In this episode, Zinda Law Group CEO and founder, Jack Zinda talks about identifying and choosing the right cases for your practice.
Discussed in this Episode:
- The initial phone call
- The screening process
- The pillars of evaluation
- Be personable
- How to say no
- When you say yes
- The next level of investigation
- Appointment only
The Initial Phone Call
When a potential client calls your firm, it may seem obvious to take the call. Yes, this may end up being a client, but more often than not, this call will end up being a case you won’t want to take. Creating a screening process will save your practice a ton of time and make your initial calls much more effective.
The Screening Process
Having the proper phone script and intake form goes a long way to help find the right client. Enabling your receptionist to use both effectively will take a lot of work off your table.
The Pillars of Evaluation
The primary benchmarks for Zinda Law are these three pillars. First, who is liable? Second, what are the damages? And third, what is the source of recovery? All three pillars must be inquired about before moving forward on a case.
Once you’ve determined that it’s time to have your initial meeting with the client, make sure to treat them like a person and not just a lawyer and client relationship. Personability and empathy go a long way to make them feel comfortable, confident in your abilities and an overall sense of trust. If this step makes you feel uncomfortable, now is a great time to practice with colleagues or use a recorder to evaluate yourself.
How to Say No
If after the initial meeting you find yourself declining the client, it’s still important to make sure that it’s handled with empathy. Leaving on good terms can net you work in the future if the client feels like you truly care about their situation.
When You Say Yes
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Just because you say yes, doesn’t mean that they will. Now is the time to pull out all the stops to show them why you’re the A+ rockstar lawyer who will get the job done. This is the time to talk about your accomplishments and awards. Do be warned though, this is still an area you should practice to avoid coming off as ignorant.
The Next Level of Investigation
This is the time when we take our three pillars of evaluation and dig a lot deeper. This includes verifying the claims of the client, getting documents and making sure that the truth is one that will result in damages awarded for your client.
It’s important to stay in consistent contact with your clients during the early stages of the case. The best way to do this is by scheduling your appointments with them. Being prepared for a call with the case notes in front of you will allow you and your client the ability to get right to the point and make these calls effective.
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