Welcome to the Modern Law Practice course on intake and consultations for Law Firms
Raise your conversion rates to 50%
If you haven’t been taught how to handle intake and consultions, then you’re doing it wrong. That’s not YOUR fault: nobody teaches you how to do it, what to say, what tools to use, and how to tweak your results to make your law firm more profitable.
In this 36-lesson video course, you’ll learn how to optimize your intake system, decide whether you want an internal or external intake team and exactly how to evaluate their performance. You will get sample scripts, job descriptions, and mock recordings you can use to train your team. If your law firm has a steady supply of leads and you are not getting enough clients, or you are getting the wrong clients, this course will change your firm and change your bottom line.
Once intake is optimized, it’s time to learn how to retain each and every client you want. The materials in this course will teach you how to make your potential client know, like, and trust you as quickly as possible and then give you the tools to seal the deal or close the sale. You will learn how to overcome objections like, “I don’t have any money.”
Each video lesson is packed with material to help you bring in more clients through intake, develop the tracking system to keep your numbers on target, how to hack your consultations to bring in the clients YOU want, and how to adjust your numbers with a course correction.
Lessons include the following sections:
How to use this course
- The lifecycle of a client journey
- What’s a Marketing Funnel
- Should YOU be handling Intake?
- What is a lead?
- Why your admin can’t do intake
- What is the relationship between Admin and Intake
- How to hire an intake person
- How to train an intake person
- Leveraging Role Play
- Outsourced intake team
- Avoiding isolation in your intake team
Intake Technology and Tracking
- Technology Tools For Tracking
- Intake Technology and KPIs
- Using Technology to Automate Your Intake
- Maximizing Technology for Remote Work
- Intake Technology Choices
- Choosing A Phone Provider
- Using Acuity to Schedule the Team
- Intake Key Performance Indicators
- Using Slack to Track Caller Activity
- What to do if your numbers are off
- Moving from intake to consultations
- Learning to influence your clients
- People love to buy
- Deciding if you want the case
- Biological Hacks in Consultations
- High Stakes Psych Hacks
- Using the Closing Prop
- Overcoming Objections
- 15 Tips to Optimize Your Consultations
Intake Specialist Training (For Admin)
- Introduction to Intake Specialist Terms
- Techology Tools in Intake
- Ethical Rules and Tips for Intake
- Overcoming Objections
- Typical Family Law Cases
- What to do if you need more help
Attorney and Instructor
Owner of Modern Law, Billie has been teaching attorneys around the country how to increase their revenues through systems and technology. She helps attorneys avoid the fears and traps commonly associated with the feeling of “sales” when working to bring new clients on board.
Attorney and Instructor
Chad Burton has been bringing his technology and systems expertise to attorneys since 2013, after running his own law firm in Ohio. He has successfully helped firms around the country set up the online and offline tools they need to keep track of data, and to use that data to grow their client base – and bottom line.
All Access All Year
Learn how to raise your conversions to 50%. This gives you access all year!
How to Use This Course
The course will cover all things intake, consultations and related technology. Learn about your instructors and how best to use the course materials.
The Life Cycle of the Clients Journey
The client’s journey includes a series of questions and decisions they must make before they hire a lawyer. How can you help the client remove barriers to hiring.
The Marketing Funnel
The marketing funnel for potential clients begins with those who need a lawyer, those who contact the firm, those come in for a consultation, and ultimately, hire.
Should You Be Handling Intake?
Your biggest priority is getting clients if you’re a solo practitioner or new to the business. But if you have all the work you can handle, it’s time to start talking about getting an intake person.
What is a lead?
A lead is anyone who contacts your law firm who has a problem within your area of practice and in your jurisdiction. Doesn’t matter if they can afford it.
Why your admin can’t do intake
A common mistake that law firms make is to have an admin assistant process intake, along with many other tasks, including drafting documents, helping clients, talking with the court, etc. Intake is an entirely separate role that needs focus.
What is the relationship between Admin and Intake
This lesson explains the interplay between admins and intake, including effectively using virtual receptionists. Love your virtual receptionist? So do we!
How to hire an intake person
If you have decided you want to hire an intake person for your office, congratulations. Let’s break down what this job should be about. Remember, this is a full time sales position.
How to Train An Intake Person
Once you have your intake person, they need proper training. They need to understand their job, their role, and have the time, experience, and skills to perform
Leveraging Role Play
Role play is key to great training of your intake team. You’ll want them to listen to calls and practice all your lines and scenarios. Identifying patterns helps a ton!
