Last week I met with 6 prospect families and each is now a new client of my law firm.
I'm not telling you this to brag, I'm telling you this because I want you to take a moment to imagine the freedom you would experience if you could have the same certainty I do that when a prospect schedules an appointment to meet with me, that they will almost certainly become a client.
I also want you to realize that it wasn't always this way for me. Quite the opposite.
When I first started out, my "yes" rate was a dismal 50%. And, my cancellation rate was nearly 50% as well. That meant that a huge amount of my energy and resources were spent preparing for prospects who would never show up and then meeting with people who weren't going to become clients.
It was a drain on my time, my energy and my wallet.
And, if this is what you are experiencing, I want you to know that focusing all of your energy on changing this experience will have tremendous rewards.
When you can predict the number of people who will engage your law firm in a given month based on the number of prospects you have the time and willingness to meet with, all sorts of things change.
1. You set your own schedule and work as little or as much as you want depending on your cash flow requirements.
2. You are able to make accurate financial projections so you can decide whether and when to grow your practice by taking on additional team members or spending more on marketing.
3. You enjoy your practice a whole heckuva lot more because you will be able to work with clients you like, say no to the people you don't like and all around have tons more freedom and joy in your practice.
So, how do you get there?
Well, first off, you MUST establish yourself as THE planning attorney in your community. This doesn't happen by accident.
I'll be back later this week to let you know specific strategies you can use (and already have at your disposal through your Family Wealth Planning Institute Inner Circle membership) to establish your firm as the go-to firm in your community.
Dedicated to You Loving Your Practice,
~ Alexis
PS - the new plan design sheet I am using to design my plans is available for download. It's posted on the Practice Management and Marketing Mastermind online group hosted by Google. You'll need to log in there to get it. Oh, and while you're there, take a look around and participate in the discussions about newsletters, membership programs, and marketing your practice to become known as the go-to lawyer in your community.
Not a member of the Mastermind? Get registered here.
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