Do You Know Your Numbers

Ken Hardison shares what three numbers are absolutely necessary to grow your law firm.

1 00:00:00,420 –> 00:00:01,080 All right. 2 00:00:01,140 –> 00:00:03,720 Well, today I want to talk to you about numbers. 3 00:00:03,910 –> 00:00:06,750 And I was thinking about what to do this month. 4 00:00:07,530 –> 00:00:08,370 And, you know, 5 00:00:08,670 –> 00:00:09,810 there’s a lot of the, 6 00:00:10,920 –> 00:00:13,110 and a lot of people in the last three or four 7 00:00:13,110 –> 00:00:14,280 months since March, 8 00:00:15,060 –> 00:00:20,580 uh, with the COVID and some lawyers or experiencing a drop 9 00:00:20,580 –> 00:00:21,540 in revenues, 10 00:00:22,020 –> 00:00:23,880 a lot of lawyers are doing okay on revenue, 11 00:00:23,910 –> 00:00:27,600 but their problem is they’re really to have the numbers are 12 00:00:27,600 –> 00:00:30,090 down significantly cases signed up. 13 00:00:30,210 –> 00:00:33,090 And so they will start feeling that if you’re a PI 14 00:00:33,090 –> 00:00:35,040 or disability or worker’s comp, 15 00:00:35,040 –> 00:00:37,150 or are you going to build that if at any time 16 00:00:37,370 –> 00:00:39,480 contingency or are you going to build it down the road? 17 00:00:40,140 –> 00:00:44,760 So I think now more than ever is important for you 18 00:00:44,760 –> 00:00:48,180 to know your numbers and the question I get a lot, 19 00:00:48,420 –> 00:00:50,670 every time I talk about this is what number should I 20 00:00:50,670 –> 00:00:51,330 be looking at? 21 00:00:51,690 –> 00:00:55,350 So today we’re going to look at the top three to 22 00:00:55,350 –> 00:00:57,450 five numbers that you really should be looking at, 23 00:00:58,200 –> 00:01:00,930 uh, on a weekly basis and some of them even on 24 00:01:00,930 –> 00:01:01,740 a daily basis. 25 00:01:02,490 –> 00:01:03,480 So let’s get started. 26 00:01:04,680 –> 00:01:07,110 So, so here’s the day when you really can’t build an 27 00:01:07,110 –> 00:01:08,610 efficient, proper law firm. 28 00:01:08,610 –> 00:01:09,780 If you don’t know your numbers, 29 00:01:10,410 –> 00:01:10,830 you know, 30 00:01:11,400 –> 00:01:13,170 how are you going to know how you’re doing? 31 00:01:13,770 –> 00:01:14,580 Like, I’ve always said, 32 00:01:14,580 –> 00:01:18,710 you cannot manage what you cannot measure and you measure it 33 00:01:18,810 –> 00:01:19,860 includes, you know, 34 00:01:19,860 –> 00:01:22,140 numbers. But the big question, 35 00:01:22,140 –> 00:01:22,740 like I said, 36 00:01:22,740 –> 00:01:25,380 is always going to ask is what are the critical numbers 37 00:01:25,380 –> 00:01:28,110 that you’ve got to know and got to be able to 38 00:01:28,110 –> 00:01:32,790 try to increase or decrease to as critical to your success. 39 00:01:32,790 –> 00:01:33,930 So you offer success, 40 00:01:33,930 –> 00:01:34,830 your probability. 41 00:01:36,060 –> 00:01:36,840 So I want to say, 42 00:01:36,840 –> 00:01:38,280 I want to look at the top three numbers. 43 00:01:38,280 –> 00:01:39,120 You must know. 44 00:01:39,300 –> 00:01:39,600 I mean, 45 00:01:39,690 –> 00:01:40,890 if you don’t have anything else, 46 00:01:40,890 –> 00:01:43,530 you’ve got to know these and you want to strive to 47 00:01:43,530 –> 00:01:46,410 improve every day in your office, 48 00:01:47,070 –> 00:01:48,060 that the doors are open. 49 00:01:48,930 –> 00:01:49,530 You really, 50 00:01:49,530 –> 00:01:50,850 this is like the thing. 51 00:01:50,850 –> 00:01:53,100 This is the bedrock of the Eddy law firm. 52 00:01:54,000 –> 00:01:55,860 If you want to take it to the next level, 53 00:01:55,920 –> 00:01:57,480 or you want more profit, 54 00:01:57,480 –> 00:01:58,410 you want more cases. 55 00:01:58,860 –> 00:02:02,460 You better be looking at these three numbers and notice 300 56 00:02:02,460 –> 00:02:03,240 words or leads, 57 00:02:03,300 –> 00:02:05,850 conversions and average feed by case type. 58 00:02:07,200 –> 00:02:10,410 So there’s really only three ways to increase your revenue. 59 00:02:10,560 –> 00:02:13,830 You can increase the cases that you can increase your average 60 00:02:13,830 –> 00:02:16,020 fee, or you can lower your overhead. 61 00:02:17,220 –> 00:02:19,110 So I’m not gonna talk about overhead, 62 00:02:20,160 –> 00:02:20,460 you know, 63 00:02:21,270 –> 00:02:21,990 pretty simple, 64 00:02:21,990 –> 00:02:22,230 you know, 65 00:02:22,230 –> 00:02:24,810 you just go through your P and L and look at 66 00:02:24,810 –> 00:02:26,640 everything and it’s not making you money. 67 00:02:26,700 –> 00:02:27,480 You ditch it. 68 00:02:27,600 –> 00:02:27,870 I mean, 69 00:02:27,870 –> 00:02:29,160 that’s, that’s the bottom line. 70 00:02:29,610 –> 00:02:31,410 Uh, they don’t take a rocket scientist. 71 00:02:31,410 –> 00:02:31,620 You know, 72 00:02:31,620 –> 00:02:32,670 if you don’t have the habit, 73 00:02:33,790 –> 00:02:34,420 don’t do it. 74 00:02:36,690 –> 00:02:39,990 So you can increase your cases two different ways. 75 00:02:40,320 –> 00:02:40,890 Uh, you know, 76 00:02:41,000 –> 00:02:42,270 the cases that you open up, 77 00:02:43,020 –> 00:02:47,220 uh, you can increase your number of leads and prospects by 78 00:02:47,790 –> 00:02:49,400 either doing some marketing program, 79 00:02:49,420 –> 00:02:50,700 increasing your referrals, 80 00:02:50,910 –> 00:02:52,170 spending more money, 81 00:02:52,830 –> 00:02:56,100 uh, whatever it is that you can get more leads, 82 00:02:56,340 –> 00:02:59,920 uh, or you can increase your conversion rate on the leads 83 00:02:59,920 –> 00:03:00,970 that you already have, 84 00:03:01,750 –> 00:03:04,270 or you could increase your conversion rate on the leads that 85 00:03:04,270 –> 00:03:04,630 you have, 86 00:03:04,660 –> 00:03:06,460 plus the new ones that you would bring in. 87 00:03:08,290 –> 00:03:08,890 And like I said, 88 00:03:08,890 –> 00:03:10,930 you’d increase your leads by advertising marketing, 89 00:03:10,930 –> 00:03:12,310 or increasing your referrals. 90 00:03:13,180 –> 00:03:15,370 Uh, but this takes time and money. 91 00:03:15,910 –> 00:03:18,250 I think the low hanging fruit really is, 92 00:03:18,280 –> 00:03:19,570 this is where everybody, 93 00:03:20,290 –> 00:03:23,170 every law firm I’ve ever been to on a console. 94 00:03:23,230 –> 00:03:25,330 This is one of the main things that I’ve tried to 95 00:03:25,390 –> 00:03:27,130 really, before I leave, 96 00:03:27,640 –> 00:03:30,220 because this is where the low hanging fruit is. 97 00:03:30,220 –> 00:03:33,430 This is where you can see the biggest increase in your 98 00:03:33,430 –> 00:03:37,120 cash flow in your profitability and your revenue. 