Converting Leads to Clients: Navigating the Critical Moments in Legal Consultations

Investing heavily in marketing to create leads? Wondering why more of those aren’t converting? Or why you’re getting so much pushback on fees? In this webinar, Adam Boyd covers critical mistakes attorneys make in consults with potential clients that lead to poor outcomes, whether misunderstandings or missed opportunities.

He also lays out conversational structures that align expectations and ensure both client and attorney get what they need from a consult: mutual qualification, an exchange of information, and an understanding of whether or not they want to work together. Finally, he delivers best practices in handling potential clients that lead to better reviews, even with those who don’t engage the attorney.

  • Why focus on the consult? Assumptions, cost structures, and conversions
  • Case study: Small, consumer practice law firm
  • Most common conversational and structural mistakes attorneys make in consults
  • Best practices in consult structures, and the reasoning for this
  • People skills needed to run more effective consults
Topics covered include: Law Practice Management
Duration of this webinar: 60 minutes
Originally broadcast: March 22, 2024 11:00 AM PT
Adam Boyd
Adam Boyd Principal
The Northwood Group
Adam Boyd is the principal at The Northwood Group, a sales consultancy for law firms. He has 16 years of experience working with founders and owners on growing their businesses, seeing more than a dozen go onto exits. He’s twice worked as a middle market executive, leading sales and marketing teams in different industries, one of which ended in a successful acquisition. He’s got an MBA from the Acton School of Business and a BA from Rhodes College. He lives in Austin, Texas, with his wife and four kids.
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