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A FEW WORDS BEFORE BEGINNING:
Why don’t we just give you the 5-Steps?
Well guess what? With a combined experience of over 45 years training lawyers on this topic, we can tell you with certainty that there are a few crucially important concepts and ideas that we need to cover ahead of time. (Things that, if we didn’t cover, would make it harder for you to understand why the 5-Step System works so well.)
So, whilst we know that you may be thinking, “crikey… an 18 minute video here… and a bunch more videos before we get to the system?” never-the-less it’s all incredibly important.
You see, doing all this builds the foundations in your mindset and in your understanding so that when we give you the 5-steps… they will work effortlessly for you (and you will know exactly how and why an increase in your conversion rates is inevitable).
Without taking the time to really build these foundations… people find it much harder.
VIDEO 1 – Barriers To Success:
- Remember the ‘some of the time rule’. Though you won’t get 100% conversion rate, the aim of this programme is to help you consistently ‘stack the odds’ in your favour, so that you increase conversion rates ‘some of the time’. Your aim is to increase the ‘some of the times’ that you are successful.
- We need you to approach all aspects with an open mind and a willingness to try something different.
- Avoid the ‘Nuisance Mindset’ … this is the feeling that the person calling for a quote is stopping you doing your job. This is your job. Remember these callers are going to pay your wages / salary next month!
- What could you be doing differently, to create a better result? If you keep doing the same thing, don’t expect a change!
- It may feel awkward at first doing things differently. This is normal when you are creating new habits.
- Remember, by wanting to avoid being ‘very pushy’, there is a danger that you do nothing at all to influence the caller to want your firm. The important thing is to master some basic soft conversational sales skills so that you and your caller feel comfortable and you get the result you want… namely the business.