99 00:03:38,890 –> 00:03:42,250 So the key is to know the numbers, 100 00:03:42,250 –> 00:03:44,200 only on these only these conversions, 101 00:03:44,700 –> 00:03:46,510 we gotta track it every day, 102 00:03:46,600 –> 00:03:48,250 online and offline. 103 00:03:48,940 –> 00:03:51,700 And so you have some software that can do it for 104 00:03:51,700 –> 00:03:53,740 you. There’s stuff out there like lead docket. 105 00:03:54,330 –> 00:03:56,590 There’s some case management systems that have it. 106 00:03:56,650 –> 00:03:56,920 I mean, 107 00:03:56,920 –> 00:03:57,970 we used to have needles. 108 00:03:58,420 –> 00:03:59,500 We can do it with that. 109 00:04:00,010 –> 00:04:01,210 You got low rulers, 110 00:04:01,300 –> 00:04:03,250 you got a long Maddix, 111 00:04:03,250 –> 00:04:05,530 you got so many different ones. 112 00:04:05,530 –> 00:04:06,850 Now, a CLIA, 113 00:04:06,850 –> 00:04:08,860 I’ve got one that they bought out from, 114 00:04:08,860 –> 00:04:10,120 uh, another company. 115 00:04:10,750 –> 00:04:13,390 Uh Lexicata uh, 116 00:04:13,510 –> 00:04:15,400 there’s just so many different ones out there. 117 00:04:15,430 –> 00:04:19,840 You just need to pick the one that best fits your 118 00:04:20,560 –> 00:04:22,510 budget and your type of practice. 119 00:04:22,900 –> 00:04:24,400 And if you can’t afford it right now, 120 00:04:24,910 –> 00:04:26,140 didn’t just take this. 121 00:04:26,440 –> 00:04:27,580 And if you don’t have one, 122 00:04:27,580 –> 00:04:30,820 if you’ll email me a kid at pill it up, 123 00:04:30,850 –> 00:04:34,780 or, and to say a daily intake tracking form, 124 00:04:35,020 –> 00:04:35,490 I’ll, I’ll, 125 00:04:35,490 –> 00:04:37,960 I’ll, I’ll get one of our girls that email it to 126 00:04:37,960 –> 00:04:40,840 you, but you gotta have something on of system. 127 00:04:40,870 –> 00:04:41,260 You know, 128 00:04:41,260 –> 00:04:41,680 if I could, 129 00:04:41,710 –> 00:04:42,790 when I first started, 130 00:04:43,180 –> 00:04:44,440 this was a system I use, 131 00:04:44,440 –> 00:04:44,960 I had a, 132 00:04:45,070 –> 00:04:48,970 I created a clipboard and my receptionist will take this down 133 00:04:49,150 –> 00:04:53,710 every day and then make a copy of it and give 134 00:04:53,710 –> 00:04:54,760 it to me at the end of the day. 135 00:04:54,760 –> 00:04:56,080 And then she could be out of file that would get 136 00:04:56,080 –> 00:05:01,630 home. So you really got to keep up with it. 137 00:05:01,720 –> 00:05:02,830 And here’s the deal. 138 00:05:04,210 –> 00:05:07,420 If the staff knows you’re there, 139 00:05:07,420 –> 00:05:08,520 that you’re inspected, 140 00:05:09,340 –> 00:05:10,300 they’re gonna respect it. 141 00:05:11,000 –> 00:05:11,650 Like I said, 142 00:05:12,430 –> 00:05:14,020 people respect what you inspect. 143 00:05:15,190 –> 00:05:17,120 So like I said, 144 00:05:17,140 –> 00:05:18,460 this paper can be form. 145 00:05:18,490 –> 00:05:19,630 It could be a digital, 146 00:05:19,810 –> 00:05:22,570 but you got to keep it every day on every new 147 00:05:22,570 –> 00:05:26,680 prospect. So let’s look at some way. 148 00:05:26,880 –> 00:05:28,840 So then you can look at that and see, 149 00:05:29,140 –> 00:05:29,950 you got to have a bit, 150 00:05:29,950 –> 00:05:30,330 you know, 151 00:05:30,330 –> 00:05:32,410 a baseline so that you can see where you’re at. 152 00:05:33,310 –> 00:05:34,630 And then you want to try to see if you can 153 00:05:34,630 –> 00:05:35,980 increase those conversions. 154 00:05:37,060 –> 00:05:39,040 So let’s talk about some ways you can increase them. 155 00:05:40,180 –> 00:05:41,710 Well, one thing you can do is, 156 00:05:41,830 –> 00:05:43,840 is, is have scripts where you stay up, 157 00:05:43,930 –> 00:05:44,980 either set appointments. 158 00:05:44,980 –> 00:05:46,930 If it’s a deal where you got to have appointment, 159 00:05:47,470 –> 00:05:50,740 or, or either sign it up right there with DocuSign or, 160 00:05:51,310 –> 00:05:51,940 or text, 161 00:05:52,570 –> 00:05:54,160 he could do it with text the devil. 162 00:05:54,160 –> 00:05:59,110 They got so many programs out there by his and DocuSign. 163 00:05:59,110 –> 00:06:00,860 And it’s just, 164 00:06:01,190 –> 00:06:02,180 there’s no reason to, 165 00:06:02,300 –> 00:06:02,750 you know, 166 00:06:03,320 –> 00:06:04,730 uh, and it’s not that expensive, 167 00:06:04,730 –> 00:06:08,300 no reason for you not to do it because you gotta 168 00:06:08,300 –> 00:06:09,290 hit the, 169 00:06:09,500 –> 00:06:11,900 you gotta strike while that orange pot in, 170 00:06:11,900 –> 00:06:13,130 uh, uh, 171 00:06:13,250 –> 00:06:14,540 and if you go make a poor minutes, 172 00:06:14,690 –> 00:06:16,130 don’t make up for two weeks away, 173 00:06:16,820 –> 00:06:17,870 uh, get your staff, 174 00:06:18,050 –> 00:06:18,350 you know, 175 00:06:18,560 –> 00:06:19,310 get in. 176 00:06:19,310 –> 00:06:21,290 When you get to see somebody within 24 hours, 177 00:06:21,980 –> 00:06:26,030 um, people now are used to instant gratification. 178 00:06:26,210 –> 00:06:27,590 It’s not like it used to be 10, 179 00:06:27,590 –> 00:06:28,460 20 years ago. 180 00:06:29,060 –> 00:06:30,110 Uh, you know, 181 00:06:30,110 –> 00:06:32,470 they won’t ask the answers as to, 182 00:06:32,660 –> 00:06:33,050 you know, 183 00:06:33,860 –> 00:06:35,630 ratification. And if you can’t give it to them, 184 00:06:35,630 –> 00:06:36,770 they’ll go to some other law firm, 185 00:06:36,770 –> 00:06:37,280 the can. 186 00:06:37,850 –> 00:06:42,290 So you’ve got to impress upon your staff, 187 00:06:43,040 –> 00:06:44,030 your receptionist, 188 00:06:44,690 –> 00:06:46,340 and then you got a call center people. 189 00:06:46,790 –> 00:06:47,750 Or, uh, 190 00:06:47,750 –> 00:06:50,030 of course there’s does intake or appointment setter. 191 00:06:50,630 –> 00:06:52,190 That urgency is the key. 192 00:06:53,000 –> 00:06:55,790 Is this so urgent that they’d be origin. 193 00:06:56,060 –> 00:06:57,410 I can’t stress that enough. 194 00:06:58,250 –> 00:06:59,060 And like I say, 195 00:06:59,090 –> 00:07:00,800 when you inspect it cheat every day, 196 00:07:00,800 –> 00:07:02,750 or whether it’s a program or whatever, 197 00:07:03,260 –> 00:07:05,180 that’s going to let them know that you’re looking at it 198 00:07:05,420 –> 00:07:07,760 and you need to ask questions. 199 00:07:07,760 –> 00:07:08,150 I mean, 200 00:07:08,480 –> 00:07:10,220 like I used to have a big deal where I wanted 201 00:07:10,250 –> 00:07:12,260 to know if somebody referred me a case and we signed 202 00:07:12,260 –> 00:07:14,560 up. If they didn’t put the person’s name to refer to 203 00:07:14,560 –> 00:07:16,190 it, I would make them, 204 00:07:16,520 –> 00:07:16,970 I’d give them, 205 00:07:17,220 –> 00:07:20,450 make them go back and call that person that new class 206 00:07:21,140 –> 00:07:22,760 and get that information for me. 207 00:07:23,060 –> 00:07:26,180 Uh, because I wanted to be able to write a thank 208 00:07:26,180 –> 00:07:26,510 you note. 209 00:07:27,570 –> 00:07:29,270 So I did that two or three times. 