Mining Your Client List for Wage and Hour Cases

Wage and Benefits expert Alan Crone of the Crone Law Firm of Memphis explains how your can use existing clients to find more revenue for your 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. September 9, 2020