Getting Potential Clients to “Yes”

March 19-20, 2020
The LAB @ Denver
Price: $995

About The Event

Attorneys spend lots of money on planning and implementing marketing plans. They spend countless hours developing relationships with referral sources. The goal of these efforts is to have a potential client book an initial consultation appointment to meet with the attorney and hire them.

However, when it comes to conducting that initial consultation where hiring decisions are being made many attorneys “wing it” and hope their legal knowledge and personality will close the deal for them. The result is often confusion, the donation of free legal advice by the attorney and vagueness as to the attorney/client relationship moving forward.

This workshop is designed to ensure the initial consultation follows a distinct and repeatable process that results in positive and clear results for both parties while focusing the meeting on the potential client’s problems.

During this workshop, we will work together to help attendees identify the communication style that is most comfortable for the potential client and focus the meeting on their concerns both legal but also emotional.

Attendees will leave the workshop with a script to follow for all future initial consultations. Additionally, attendees will receive feedback from their peers and the instructors. We will also conduct monthly post-course web meetings with attendees to ensure they are mastering the techniques and keep them accountable.

This is a hands-on workshop specifically limited to only 12 attendees to ensure each attendee receives a personalized, one-on-one experience. Register today to secure your spot!
 

The Speakers

chuck terry - sandler
Chuck Terry
SalesGrowth MD, Inc.
jim-circle
Jim Wolverton, J.D.
ElderCounsel
Nicole Nixon
Nicole Nixon
ElderCounsel

Thursday, March 19, 8:30 a.m. – 5:00 p.m.

08:30
-
09:00
Welcome and Overview
09:00
-
11:00
Communication Styles
This session will cover how people communicate. Communication is the cornerstone of having your prospective clients become paying clients. We will use the DiSC model of behavior to teach you how to better express yourself so that your message is received by your prospect. The DiSC model is a simple tool that’s been helping people to connect better for over thirty years. We will cover the different styles and how to communicate with each: D – Dominance; I – Influence; S – Steadiness; and C – Conscientiousness. You will take the assessment prior to the course and then we will help you understand your style. Most importantly we will teach you how to identify and communicate with other styles effectively.
11:00
-
12:00
Consumer Behavior
During this session attendees will learn the psychological triggers that push potential clients to take action. We will explore the psychological components of buying behavior and start to build the foundations on which we will build an initial meeting process.
12:00
-
01:30
Lunch
01:30
-
05:30
The Initial Meeting Process
We will explore a process you can use for every initial meeting that will focus on the client.

First, laying out expectations for the initial meeting will put the client at ease and create an equal relationship as to the goals of the meeting and what the potential client can expect.

Second, we will teach you to focus your questions on the potential client’s reason for coming to see you. This knowledge will allow you to hone your solutions without overwhelming them. This will also lead you to only accept clients that have legal issues you can solve and weed out those that are not a good fit for your practice.

Third, you will learn strategies for explaining solutions in common terms and using effective stories to help them understand why your solution is the right answer.
05:30
-
06:30
Happy Hour

Friday, March 20, 8:30 a.m. – 3:30 p.m.

08:30
-
10:30
Adapting the Process for Developing Referral Sources
You will learn how to identify the untapped network of people all around you that trust you, like you and would be more than happy to help you grow your business and get more clients. Once you have identified those people in your life, we will cover how to communicate with referral sources to ensure they are sending you potential clients that are ready to hire you.
10:30
-
12:30
Social Media as Part of a Growth Strategy
We will teach you how to use social media as a tool to increase your reputation as an expert in your community as well as how to expand the network of professionals who will push clients to your door. We will work with you to create a step by step strategy to leverage the power of social media as a business growth opportunity.
12:30
-
01:30
Lunch
01:30
-
03:30
Implementation
We will also take time to workshop these steps in an interactive setting so you will leave the course with actionable changes to implement into your initial meetings once you return home.

Event Sponsors

Interested in sponsorship opportunities with ElderCounsel? Click here for more information.

Space is limited to 12! Register today!

Getting Potential Clients to “Yes”

March 19-20, 2020 |  The LAB @ Denver

Event Location: The LAB @ Denver, 999 18th Street, Suite 1155 N, Denver, CO 80202

Denver Accommodation & Activity Recommendations

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