Ken Hardison shares what three numbers are absolutely necessary to grow your law firm.1
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All right.
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Well, today I want to talk to you about numbers.
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And I was thinking about what to do this month.
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And, you know,
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there’s a lot of the,
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and a lot of people in the last three or four
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months since March,
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uh, with the COVID and some lawyers or experiencing a drop
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in revenues,
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a lot of lawyers are doing okay on revenue,
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but their problem is they’re really to have the numbers are
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down significantly cases signed up.
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And so they will start feeling that if you’re a PI
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or disability or worker’s comp,
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or are you going to build that if at any time
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contingency or are you going to build it down the road?
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So I think now more than ever is important for you
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to know your numbers and the question I get a lot,
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every time I talk about this is what number should I
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be looking at?
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So today we’re going to look at the top three to
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five numbers that you really should be looking at,
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uh, on a weekly basis and some of them even on
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a daily basis.
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So let’s get started.
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So, so here’s the day when you really can’t build an
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efficient, proper law firm.
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If you don’t know your numbers,
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you know,
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how are you going to know how you’re doing?
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Like, I’ve always said,
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you cannot manage what you cannot measure and you measure it
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includes, you know,
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numbers. But the big question,
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like I said,
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is always going to ask is what are the critical numbers
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that you’ve got to know and got to be able to
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try to increase or decrease to as critical to your success.
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So you offer success,
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your probability.
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So I want to say,
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I want to look at the top three numbers.
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You must know.
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I mean,
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if you don’t have anything else,
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you’ve got to know these and you want to strive to
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improve every day in your office,
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that the doors are open.
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You really,
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this is like the thing.
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This is the bedrock of the Eddy law firm.
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If you want to take it to the next level,
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or you want more profit,
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you want more cases.
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You better be looking at these three numbers and notice 300
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words or leads,
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conversions and average feed by case type.
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So there’s really only three ways to increase your revenue.
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You can increase the cases that you can increase your average
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fee, or you can lower your overhead.
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So I’m not gonna talk about overhead,
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you know,
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pretty simple,
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you know,
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you just go through your P and L and look at
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everything and it’s not making you money.
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You ditch it.
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I mean,
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that’s, that’s the bottom line.
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Uh, they don’t take a rocket scientist.
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You know,
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if you don’t have the habit,
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don’t do it.
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So you can increase your cases two different ways.
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Uh, you know,
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the cases that you open up,
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uh, you can increase your number of leads and prospects by
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either doing some marketing program,
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increasing your referrals,
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spending more money,
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uh, whatever it is that you can get more leads,
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uh, or you can increase your conversion rate on the leads
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that you already have,
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or you could increase your conversion rate on the leads that
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you have,
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plus the new ones that you would bring in.
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And like I said,
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you’d increase your leads by advertising marketing,
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or increasing your referrals.
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Uh, but this takes time and money.
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I think the low hanging fruit really is,
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this is where everybody,
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every law firm I’ve ever been to on a console.
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This is one of the main things that I’ve tried to
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really, before I leave,
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because this is where the low hanging fruit is.
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This is where you can see the biggest increase in your
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cash flow in your profitability and your revenue.
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So the key is to know the numbers,
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only on these only these conversions,
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we gotta track it every day,
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online and offline.
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And so you have some software that can do it for
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you. There’s stuff out there like lead docket.
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There’s some case management systems that have it.
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I mean,
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we used to have needles.
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We can do it with that.
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You got low rulers,
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you got a long Maddix,
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you got so many different ones.
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Now, a CLIA,
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I’ve got one that they bought out from,
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uh, another company.
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Uh Lexicata uh,
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there’s just so many different ones out there.
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You just need to pick the one that best fits your
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budget and your type of practice.
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And if you can’t afford it right now,
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didn’t just take this.
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And if you don’t have one,
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if you’ll email me a kid at pill it up,
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or, and to say a daily intake tracking form,
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I’ll, I’ll,
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I’ll, I’ll get one of our girls that email it to
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you, but you gotta have something on of system.
