way so um it keeps me from being combative but if Nina says now it's a bad time I think tell me when do you think that tell me tell me what you're feeling there and when when she starts to have a conversation it actually shifts that's one thing that I just don't see them as some great challenge to overcome the second thing is that if something is happening repeatedly in your consult you're creating that circumstance through how you set the consult up so when in some of my work I tell people I don't do this I don't do this I'm bad at this this is what it's going to cost and so I've tried to effectively just take these things off the board that I'm not going to deal with or handle later um and we could get into more specifics of that if you if you want to ask another question I frankly I love that the Q&A but um I think that's something we can do in the toolkit I can talk about po strategies um common pitfalls I kind of want to over comment pitfalls um I want I'll give one if NE if it's okay i' like to give a thought on the digital age and um so on on the digital age I you don't really have a choice to about understanding uh digital I think you all have to really start to dial in who the right client is for you in your practice area and you're really intelligent you need to decide do I hire somebody who help me learn that where you might end up lighting a lot of money on fire because there there are people who are good at people who AR but the more that you can understand um about how this custo their potential client works the better you can craft an experience for them to come into your world I think AI is going to help with this a lot I think you need to be able to have the right types of forms to get filled out um so that when they get to you they they're sort of filtered and I've got a client now they do their firm takes uh in inbound outbound everything they do 10,000 phone calls a month they do 40,000 tax a month so that just tells you there's this massive shift and the place you probably all want to be going I'll talk about what for in a second and I'll also kind of get into speciic need assuming you know they they're that you know you know the case uh and we'll go from there that I'm good NE do you want me I could run through some things for five or seven minutes if that works yeah I think right now if you want to answer more questions of course please feel free to I know there's a few but um I think it'd be really helpful if you ran through your toolkit I think it's really great information so those of you who have time to stay please do um as I mentioned I answered a couple questions in the Q&A I we will be sending out these materials to you via email um after the webinar is over so uh please say if you have time all right I'll try not to put anybody to sleep okay um a few things that are going to sound readily Elementary don't get mad at me don't shoot the messenger I'm just telling you what's true um one of the things that will help with the way you run consult is Pace the one talking to a potential client um the slower you are is generally the better when I coach people we work on their Pace a lot because they're typically too fat slower indicates more confidence and expertise you lean in when someone speaks lower um it also enables the other person time to grasp what you're saying if they're stressed and you slow down they will actually start to slow down because they're going to mirror you if they feel connected uh pitch lower is typically better than higher I'm not saying the women have to sound like men but we talk from the back for throat when we're nervous we talk from our gut or our chest when we're relaxed and com comfortable that's a deeper pitch the one we all think about who has the best pitch in the world is Morgan Freeman it indicates relaxed comfortable and trustworthy okay tone is you want to emphasize warmth you don't want to emphasize RoboCop of attorneys you don't need to be cheesy you don't need to be salesy you don't need to be overly happy but warm the way you'd greet a friend all three of these things are subconscious indicators of the person they can trust you and that you're a safe person to talk to and you need people to share things with you long before you get into depositions okay um listening is going to be one of the keys and you're thinking I showed up and spend an hour and 20 minutes to hear this guy tell me to listen the console has a time to listen as I mentioned people trust you based on how much you know about them okay so Dr see malpractice suits in an inverse correlation to how much time they spend listening or they spend with the patient meaning the more time they spend listening the less likely they already to get sued you want to be focused on Talking Max 40% of the console I encourage clients to be closer to 25 to 30% of the time people need to be heard especially early on at this point we've not talked about where you grew up we've not talked about things you guys have in common we've talked about how you SED and how much time you been listening okay now this is one of the things that you can practice on friend and family you can start at a party whatever youve got going on this weekend one of the ways people comfort each other is to mirror body language Pace pitch tone even vocabulary we see it in the animal kingdom where primates if one is stressed the other one will mirror their posture and Body Language if you want to bond with people more quickly uh even poal llies you just mirror and great book on this it was written by a guy named Chris F he was a lead ho negotiator for the FBI and he talks about isopraxism immitation but we copy each other to comfort each other and you'll see couples who've been together a long time they even start to look like each other um but you can actually imitate their actual words so if Nina's talking to me and she