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want to talk about session one again it's like a 30,000 foot overview right so what's what is le conversion what does that mean 30,000 foot overview so session one I'm going to sort of give you what I'm going to talk I talk about what the five stages are of the law firm pipeline or what the funnel looks like give you some definitions that we need to start living by if we're going to change truly change our conversion I'm going to give you those definitions and I'm going to share with you some of the in some of the studies that I participated through through uh that I participated in through the years that you know make us here at legal soft a unique entity to be able to teach and share this information this is all third party stuff this is not stuff that we just made up it's just experience it's being on site in the trenches uh for 10 years that uh that helped me come up with this stuff right so so lead conversion right Law Firm owners always have their own definition of what a lead is okay they so for purposes of calculating lead conversion as this slide says a lead is a lead is a lead okay if they're a potential new client contacting your firm for the first time and they have a problem in one of your practice areas they are a lead you don't get to pre-qualify them okay qualifying comes down further down the chain but for purposes of lead conversion calculation a lead is a lead is a lead a lot of times Law Firm owners only want to count the qualified leads yeah I was going to say I've spoken to a few that I'm sure you have yeah I'm sure you have that's all they do is well they weren't qualified they didn't have money they didn't have any money so they don't really qualify right well did you try and come up with a did they have a problem in one of your practice areas yeah they did well they're a lead right right you don't get to pre-qualify them that's what law firm owners do right right and I I think to lot a lot of Law Firm owners too get caught in the my clients look like this right right so they start chasing that specific client but that doesn't mean that that's your paycheck right right right and and also just so you know in this lead bucket you can also include referrals referrals as well referrals count y they count as a lead even if it's a solid referral doesn't matter if it's a referral in your practice area they're a lead okay yeah interesting and then I teach uh the other segment of this is lead conversion what's lead conversion right it's it's the process by which you push these leads through your funnel to turn more contacts into contracts so there's a whole process that's what this 8we course is about it's not about the number of appointments it's not about the number of consults that you have right and every single lead must be tracked right okay if you're not tracking your leads and I don't care you don't have to have a sophisticated CRM for tracking your leads right if it's not in your budget or you don't have knowledge I don't care if you're using a Google sheet or an Excel spreadsheet every single lead must be tracked why so that you can find Trends thank you perfect answer it helps you determine whether the marketing spend that you're putting money into is paying off where are the hot leads coming from where are the cold leads coming from right what are highest and hottest and best leads and what's the source right right and where should I not be spending money at all right yeah yeah I think that plays also into the execution too you need to do that that introspection to to you need to look inside and look at your processes and and how you're executing to know whether or not it's working 100% because I heard from uh a couple clients uh that talk about you know a couple firms that talk about you know well we did we went we spent a year we upped our marketing budget 10x and it did nothing you know how does that work on the granular level and that's what you're helping them to find 100 poor scent you you touched on a really pivotable P PIV pivotal part of it right which is um so you can make intelligent marketing decisions right but the other reason you want to do it Cameron is you want to be able to to create a record of your follow-up activity when did you follow up when is the next followup what did you send out what what were your what was your activity right right so typically when a when a law firm does have a CRM or software package for for their leads I my old adage is if it's not in whatever that package so for purposes I can say if it's not in Cleo it didn't happen if it's not in file Vine it didn't happen if it's not logged in HubSpot it didn't happen right right if it's not on the Google sheet it didn't happen so it's documenting your intake your followup when is the next call on my when do I have to call again that sort of thing that's the other reason why you have to document all your leads okay right slide four now now when you're documenting when you're documenting your leads as far as like when you should call back is there a system to that is there a set time how do you find that out so you uh yes there is a set there are set patterns there are set there's set scheduling that I teach in session six the chase that'll give you sort of the uh the magic recipe to converting more leads beautiful I'm jumping ahead you got it right right