Liz Wendling: The Duelling Banjos of Rainmaking

Sep 15, 2022

35:38

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In this episode, Steve Fretzin and Liz Wendling discuss:

Removing your blinders to move forward in business.
The biggest mistakes lawyers make in growing their firm.
Making a difference in the first 30 seconds of an intake call.
The process to make the client confident and comfortable in you.

Key Takeaways:

When you do everything well in a conversation, the close will happen naturally (but, yes, you may still have to ask for it).
There is always selling involved. If you are in business, you need to sell to stay in business.
Gather information and make the conversation about the prospective client and less about you and your firm.
You have to set up the close from the beginning. You can’t expect to hit a perfect hole if you don’t set the tee up correctly at the start.

"If you sound like everyone else, then they make a decision based on the lowest retainer. Differentiation begins in the first few moments of consultation by skipping the superficial crap that people still use. There is a better way and it starts with ‘before we get started.’" — Liz Wendling

Connect with Liz Wendling:

Website: https://www.therainmakingcoach.com/

Books: https://www.therainmakingcoach.com/lizs-book/

LinkedIn: https://www.linkedin.com/in/lizwendling/

Twitter: https://twitter.com/lizwendling4

Facebook: https://www.facebook.com/insightbusinessconsultants

Find out more about Liz’s Secret Shopper Offer: https://www.therainmakingcoach.com/law-firm-secret-shopping/

Thank you to our Sponsors!

LegalEase Marketing: https://legaleasemarketing.com/

Moneypenny: https://www.moneypenny.com/us/

Practice Panther: https://www.practicepanther.com/

Connect with Steve Fretzin: