Size: px
Start display at page:

Download "www.lawpracticeadvisor.com"

Transcription

1

2 12 Characteristics of Successful Personal Injury Lawyers By Ken Hardison President of Law Practice Advisor Kenneth L. Hardison, 2009 There s a theory that many successful lawyers and entrepreneurs admittedly follow. If you copy what those who have achieved success do, you too can achieve that success. Now, there s obviously no guarantee in this statement, but I do think there is some truth to it. Although there s no way to completely duplicate what those before you have done, there are certain concepts that you can follow in order to better your chances of achieving similar success. After all, it makes sense. The same holds true in everyday life. If you follow the principles of safe-driving, your odds of getting in a car accident are dramatically decreased. If you follow the principles of a healthy diet, your odds of getting certain diseases are decreased. So, why couldn t there be certain principles and characteristics that better your odds of achieving success? After years and years of successfully running my own firm, and meeting countless attorneys that have achieved their own success, I noticed that there are some similar characteristics that a large portion of these lawyers have. It s also important to note that these characteristics are acquired. There s no characteristic that these PI lawyers have, that every lawyer can t acquire as well. Here is my list of the 12 most common characteristics that these PI lawyers have, that I feel increased their odds of achieving their success. I truly feel that if you acquire these same characteristics, your odds of success will also be increased. CHARACTERISTIC #1 Successful Personal Injury Lawyers Understand that Marketing is their Number One Job Marketing is the most important part of any law firm. After all, marketing produces clients. Without clients, there are no settlements-no clients means NO LAW FIRM!

3 Successful PI lawyers don t let fellow lawyers, employees, and the day-to-day duties of running a law firm distract them from their number one job: marketing their business. Successful lawyers don t allow their firm to run their life THEY RUN THEIR FIRM! CHARACTERISTIC # 2 Successful Lawyers Know the Lifetime Value of a Client Successful PI lawyers know that a satisfied client will always tell their friends and family what a great job you did. They also know a dissatisfied client will tell the same people and anyone else that will listen, what a terrible job you did. A satisfied client will tell 2-5 people, while a displeased client will tell Which would you prefer? Satisfied doesn t necessarily refer to the case s results. By satisfied I mean their whole experience with your firm was positive. This includes the way they are greeted by the receptionist and staff on the phones, to how their lawyer treats them. Do you explain everything in layman s terms, so they really understand what s going on? Do you return their phone calls promptly? Do you treat each client with respect? Do you keep them updated regularly on the progress of their case? Successful PI lawyers do all of the above to ensure that their clients have an exceptional experience with their law firm. Just imagine that if each client you represented referred 1 new client over the next 10 years. If you handle 1000 clients per year, with just 1 new client from each referral over the next 10 years, that would be an additional 10,000 clients or 1000 clients per year. If the average fee is $5000, that is $5,000,000 in fees annually! Cut that number in half and it s still over $2 million per year in extra revenue! Characteristic #3 Successful Lawyers Create a Firm with an Infrastructure of Systems and Procedures. Successful lawyers understand that much of what they and their staff do is repetitious. They usually handle a large volume of cases and have a large group of staff per lawyer. Because of this, it s important that there is consistency and organization in all the work that is done.

4 In order to manage the large volume of work, they use good case management software. The software is full of checklists and reminders. These systems efficiently move each case forward. Successful lawyers also use standard operating procedure manuals. The manuals instruct the staff members and lawyers in a step-by-step process on how to accomplish specific tasks. These systems and procedures are excellent training manuals for new staff and lawyers. They help promote efficiency in the office by minimizing the down-time that comes with new hires. Systems and procedures also keep a lawyer from becoming dependent or held hostage by any one employee. Successful lawyers understand the importance of these concepts and strive to systematize and create procedure manuals for everything that is done in the law office. Characteristic #4 Successful lawyers know the difference between Advertising and Marketing their law firm. Successful lawyers understand that lawyers who just advertise are doomed for failure. Knowing the difference between the two can put your law firm on the path to success. What is the difference? Advertising is the systematic planning and implementation of a variety of communication activities intended to bring lawyers and clients together. Marketing is a strategic effort that involves learning exactly what your client wants, why they want it, how to give it to them, are you giving it to them, and then evaluating the process to get better results. Basically it is a long term endeavor, and advertising is only a small part of the communication-side of it. Visualize marketing as a wagon wheel. Each spoke represents an element of marketing. Advertising, market research, media planning, public relations, customer support, sales strategy, etc. are all spokes on the wheel. All of these elements must work together towards a bigger goal. Marketing encompasses the big picture of your law firm, and how it will succeed rather than the immediate result of an action. It is a process that takes time. Ideally, an efficient marketing plan will allow you to position your firm in a manner that lets you build a favorable niche that attracts new clients and retains established ones. Successful lawyers understand these differences which makes them more efficient and effective in growing their law firms.

