How to get over: “Another attorney cut his fees to just 25%”

One thing that Intake Specialists have a hard time dealing with is objections and stagnations from potential new clients. As I wrote earlier, most Intake Specialists come from a call center or customer service center; They don’t have a solid sales background, so when they get stuck or objected, they usually drop the call and let the potential customer get away.

In fact, this week I was monitoring calls from a client company I work with, and when a person called to cancel the day after signing the contract, the IS (Intake Specialist) literally said:

“It is perfectly fine to take your time. Our agreement gives you three days to cancel and if you are not comfortable with our firm, you can definitely leave …”

Seriously, she said, “You can go”! In fact, he went on for over 3 minutes telling this prospect that he should “take your time and it’s perfectly fine if you decide to go elsewhere …”

I’m not making it up. This is literally the number of Intake Representatives dealing with objections or deadlocks. And in your legal admissions department, your representatives get their share day after day. Ask yourself, how many of these positions sound familiar to you?

“I want to think about it.”

“I need to speak to my spouse first.”

“I want to read the contract before signing.”

“Your rates are too high.”

“Another lawyer said he would do this for only 25%”

“I want to get a second opinion.”

“I’m just looking right now.”

“I’m not sure I need a lawyer.”

I know they sound familiar because your team receives these positions over and over again. I promise you, if your intake team has not been trained to deal with these objections effectively, then they will sound like the example above, and your new case, and the accompanying fees, will walk out the door. with them.

The good news is that you can stop losing cases like these by providing your intake team with proven and effective answers to address and overcome these and other objections and deadlocks. Let me show you how:

If your prospect tells you that XYZ’s attorney is willing to cut his fees to 25%, instead of his 33%, simply respond with:

“Well, (first name), if my new attorney were willing to quickly cut his fees just to get my case, then I’d be worried that he would lower the settlement amount just as quickly to get paid.

“I don’t know about you, but I’d rather have a lawyer who works hard for me, is strong in negotiations for me, and gets me the best deal I can get. Isn’t that the kind of lawyer? Do you want to fight for your own too? settlement? “

[Once you get buy in, close the case!]

“That’s right, so put us to work for you today. We’ve won over $ 50 million for our clients and that’s the kind of success I know you’re looking for. Here’s what we need to do …”

How much more effective would your team be if they used scripts like that?

This is just one example of the types of scripted rebuttals we provide to our clients’ firms. Teams that go through training finally have the tools to close cases and bring them back to their company rather than letting them go elsewhere. And this type of proven skills training can lead to 40% or more increases in conversions for your business.

Plus, once your intake reps have gone through our proven training and have effective scripts like these, their confidence increases and they perform better in all areas of their job. It also makes it easy to hire and onboard new reps and make them productive much faster. This, in turn, helps you retain good reps and know how much that matters for the growth and stability of your intake department.