In this episode, Steve Fretzin and Michael Strauch discuss:

• Why lawyers are averse to sales. 
• The top 3 things to do during the initial intake phone call. 
• Building trust, listening with empathy and skillfully getting information. 
• Honing your persuasion (and sales) skills that were learned in law school. 

Key Takeaways:

• Clients are the lifeblood of your practice. If you can’t bring them in, you don’t have a practice. 
• Build relationships with your clients from the very first call. 
• If you don’t know what the pain point is, you haven’t ever gotten to the emotional component, and you’re less likely to get the sale. 
• During the intake call, be very clear about what the next steps are going to be. 

"People make emotional buying decisions and justify it with logic." —  Michael Strauch

Episode References: 

• The 4-Hour Workweek by Tim Ferriss: https://www.amazon.com/4-Hour-Workweek-Escape-Live-Anywhere/dp/0307465357

Connect with Michael Strauch:  

Website: https://www.theclosingroom.com/

Email: [email protected]

YouTube: https://www.youtube.com/@theclosingroom

LinkedIn: https://www.linkedin.com/in/michael-patrick-strauch-mps-28403864/

Twitter: https://twitter.com/mpsthesalesguy

Instagram: https://www.instagram.com/strauchyy/

Get your free resources here: https://theclosingroom.com/podcast

Thank you to our Sponsors!

Legalese Marketing: https://legaleasemarketing.com/

Moneypenny: https://www.moneypenny.com/us/

Practice Panther: https://www.practicepanther.com/

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: [email protected]

Book: Legal Business Development Isn't Rocket Science and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

Show notes by Podcastologist Chelsea Taylor-Sturkie

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.