Your cart: E-1 THE IMPORTANCE OF BEING AVAILABLE $0.99 
After you are recommended or found by a potential client, you must be available. Learn why availability is important and how to make yourself available.
E-2 ASK YOUR PRESENT AND PAST CLIENTS WHY THEY DO OR DON’T REFER YOU NEW CLIENTS $0.99
Asking a client why they do or don’t refer clients to you can reveal what you or others in your firm are doing right and what you are doing wrong to increase your referrals. Learn how to ask the right questions.
E-3 UNDERSTANDING HOW CLIENTS FIND A LAWYER THE IMPORTANCE OF BEING RECOMMENDED $0.99
Although a person needing a lawyer may have a blood relative or friend who is a lawyer they often went to a different lawyer who was recommended by another person . A look at the numbers may be very illuminating in learning why recommendations are made.
E-4 HOW TO GET RECOMMENDED AND USED FOR LEGAL WORK THE BARBARA CURRAN REPORT AND THE TEMPLE UNIVERSITY REPORT $0.99
More than half of the people using a lawyer did not go to the lawyer they knew when they again needed a lawyer; instead they went to a different lawyer who was recommended. Learn what recommenders consider when they do or don’t recommend a lawyer.
E-5 CROSS MARKETING $0.99
Cross marketing can increase the work you do for existing clients as well as help attract new clients. To successfully cross market requires effort. Learn what you have to do.
E-6 MARKETING AND CROSS MARKETING OPPORTUNITY MATRIX – GETTING STARTED $0.99
This chapter should be read in conjunction with chapter E-5 but can stand alone. The critical points needed for preparing a cross marketing matrix chart are given.
E-6A MARKETING AND CROSS MARKETING OPPORTUNITY CHART $0.99
A marketing and cross marketing opportunity matrix. This chapter sets forth a “fill in the blanks” method of cross marketing to greatly increase your legal work for new and existing clients. This chart can stand alone and be of great help, but would be better studied in conjunction with chapter E-6.
E-7 THE S.E.X. APPROACH OF INCREASING YOUR PRACTICE $0.99
This chapter probably is not what you may be expecting. The chapter does help you analyze your clients and categorize them to highlight areas where action can be profitable.
E-8 FOONBERG’S UPSIDE DOWN PYRAMID OF CLIENT RECOMMENDATIONS $0.99
This simple diagram explains why client satisfaction is essential to maintaining a steady stream of new matters.
E-9 ASK YOUR CLIENTS WHAT THEY WANT FROM YOU BEFORE YOU SET YOUR FEES $0.99
One size does not fit all when it comes to legal fees. The exact same legal services performed by a lawyer may have greatly different values to specific clients. The factors in determining how much a client is willing and able to pay and that you are going to charge often turn on non monetary factors. This chapter contains 20 illustrative questions you might ask of a client and several examples of what to discuss before quoting a fee on a matter.
E-10 WHY CLIENTS CHANGE LAWYERS $0.99
When a client uses a different lawyer instead of returning to you, you not only lose the one fee, you also lose the fees from the clients referrals of other clients and the referrals of those who never became clients. Find out why clients change lawyers to avoid making these mistakes.
E-11 PERSONAL QUALITIES CLIENTS DISLIKE IN LAWYERS $0.99
The traits and characteristics lawyers think clients dislike about lawyers and what the clients actually dislike about lawyers are not the same. This chapter may open your eyes to some serious misconceptions on your part.
E-12 MAKE SOMETHING HAPPEN NOW – THE INSTANT GRATIFICATION APPROACH TO IMPRESS A NEW CLIENT $0.99
Why speedy service at the inception of a new legal matter is so important in beginning the attorney client relationship even though a matter may have been neglected for years.
E-13 BUILDING A MULTI-MILLION DOLLAR BUSINESS BY OFFERING “SAME DAY” AND “NEXT DAY” SERVICE FOR ROUTINE MATTERS $0.99
Creating a system to give clients one day service made millions of dollars for me. The client did not need one day service but they wanted it and were willing to pay for it. Reading this chapter may give you some ideas on how you might do something similar for your clients.
E-14 WHAT TO DO WHEN A GOOD CLIENT NEEDS A BIG JOB YOU CAN’T HANDLE $0.99
If you bring in a new law firm with the skills or size your client may need for a specific matter, you might lose the client forever along with that client’s referrals and the referrals of those referred. This chapter can give you methods to prevent this loss of the client.
E-15 WHEN TO BE A MEAN, ROTTEN S.O.B. WITH A POTENTIAL CLIENT $0.99
A client or potential client may believe they need an aggressive lawyer and that nice guys finish last. Some clients, some matters and some opposing counsel make it necessary for the client’s lawyer to be mean and abusive. This chapter may help you recognize cases and clients with the ability to pay huge fees for needed legal service.
E-16 TELL YOUR CLIENT WHEN YOU ARE WORKING NIGHTS AND WEEKENDS ON HIS OR HER CASE $0.99
If you are going to work nights or weekends on a client’s case, be sure to call that client at home if you can to let them know how serious you personally consider their legal matter. Clients will have you giving their case such a high level of importance. Learn what to say when you call.
E-17 GETTING A GOOD CLIENT WHEN YOU HAVE NO EXPERIENCE IN THE LEGAL AREA $0.99
Using the 5 A’s of lawyer marketing. Even a new lawyer with no legal experience in an area of law can eventually build a large practice in that area starting with small cases. Learn what to say when you get an opportunity to do a large client’ s small legal case.
E-18 HOW TO LOSE CLIENTS BY BEING TOO COMPETENT OR TOO EFFICIENT $0.99
Sometimes a client is overjoyed by the result but is upset because you accomplished with very little effort what they couldn’t accomplish with much effort. Making it look easy can sometimes backfire. Some examples are included in this chapter.
E-19 GETTING CHOSEN BY THE CLIENT USING THE FIVE A’S OF LAWYER MARKETING $0.99
If you can understand and recognize the Five A’s of lawyer marketing, you can provide the client what the client wants and needs. Recognizing and using the 5 A’s will get you hired time and time again.
E-20 WHO WILL HANDLE THE CLIENTS CASE WHEN YOU ARE SICK OR ON VACATION $0.99
If you are a solo or small firm you may have to address a potential client’s concern over what will happen to their matter if you are sick or on vacation. How to prepare for their questions. The L.L. Bean chart “What is a Customer” may serve you well.