5 Characteristic # 5 Successful lawyers understand that they must differentiate themselves from their competitors. Successful lawyers have a unique selling proposition (USP). They understand that you must create a marketing message that answers the questions: Why should I choose your firm over all of the others? What is in it for me? I ve emphasized this at every marketing conference I ve spoken at. The key is to push your benefits to the potential client. Remember it is not the features, but benefits that sell your practice. The feature is I have over 30 years of SSD legal experience. The benefit is You will be represented by a lawyer that knows SSD laws like the back of his hand. If you do not have a USP you are wasting a large percentage of your marketing dollars! Characteristic # 6 Successful lawyers measure their marketing efforts and understand ROI. John Wannamaker once said, Half of my advertising is wasted, I just don t know which half. Successful lawyers know what part of their marketing plan is working- and not working, and make changes accordingly. They measure their advertising by several methods. 1) Use different tracking numbers for each advertisement or type of advertising. 2) Ask each new caller where they heard about you. At the end of the month you count all of the leads and new cases. Run a spreadsheet to see where your new clients and prospects are coming from. Successful lawyers don t just stop here. They look at what they spent on a specific type of advertising and compute the cost per case. Then they calculate the average fee per type of case to get their Return on Investment (ROI). ROI is your return on every dollar spent to get a case. For example, you take in 100 cases in a month. Thirty of those cases were generated from TV ads costing $30,000 that month. If your average fee on an auto accident case is $5,000, then $30,000 of advertising generated (30 cases x $5000 fee = $150,000 of fees/$30,000 of advertising) = $5. Thus, every dollar you spent on TV ads generated a $5.00 ROI.

6 If direct mail generated 10 cases, but you only spent $3000 per month, then your ROI would be as follows: (10 cases x $5000 fee = $50,000 in fees/$3000 in advertising) = $16.6. Thus, for every dollar you spent on direct mail you generated a $16.60 ROI. This is 3-times as much ROI as you get from TV in the above example. Successful lawyers understand this and plan their marketing accordingly. Characteristic #7 Successful lawyers work more ON their business than IN their business. Successful lawyers understand that working cases day in and day out without working on marketing their business is a dead end street. You must allot a certain amount of time per week (minimum 8 hours) to grow and develop your law firm. This includes developing marketing ideas, analyzing results, and doing ROI reports. Watch for trends in new-client generators, productivity, and monthly gross and net income. If you have not read E-Myth or E-Myth Revisited, by Michael Gerber, go get and read them as soon as possible. Characteristic #8 Successful lawyers have a clear vision of where they want their firm and themselves to be in 1 year, 3 years, 5 years and 10 years. A ship that sets sail without a clear trip charted will wander hopelessly around the ocean until it eventually gets lost or wrecks. Successful lawyers understand that if you don t know where you want to go, you will never get there. This is seeing the Big Picture and having the short and long term goals of your law firm mapped out. Successful lawyers re-examine where they want their firm to be during the last quarter of each year. Your vision may change from time to time, but that s absolutely alright. Once you have a clear vision of your law firm s goals, share it with all of the people in your firm. This allows them to fall in line with your vision and map out their own role in achieving those goals. Characteristic # 9 Successful PI lawyers continuously explore new strategies of attracting new clients.