210 00:07:29,270 –> 00:07:30,770 Everybody learned how to do it. 211 00:07:31,070 –> 00:07:33,260 And they were sometimes at the person that remembered the person’s 212 00:07:33,260 –> 00:07:34,850 name and that’s okay. 213 00:07:35,360 –> 00:07:36,410 But the deal was, 214 00:07:36,560 –> 00:07:37,880 I was impressed upon them. 215 00:07:37,880 –> 00:07:40,760 That that was important to me because if it’s not important 216 00:07:40,760 –> 00:07:41,000 to you, 217 00:07:41,000 –> 00:07:42,000 it’s not going to be important to you. 218 00:07:42,540 –> 00:07:43,730 I can tell you that right there. 219 00:07:44,150 –> 00:07:47,510 So it starts with you as deleted or from, 220 00:07:47,900 –> 00:07:51,110 uh, whether you be the office manager or the manager partner 221 00:07:51,110 –> 00:07:51,470 or what, 222 00:07:53,720 –> 00:07:55,790 and then here’s the other deal that I’ve seen anybody, 223 00:07:55,790 –> 00:07:56,990 dude. Well, 224 00:07:56,990 –> 00:08:00,230 one thing is the pretty scripted responses to common objections. 225 00:08:00,860 –> 00:08:02,600 And what I’ve found is a really like, 226 00:08:02,630 –> 00:08:04,010 there’s a bunch of different objections, 227 00:08:04,010 –> 00:08:06,440 but the top three they’re probably make up 90% of the 228 00:08:06,440 –> 00:08:08,720 objections. Why people do it? 229 00:08:08,750 –> 00:08:10,180 How are you writing it or set up Pullman? 230 00:08:10,180 –> 00:08:12,050 Right? Man is number one. 231 00:08:12,110 –> 00:08:14,510 They need to talk to somebody like their spouse, 232 00:08:14,570 –> 00:08:15,250 the kids, 233 00:08:15,250 –> 00:08:15,950 the father, 234 00:08:15,950 –> 00:08:16,910 the grandfather, 235 00:08:17,480 –> 00:08:19,220 somebody before they make that decision, 236 00:08:19,220 –> 00:08:20,390 they don’t want to make an old girl. 237 00:08:21,170 –> 00:08:21,590 The second, 238 00:08:21,590 –> 00:08:23,990 what it is is that they’re really the shop at rail 239 00:08:24,110 –> 00:08:27,650 and they’re trying to make it like a decision. 240 00:08:27,800 –> 00:08:29,450 And then the third reason is they go see if they 241 00:08:29,450 –> 00:08:30,500 can do it themselves, 242 00:08:30,560 –> 00:08:31,010 see what, 243 00:08:31,460 –> 00:08:31,700 you know, 244 00:08:31,700 –> 00:08:33,560 how to go see what happens if they don’t hire a 245 00:08:33,560 –> 00:08:35,900 lawyer, can they do this and save a bunch of money? 246 00:08:36,830 –> 00:08:39,560 And if you can have written responses for that, 247 00:08:40,700 –> 00:08:41,090 you know, 248 00:08:42,740 –> 00:08:43,460 like, you know, 249 00:08:43,610 –> 00:08:44,880 at this pocket, 250 00:08:44,920 –> 00:08:45,230 he says, 251 00:08:45,230 –> 00:08:46,070 I need to tell him it was like, 252 00:08:46,070 –> 00:08:47,180 well, let’s go ahead and sign you up. 253 00:08:47,180 –> 00:08:47,900 And if you know, 254 00:08:47,990 –> 00:08:49,190 the deal is you can fire us. 255 00:08:49,880 –> 00:08:50,900 You don’t want to listen to anything, 256 00:08:50,930 –> 00:08:51,360 you know, 257 00:08:51,620 –> 00:08:53,010 three days from now or whatever, 258 00:08:53,080 –> 00:08:54,500 or whatever to you talk to you, 259 00:08:54,500 –> 00:08:55,650 the person you need to talk to. 260 00:08:56,250 –> 00:08:57,660 If you shop around for lawyers, 261 00:08:58,080 –> 00:08:58,800 you want to give them, 262 00:08:59,130 –> 00:08:59,910 create this thing. 263 00:08:59,940 –> 00:09:02,280 I used to create this thing to seven or nine questions 264 00:09:02,280 –> 00:09:05,550 to ask a lawyer for this type of case and what 265 00:09:05,550 –> 00:09:07,890 I would do to set it up to where it would 266 00:09:08,160 –> 00:09:10,290 point them back to me is the obvious choice. 267 00:09:10,860 –> 00:09:12,060 And then the amount of SMEs, 268 00:09:12,060 –> 00:09:14,390 other lowers these questions and motors not used to be asking 269 00:09:14,390 –> 00:09:14,910 those questions. 270 00:09:14,910 –> 00:09:15,990 They think better. 271 00:09:16,860 –> 00:09:18,510 We’re going to get skier and, 272 00:09:18,540 –> 00:09:20,580 uh, and only represent them. 273 00:09:21,300 –> 00:09:22,980 And the other deal is, 274 00:09:23,010 –> 00:09:24,810 is when they want to try to do it themselves. 275 00:09:25,380 –> 00:09:26,430 I just always tell them, 276 00:09:26,430 –> 00:09:26,670 you know, 277 00:09:26,880 –> 00:09:27,540 there’s a, 278 00:09:27,840 –> 00:09:28,980 you can use the analogies. 279 00:09:28,980 –> 00:09:29,220 You know, 280 00:09:29,220 –> 00:09:30,420 there’s like a TV commercial. 281 00:09:30,420 –> 00:09:30,960 You can pay me. 282 00:09:30,960 –> 00:09:32,040 Now you can pay me later. 283 00:09:32,850 –> 00:09:36,090 Uh, or do you represent themselves as a fool for Clara? 284 00:09:37,080 –> 00:09:37,530 I mean, 285 00:09:37,890 –> 00:09:38,340 you just, 286 00:09:38,400 –> 00:09:39,240 whatever it is. 287 00:09:39,360 –> 00:09:41,130 And then I think the other deal is that these people 288 00:09:41,130 –> 00:09:43,650 need to know the history of the law for it should 289 00:09:43,650 –> 00:09:44,710 be part of your training. 290 00:09:44,710 –> 00:09:48,420 And when you onboard somebody and they shouldn’t know what, 291 00:09:49,110 –> 00:09:50,940 what, how this farm got started, 292 00:09:51,420 –> 00:09:53,730 uh, the history of you owner, 293 00:09:54,240 –> 00:09:55,470 uh, you know, 294 00:09:55,560 –> 00:09:57,720 uh, some of your accomplishments, 295 00:09:58,350 –> 00:10:01,110 uh, what the, 296 00:10:01,110 –> 00:10:02,310 uh, burbs Bay is, 297 00:10:02,310 –> 00:10:06,120 our core values are what the vision statement is. 298 00:10:06,570 –> 00:10:07,290 You need to be able to, 299 00:10:07,290 –> 00:10:09,300 these people need to be able to just spit that out 300 00:10:10,080 –> 00:10:13,950 so that they can brag about the law firm and you, 301 00:10:14,580 –> 00:10:16,020 uh, instead of you having to be, 302 00:10:16,020 –> 00:10:16,590 to want to do it, 303 00:10:16,980 –> 00:10:17,340 you know, 304 00:10:18,480 –> 00:10:18,990 and, uh, 305 00:10:19,050 –> 00:10:20,130 this seems to, 306 00:10:20,760 –> 00:10:22,770 can really increase the conversions a lot, 307 00:10:23,250 –> 00:10:26,010 but it’s all about scripted it out and then doing those 308 00:10:26,010 –> 00:10:26,790 calls or, 309 00:10:27,420 –> 00:10:27,780 you know, 310 00:10:28,050 –> 00:10:29,480 uh, or, 311 00:10:29,480 –> 00:10:32,280 or, or what I call mystery shopping and get somebody to 312 00:10:32,280 –> 00:10:32,610 do it. 313 00:10:32,790 –> 00:10:34,200 You can get them out of the law firm and y’all 314 00:10:34,200 –> 00:10:35,250 could do at each other. 