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As an attorney, you have the opportunity to offer clarity to people.

When your prospects have clarity, it gives you the ability to have greater command over whether somebody is going to close or not.

Thus, it becomes very important to sell YOU as opposed to your services…

Especially if your competitors have comparable services in place.

And one of the best ways to do this is by building genuine rapport, not by simply talking about the weather or football game…

But by talking about the things that are important to your prospect

After all…a person cannot ask a question outside of their understanding of a challenge

People are less likely to shop around for other options when they have a deep personal connection.

And some of the best questions you can ask on a deep dive are the “why” questions, because…

You can get people to experience things and ask themselves questions that they likely haven’t asked themselves before.

How does this help expand your understanding of what’s possible?

In this week’s podcast, Jan discusses a few simple strategies to understand your prospect’s needs as deeply as possible, without giving them a chance to shop around for competitors.

 There’s much more to learn in this episode about scaling your firm and developing rapport, so tune in now!

In this episode: 

• 1:04 - The two ways rapport is built
• 2:02 - The traditional rapport-building stage and the deep dive process
• 3:40 - A huge win for one of our reps
• 4:36 - Why this is so important to have on a consultation
• 6:00 - Why asking the right questions is your moral obligation
• 7:17 - Where a lot of people fall short on the discovery process
• 7:50 - Examples of vertical and horizontal questioning 
• 10:17 - The power of being good at consultations

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

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