Increase The Number of Clients You Retain Without Chasing Leads
Let’s get into the topic: positioning yourself as an applied expert in the mind of your potential clients. What can this do for you? Well it can definitely help you increase the number of clients you retain, and you can do this without chasing more leads. Since a lot of you work on contingency and most attorneys will, let’s say take a third, 33 percent – and if they go to trial, 40 percent – in some cases if you have the right positioning, you can ask for a higher contingency percentage and get it. So maybe you’ll go from 33 to 36 percent, or 40 to 45 percent. That could mean thousands more in your pocket; you are doing good work, there’s no reason not to try to get it if you can get it. The whole goal of this marketing is also to attract potential clients to you and not chase them – no one wants to chase people, no one likes to be pitched; and I’m sure as we go through this speech a lot of you are going to be thinking, ‘well I don’t want to bother my potential clients’. Well the way we do it is not to bother them, but to give them valuable information and to attract them and entice them to call us back. Much, much better that way. A lot of people tell me, ‘oh this guy’s out there spending millions, how can I compete with them?’ Well these strategies are going to help you compete with the big boys. Yes, there is room in every market. I don’t care if people are spending millions of dollars a month – there’s room, you can compete, don’t fear this.
Retaining At Least Four to Five More Clients A Month Is The Desired Goal
Alright so when I talk about getting you more clients, what is more clients? Well let’s say you talk to 30 potential clients a month, and you retain an average of 12 of them. So getting 30 out of 30 is impossible – it’s just not going to happen. But if you’re getting 12 out of 30, there’s no reason these strategies can’t get you up to 15 or even 17 out of 30. Now you tell me, without spending much additional money, what would four or five more retained clients a month mean to you? What would it mean to your bottom line? Do I dare say it would be worth at least 10,000 dollars or more a month to you. So this is some valuable information. Again, please listen up – we’re going to get into it right now.
Alright let’s look at a typical auto accident case – and I’m going to tell you this because I want you to understand what goes on in the mind of your potential clients. You may not have realized this but let’s say we’ve got someone; their car was totaled, they don’t have gap coverage so they have a 5000 deficit they’ve got to pay in order to get the new car. They’re re-rendered, so it’s not their fault – the person that re-rendered them had good coverage, 100 grand, bodily injury. Their coverage is minimal, let’s say 25 grand. But they’re badly hurt; they’ve got broken ribs, punctured lung, they’re out of work for nine months. They’re in a lot of pain. Their medical bills are 45 grand and rising – it’s actually at the level of what they make in a year; it’s become a very scary thing to them. The other party’s insurance company is hounding them for a statement, trying to lock them in. Their own family is bugging them to hire a lawyer saying, ‘hey man you’re really hurt; you need to hire somebody to get money’.