Transformation: Win clients for life, and build constant referral machine.

Intro: Your business is all about your clients. It's not about your staff, it's not about you, your income, your needs or desires.

1. Importance of clients for life

A. They are 20% of the people who make up 80% of your revenue.

B. You have already earned their business, don't lose it.

C. They are your fans, cheerleaders and your law practice's best friends.

2. Question your clients

A. What are their fears?

B. What are they expect from you?

C. How often do they want to hear from you?

3. Set expectations

A. It is better NOT to have a dissatisfied client -- Rule of 250

B. Lower unreasonable expectations from the start.

C. Explain best/worst case scenarios.

4. What do clients want?

A. It's all about them, not you.

B. They want to trust you.

C. They want you to care

5. Client referrals

Email

Newsletter monthly

Birthday

Check-ups

Call to action: Be client-focused. From your first telephone conversation, to your first and last meetings. Your clients will trust you if they know you know what they expect and you deliver on your promises. Manage expectations from the start so you can and will deliver. It is better not to have a client, rather than having a dissatisfied one.

Thank you for listening to the podcast. If you think it was worthwhile, the only thing I ask you to do is go to iTunes, subscribe to the podcast and get us a five star rating. Additionally, recommend fellow attorneys to the podcast, like us on Facebook, follow us on Twitter and, more than anything else, send suggestions, questions and ideas for future episodes.

Need to train your staff and make your office into an endless money machine? We can help with personalized evaluation and training. Text Thom Goolsby at 910-262-7401.