315 00:10:35,940 –> 00:10:38,670 Um, I’m actually starting a new company. 316 00:10:38,760 –> 00:10:39,930 And in October, 317 00:10:40,050 –> 00:10:40,980 uh, guys calls, 318 00:10:41,760 –> 00:10:43,350 then we will start doing that for lawyers. 319 00:10:45,990 –> 00:10:47,100 Uh, like I said, 320 00:10:47,100 –> 00:10:50,040 you won’t set your appointments within 24 hours at possible, 321 00:10:51,450 –> 00:10:53,130 and you gotta find somebody to sample, 322 00:10:53,700 –> 00:10:55,050 uh, you gotta, 323 00:10:55,290 –> 00:10:56,550 you gotta have the right person. 324 00:10:56,670 –> 00:10:58,590 Uh, this is a thankless job. 325 00:10:59,070 –> 00:11:00,210 It’s a burnout job. 326 00:11:00,240 –> 00:11:03,180 So you gotta have somebody that’s really showed a lot of 327 00:11:03,210 –> 00:11:04,980 empathy is just not like a robot. 328 00:11:05,610 –> 00:11:07,050 Uh, people get turned off by that. 329 00:11:07,290 –> 00:11:09,360 They need to actually listen instead of just, 330 00:11:10,860 –> 00:11:11,070 you know, 331 00:11:11,070 –> 00:11:13,680 going through a checklist and asking the questions and write it 332 00:11:13,680 –> 00:11:15,480 down. And I really hear what they’re saying. 333 00:11:17,400 –> 00:11:19,440 And then here’s another thing that you can do. 334 00:11:19,500 –> 00:11:21,720 You got through with that about the people and, 335 00:11:21,750 –> 00:11:21,870 you know, 336 00:11:21,870 –> 00:11:22,590 do an antique. 337 00:11:23,010 –> 00:11:23,370 They say, 338 00:11:23,370 –> 00:11:23,970 they know, 339 00:11:24,260 –> 00:11:24,990 and you, 340 00:11:24,990 –> 00:11:25,540 you, you, 341 00:11:25,600 –> 00:11:27,630 you do your script with the objection is still, 342 00:11:27,630 –> 00:11:32,100 they still don’t do anything or grab their email and then 343 00:11:32,100 –> 00:11:32,820 have a, 344 00:11:35,250 –> 00:11:36,990 something like male champion fusion. 345 00:11:37,000 –> 00:11:38,070 So, uh, 346 00:11:38,100 –> 00:11:39,450 active campaign, 347 00:11:39,960 –> 00:11:42,510 uh, contact close. 348 00:11:42,540 –> 00:11:46,620 There’s a video album I got put in auto responder, 349 00:11:46,710 –> 00:11:47,880 uh, software. 350 00:11:47,940 –> 00:11:48,350 And you’ll, 351 00:11:48,350 –> 00:11:49,920 you’ll find the one that’s scrapped for you. 352 00:11:49,920 –> 00:11:50,910 Some of them are real cheap, 353 00:11:50,910 –> 00:11:51,960 some cost more, 354 00:11:53,650 –> 00:11:56,980 but what you want to do is you want to create 355 00:11:57,010 –> 00:12:02,410 a nurturing campaign where you keep sending them information, 356 00:12:02,410 –> 00:12:02,860 you know, 357 00:12:03,370 –> 00:12:04,180 nurse Roma, 358 00:12:04,360 –> 00:12:05,530 begging them to hire you, 359 00:12:05,710 –> 00:12:07,300 but you don’t want to look desperate and you don’t want 360 00:12:07,450 –> 00:12:09,040 to. Um, 361 00:12:12,760 –> 00:12:13,810 so, so here’s the deal, 362 00:12:13,870 –> 00:12:14,080 you know, 363 00:12:14,110 –> 00:12:16,210 people in that lack of trust, 364 00:12:16,930 –> 00:12:18,790 and if they don’t know you to start with, 365 00:12:18,820 –> 00:12:22,210 you got to build that trust and get them to know 366 00:12:22,210 –> 00:12:22,750 you like, 367 00:12:22,750 –> 00:12:23,020 you know, 368 00:12:23,020 –> 00:12:25,450 one of the best ways I know is if they hadn’t 369 00:12:25,450 –> 00:12:28,690 hired, you start with is in campaigns. 370 00:12:28,960 –> 00:12:31,240 Whether they be email or you do, 371 00:12:31,520 –> 00:12:32,340 you don’t get to email, 372 00:12:32,360 –> 00:12:35,380 you can do them by letters and mail them out. 373 00:12:35,530 –> 00:12:36,790 You can do them that way too, 374 00:12:40,270 –> 00:12:43,660 is that people even want these things. 375 00:12:43,720 –> 00:12:45,400 You want to get really great information. 376 00:12:45,400 –> 00:12:46,780 That’s valuable information. 377 00:12:46,780 –> 00:12:47,470 That’s quite helpful. 378 00:12:47,890 –> 00:12:48,610 And I’m saying similar, 379 00:12:48,610 –> 00:12:49,120 say with key, 380 00:12:49,150 –> 00:12:50,670 you don’t want to tell them everything that way they didn’t 381 00:12:50,670 –> 00:12:51,070 want to use. 382 00:12:51,070 –> 00:12:52,180 You know, 383 00:12:52,240 –> 00:12:53,350 I think the more you tell them, 384 00:12:53,350 –> 00:12:55,630 the more they realize how complicated it is and they need 385 00:12:55,630 –> 00:12:56,050 a lawyer. 386 00:12:56,950 –> 00:12:57,610 And so, 387 00:12:57,700 –> 00:12:58,090 you know, 388 00:12:58,210 –> 00:13:01,120 I think the fact that you give him all this information 389 00:13:01,630 –> 00:13:04,330 and tell them about all the pitfalls and all the things 390 00:13:04,330 –> 00:13:05,350 that you gotta do. 391 00:13:05,860 –> 00:13:06,520 Uh, I mean, 392 00:13:06,520 –> 00:13:08,050 I used to do this for my social security. 393 00:13:08,050 –> 00:13:10,930 I had like four different booklets. 394 00:13:11,320 –> 00:13:12,130 Uh, you know, 395 00:13:12,130 –> 00:13:14,200 how to file on what you have to do, 396 00:13:14,230 –> 00:13:15,740 what you had to do to get ready for it here. 397 00:13:15,740 –> 00:13:16,510 And I mean, 398 00:13:16,630 –> 00:13:17,860 I give them everything they wanted, 399 00:13:17,860 –> 00:13:20,110 but when I started looking at that stuff, 400 00:13:20,170 –> 00:13:20,530 they say, 401 00:13:20,560 –> 00:13:21,130 Oh my God, 402 00:13:21,550 –> 00:13:21,850 you know, 403 00:13:22,030 –> 00:13:22,720 why am I doing it? 404 00:13:22,740 –> 00:13:24,520 It’d be like me trying to do my own plummet. 405 00:13:24,970 –> 00:13:25,390 I might say, 406 00:13:25,390 –> 00:13:26,740 I can save me $300. 407 00:13:26,740 –> 00:13:27,130 I get it. 408 00:13:27,130 –> 00:13:27,880 And I started doing it. 409 00:13:27,950 –> 00:13:30,010 I might even have a YouTube or my habit, 410 00:13:30,760 –> 00:13:31,360 a manual, 411 00:13:31,360 –> 00:13:32,440 but once I get into it, 412 00:13:32,440 –> 00:13:32,770 I say, 413 00:13:33,040 –> 00:13:33,940 it’s just crazy. 414 00:13:33,940 –> 00:13:35,140 I’m just going to go hire a plumber. 