Скачать или смотреть RJon Robins: How To Convert Prospects into Profitable Paying Clients

Clients don't hire lawyers because they have legal problems. They hire them because they have personal problems. People hire elder law attorneys because they have a personal problem caused by poor planning and aging parents. No prospective client comes in because they don't intend to hire you (unless you're doing a bad job of marketing or prescreening), unless you're talking about the wrong things. Don't talk about legal. They want movement, a change, trading in where they are today for where they want to be tomorrow. You need to have a conversation with the client about their time, their money and their reputation, where they are today and where they can be tomorrow.

Aired on 6/7/16.

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RJon Robins provides high-level law firm management and marketing advice, consultation and coaching to solo and small law firms across the United States.