106: How to Let Your Client Services Coordinator Take Your Intake Initial Consult and Close Process


Manage episode 293280634 series 2914144
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We are walking through the initial consult to close process with the dynamic duo of Peter Gilbert, Founding Attorney of HighPoint Law Offices, and Loren Frasco, Client Services Director.

Lauren shares how she uses a 15-20 minute initial client triage call to start to develop the client relationship while getting basic information and determining if the client will be a good fit for the firm. She also uses this call to set expectations for the in-person meeting that comes next in the process.

Then we dive into how the in-person initial consult meeting is structured and the critical role Lauren plays in keeping the process moving forward.

We also discuss the challenges that some attorneys and client services coordinators face when quoting fees because they don't view themselves as "salespeople."

Listen through for tips at the end to help you enroll your client services coordinator and other team members into having more client interaction.

What You Will Learn in This Episode

03:43 What to cover in the Client Triage Call

10:46 How a Script can help keep your intake calls on track

17:42 How the initial consult meeting is structured

23:03 What to do with the LSA when the client is ready to sign

26:39 The benefits of having your client services coordinator in the meeting along with the attorney

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