Speakeasy Authority Marketing

In today's podcast I've shared a simple technique to increase your chances to get more clients.

Listen to the audio below or download it.

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Have you ever had potential clients who didn't retain your services just because they couldn't afford your fee? Well then listen to this podcast below because I have really exciting offer for you today.

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If you have ever had potential clients that said, "I can't afford your fee" or, "I am going to call someone else and try to get a lower rate" or, "Bob Smith down the street said he could do it for half of what you are charging" and you had to turn these people away, I have recently found a way for you not to have to do that and still get your full retainer and get the whole thing within 72 hours. I have recently hooked up with a lender that works as an arm of a hedge fund, name is Jason Brown of iQualify Lending. I have an interview that's going to be coming out in a couple of days with Jason, it's a 22-minute phone interview where I ask him all the questions that you are probably likely to ask him, but instead of making me wait for that, I wanted to bring this to your attention right away.

Because of my affiliation with Jason, if you call him and you want to have him fund some of your potential clients so you could offer them payment plans, I'm going to give you a special code at the end of this podcast that will save a thousand bucks if you sign up with him because of his relationship with me. What Jason's company, iQualify Lending does is as a potential client talks to you, right there and then on the phone, you could let the potential client know it's possible that I get you financing on your case. Instead of you having to pay a lump of money upfront, we might be able to get you payments of $250 a month, maybe even 200 a month. You have to have okay credit, you have to have a job and you can't be destitute but if you have those basic things, there is a good chance that we may be able to you funded.

Let's go through that application right now and there is a phone app we can do this application or website or they can go onto your website and do this application. Jason tells me it takes literally about two minutes. You will get your funding decision right then and there, so if the client qualifies, you can go ahead and do your consult and get them to retain you. By the way, this financing is exclusive to you if they do the application with you, so they can't take this financing, this money, and go to Joe Jones down the street and go with him instead. So you can let potential clients know that too. What happens is the financing company, once they approve the person, again it happens right away; they will fund your retainer.

They take a 10% fee, so let's say your normal retainer is $3,000, you will net $2,700 in your trust account within 72 hours – the whole thing. So you can represent someone and not have to worry about them stop paying because there is no recourse to you. The lender, themselves, iQualify Lending, will bug them for the payments if they don't pay and this is good because it separates you in the person's mind from the money source. If they have problems paying, you don't have to try to withdraw from the case and beg the judge to do it, you don't have to resent the person, yet still have to represent them, you don't have to call them up and say, "Hey, I need a payment from you in order to continue", you don't have to do any of that. It's fantastic and it lowers the bar tremendously on potential clients working with you.

Instead of saying, "I'm going to need $2,000 to get your case started", you can say to them, "I can get your case started for less than $500. I can get you started possibly for even $200 a month in payments". Now, that's so low a bar that the most lowball, cheap, stupid attorneys in your practice areas, in your neighborhood, that are ruining the market cannot compete with that because you'll be able to go even lower, yet get your full retainer. One other suggestion is, with this 10% fee, do not look at it as a loss. You are getting your whole retainer essentially upfront within 72 hours. Since the payments are not going to change much with a 10% difference, if you really want to add the 10% back in, so let's say you charged $3000, you don't want to net $2700, charge the person $3350 or $3300. You will net about $3,000.

The person is not going to care, their monthly payment will go from $245 to $252 a month, they are not even going to feel it and yet you'll still get all your money. So, I highly encourage you to look into this. This goes for criminal and DUI misdemeanors, possibly felonies. Jason and I are in talks about PI funding divorce, bankruptcy is probably out unless it's family members but that one probably is out but immigration, real estates, and disability etc., all these may be in. So, this is a fantastic way to help people off payment plans with you, to stabilize your cash flow, to get more clients than you otherwise would get without having to turn them away. The last thing, you'll see in the interview, the two most insightful things I got from it is, one, don't offer payment plans to people that are truly broke because they are going to be bad clients, they can't pay you, and you know that already.

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In this podcast you'll find the most overlooked and most powerful ways to get more referrals. We've tested these over and again for our attorney clients and they have produced results for almost all of them. Listen to this audio below to find out more.

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This podcast will reveal how important your admin staff & secretaries are in getting you more clients, turning potential clients into paying clients. Listen to this short audio below where I've explained how this is done.

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I am going to talk about how you can use your admins, your secretaries, your Of Counsels and anyone in your office that answers your phone to help you retain more clients and to lower price resistance and shopping from potential clients. Now, you wouldn't expect that these people can help you retain more clients but they can, and here is how. You want to give them a script, by giving them a simple script that helps position you in a more authoritative and preeminent and better light. By the time a potential client gets on the phone with you, which may only be one or two minutes away from when they normally get on the phone with you, you can appear in a much better light to that person and in a much stronger position. So here is how.