415 00:13:35,680 –> 00:13:35,890 You know, 416 00:13:35,890 –> 00:13:36,910 this is not what I do. 417 00:13:38,050 –> 00:13:39,730 And some people will think about it too. 418 00:13:39,850 –> 00:13:41,020 And if you can do that, 419 00:13:42,040 –> 00:13:45,430 uh, I think what you’ll see is that you’ll be able 420 00:13:45,430 –> 00:13:46,110 to, could work more. 421 00:13:46,140 –> 00:13:47,710 These leads that you think you lost. 422 00:13:48,340 –> 00:13:50,530 And what I mean by that is when you do it 423 00:13:50,530 –> 00:13:51,970 too, don’t give up too quickly. 424 00:13:52,030 –> 00:13:54,880 Usually takes seven touches for somebody to make a decision, 425 00:13:55,330 –> 00:13:56,530 to buy or hire somebody. 426 00:13:57,490 –> 00:13:57,880 And so, 427 00:13:57,880 –> 00:13:58,120 you know, 428 00:13:58,150 –> 00:13:59,950 I always let them make 12 or 13. 429 00:13:59,950 –> 00:14:03,910 And then also the third day when I was about running 430 00:14:03,910 –> 00:14:05,440 those by the first 30 days, 431 00:14:05,440 –> 00:14:06,940 and then the 13th one, 432 00:14:06,940 –> 00:14:07,600 Oh, have like, 433 00:14:08,170 –> 00:14:08,500 you know, 434 00:14:08,500 –> 00:14:09,280 we’re here for you. 435 00:14:09,280 –> 00:14:09,910 If you need anything, 436 00:14:09,910 –> 00:14:10,750 you have any questions, 437 00:14:10,900 –> 00:14:11,680 give us a call. 438 00:14:11,770 –> 00:14:12,310 If you don’t, 439 00:14:12,310 –> 00:14:13,600 if you have a lawyer already, 440 00:14:14,050 –> 00:14:15,870 you had a disregard this restaurant. 441 00:14:16,960 –> 00:14:18,100 Uh, and that’s the deal. 442 00:14:18,130 –> 00:14:18,520 People say, 443 00:14:18,520 –> 00:14:19,780 well, you don’t want to brass them. 444 00:14:20,140 –> 00:14:20,950 Well, they don’t want to get, 445 00:14:21,070 –> 00:14:23,740 if they got somebody at whatever it wasn’t subscribed. 446 00:14:24,760 –> 00:14:26,790 And ideally some people, 447 00:14:29,160 –> 00:14:30,840 some, some people will, 448 00:14:33,240 –> 00:14:33,450 you know, 449 00:14:33,450 –> 00:14:35,310 might wait six months before they hire a lawyer. 450 00:14:35,580 –> 00:14:37,410 Uh, and let me tell you, 451 00:14:37,410 –> 00:14:39,300 what’s going to happen all your competition. 452 00:14:39,310 –> 00:14:41,730 Any of the lawyers I talked to have long steps forgot 453 00:14:41,730 –> 00:14:42,060 about them. 454 00:14:42,660 –> 00:14:45,380 And if you’re still sending them an email or two, 455 00:14:45,390 –> 00:14:45,750 I’ve never, 456 00:14:46,860 –> 00:14:47,780 then you think to go higher. 457 00:14:47,800 –> 00:14:48,990 When they get into a quandary, 458 00:14:49,440 –> 00:14:49,950 the lawyer, 459 00:14:50,550 –> 00:14:52,580 it just talked to him one time and told them, 460 00:14:52,670 –> 00:14:53,960 okay, call us back. 461 00:14:53,960 –> 00:14:56,210 If you need us or the one that keeps sending them 462 00:14:56,210 –> 00:14:57,380 information over, 463 00:14:57,470 –> 00:14:59,180 over a period of months, 464 00:14:59,760 –> 00:15:02,150 it’s always there in the top of their mind. 465 00:15:03,230 –> 00:15:07,490 I think it’s pretty clear that be they only hire you. 466 00:15:07,910 –> 00:15:12,830 So what I’m saying is don’t give up too easy and 467 00:15:12,830 –> 00:15:14,750 you can also like if you’re doing mail or something, 468 00:15:14,750 –> 00:15:15,920 you could create a shock at all, 469 00:15:15,920 –> 00:15:17,540 package to mail potential class. 470 00:15:17,540 –> 00:15:19,640 If you’ve got a book a year, 471 00:15:19,640 –> 00:15:23,240 I had 45 frequently asked questions about social security disability. 472 00:15:23,240 –> 00:15:23,540 I said, 473 00:15:23,540 –> 00:15:26,040 I’m gonna clear out a magnet that you would have a 474 00:15:26,120 –> 00:15:27,290 mouse pad made. 475 00:15:27,770 –> 00:15:30,470 I had a foot grant that made about a timeline for 476 00:15:30,470 –> 00:15:31,340 social security. 477 00:15:32,030 –> 00:15:33,230 I’d sent them all this stuff, 478 00:15:33,410 –> 00:15:35,150 uh, in the end, 479 00:15:35,150 –> 00:15:35,930 you’ll notice that I was like, 480 00:15:35,930 –> 00:15:36,470 I got only about, 481 00:15:36,470 –> 00:15:38,990 we appreciate referrals and I have my, 482 00:15:39,000 –> 00:15:40,790 you can call it 24 hour, 483 00:15:40,810 –> 00:15:42,020 seven days a week. 484 00:15:42,680 –> 00:15:44,930 Uh, so the deal was, 485 00:15:45,350 –> 00:15:45,860 you know, 486 00:15:45,890 –> 00:15:48,620 this is impressive to people and I’ve got there and I’d 487 00:15:48,620 –> 00:15:49,580 send them that book. 488 00:15:49,970 –> 00:15:51,590 Then I’d send them another thing says, 489 00:15:51,590 –> 00:15:53,840 listen, I sent you the 45 questions. 490 00:15:54,440 –> 00:15:54,980 They help. 491 00:15:55,460 –> 00:15:57,650 If there’s any other questions that you have that you didn’t 492 00:15:57,650 –> 00:15:58,310 see in there, 493 00:15:58,700 –> 00:16:01,550 uh, feel free to give us a call or email us. 494 00:16:01,640 –> 00:16:03,800 And we’ll give you the answer the best, 495 00:16:03,800 –> 00:16:05,030 what have absolutely free. 496 00:16:05,690 –> 00:16:08,030 So this way you’re nurturing this, 497 00:16:08,030 –> 00:16:08,750 this, uh, 498 00:16:10,820 –> 00:16:11,480 this lead, 499 00:16:11,540 –> 00:16:13,700 and you’re going to convert more leads than your competition. 500 00:16:14,090 –> 00:16:16,520 And then you always want the install chat on your website 501 00:16:16,550 –> 00:16:21,410 because that shows the studies have shown that increases your conversion 502 00:16:21,410 –> 00:16:22,280 by about 15, 503 00:16:22,280 –> 00:16:27,740 18%. And you’ve got to respond online inquiries within three to 504 00:16:27,740 –> 00:16:28,580 five minutes. 505 00:16:28,730 –> 00:16:29,750 And if you can’t do it, 506 00:16:29,780 –> 00:16:31,790 I see a lot of lawyers spend a lot of money 507 00:16:31,790 –> 00:16:36,080 on pay-per-click or these different things are bad leads that are 508 00:16:36,080 –> 00:16:39,320 aligned, and they don’t the way I wrote to. 509 00:16:39,320 –> 00:16:41,780 And they don’t understand why they’re not getting their cases and 510 00:16:41,780 –> 00:16:44,240 they blame the vendor and it’s the lawyer’s fault. 511 00:16:45,890 –> 00:16:46,880 And he can’t do it. 512 00:16:46,910 –> 00:16:49,460 If you don’t have somebody to be watching it 24 seven, 513 00:16:49,460 –> 00:16:53,960 then you need to hire company a Smith or communications, 514 00:16:53,960 –> 00:16:55,820 or do it for you and probably some other companies, 515 00:16:56,300 –> 00:16:58,250 but they will actually call these people back. 516 00:16:58,280 –> 00:17:00,830 You can have them forwarded to them during the day, 517 00:17:00,830 –> 00:17:03,050 or even on weekends and holidays. 518 00:17:03,050 –> 00:17:06,110 However you want to do it and they’ll do it for 519 00:17:06,110 –> 00:17:07,160 you because he heard the deal. 520 00:17:07,160 –> 00:17:07,420 He said, 521 00:17:07,420 –> 00:17:08,240 well, that’s expensive. 