Your law firm’s success or failure this year will not be determined by how much money you spend on marketing, how many leads you get, or even how much you charge for your services. It will be determined by how solid your intake is and how effectively you can convert prospects into paying clients. Join us for this information-packed webinar and set your law firm on the right track.

1. 10 Ways to Drastically
Increase Lead Conversion
#LeadConversion

2. ABOUT MYCASE
Web-BasedLegalPracticeManagementSoftware
Built as a complete platform, MyCase offers features that
seamlessly cover all the daily functions that a modern, small
law firm requires in one place at an affordable price.
Just $39/month per attorney
$29/month per paralegal or staff

3. MYCASE WEBSITES
Jumpstartyour marketing
• Modern, professional design built for your firm
• Social media and blog integration
• Complete integration with MyCase
• Basic SEO

4. ABOUT STEPHEN FAIRLEY
 CEO of The Rainmaker Institute—the nation’s
largest law firm marketing company that
specializes in helping small law firms generate
more referrals and convert more leads
 Nationally recognized expert on lead
conversion and intake for law firms
 Developed the first automated lead
conversion follow-up system for attorneys
 Trained, consulted and coached over 15,000
attorneys
 Secret shopped over 1,000 law firms
 Academically trained as a Clinical
Psychologist
 International best-selling author of 12 books
and 10 audio learning programs
 World traveler: Visited over 41 countries and
taken 15 cruises
www.TheRainmakerInstitute.com

5. 10 WAYS TO
DRASTICALLY
INCREASE
LEAD
CONVERSION
© 2015 by The Rainmaker Institute, LLC. All rights reserved

6. THE SUCCESS OR FAILURE OF YOUR
LAW FIRM IN 2015 WILL NOT BE
DETERMINED BY…
 The number of leads you get
The quality of those leads
The size of your average case
The average cost per client
acquisition

7. Your success or failure will be
determined by
Your Intake Department
&
Your Ability to Convert
more leads into better cases!!

8. HOW GOOD ARE
YOU AT INTAKE &
LEAD CONVERSION?

9. POLL QUESTION
Who answers the phone at your office?
I have a receptionist/paralegal
I (the attorney) answer the phone
We use a call center
Everyone is responsible for answering
the phone
No one. We almost never answer our
phone.

10. Goes way beyond using tracking
phone numbers!
Starts with the initial contact with your
law firm
Continues until they sign up as a
client
INTAKE & LEAD CONVERSION

11. 2015 INTAKE SURVEY
We secret shopped 165 law firms!
Here are the results:
90 firms answered the phone by identifying
the firm’s name (versus saying “law firm…
please hold”)
Only 52 of the firms expressed any type of
“expertise” in the area we called about
(“we’re good at that” or “yes, we handle
that kind of case all the time” or “yes, we
can certainly help you”

12. 2015 INTAKE SURVEY
 104 of the firms never asked for our
name! (63%)
 118 never asked for our phone number!
(71%)
 Only 7 asked for our email address!
96% did not!

13. 95 of the staff do NOT know your correct
website address ….without having to put
us on hold to look it up!
Only 65 of the staff showed any
compassion, empathy or even tried to
build rapport with us!
61 of the firms didn’t even say “thanks for
calling” at the end of the call!
2015 INTAKE SURVEY

14. Asked if they had a website I could look at.
‘No he doesn’t have one, but you can just
Google ‘divorce attorney’ and there are
plenty of sites for you to look at.’
"I was placed on hold for more than 2 minutes
because the receptionist wasn't sure if they
handle serious injuries (motorcycle accident
which may result in amputation).
She returned after another 2 minutes and
blind transferred me to voicemail!"
2015 INTAKE SURVEY

15. I said I’m looking for a divorce attorney. She
said it’s $35 for the consult and $250 per hour
if we take the case. I wanted you to have the
price just in case you’re looking for other
attorneys. Never took my name or number.
Asked her for a website. Put us on hold for a
minute came back and gave us the wrong
website!
We looked it up and it was for a competitor in
the same building!
2015 INTAKE SURVEY

16. “I left my contact information and asked for
an attorney to call me, but almost 2 weeks
later we are still waiting for a call back!”
I told the receptionist I was referred to the
firm by another attorney who said I have a
good case but needed a great attorney.
She said, I’m sorry, but we aren’t accepting
any new clients.” WTH!?!
2015 INTAKE SURVEY