says it's been a really long day I would repeat the last three word is it really long day as if I'm saying help me understand what will happened is nah has actually heard me use her language so I sound like her and she's going to actually elaborate and now when she's elaborating she's sharing more with me making her feel closer so this is going to happen on a subconscious level and here's an example um might say the city is gonna cost of time and you as the inter might they cost you time and they say yeah and they will elaborate and they'll say four more weeks on this project if you ask about that they say yeah and it's costing us 100K per week the 100K per week starts to become your anchor for those of you asking okay so use this on friend and family just listen really dial in and repeat back two to three words they said and watch what happens okay another tool Chris Boss Tau and I'd been using for a while but he put a name on it probably trademarked it is called labeling the labeling forces you to listen and for many of you want to rush to solve the problem this will actually allow you to connect connect and build more trust so it's preceded with words such as it sounds like or it looks like or I get to sense that and what you're simply going to be doing is labeling the emotion or the feeling or the state that they're in so you're going to do this when you notice strong emotion you see that the person's fearful stressed anxious or worried or you realize there's probably more more behind more information that has bigger implic behind what they're saying okay they might say I can't believe this laat say it sounds like you're really hurt right that's the way you're going to connect and they're going to feel understood and some say I can't believe you do that it sound like you were caught off guard right that you just start labeling here's what I see here's what I'm hearing something you're already feeling just think about Monopoly you don't path go right don't pass go without labeling all right I talked a little bit about cognitive behavioral therapy and um and uh motivational interviewing so somebody asked a question about the issues that potential clients have I'm going to pull up the question specifically if I can figure this out um specific needs so you typically are going to start most consults with tell me what's going on and they're going to give you some issues what I want you to do is to identify a problem that is an to what you solve okay um in family law it might be guardianship it might be a divorce all I want you to do and just practice this on friends and family is say tell me more about that people will always open up and give you more information now your job as the attorney is to kind of be a detective and figure out where do I need to go with this I'm not trying to make it sound esoteric you'll know right if it's a divorce case you're looking for you're looking for certain issues if it's a criminal case you're looking for certain issues if it's immigration you're looking certain issues but then what I do is I'm going through a structure I'm looking for specifics tell me about it I'm getting specifics I want to know time frame I want to know what they've tried I want to know if that worked I want to know how it affected them that's anchoring I want to know about their feelings and I'll probably summarize so I'll say uh Nina tell me more about that she'll give me some information I might ask her okay what do you mean by this because people will start to always Define things more clearly when you ask what they mean and then might say when did this occur how long's it been going on I'll ask about Alternatives what you tried um and then I want to know how that affected you right I want to know that I might ask how that affected you financially you're dealing with an estate issue uh some of you are in estate law no one has to do anything right now unless they're like that they're up against it we want to start to anchor on that then I want to know how you how it's impacted you how you feel about it personally and then I might say well I might summarize and say this is what I'm hearing I come back and label it this is a tool that uh you're going to be with someone this weekend they're going to tell you something I just want you to ask questions they tell me more about that what do you mean you'll be astounded at how easy conversations go now look I just given you a few and I'm in Texas uh everywhere you go in Texas Thomas J Henry is killing it with billboard spin radio television um if you're not the leader in your Market if you're not the name brand in your practice area in your Market you have to be able to win over new clients um people's skills combined with a good structure will help you get past the hesitation to work with you they'll help you differentiate um and it'll help lant who aren't comfortable with a stranger or the law connect and bond with you so um that's that's kind of it I mean we could get into some deeper things I don't have them in the presentation but these are the things that I want you to take for processing and work with so um you all have been great we've talked about what to avoid we've given you a structure and we've G you some basic people on communication skills these are things that practice on co-workers practice on family members and friends um here's my information if if you've got questions and um I'm so grateful to been with you guys today so Nina you've been a wonderful Hostess and uh been fun awesome well thank you so much Adam and thank you all for joining and spending a little extra time with us today I'm going to go ahead and wrap things up thanks for watching we hope you enjoyed this video and if you did enjoy it please hit the like button and subscribe to our channel for more videos on law practice and legal marketing see you in our next clip [Music] a