Normally when a potential client calls the law office, if the secretary answers, she'll say, "Law Office of so and so", and the person calling say, "Oh, I have this issue", and she'll say, "All right. Let me find attorney so and so, I'll transfer you". That's it, the attorney gets on the phone and off they go, okay. Here is the better way to do it. Someone calls law office, woman answers or man answers says, "Hi, Law Office of ABC. This is Mike or This is Suzan, how can I help you today?" And the person says, "Oh, I have a — I am considering getting divorced", or, "My wife wants to divorce me". So instead of saying, "Oh, let me transfer you", get some details of the case, "Oh my God, I'm sorry to hear that. That's terrible. Tell me a little bit about your case. The reason why I ask is that if I can get some details, then I could point you to the right attorney to speak to", or, "If I get some details, when I transfer you over, the attorney I'm going to have you speak to will be a lot better prepared to help your case". So, the person gives details, this and that happened, this and that's going on, now the secretary will say, "Okay. Based on what you told me, I think the best person for you to speak to is Attorney John Smith. Just to let you know, he has a board certification in family law. He's handled many, many thousands of cases a lot of them are very, very similar to what you're talking about, very similar circumstances, not same but very similar. He tends to focus on more difficult, higher level cases but he's had a lot of experience and we've had a lot of great results from clients. People seem to really like him and get along with him. I think you're going to definitely get a lot of good talking to him. So if you hold on a minute, let me get him on the line", okay.

So by the time you come on the line with a script like that, you're going to literally hear it in a potential client's voice that they're going to have less resistance, they're going to feel calmer, they're going to feel better about speaking to you because your admin or your secretary, whoever answers the phone, positioned you as an authority, they positioned you as a nice person or a good person or a good attorney that really knows their stuff, that can help them. And I guarantee you, if you do this, when you get people on the phone, you're going to hear the difference. And when it comes time to price, when it comes time to asking them to retain you, you need a lot less resistance because they feel honored in some small way to be talking to you. They feel like they're talking to a really good person. So what else can you say to help position you, some other items in the script.

So you may not have board certification, it may not even exist in your state, fine. You may have handled X hundred or X thousand cases, you may have handled cases just like theirs which the intake person can say. You may have other credentials, you may have been featuring in ABC, NBC, you may have written a book, you may have had an article on the Huffington Post. There are many, many, many credentials that the person answering the phone can give and say to the people calling that will build you up and make you look good. So, this is a short podcast here. Please put this to use, it's going to help you tremendously, like I said, to retain more. You won't have to spend anymore in marketing to do it. This works for you right out of the gate. If you want a custom script like this for your law office and for your credentials and for your circumstance, even if you have two, three, four, five, six attorneys and there are more tweaks on how to really build up certain attorneys versus others, let me know. Email me [email protected], or call 888-225-8594.

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In today's podcast I've shared my insights on how you should handle your law clients based on their different behaviors. And I've also shared my procedures of handling my clients at SpeakeasyMarketing. Click below to listen to the full audio.

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I've worked with hundreds of attorneys and law firms and with over 6 years of my attorney marketing experience I've come across many successful attorneys and a lot of unsuccessful attorneys as well.

And I've found three common traits in the most successful attorneys. Click below to listen to this audio where I've shared all 3 traits of successful lawyers.

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I understand that as a lawyer you dream of doing big things, you want to be the great lawyer and build a million dollar law practice and doing small things hardly seem to make any difference at all. But, the crazy thing about doing the small things every day is that it all adds up.

I've recorded this short audio for you that focuses on how doing small things in your law practice can make a bigger impact. Listen to the audio below or download it.

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Do you believe in short term hits? Are you addicted to short term solutions rather than long term strategies? If yes, then listen to my this week's podcast below where I have explained how short term hits like 'buying leads' can hurt your law firm's business in the long run. Click below to listen or download.

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Have you closed your mind to the possibilities? Does your stubbornness prevent you from achieving your goals and growing your law practice? Then listen to this podcast, it will help you open your mind and you would stand a better chance of creating the life you want, growing your law practice and experiencing success regularly.

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In this episode I've cleared a few points regarding the difference between free consultation. Below you can listen to this podcast and discover what we use on our clients' websites (Consultation or Strategy session) to get them more leads without spending more cash on advertising or SEO services.

Click below to listen or download.

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