522 00:17:08,780 –> 00:17:09,500 Just think about it. 523 00:17:09,530 –> 00:17:11,750 If they just bring you one extra case a month, 524 00:17:11,780 –> 00:17:13,310 they molded paper yourselves. 525 00:17:13,820 –> 00:17:14,960 If they bring you two cases, 526 00:17:14,960 –> 00:17:16,430 they’ve made you a hell of a profit. 527 00:17:18,260 –> 00:17:20,360 And I guarantee you that you’d miss it more than you 528 00:17:20,360 –> 00:17:23,000 think, whatever you think you’re missing, 529 00:17:23,060 –> 00:17:23,870 which most lawyers like, 530 00:17:23,880 –> 00:17:25,070 they never missed anything. 531 00:17:25,610 –> 00:17:26,600 But I would guarantee you, 532 00:17:26,600 –> 00:17:27,710 depending on the size of your practice, 533 00:17:27,710 –> 00:17:30,380 you miss anywhere from one to 25 cases a month, 534 00:17:31,190 –> 00:17:33,410 uh, because of this one day. 535 00:17:35,660 –> 00:17:36,380 And like I said, 536 00:17:36,380 –> 00:17:37,070 after hours, 537 00:17:37,130 –> 00:17:40,220 you better have somebody that either do it, 538 00:17:41,240 –> 00:17:47,090 or have a call after hours call center to have everything 539 00:17:48,320 –> 00:17:50,400 forwarded to phone after hours. 540 00:17:51,510 –> 00:17:52,620 If you can’t afford that, 541 00:17:54,510 –> 00:17:55,320 that’d be an email. 542 00:17:56,430 –> 00:17:57,480 Whatever that email is, 543 00:17:57,480 –> 00:17:59,400 they’re appealing to have that go to your phone too. 544 00:17:59,910 –> 00:18:01,050 So you can have it on your phone. 545 00:18:01,650 –> 00:18:02,490 If you can afford it, 546 00:18:02,580 –> 00:18:04,490 I would tell you to get an after hour service and 547 00:18:04,500 –> 00:18:06,540 then it have some property of where they deal with it. 548 00:18:06,600 –> 00:18:10,530 Unless it’s certain criteria you buy in a broken bones, 549 00:18:10,530 –> 00:18:11,820 hospital, scars, 550 00:18:11,910 –> 00:18:13,230 death cases, 551 00:18:13,620 –> 00:18:14,940 catastrophic cases, 552 00:18:15,660 –> 00:18:16,140 you know, 553 00:18:16,140 –> 00:18:17,130 or if it’s a, 554 00:18:17,280 –> 00:18:17,530 you know, 555 00:18:17,530 –> 00:18:17,910 a big, 556 00:18:17,950 –> 00:18:18,430 a big, 557 00:18:18,540 –> 00:18:18,900 you know, 558 00:18:18,900 –> 00:18:21,600 if it’s the domestic case and it’s a lawyer or wife 559 00:18:21,600 –> 00:18:23,070 or a doctor’s wife called it, 560 00:18:23,580 –> 00:18:23,820 you know, 561 00:18:23,820 –> 00:18:24,750 something like that. 562 00:18:25,560 –> 00:18:26,580 If it’s a criminal case, 563 00:18:26,580 –> 00:18:27,510 if it’s something big, 564 00:18:27,540 –> 00:18:28,740 like a murder case or, 565 00:18:28,830 –> 00:18:29,290 you know, 566 00:18:29,440 –> 00:18:30,450 big drug case, 567 00:18:31,290 –> 00:18:32,220 not a speeding ticket, 568 00:18:32,460 –> 00:18:33,450 I guess is what I’m saying. 569 00:18:33,630 –> 00:18:35,130 So you can set your own criteria. 570 00:18:35,790 –> 00:18:37,980 Uh, the daily doesn’t mean you don’t have ways. 571 00:18:37,990 –> 00:18:38,550 They have to be you. 572 00:18:38,550 –> 00:18:39,480 If you’ve got associates, 573 00:18:39,540 –> 00:18:40,950 what we used to do at my promise, 574 00:18:40,950 –> 00:18:42,990 we rotated around a lawyer. 575 00:18:42,990 –> 00:18:43,350 Got it. 576 00:18:43,470 –> 00:18:44,940 Even though we had outside of servers, 577 00:18:45,510 –> 00:18:47,010 we had it where they could go to them live. 578 00:18:48,000 –> 00:18:49,980 And we just had a Bardot film and we just pass 579 00:18:49,980 –> 00:18:52,200 it around each week from Monday morning, 580 00:18:52,260 –> 00:18:53,730 eight o’clock to the next Monday morning, 581 00:18:53,730 –> 00:18:54,300 nine o’clock. 582 00:18:55,110 –> 00:18:56,400 Uh, and you can do that. 583 00:18:56,700 –> 00:18:58,260 I think they would do it with their staff about this 584 00:18:58,260 –> 00:19:00,210 lawyers, whatever you can do, 585 00:19:00,210 –> 00:19:01,080 whatever you can afford, 586 00:19:01,110 –> 00:19:02,370 whatever works in your law firm. 587 00:19:04,050 –> 00:19:06,660 But the deal is here is that you’ve got to respond 588 00:19:06,660 –> 00:19:10,470 quickly after hours because somebody is your competition is I promise 589 00:19:10,470 –> 00:19:13,590 you. So here’s the deal is, 590 00:19:13,680 –> 00:19:13,890 you know, 591 00:19:13,890 –> 00:19:15,930 we told you all these different ways to increase your conversion, 592 00:19:15,940 –> 00:19:19,140 but if you could just increase your conversions by 10%, 593 00:19:19,950 –> 00:19:21,990 you can see a massive increase in your revenue. 594 00:19:22,200 –> 00:19:22,590 I mean, 595 00:19:23,910 –> 00:19:27,150 say like you’re getting 10 leads a week and you set 596 00:19:27,150 –> 00:19:28,200 up two new cases, 597 00:19:28,350 –> 00:19:28,770 save one. 598 00:19:28,770 –> 00:19:30,600 If you could make three cases, 599 00:19:30,600 –> 00:19:32,010 instead of 20% conversion, 600 00:19:32,010 –> 00:19:35,580 you got 30% conversion and you average these 10,000 601 00:19:35,580 –> 00:19:36,480 that’s 40,000 602 00:19:36,480 –> 00:19:36,930 a month. 603 00:19:36,990 –> 00:19:39,120 That’s almost a half a million dollars. 604 00:19:40,740 –> 00:19:42,630 And we even talked about increasing leads. 605 00:19:43,830 –> 00:19:45,420 So this is just a pickier inch, 606 00:19:45,420 –> 00:19:47,580 which if you increase your ratio from 10 per week to 607 00:19:47,580 –> 00:19:48,330 12 per week, 608 00:19:48,390 –> 00:19:49,320 just 2%, 609 00:19:50,580 –> 00:19:51,360 well, 20%, 610 00:19:51,390 –> 00:19:51,870 excuse me. 611 00:19:52,170 –> 00:19:56,130 But there’s two leads on top of this and increased conversion, 612 00:19:56,130 –> 00:19:59,160 right? It would look like this 12 leads, 613 00:19:59,160 –> 00:20:01,080 20% conversions to go forward. 614 00:20:01,500 –> 00:20:02,580 If you increase this, 615 00:20:02,640 –> 00:20:03,750 there’ll be 1.4 616 00:20:04,110 –> 00:20:05,310 open cases for a week. 617 00:20:05,970 –> 00:20:07,590 And the average fleet would be 10 K, 618 00:20:07,860 –> 00:20:10,110 uh, that’ll be 14,000 619 00:20:10,110 –> 00:20:12,660 times 50 to be $728,000. 