7 Successful lawyers never rest on their laurels. They never believe they have it all figured out. Successful lawyers recognize that people change. Nothing stays the same. Just ask K- Mart or Yahoo. Both were industry leaders, but both failed to adapt to a changing environment. The point is no matter how big you get, you can and will fall if you don t adapt and change with the times. One change we have recently seen in marketing for law firms is the wide use of the internet and social media. The smart PI lawyers are embracing these new avenues of acquiring clients and will be way ahead of their competitors over the next several years. You must continuously explore new strategies and methods for acquiring new clients if you are going to survive in this competitive market. I think every PI lawyer should have at least 5 methods of attracting new clients, and I would strongly suggest using 7 or 8. Never put all of your eggs in one basket. Characteristic #10 Successful lawyers understand that your employees are your firm s most important asset. Successful PI lawyers know that their team is no stronger than the weakest member. They also know that you should hire slow. Hiring new staff and lawyers is a large investment. The cost of training alone is astronomical. This took me many, many years to grasp. A bad employee with a bad attitude is like a cancer. And, like a cancer it must be cut out quickly, or it will spread to your other employees. Successful PI lawyers fire fast. That s not to say that they don t develop professional relationships and respect their employees. But, they don t become so close as to inhibit their ability to fire an employee if they had to. 4 Rules For Successfully Managing Employees 1. Let them know up front what your expectations are. 2. Ask them what their expectations are of you.

8 3. Give them the tools (fast computers, good software, a comfortable office, etc.) and adequate training so that they can be successful in their job. 4. Give them feedback often. This means good and bad. Do the good in front of everyone and the bad in private. Also, do it frequently, so you don t blind-side them. Characteristic #11 Successful PI lawyers know how to create client loyalty. Successful lawyers know the importance of client loyalty and know that it is different than client satisfaction. While a loyal client is generally a satisfied client; a satisfied client isn t always a loyal client. Excellent service leads to client satisfaction, and client satisfaction is an essential element of creating client loyalty. A loyal client is satisfied and feels a personal tie to you and your firm. Client loyalty is a concept that includes five things: 1. The overall satisfaction of the client s experience from doing business with a law firm. 2. The willingness to build a relationship with you individually and your company. 3. The willingness to be a repeat client. 4. The willingness to recommend others to you. 5. The reluctance to switch to another law firm. Like most lawyers a good portion of my clients come from referrals. Past clients that refer other people to my firm are considered my loyal clients. After all, they wouldn t recommend my firm unless they met the five things on the list above. Successful lawyers know that developing loyal clients won t cost them a cent, and it will dramatically increase their revenue. If only half of the existing clients refer just one new client, and half of the new clients each recommend another client, and so on, the result in revenue will be incredible. Do the math. If you took in 1000 clients in one year, and only 250 of those clients are loyal, you will get another 250 clients from them, without spending a cent on advertising. If there s one thing that successful lawyers know, it s how to develop and keep client loyalty. By following some very common sense rules - and setting the stake in the ground for all lawyers and employees who work for you, client loyalty is easy to develop.

9 Here are 10 easy things you can do to develop client loyalty: 1. Greet Clients Promptly 2. Apply Good Conversation Skills 3. Focus on Building a Solid Rapport with Your Clients 4. Be Sincere and Show Empathy to Others 5. Use Good Phone Technique 6. Enjoy People and Their Diversity 7. Call People by Their Names 8. Wear a Smile When You Meet With the Clients 9. Fish for Negative Feedback 10. Live By the Golden Rule Characteristic # 12 Successful Lawyers have mentors and associate with other successful professionals and business people. Successful Lawyers recognize the importance of surrounding themselves with successful people. They also take every opportunity they have to learn from them. The easiest way to become successful is to find someone who has already achieved what you desire and pick their brain. Ask them to become your mentor. Pay them if you have to. The cost is more than worth it when you consider all of the time you save from the mistakes you avoid. Associate with likeminded people. You are who you hang out with. If you chose to spend time with pessimistic underachievers, you will become one. Likeminded successful people also understand each other. You learn things through casual conversation. You become more successful through osmosis. There really is a lot of truth in what our parents told us: You are the same as the company you keep! Kenneth L. Hardison, 2009

10 Secrets to Developing Client Loyalty. with Ken Hardison, PILMMA and LawMarketing.com

10 Secrets to Developing Client Loyalty. with Ken Hardison, PILMMA and LawMarketing.com 10 Secrets to Developing Client Loyalty with Ken Hardison, PILMMA and LawMarketing.com 10 Secrets to Developing Client Loyalty Page 2 Ken Hardison, President & Founder, PILMMA Ken Hardison practiced injury

