One of the conclusions that I’ve reached as a client intake expert is that as we become more successful, we move away from what brought us success in the first place. Most successful personal injury attorneys started out hungry. And that hunger resulted in hustling. And I mean the type of hustling portrayed in the movies: Hospital visits, hand-holding, personal relationships, strong customer service… (you get the picture).
When you are a hungry attorney and money is needed (not only wanted), there is nothing going to stop you from converting a claimant into a client. And it’s that attitude that propels many to success.
Here’s the problem: As we become successful, clients no longer become needed. They only become wanted. That change in mentality breeds content. And that contentment reveals itself in the way we handle our leads. Simply put, there is a HUGE difference in the way we treat our INTAKE process when we only want to sign clients.
Don’t believe me? Start opening up some Intakes that you wanted to sign and failed to do so. Look at the attempts that you made. Look at the follow-up frequency. Listen to what was said to the caller. Look at your response time. Would a hungry attorney have done the same thing? We both know the answer.
I’m a strong believer that you can immediately start to sign A LOT of cases if you start to spend A LOT of money. But I’m an even stronger believer that if you want to maximize your sign up percentage, you need to begin thinking like a hungry attorney. And you need to start implementing procedures that are consistent with this mentality. Don’t believe me? That’s okay. Look over your shoulder. Here comes a hungry attorney looking to sign the same claimant you are. Good luck!
An attorney and intake expert, Gary Falkowitz is the former Managing Attorney at Parker Waichman LLP. Today he is the Managing Partner at the FalkowitzLaw Firm in New York, and Founding Attorney at Maximum Intake Consulting, Inc. He can be reached at (844) 629-4682 in New York.