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Increase Law Firm Value with Non-Attorney Sales Team
Manage episode 380258159 series 3371055
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In this episode of "Smart Lawyers Position To Transition," Victoria Collier is joined by Kim Hegwood, an elder law and estate planning attorney. Together, they delve into an innovative and impactful approach: employing non-attorney sales teams to elevate the value of law firms.
Kim Hegwood shares her remarkable journey of transitioning from personally handling initial consultations to delegating these meetings to adept non-attorney salespeople. They also delve into the critical aspect of tracking conversion rates and other data, enabling law firm owners to effectively evaluate the specific requirements of their firms.
Episode Highlights:
- Transitioning Consultations: Kim candidly shares her progression from managing all initial consultations herself to entrusting these pivotal meetings to proficient non-attorney salespeople. She reveals the motivations, trials, and triumphs along this transformative journey.
- The Importance of Conversion Rates: The conversation emphasizes the significance of diligently tracking conversion rates. This data-driven approach helps lawyers gauge the effectiveness of their methods and reveals the potential for improvement.
- Managing Client Expectations: A key aspect of this paradigm shift is setting clear expectations for clients. Before the initial meetings, clients are informed that they will meet with a client services director, and any legal queries will be addressed by an attorney when necessary. This transparent communication lays the foundation for a smooth transition.
- Embracing Change and Trying New Approaches: The episode concludes with a powerful message about the necessity of embracing change and trying new approaches in the dynamic legal landscape. Kim encourages lawyers to overcome their comfort zones and adapt to innovative strategies.
Connect with Kim Hegwood:
kim@yourlegacylegalcare.com
http://www.yourlegacylegalcare.com/
Free Resources
Free Alzheimer’s/Dementia books
http://www.yourlegacylegalcare.com/books
Free guides/downloads on Kim’s website
http://www.yourlegacylegalcare.com/free-downloads
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