More information

Providing Knowledge to Grow Your Practice www.pilmma.org 1

Providing Knowledge to Grow Your Practice www.pilmma.org 1 Brought to you by: 1 The 7 Fatal Mistakes Lawyers Make In Marketing Their Practices By Ken Hardison Kenneth L. Hardison 2009 Many lawyers think that if they spend a load of money advertising or marketing

More information

7 Secrets To Websites That Sell. By Alex Nelson

7 Secrets To Websites That Sell. By Alex Nelson 7 Secrets To Websites That Sell By Alex Nelson Website Secret #1 Create a Direct Response Website Did you know there are two different types of websites? It s true. There are branding websites and there

More information

SUCCESSFUL DENTAL PRACTICES

SUCCESSFUL DENTAL PRACTICES SUCCESSFUL DENTAL PRACTICES 9 Key Strategies of Profitable Practices (844) 433-3328 2013 Copyright Multivariable Solutions. All rights reserved. This material may not be reproduced, displayed, modified

More information

2015 WSSFC Practice Management Track Session 5 Creating a Firm Marketing Plan and Sticking to it

2015 WSSFC Practice Management Track Session 5 Creating a Firm Marketing Plan and Sticking to it ` 2015 WSSFC Practice Management Track Session 5 Creating a Firm Marketing Plan and Sticking to it Jeffrey S. Krause. Solfecta, Waterford About the Presenter... Jeffrey S. Krause is an attorney and co-owner

More information

Business Mastery: Smart Strategies Every Business Owner Needs to Promote, Protect and Prosper

Business Mastery: Smart Strategies Every Business Owner Needs to Promote, Protect and Prosper Business Mastery: Smart Strategies Every Business Owner Needs to Promote, Protect and Prosper Susan Wilson Solovic Sponsored by: AT&T 2012 Susan Wilson Solovic, all rights reserved Business Mastery: Smart

More information

The Slide Presentation and a a Handout on Marketing and Lead Generation will be Available

The Slide Presentation and a a Handout on Marketing and Lead Generation will be Available Welcome to this Business Building Event for Roofing Contractors Get More Prospects to Say Yes in 2014. Closing Secrets and Tips Your Competitors Hope You Never Learn Content Created by Mike Jeffries Rivers

More information

The 17 Costly Marketing Mistakes made by Restaurant Operators that Destroy their Advertising Profits

The 17 Costly Marketing Mistakes made by Restaurant Operators that Destroy their Advertising Profits The 17 Costly Marketing Mistakes made by Restaurant Operators that Destroy their Advertising Profits Ross Murphy Managing Director Fresh Restaurant Marketing Discovering what your competition doesn t want

More information

7.5 Secrets To Growing Your Lawn Care Company

7.5 Secrets To Growing Your Lawn Care Company 7.5 Secrets To Growing Your Lawn Care Company Holganix relies on lawn care companies like yours, so we want to see you grow as big as you can. And since Barrett Ersek, our CEO, previously founded and sold

More information

DESCRIBING OUR COMPETENCIES. new thinking at work

DESCRIBING OUR COMPETENCIES. new thinking at work DESCRIBING OUR COMPETENCIES new thinking at work OUR COMPETENCIES - AT A GLANCE 2 PERSONAL EFFECTIVENESS Influencing Communicating Self-development Decision-making PROVIDING EXCELLENT CUSTOMER SERVICE

More information

PHONE MARKETING SECRETS

PHONE MARKETING SECRETS PHONE MARKETING SECRETS 11 Fatal Mistakes You Make Answering Your Business Telephone That Can KILL Your Profits by Michael Senoff Dear Student, I m Michael Senoff, founder and CEO of HardToFindSeminars.com.

More information

HOW TO GET A PH.D. IN MATHEMATICS IN A TIMELY FASHION

HOW TO GET A PH.D. IN MATHEMATICS IN A TIMELY FASHION HOW TO GET A PH.D. IN MATHEMATICS IN A TIMELY FASHION SARA C. BILLEY Mathematics research is fun, engaging, difficult, frustrating, and different than most 9-5 jobs. This article is meant to provide some

More information

FREE SPECIAL REPORT WANT TO PROTECT YOUR FAMILY? WHAT YOU ABSOLUTELY, POSITIVELY HAVE TO KNOW WHEN BUYING CAR INSURANCE.

