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: hello@theclosingroom.com
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/
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Practice Panther: https://www.practicepanther.com/
Connect with Steve Fretzin:
LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: Steve@Fretzin.com
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.
The post Michael Strauch: Emotion-Driven Consultations and Intake appeared first on FRETZIN, INC..