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You know,
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if I could,
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when I first started,
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this was a system I use,
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I had a,
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I created a clipboard and my receptionist will take this down
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every day and then make a copy of it and give
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it to me at the end of the day.
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And then she could be out of file that would get
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home. So you really got to keep up with it.
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And here’s the deal.
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If the staff knows you’re there,
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that you’re inspected,
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they’re gonna respect it.
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Like I said,
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people respect what you inspect.
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So like I said,
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this paper can be form.
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It could be a digital,
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but you got to keep it every day on every new
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prospect. So let’s look at some way.
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So then you can look at that and see,
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you got to have a bit,
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you know,
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a baseline so that you can see where you’re at.
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And then you want to try to see if you can
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increase those conversions.
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So let’s talk about some ways you can increase them.
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Well, one thing you can do is,
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is, is have scripts where you stay up,
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either set appointments.
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If it’s a deal where you got to have appointment,
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or, or either sign it up right there with DocuSign or,
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or text,
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he could do it with text the devil.
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They got so many programs out there by his and DocuSign.
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And it’s just,
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there’s no reason to,
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you know,
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uh, and it’s not that expensive,
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no reason for you not to do it because you gotta
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hit the,
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you gotta strike while that orange pot in,
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uh, uh,
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and if you go make a poor minutes,
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don’t make up for two weeks away,
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uh, get your staff,
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you know,
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get in.
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When you get to see somebody within 24 hours,
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um, people now are used to instant gratification.
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It’s not like it used to be 10,
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20 years ago.
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Uh, you know,
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they won’t ask the answers as to,
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you know,
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ratification. And if you can’t give it to them,
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they’ll go to some other law firm,
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the can.
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So you’ve got to impress upon your staff,
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your receptionist,
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and then you got a call center people.
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Or, uh,
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of course there’s does intake or appointment setter.
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That urgency is the key.
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Is this so urgent that they’d be origin.
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I can’t stress that enough.
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And like I say,
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when you inspect it cheat every day,
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or whether it’s a program or whatever,
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that’s going to let them know that you’re looking at it
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and you need to ask questions.
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I mean,
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like I used to have a big deal where I wanted
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to know if somebody referred me a case and we signed
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up. If they didn’t put the person’s name to refer to
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it, I would make them,
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I’d give them,
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make them go back and call that person that new class
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and get that information for me.
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Uh, because I wanted to be able to write a thank
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you note.
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So I did that two or three times.
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Everybody learned how to do it.
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And they were sometimes at the person that remembered the person’s
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name and that’s okay.
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But the deal was,
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I was impressed upon them.
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That that was important to me because if it’s not important
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to you,
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it’s not going to be important to you.
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I can tell you that right there.
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So it starts with you as deleted or from,
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uh, whether you be the office manager or the manager partner
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or what,
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and then here’s the other deal that I’ve seen anybody,
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dude. Well,
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one thing is the pretty scripted responses to common objections.
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And what I’ve found is a really like,
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there’s a bunch of different objections,
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but the top three they’re probably make up 90% of the
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objections. Why people do it?
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How are you writing it or set up Pullman?
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Right? Man is number one.
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They need to talk to somebody like their spouse,
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the kids,
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the father,
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the grandfather,
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somebody before they make that decision,
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they don’t want to make an old girl.
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The second,
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what it is is that they’re really the shop at rail
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and they’re trying to make it like a decision.
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And then the third reason is they go see if they
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can do it themselves,
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see what,
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you know,
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how to go see what happens if they don’t hire a
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lawyer, can they do this and save a bunch of money?
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And if you can have written responses for that,
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you know,
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like, you know,
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at this pocket,
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he says,
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I need to tell him it was like,
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well, let’s go ahead and sign you up.
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And if you know,
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the deal is you can fire us.
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You don’t want to listen to anything,
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you know,
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three days from now or whatever,
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or whatever to you talk to you,
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the person you need to talk to.
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If you shop around for lawyers,
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you want to give them,
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create this thing.
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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.