FREE SPECIAL REPORT WANT TO PROTECT YOUR FAMILY? WHAT YOU ABSOLUTELY, POSITIVELY HAVE TO KNOW WHEN BUYING CAR INSURANCE. FREE SPECIAL REPORT WANT TO PROTECT YOUR FAMILY? WHAT YOU ABSOLUTELY, POSITIVELY HAVE TO KNOW WHEN BUYING CAR INSURANCE. Keep reading to learn What are your chances of having an accident in Kentucky with

More information

The 7 Biggest Marketing Mistakes Small Business Owners Make and How to Avoid Them

The 7 Biggest Marketing Mistakes Small Business Owners Make and How to Avoid Them The 7 Biggest Marketing Mistakes Small Business Owners Make and How to Avoid Them www.basicbananas.com BASICBANANAS Ph:+611300691883 ABN43239027805 POBox502,Narrabeen,NSW2101,Sydney,Australia The 7 Biggest

More information

Why do we need Fundraising Software?

Why do we need Fundraising Software? Why do we need Fundraising Software? By Cascade Data Solutions We have very few donors. We can manage a list in Excel. We have QuickBooks for Nonprofits. We don t have the funds in our budget to purchase

More information

Making Your Consulting Practice Work with an Effective Business Plan

Making Your Consulting Practice Work with an Effective Business Plan Making Your Consulting Practice Work with an Effective Business Plan Pam Ferrante, CSP, CHMM J&C Safety Consultants J&C Safety Consultants 1 Do I Need a Business Plan? Did you write one before you started?

More information

Career Readiness Skills

Career Readiness Skills Interests, Aptitudes, and Abilities... 1 Entrepreneurship... 2 Taking an Interest Inventory... 3 TSA... 5 Keys to a Positive Attitude... 6 Teamwork... 7 Work Habits... 9 Personal Employability Traits...

More information

Top HR Interview Question and Answers

Top HR Interview Question and Answers 1. Tell us something about yourself. Top HR Interview Question and Answers This is the first question, you can expect during any interview you face. This usually is a question to start the communication

More information

Marketing. Marketing Your Business. The Ground Work

Marketing. Marketing Your Business. The Ground Work Marketing Your Business Marketing is a complex process of bringing your business to the attention of the right clients. It s often difficult to link marketing activities to results and that drives business

More information

6 Steps To Success With Your Web Agent Solutions Website

6 Steps To Success With Your Web Agent Solutions Website 6 Steps To Success With Your Web Agent Solutions Website By Jay Kinder and Michael Reese Introduction Congratulations on your decision to join the Web Agent Solutions family. It s an enormously effective

More information

Consumer Awareness How to Keep From Getting Ripped Off by Big Insurance

Consumer Awareness How to Keep From Getting Ripped Off by Big Insurance Consumer Awareness How to Keep From Getting Ripped Off by Big Insurance Provided as an educational service by: Anthony D. Castelli, Esq. Concentration in Auto and Work Related Injuries (513) 621-2345 ATTENTION!!!

More information

56 Key Profit Building Lessons I Learned from Jay Abraham s MasterMind Marketing Training.

56 Key Profit Building Lessons I Learned from Jay Abraham s MasterMind Marketing Training. 56 Key Profit Building Lessons I Learned from Jay Abraham s MasterMind Marketing Training. Jay Abraham is a man you should all know. If you do not - go to the library and start learning - just do it! He

More information

c01_1 09/18/2008 1 CHAPTER 1 COPYRIGHTED MATERIAL Attitude Is Everything in a Down Market http://www.pbookshop.com

c01_1 09/18/2008 1 CHAPTER 1 COPYRIGHTED MATERIAL Attitude Is Everything in a Down Market http://www.pbookshop.com c01_1 09/18/2008 1 CHAPTER 1 Attitude Is Everything in a Down Market COPYRIGHTED MATERIAL c01_1 09/18/2008 2 c01_1 09/18/2008 3 Whether you think you can or you think you can t, you are right. Henry Ford