620 00:20:13,710 –> 00:20:16,320 So you can see that it’s, 621 00:20:16,320 –> 00:20:21,320 uh, that small hand is going to open large doors that 622 00:20:21,330 –> 00:20:22,020 really can. 623 00:20:22,260 –> 00:20:22,800 Uh, and I mean, 624 00:20:22,830 –> 00:20:24,840 I’ve got even get in some other numbers where I can 625 00:20:24,840 –> 00:20:25,320 show you. 626 00:20:26,010 –> 00:20:27,420 Then if you increase your, 627 00:20:27,490 –> 00:20:31,530 your average fee by a 1%, 628 00:20:32,070 –> 00:20:33,930 you decrease your cost, 629 00:20:33,930 –> 00:20:38,460 the pudding of getting a case completed by 1%, 630 00:20:39,180 –> 00:20:42,420 and you decrease your overhead by one more set that can 631 00:20:42,420 –> 00:20:44,430 increase your profits by nothing percent. 632 00:20:45,030 –> 00:20:46,170 I know you’re not going to believe this, 633 00:20:46,170 –> 00:20:50,260 but I’m actually going to do a seminar in October. 634 00:20:50,260 –> 00:20:50,880 We’ll grab on, 635 00:20:50,980 –> 00:20:54,430 I call it the seven labors of cash and there’s seven 636 00:20:54,430 –> 00:20:54,940 different things. 637 00:20:54,940 –> 00:20:57,550 You can go up and down one or 2% and make 638 00:20:57,580 –> 00:21:00,100 a heck of a difference in your profitability. 639 00:21:00,850 –> 00:21:02,950 Uh, and like I said, 640 00:21:02,950 –> 00:21:04,870 small hand just can open really large doors. 641 00:21:06,070 –> 00:21:08,770 So if you model your conversions religiously every day, 642 00:21:08,800 –> 00:21:10,480 wake him up for the next 90 days. 643 00:21:10,480 –> 00:21:11,230 I promise you, 644 00:21:11,650 –> 00:21:13,570 you will see a spike in your signups. 645 00:21:13,570 –> 00:21:14,350 I promise you, 646 00:21:14,710 –> 00:21:18,010 and now more than ever with this uncertain times, 647 00:21:18,640 –> 00:21:20,110 you really want to be on top of this. 648 00:21:20,110 –> 00:21:22,480 You can not afford to lose a case. 649 00:21:23,260 –> 00:21:28,210 I promise you so it’s not just you, 650 00:21:28,210 –> 00:21:28,750 but you get it. 651 00:21:28,750 –> 00:21:29,170 Like I said, 652 00:21:29,170 –> 00:21:31,270 you gotta get your whole law firm involved and make it 653 00:21:31,270 –> 00:21:31,870 a priority. 654 00:21:31,960 –> 00:21:32,710 But like I said, 655 00:21:33,220 –> 00:21:34,240 if it’s not important to you, 656 00:21:34,240 –> 00:21:35,530 that’s not going to be important to them. 657 00:21:35,920 –> 00:21:37,270 If they know you’re inspected, 658 00:21:37,330 –> 00:21:38,320 they’re going to respect that. 659 00:21:40,570 –> 00:21:42,820 And I would put a monthly goals and increase your conversion. 660 00:21:42,880 –> 00:21:43,780 And if you do it, 661 00:21:43,870 –> 00:21:44,080 you know, 662 00:21:44,080 –> 00:21:47,020 give them a pizza party or do something or make a 663 00:21:47,020 –> 00:21:49,840 big deal or give them a gift certificate to a restaurant, 664 00:21:50,660 –> 00:21:54,370 whatever. But the deal is a warn them for it. 665 00:21:55,210 –> 00:21:56,980 Um, and then, 666 00:21:57,040 –> 00:21:58,930 uh, I don’t like giving them money, 667 00:21:59,410 –> 00:22:01,210 uh, per se, 668 00:22:01,210 –> 00:22:03,760 because I think then of their sign up cases that they 669 00:22:03,760 –> 00:22:05,590 shouldn’t. Uh, 670 00:22:06,250 –> 00:22:07,390 but as the law firms do it, 671 00:22:07,480 –> 00:22:09,010 and then if they sign up something that he ended up 672 00:22:09,010 –> 00:22:09,490 turning now, 673 00:22:09,490 –> 00:22:11,650 later, they take away the Mo you know, 674 00:22:11,650 –> 00:22:13,390 twice as much money for that case. 675 00:22:13,820 –> 00:22:14,980 I guess you could do it that way, 676 00:22:15,280 –> 00:22:17,320 but I let them do more like a team deal. 677 00:22:17,920 –> 00:22:21,880 So everybody’s working together and not individual that makes everybody work 678 00:22:21,880 –> 00:22:22,990 together. Cause they won’t go. 679 00:22:23,200 –> 00:22:25,660 They won’t let cries at those gift certificates. 680 00:22:25,660 –> 00:22:27,280 They won’t be taken out or whatever, 681 00:22:29,530 –> 00:22:30,310 but the key, 682 00:22:30,310 –> 00:22:30,970 this whole deal, 683 00:22:30,970 –> 00:22:32,800 that’s getting your whole team to buy into it. 684 00:22:34,540 –> 00:22:36,070 So in Pinellas new, 685 00:22:36,140 –> 00:22:38,110 we restructured the whole pillar. 686 00:22:38,140 –> 00:22:40,870 And if you’re a Pilgrim member and you hadn’t been in 687 00:22:40,960 –> 00:22:42,610 your boat in two or three months, 688 00:22:43,090 –> 00:22:46,150 I implore you to go there because we’ve got this whole 689 00:22:46,150 –> 00:22:49,510 new program where we go really deeper into this and August 690 00:22:49,630 –> 00:22:53,350 also going deeper into increasing your leads with a small budget 691 00:22:53,470 –> 00:22:54,880 and increasing your average fee. 692 00:22:56,080 –> 00:22:57,520 And I can give you a little bit increase. 693 00:22:57,520 –> 00:23:01,420 Your, your average fee is different for contingency based case like 694 00:23:01,420 –> 00:23:04,360 an injury case versus a domestic criminal case. 695 00:23:04,870 –> 00:23:06,400 But they both give me increase. 696 00:23:07,510 –> 00:23:08,680 It’s just a stay on me, 697 00:23:08,740 –> 00:23:12,130 how much you can make a profit at the end of 698 00:23:12,130 –> 00:23:12,400 the year. 699 00:23:13,570 –> 00:23:15,970 So if you’re not a member, 700 00:23:16,060 –> 00:23:20,680 uh, I would implore you to go to for join. 701 00:23:21,130 –> 00:23:23,680 We have a 90 back money back guarantee. 702 00:23:24,250 –> 00:23:25,180 Uh, you know, 703 00:23:25,180 –> 00:23:26,020 so you really, 704 00:23:26,050 –> 00:23:27,400 all the risk is on us. 705 00:23:27,970 –> 00:23:28,930 Um, you know, 706 00:23:28,990 –> 00:23:29,950 cause we really don’t want you, 707 00:23:29,950 –> 00:23:30,940 but if we’re not helping you, 708 00:23:30,940 –> 00:23:31,780 we don’t want you buddy. 709 00:23:32,470 –> 00:23:36,610 Uh, so people or four slash join. 710 00:23:36,730 –> 00:23:37,570 And then lastly, 711 00:23:38,210 –> 00:23:39,280 I mentioned his own, 712 00:23:39,280 –> 00:23:41,410 your own October 15th to the 17th, 713 00:23:41,410 –> 00:23:44,380 I’m going to do what I’ve never done before. 714 00:23:44,470 –> 00:23:46,760 I’m going to have to go into detail and 11 keys 715 00:23:46,760 –> 00:23:47,740 to rapidly grow it. 716 00:23:47,750 –> 00:23:49,010 And it’s giving you a little farm. 717 00:23:49,700 –> 00:23:50,870 Uh, uh, 718 00:23:51,320 –> 00:23:53,660 there’s a webinar on our website, 719 00:23:54,410 –> 00:23:55,940 count to three barriers to growth. 720 00:23:56,120 –> 00:23:57,950 And I got to do these three barriers. 721 00:23:59,120 –> 00:23:59,540 And then, 722 00:23:59,600 –> 00:24:02,660 uh, talk to me about the four things you gotta concentrate 723 00:24:02,660 –> 00:24:04,470 on when those four things you concentrate on, 724 00:24:04,520 –> 00:24:07,730 there’s actually 11 keys or secrets out of those four things 725 00:24:07,760 –> 00:24:08,240 that I, 726 00:24:08,390 –> 00:24:11,120 that I’ll preach about and actually thought this, 727 00:24:11,120 –> 00:24:11,720 talk about it, 728 00:24:11,720 –> 00:24:13,820 but actually show you how I’m going to have templates. 