Your cart: C-1 DO IT RIGHT – HOW TURNING DOWN MY FIRST CASE LED TO 19 CASES $0.99 
Saying “no” to a new client or new matter is hard to do. If done correctly the door to that client’s new matters and referrals will stay open. In this chapter I demonstrate how turning a saying “no” to my first case and a fee of $35 from a telephone company installer led to 19 matters and $350,000 in fees. It is a good case study for learning how anyone can be a source of new clients.
C-2 THE IMPORTANCE OF THE CLIENT INTERVIEW IN MARKETING YOURSELF AND YOUR FIRM $0.99
There is a right way and many wrong ways to conduct your first (and subsequent) meeting with a client, whether new or existing. This chapter contains a 17 point list of things which should be said and done from beginning to end to inspire, trust and confidence in you and your ability to properly represent a clients.
C-3 HOW TO HANDLE THE FRIEND OF A GOOD CLIENT WHEN THE FRIEND HAS NO MONEY FOR LEGAL FEES $0.99
A good client may refer a person with a poor or doubtful matter which you don’t want to undertake. This chapter will teach you how to turn down the new matter but keep both the good client and the turned down client as both a client and referral source.
C-4 HOW TO TELL A CLIENT HE OR SHE HAS LOST THE CASE (OR HAS NO CASE) AND STILL KEEP THE CLIENT $0.99
Communicating to a client that their case is lost is never easy. Telling a person with a new matter that they don’t have a meritorious position is also difficult. This chapter teaches you how to do it and still have a client or potential client for new matters and referrals that may arise.
C-5 OFFICE CHECKLIST FOR CLOSING THE DEAL WITH NEW CLIENTS AND CASES $0.99
Before you end your interview with a client you should have covered several points. Pilots use checklists to avoid forgetting or overlooking something important. This checklist should be reviewed at the end of every interview to be sure you have not forgotten or overlooked these key points.
C-6 CLIENT PERSONAL DATA FILE $0.99
Having a client personal data file (sometimes called client relations management) makes it easier to begin or end conversations with clients and others. This chapter sets forth the basics of how to maintain a typical record.