More information

DRIVE YOUR MEDICAL PRACTICE TO SUCCESS

DRIVE YOUR MEDICAL PRACTICE TO SUCCESS DRIVE YOUR MEDICAL PRACTICE TO SUCCESS 10 Key Strategies of Profitable Practices (844) 433-3328 Why do some medical practices survive and thrive, while others fail? When two physicians offer comparable

More information

1O SECRETS OF GEORGIA CAR WRECK CLAIMS

1O SECRETS OF GEORGIA CAR WRECK CLAIMS 1O SECRETS OF GEORGIA CAR WRECK CLAIMS 1O SECRETS OF GEORGIA CAR WRECK CLAIMS L. TY WILSON, P.C. TyWilsonLaw.com 770 948 5454 W O R D A S S O C I A T I O N P U B L I S H E R S www.wordassociation.com

More information

Real Property for a Real Retirement.

Real Property for a Real Retirement. Real Property for a Real Retirement. Rent or Flip - Using your IRA or 401k to the fullest. Know the Right Time to Use Your Retirement Account and Get the Most From Your Real Estate Investments. 2011 CompleteIRA

More information

SATISFYING YOUR CUSTOMERS. Part 1. Best Practices and Technology that Anchors Your Business On Customer Loyalty. www.axisgp.

SATISFYING YOUR CUSTOMERS. Part 1. Best Practices and Technology that Anchors Your Business On Customer Loyalty. www.axisgp. SATISFYING YOUR CUSTOMERS Best Practices and Technology that Anchors Your Business On Customer Loyalty Part 1 www.axisgp.com (305) 418 9440 INTRODUCTION Satisfied customers are the foundation of a healthy

More information

How to Study Mathematics Written by Paul Dawkins

How to Study Mathematics Written by Paul Dawkins How to Study Mathematics Written by Paul Dawkins Before I get into the tips for how to study math let me first say that everyone studies differently and there is no one right way to study for a math class.

More information

Retire Rich. Written By Joshua Sharp Self Directed IRA and 401k Expert. Larry Goins. Real Estate Author, Trainer and Investor

Retire Rich. Written By Joshua Sharp Self Directed IRA and 401k Expert. Larry Goins. Real Estate Author, Trainer and Investor Retire Rich GetOutOfTheVolatileFinancialMarkets AndSuperchargeYourIRAorRetirement AccountUsingDiscountedRealEstate! RentorFlip UsingyourIRAor401ktothefullest.KnowtheRightTimetoUse YourRetirementAccountandGettheMostFromYourRealEstateInvestments.

More information

Effective Marketing Strategies for the Development of a Successful Law Practice By Henry J Chang

Effective Marketing Strategies for the Development of a Successful Law Practice By Henry J Chang Introduction Effective Marketing Strategies for the Development of a Successful Law Practice By Henry J Chang Law schools typically teach law students how to perform legal analysis but really teach them

More information

Dealing with problems and complaints

Dealing with problems and complaints 47 6 Dealing with problems and complaints STARTER Look at this list of things that customers complain about. Which three things annoy you the most as a customer? Compare your answers with a partner. a

More information

Key #1 - Walk into twenty businesses per day.

Key #1 - Walk into twenty businesses per day. James Shepherd, CEO You can be successful in merchant services. You can build a residual income stream that you own. You can create lasting relationships with local business owners that will generate referrals

More information

Why Your Local Business Needs a Website

Why Your Local Business Needs a Website Why Your Local Business Needs a Website Let's face it; times have changed and the way people look for new products and services has changed. Think about it when was the last time you picked up a phone

More information

Introduction: What Are Voluntary Benefits?... 3 Traditional Voluntary Benefits... 4

Introduction: What Are Voluntary Benefits?... 3 Traditional Voluntary Benefits... 4 Table of Contents Introduction: What Are Voluntary Benefits?... 3 Traditional Voluntary Benefits... 4 Short-term Disability Insurance... 5 Long-term Disability Insurance... 7 Critical Illness Insurance...

More information

Would You Like To Earn $1000 s With The Click Of A Button?

