Key Success Factors For More Effective Lawyer Checks
How to Turn Lawyer Checks into Clients
Introduction
- Identify the lawyer and area of law that the client is looking for
- Follow the steps
- Give the caller a great impression of our service
Goals of Every Call
- Identify the purpose of their call
- Provide Disclaimer information
- Provide accurate information about the lawyer
- Clearly “sell” and explain the next steps
- Create positive impression of the service
- End on positive note to create good will
Call’s Six Basic Elements
- Introduction: Start off on the right foot
- Listening: Being sure about what you know
- Call Standards: Doing the right things right
- Conclusion: Selling the next steps
- Delivery: It’s all in HOW you say it
- Special situations: Well versed and ready
Introduction: The right start
- Appropriate and complete greeting
- Sell introduction & tone
- Called Attorney Search Network before?
- Source the call
- BE PROFESSIONAL AT ALL TIMES
***Positive impression in the first 15 – 20 seconds
KEY QUESTIONS
- Please provide me with the name of the lawyer?
- Where is the lawyer located?
- Is he/she your lawyer or where you thinking about retaining his/her services?
- What type of matter is this for?
TIP: Sometimes clients may get uncomfortable when you ask this last question. Your answer should always be “ In order for me to help you check for specific certifications & specialties I need to have this information”
DISCLAIMER
You MUST Memorize this:
- “The information that I am about to provide you does not represent or imply the legal ability, competence or our opinion in the lawyer in question.”
Certifications
You MUST Memorize this:
The State Bar of California certified in the following areas:
- Appellate Law
- Bankruptcy
- Criminal Law
- Tax law
- Workers Compensation
- Family
- Immigration
- Estate Planning
How to sale our service
Possible questions:
- How many lawyers have you talk to?
TIPS:
- If the client has not talk to anybody else you should say “What we usually recommend is for consumers to MAKE AN INFORMED DECISION… that usually means to talk to 2 or 3 lawyers before they decide who to hire. I might be able to help you find an experienced lawyer for you to compare with”
- If the lawyer that you are checking on does not have too many years of experience (less than 5), you may want to say: ”It is important that you MAKE AN INFORMED DECISION on who to hire.”
- “I can probably help you by referring you to lawyer that has more years of experience…”
How to sale our service
- If the lawyer in NOT a certified specialist and the case falls under a certifiable area of law you may want to say: “Have you talk to a certified specialist?” or “What I might be able to do is refer you to a certified specialist.”
- If the lawyers has a negative record, you may want to say: ”I definitely suggest that you talk to another lawyer before you make a decision on your case.”
- If the lawyer has a great record (e.g several years of experience and/or certified specialist) you may want to say: “I can help you find a high profile lawyer so that you can compare with… a lot of times lawyers have very different points of view about the same case."
REMEMBER
ASN is a public service certified by the California and American Bar Associations. Our lawyers are pre-screened based on State bar records, years of experience, trial experience and court appearances. For you protection the lawyers carry malpractice insurance and are subject to client performance survey
In order for a lawyer to be accepted by our service he/she needs to meet the standards of competence that were approved by the California and American Bar Associations.
VERY IMPORTANT
- If a client has a serious injury or has a wrongful death case, you need to notify the Managing Director immediately as he may be able to provide further information such as verdicts and settlements.
- Lawyer check count twice for bonus purposes.
- You should always sound as professional and impartial as possible.
Reading State Bar Records
RATINGS
You must memorize this:
- “Ratings are based on the confidential opinions of judges, trial lawyers and other peers”
Legal Ability Ratings are:
C - Good to High
B - High to Very High
A - Very High to Preeminent
V- High recommendation by peers / Meets Ethical Standards
REMEMBER
- About 40% of the lawyers are rated in the United States.
- Just because a lawyer is not rated it does not mean that he/she is a bad lawyer.
- ASN has its own rating system based on the confidential opinions of consumers that have previously use the lawyer. (Members Only)
How to sale ratings?
- If cannot find the lawyer you can say: “Just because the lawyer is not rated it does not mean that he/she is a bad lawyer; however, I may be able to help you find an experienced/highly rated lawyer.”
- If the lawyer has an AV rating you can tell the client that we can try to refer them to a high profile lawyer so that they can MAKE AN INFORMED DECISION on who is the best lawyer for their case. You can also elaborate at the fact that our lawyers are pre-screened based on state bar records, years of experience, trial experience, court appearances and ongoing performance surveys
Suggestions & Questions
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