Many attorneys are excellent advisors and uncomfortable closers. They explain the law well, then leave the consultation without asking the prospect to hire them.
Many attorneys are excellent advisors and uncomfortable closers. They explain the law well, then leave the consultation without asking the prospect to hire them.
Professional training rewards accuracy and caution. Asking for a decision carries social risk, so the conversation is avoided. This is sales reluctance, and it responds to diagnosis and practice more than to a sales script.
Follow your jurisdiction's rules of professional conduct. This training addresses conversation behavior, not advertising or solicitation rules.
It is clear communication about next steps.
Yes, especially where the attorney handles intake alone.
See legal intake sales training.
Related reading: Execution gap · The 13 R2R archetypes · Sales reluctance for financial advisors
Dr. Jeffrey Scott Stanton, DCH is the former EVP of Learning & Development at Douglas Elliman Real Estate and the founder and Chief Learning Officer of R2R Diagnostic Group, where he helps real estate organizations and agents diagnose and fix the behavioral patterns behind inconsistent performance.
The R2R Assessment identifies which pattern is actually running and what to do about it. Take a look at the assessment, or book a conversation.