Would You Like To Earn $1000 s With The Click Of A Button? Would You Like To Earn $1000 s With The Click Of A Button? (Follow these easy step by step instructions and you will) This Version of the ebook is for all countries other than the USA. If you need the

More information

YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM

YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM Introduction WHAT IS CRM? CRM is much more than a buzzy acronym that s been tossed around the business and sales world for

More information

Chapter 1 Introduction

Chapter 1 Introduction 1 CHAPTER This chapter lays the foundation for your increased understanding of the process of electrical estimating and submitting bids. It also covers the basic concepts about estimating and bidding that

More information

The 4 Ways To Grow Your Business

The 4 Ways To Grow Your Business The 4 Ways To Grow Your Business 4 WAYS TO GROW YOUR BUSINESS It may sound simplistic but basically there are four ways to create a more profitable and valuable business: Increase the number of customers

More information

The #1 Online Training System For Retailers

The #1 Online Training System For Retailers The #1 Online Training System For Retailers Increase Sales Improve Customer Loyalty Increase Staff Retention Improve Store Performance www.graffretail.tv Sustainable Retail Training with Proven Results

More information

The 10 Most Costly Mistakes You Can Make When Selling Your Home

The 10 Most Costly Mistakes You Can Make When Selling Your Home The 10 Most Costly Mistakes You Can Make When Selling Your Home When you are getting ready to put your property on the market, there is a myriad of things to think about, to prepare for and to organize.

More information

Why It s Time to Say Goodbye to Outdated Marketing Strategies and Start Getting Results

Why It s Time to Say Goodbye to Outdated Marketing Strategies and Start Getting Results Why It s Time to Say Goodbye to Outdated Marketing Strategies and Start Getting Results KAYAK is your internet marketing game changer. PLEASE SHARE (Always Attribute) Online marketing is a moving target,

More information

Social Media- tips for use and development Useful tips & things to avoid when using social media to promote a Charity.

Social Media- tips for use and development Useful tips & things to avoid when using social media to promote a Charity. Social Media- tips for use and development Useful tips & things to avoid when using social media to promote a Charity. This is compilation of some of the advice and guidance found online to help organisations

More information

Best in Class Referral Programs

Best in Class Referral Programs Take your business to the next level Best in Class Referral Programs Lower cost per sale, Higher Retention, Increased Profits Free Sales and Marketing Audit Call 410-977-7355 Best in Class Customer Referral

More information

89 % Automotive Reputation Management. The Street Smart Guide to. By Beth Latta. & Peter Kahn

89 % Automotive Reputation Management. The Street Smart Guide to. By Beth Latta. & Peter Kahn The Street Smart Guide to Automotive Reputation Management By Beth Latta Cobalt Senior Product Marketing Manager, Reputation Management & Social Media & Peter Kahn Research Director, Strategic Marketing

More information

Financial Freedom: Three Steps to Creating and Enjoying the Wealth You Deserve

Financial Freedom: Three Steps to Creating and Enjoying the Wealth You Deserve Financial Freedom: Three Steps to Creating and Enjoying the Wealth You Deserve What does financial freedom mean to you? Does it mean freedom from having to work, yet still being able to enjoy life without

More information

Leadership, Attitude, Performance...making learning pay!

Leadership, Attitude, Performance...making learning pay! AP Leadership, Attitude, Performance...making learning pay! Customer Relations LAP 2 Performance Indicator: CR:016 Know When to Hold Em Nature of Customer Relationship Management Built to last Keep em

More information

How to Prosper in a Recession: Fire Your Low-Performing Salespeople! by Jeffrey L. Josephson President, JV/M, Inc.

How to Prosper in a Recession: Fire Your Low-Performing Salespeople! by Jeffrey L. Josephson President, JV/M, Inc. How to Prosper in a Recession: Fire Your Low-Performing Salespeople! by Jeffrey L. Josephson President, JV/M, Inc. Executive Summary It s said that recessions are optional; but that doesn t mean it s easy

More information

Why Your Job Search Isn t Working

Why Your Job Search Isn t Working Why Your Job Search Isn t Working 6 mistakes you re probably making and how to fix them I t s easy to think that your lack of success in finding a new job has nothing to do with you. After all, this is

More information

Unlimited Business Financing Without A Personal Guarantee!