17. When we asked “why should I hire your
attorney/law firm?” most responses were:
“Our attorneys are pretty good”
“I believe he has 20 years of experience,
but you can go on the website & find out.”
What’s the website? “I don’t know. It’s not
the firm name so I always forget.”
“Well, our attorneys seem to know what
they’re doing.”
“I’m not sure I would!”
2015 INTAKE SURVEY

18. Each call was graded on a “10” point
scale.
The high score was 100%! (1 law firm)
The average score was 46%!
90 firms scored below 50%
45 scored 0%
Can you do better?
2015 INTAKE SURVEY

19. FREE SECRET SHOPPER CALL
www.bit.ly/shopmyfirm
Free secret shopper call
Free written report
Free consult

20. Currently, here is what your
intake & follow up looks like…
IMPROVE YOUR INTAKE!
FIX YOUR FOLLOW UP!

21. 1. Practice the “5 Min Follow Up Rule!”
Research based on
3.5 Million leads from
over 400 companies
—by Velocify.com
HOW TO IMPROVE YOUR CONVERSIONS

22. Your chances of qualifying
an internet lead
drops by 400%
when your response time slows from
5 to 10 minutes!
HOW TO IMPROVE YOUR CONVERSIONS
“Speed-to-call is the single biggest driver of
lead conversion!” —Leads360 Study

23. HOW TO IMPROVE YOUR CONVERSIONS
2. Never, ever make an Attorney or a Paralegal
responsible for follow up!

24. HOW TO IMPROVE YOUR CONVERSIONS
3. Try NOT use an outsourced call center during
business hours. Exceptions include:
- Handling calls on nights, weekends and holidays

25. HOW TO IMPROVE YOUR CONVERSIONS
4. Train an existing team member to answer the
phone correctly using the step-by-step Rainmaker
Intake University System!

26. HOW TO IMPROVE YOUR CONVERSIONS
5. When you’re getting over 30-50 leads per
month, hire a dedicated Client Intake Specialist
IN YOUR LOCAL OFFICE!

27. HOW TO IMPROVE YOUR CONVERSIONS
6. Give them a performance bonus incentive for
every appointment who shows up.

28. POLL QUESTION
How many times do you or your staff usually
call back a lead?
Once
Twice
Three times a lady
More than three

29. 7. Call every lead 6 times before giving up!

30. 8. trying to close over the phone!
3 Goals for every call:
Assess the Quality of the Lead vs DNQ
Show Compassion & Empathy and Build Rapport
Set the Appointment!!

31. POLL QUESTION
Do you charge for a consultation?
Yes, always.
No, never.
Sometimes. It depends.

32. 9. quoting prices over the phone!
 It only encourages price shopping
 It doesn’t allow you to BUILD VALUE 1ST
 It reinforces how you are the SAME as everyone else

33. 10. Track conversion rates for appointments by PHONE
versus IN PERSON appointments.
Law Firm in Denver with 5 attorneys
92 Leads 100%
65 Appts Set 71%
55 Showed Up 85%
7 Hired at IC 13%
6 Hired Later 11%
15% of Appts by Phone
Showed Up 89%
Hired at IC 0%
Hired Later 0%
STOP DOING ANY PHONE APPOINTMENTS!
SIGN UP 15% MORE CLIENTS PER MONTH!
24%

34. Bonus!
11. Track conversion rates for everyone who does ICs!!
DUI Jay Jeff Will Tom
% of Consults 25% 25% 25% 25%
Hired @ IC 20% 20% 17% 40%
Hired Later 0% 0% 17% 40%
TOTAL
HIRES
20% 20% 34% 80%
STOP giving any consults to Jay & Jeff.
GIVE all their consults to Tom.
EARN AN EXTRA $60,000 PER MONTH!

35. How much $$$ are you losing right now
because of your intake?
 Do you want to double your revenues this year?
 Lead Generation is the Most Expensive way to
double your revenues!
 Lead Conversion is the Most Efficient way to
double your revenues!
 You can double your Lead Conversion rates in
a matter of months!
 Stop throwing your money away on more leads!
INTAKE & LEAD CONVERSION ARE CRITICAL

36. IMPROVE YOUR INTAKE!
FIX YOUR FOLLOW UP!

37. CONTACT US
MyCase
www.MyCase.com
support@mycase.com
800-571-8062
Get 10% Off Your First 6
Months of MyCase:
Promo Code:10LED15

38. Stephen Fairley
The Rainmaker Institute®
888-588-5891
Stephen@TheRainmakerInstitute.com
www.TheRainmakerInstitute.com
Thank You!