Outsourcing your intake team
Modern Law Practice has created a dedicated outsourced intake team to tackle the challenges an internal intake team. You can take advantage of of our system and our team.
Avoiding Isolation in your intake team
It is critical to support your intake team. Regular meetings, access to data and celebration should be a regular part of your intake management.
Intake Technology and Tracking
Technology Tools for Tracking
There are so many tech options when it come to tracking data for intake. The most important thing when it comes to tech and intake is to fully using it to track data.
Intake Key Performance Indicators
What should you be looking for to measure performance? Tracking Key Performance Indicators (KPIs) for intake will help you better understand your leads.
Using Technology to Automate Your Intake
One of the best uses of automation in your law firm is streamlining the intake process with tools. We show you how to get the most out of the tools you’re using. This lesson takes you through all your options for automating data entry.
Maximizing Technology For Remote Work
You know how important it is to learn how to conduct as much business as possible with remote technology. Flexibility and tracking is key. This video looks at the tools you can use to make sure your office has the flexibility and options you need.
Intake Technology Choices
This lesson looks at making choices about the technology you use, whether it’s the attorney or office manager. Cost is just one factor in the equation.
Choosing A Phone Provider
Is your phone provider scalable as you grow? Will your bandwidth match the phone services and features? These are all questions to ask as you set up your intake system.
Using Acuity To Schedule The Team
A simple calendar is not enough to use for scheduling your clients. Acuity allows for online schedule directly from your website, and it can take payments when a consultation is made, making it easier for an intake specialist.
Using Slack To Track Caller Activity
What is Slack and why do we use it? Here’s where you can put automation to work. Slack can be connected to all your tools to keep your team instantly updated with the communications they need to succeed.
What to do if your numbers are off
Tracking your intake numbers will help you identify problems with your intake and consultation process. This lesson shows you how to interpret your data so you can control your growth and income.
Moving from intake to consultations
Now it’s time to concentrate on converting consultations to clients, and you’ll be looking at the number of people you work with vs the number of people that hire.
Learning to influence your clients
The consultation forms the basis of the relationship you and your clientwill have. Rethinking this and your ability to influence is a skill you can learn
People love to buy
People love to buy. It’s your job to be exactly what they want. Learn how to you can be retail therapy and get cast in the best supporting actor role.
Deciding if you want the case
Spot red flags before you take on a case. But remember that you can create promoters in your consultations even for people who don’t hire you.
Biological Hacks in Consultations
Most of the time we make decisions with our primitive brain and we’re not even aware why that is. Or why we’re choose one thing over another.
High stakes psych hacks
There are several ways to help a client with the emotional rollercoaster of their case. High stakes psych techniques will create quick bonds.
Using the closing prop
Never, EVER, close a consultation without using the closing prop. It’s sets expectations,, demonstrates professionalism, gets buy in, and helps assure you get the sale.
The objections are always the same. No matter what the objection, the techniques you use will be consistent. Master these to get more immediate hires.
15 tips to Optimize Your Consultations
Follow these 15 rules for a perfect the consultation. Some may spark light bulbs with ideas, others are just intuitive. Follow the rules to get more clients.
Intake Specialist Training
Introduction to Intake Specialist Terms
The Intake Specialist is the face of the firm and the voice of the firm. You are the person every potential client speaks with before ever stepping foot in the office. So your role is extremely important. This lesson introduces you to the common terms that you’ll be hearing throughout the course, that will be critical to your success in the law office.
Technology Tools in Intake
In this lesson, you’ll learn about which technology systems we use, how to use them and what they’re for. You may not use exactly the same things we use, but you’ll want to use the major pieces we talk about here in order to ensure your success. As you succeed, you’ll be helping your law firm team succeed.
Ethical Rules and Tips For Intake
Ethics are a key driver in a law office. We concentrate on the most important things which are to not give legal advice, to keep client information confidential, and to properly put all of the information you receive in your office systems.
Overcoming the no is as easy as knowing what to say and how to say it. Sure it won’t work all the time, but these phrases will help you improve your ability to schedule that consultation. With practice, it gets easy.
Typical Family Law Cases
You’ll need to know the terminology and context of family law cases. This section walks you through the typical things you’ll hear, and need to understand in order to have a conversation with a potential family law client.