729 00:24:13,820 –> 00:24:14,990 Some will have forms. 730 00:24:15,710 –> 00:24:16,730 We’re going to go through it. 731 00:24:17,480 –> 00:24:18,560 We’re going to work through it. 732 00:24:19,250 –> 00:24:20,270 You don’t have workbooks, 733 00:24:20,660 –> 00:24:21,710 even though it’s virtual. 734 00:24:22,400 –> 00:24:24,380 Um, we’ll send you with workbooks before we start. 735 00:24:25,010 –> 00:24:27,830 Uh, it’s going to be probably the most in depth, 736 00:24:28,700 –> 00:24:31,700 uh, seminar I’ve ever done. 737 00:24:31,970 –> 00:24:35,150 Uh, and the reason I’m doing it is because I think 738 00:24:35,150 –> 00:24:36,590 now more than ever the longest needed, 739 00:24:37,820 –> 00:24:38,780 uh, and like I said, 740 00:24:38,780 –> 00:24:40,010 it’s gonna be a virtual opiates. 741 00:24:41,210 –> 00:24:43,040 Uh, but I won’t and I’m giving back, 742 00:24:43,070 –> 00:24:44,450 even though it could be, 743 00:24:44,450 –> 00:24:48,440 I could charge like 1600 thousand dollars at least 5,000 744 00:24:48,440 –> 00:24:49,070 for this event, 745 00:24:49,910 –> 00:24:50,900 but I want to give back. 746 00:24:50,900 –> 00:24:51,560 So the pill, 747 00:24:51,560 –> 00:24:52,010 my members, 748 00:24:52,010 –> 00:24:55,160 it’s two 97 and two, 749 00:24:55,160 –> 00:24:56,090 a non pill. 750 00:24:56,090 –> 00:24:56,540 My members, 751 00:24:56,540 –> 00:24:57,650 if all 93 of them. 752 00:24:58,100 –> 00:24:58,880 And like I said, 753 00:24:59,000 –> 00:25:00,050 uh, like everything, 754 00:25:00,050 –> 00:25:00,910 we do this a bit, 755 00:25:00,910 –> 00:25:03,380 it’s got an ironclad guarantee to after the first day, 756 00:25:03,800 –> 00:25:05,360 you’re not completely satisfied. 757 00:25:06,260 –> 00:25:07,850 We’ll give you a full refund. 758 00:25:08,030 –> 00:25:08,930 No questions asked. 759 00:25:09,770 –> 00:25:10,730 So if you have any, 760 00:25:10,730 –> 00:25:13,220 uh, this is where you go to get into that pill 761 00:25:13,220 –> 00:25:15,380 or four slash growth maximizer. 762 00:25:15,920 –> 00:25:17,240 Uh, tell you more about it, 763 00:25:17,960 –> 00:25:19,100 uh, what we’re going to be covering, 764 00:25:19,100 –> 00:25:19,880 not covering, 765 00:25:20,600 –> 00:25:21,520 uh, and, 766 00:25:21,520 –> 00:25:21,990 uh, uh, 767 00:25:23,420 –> 00:25:24,950 it it’s really a no brainer. 768 00:25:25,100 –> 00:25:26,420 Uh, what have you got to lose? 769 00:25:26,720 –> 00:25:27,740 Because if you’re having problems, 770 00:25:27,740 –> 00:25:29,420 now I ask you these two questions. 771 00:25:30,530 –> 00:25:31,250 Are you going to, 772 00:25:32,630 –> 00:25:36,080 how much money would you have lost in a year or 773 00:25:36,090 –> 00:25:36,800 three years from now? 774 00:25:36,800 –> 00:25:37,250 If you hit, 775 00:25:37,250 –> 00:25:38,320 do not go to this a bit, 776 00:25:38,350 –> 00:25:39,920 learn how to out of scale, 777 00:25:39,920 –> 00:25:41,540 your law firm or, 778 00:25:41,540 –> 00:25:42,950 or, or one to three years, 779 00:25:42,950 –> 00:25:44,780 you’re still figuring out how to solve your problem and I’m 780 00:25:44,780 –> 00:25:46,490 scaling or growing your loan from. 781 00:25:46,830 –> 00:25:48,290 Are you gonna be able to sleep any better? 782 00:25:48,450 –> 00:25:49,610 Are you going to be less stressed? 783 00:25:49,610 –> 00:25:50,300 I don’t think so. 784 00:25:51,590 –> 00:25:52,820 Really. So to me, 785 00:25:52,820 –> 00:25:53,660 it’s a no brainer. 786 00:25:54,260 –> 00:25:56,090 Uh, fell is not that expensive. 787 00:25:56,210 –> 00:25:58,310 And plus you get a hundred percent money back guarantee. 788 00:25:58,430 –> 00:26:00,680 So I really can’t see what anybody in the world, 789 00:26:01,580 –> 00:26:03,860 uh, would not take. 790 00:26:03,920 –> 00:26:05,120 Take me up on his offer. 791 00:26:05,780 –> 00:26:06,800 Smile, boggling it. 792 00:26:06,950 –> 00:26:08,060 Everybody don’t want to do it. 793 00:26:08,660 –> 00:26:11,360 Uh, we are going to fill out when we have 500 794 00:26:11,360 –> 00:26:13,250 seats. So I have for you to do it. 795 00:26:14,060 –> 00:26:15,420 That’s it for now? 796 00:26:16,490 –> 00:26:17,630 Do we have any questions? 797 00:26:18,910 –> 00:26:19,690 No questions. 798 00:26:19,690 –> 00:26:20,260 As of yet, 799 00:26:20,290 –> 00:26:21,850 folks, if you have questions for Ken, 800 00:26:21,850 –> 00:26:24,850 please use the Q and a icon on the zoom software. 801 00:26:25,180 –> 00:26:27,280 I’ll read the questions off to Ken and he’ll give you 802 00:26:27,280 –> 00:26:27,700 an answer. 803 00:26:33,970 –> 00:26:35,270 Well, it must’ve been crystal clear, 804 00:26:37,840 –> 00:26:38,350 I guess so. 805 00:26:38,350 –> 00:26:39,430 Nope. Yeah. 806 00:26:39,430 –> 00:26:39,640 I mean, 807 00:26:39,640 –> 00:26:41,350 the deal is you just got to do this stuff, 808 00:26:42,070 –> 00:26:42,370 you know, 809 00:26:42,370 –> 00:26:43,030 it’s not rocket. 810 00:26:43,620 –> 00:26:44,310 It’s really not. 811 00:26:48,150 –> 00:26:50,220 So no questions yet. 812 00:26:50,850 –> 00:26:51,240 All right. 813 00:26:53,040 –> 00:26:54,360 Well, if we have no questions, 814 00:26:57,060 –> 00:26:59,930 Oh, well I hope everybody got something out of this and 815 00:26:59,940 –> 00:27:00,230 a hug. 816 00:27:00,230 –> 00:27:02,540 Somebody to take me up on this. 817 00:27:02,610 –> 00:27:03,540 There’s a bit here. 818 00:27:03,540 –> 00:27:04,110 I think he can. 819 00:27:04,180 –> 00:27:05,430 It, I think it’s a game changer. 820 00:27:05,430 –> 00:27:06,090 I really do. 821 00:27:06,810 –> 00:27:07,230 But actually I, 822 00:27:07,230 –> 00:27:07,740 nobody is. 823 00:27:07,740 –> 00:27:08,400 I don’t think. 824 00:27:08,490 –> 00:27:09,060 And uh, 825 00:27:09,120 –> 00:27:12,690 you really got nothing to lose more and more money and 826 00:27:13,350 –> 00:27:13,950 more freedom. 827 00:27:14,010 –> 00:27:14,820 You can lose all of that. 828 00:27:14,820 –> 00:27:15,450 If you don’t gun, 829 00:27:15,840 –> 00:27:17,580 uh, if you don’t lock it, 830 00:27:17,580 –> 00:27:19,080 it’s not a good bit first day. 831 00:27:19,170 –> 00:27:20,250 We’ll just give you money back. 832 00:27:20,370 –> 00:27:21,030 No big deal. 833 00:27:22,320 –> 00:27:24,120 So right, 834 00:27:24,120 –> 00:27:25,590 Eric, until next time, 835 00:27:25,800 –> 00:27:28,170 this is Ken Hardison dedicated to your success. 836 00:27:28,200 –> 00:27:29,580 Thank you all for so much.