Unlimited Business Financing Without A Personal Guarantee! Unlimited Business Financing Without A Personal Guarantee! Now YOU Can Have ALL The Business Credit You Need Faster Than You Thought Possible! Finally a Business Credit Asset that will Rid You of Business

More information

Commitment to Customer Care Providing a high quality patient experience

Commitment to Customer Care Providing a high quality patient experience Commitment to Customer Care Providing a high quality patient experience Commitment to Customer Care Our promise: At Sheffield Teaching Hospitals, all receptions will The Commitment to Customer Care Guide

More information

Thank you so much for having me. I m really excited to be here today.

Thank you so much for having me. I m really excited to be here today. Welcome to The Boomer Business Owner. My guest today is Ty Crandall. Ty is an honorary Baby Boomer, internationally known speaker, author, and business credit expert. With over 16 years of financial experience,

More information

Why Your Business Needs a Website: Ten Reasons. Contact Us: 727.542.3592 Info@intensiveonlinemarketers.com

Why Your Business Needs a Website: Ten Reasons. Contact Us: 727.542.3592 Info@intensiveonlinemarketers.com Why Your Business Needs a Website: Ten Reasons Contact Us: 727.542.3592 Info@intensiveonlinemarketers.com Reason 1: Does Your Competition Have a Website? As the owner of a small business, you understand

More information

The 4 Ways You Can. When A Realtor Can t Do The Job

The 4 Ways You Can. When A Realtor Can t Do The Job The 4 Ways You Can Sell Your Home When A Realtor Can t Do The Job Table Of Contents: 1. Selling Your Home Fast. 2. Home Selling Guidelines 3. Is It A Good Idea To Sell The Home Yourself? 4. Marketing Your

More information

25 Questions Top Performing Sales Teams Can Answer - Can You?

25 Questions Top Performing Sales Teams Can Answer - Can You? 25 Questions Top Performing Sales Teams Can Answer - Can You? How high growth businesses use Sales Force Automation to drive success The best performing sales teams can answer the sales management questions

More information

Creating an Awesome Customer Experience

Creating an Awesome Customer Experience Creating an Awesome Customer Experience The need to provide a great customer experience. To have profitable customers who stay with you a long time, your goal must be to create the kind of experience that

More information

Special Report: 5 Mistakes Homeowners Make When Selling A House. And The Simple Tricks To Avoid Them!

Special Report: 5 Mistakes Homeowners Make When Selling A House. And The Simple Tricks To Avoid Them! Special Report: 5 Mistakes Homeowners Make When Selling A House And The Simple Tricks To Avoid Them! 1 Special Report: 5 Mistakes Homeowners Make When Selling A House Dear Homeowner, And The Simple Tricks

More information

The Comprehensive Interview

The Comprehensive Interview Uncovering the Real Candidate Behind the Interview Persona Janna Mansker Kelly Land www.berkeassessment.com The Comprehensive Interview When sitting across the table from a candidate during an interview,

More information

Is Your Dealership Attractive?

Is Your Dealership Attractive? I S S U E P A P E R 2 0 0 8 Is Your Dealership Attractive? By Ron Lamb Is Your Dealership Attractive? There s an old adage that says, A business must grow to survive. This is especially true for automotive

More information

1Planning Your Financial Future: It Begins Here

1Planning Your Financial Future: It Begins Here This sample chapter is for review purposes only. Copyright The Goodheart-Willcox Co., Inc. All rights reserved. 1Planning Your Financial Future: It Begins Here Terms Financial plan Financial goals Needs

More information

How Top Home Improvement Pros Boost their Bottom Line:

How Top Home Improvement Pros Boost their Bottom Line: How Top Home Improvement Pros Boost their Bottom Line: Manage and Track Your Leads to Win More Deals and Earn More Profit CONTENTS PART I: MISSING PUZZLE PIECES PART II: HOW TO NURTURE YOUR LEADS CONCLUSION

More information

15 Most Typically Used Interview Questions and Answers

15 Most Typically Used Interview Questions and Answers 15 Most Typically Used Interview Questions and Answers According to the reports of job seekers, made from thousands of job interviews, done at 97 big companies in the United States, we selected the 15

More information

Once you have clearly defined your ideal client, use these practical applications for your business web presence:

Once you have clearly defined your ideal client, use these practical applications for your business web presence: Step #1 Define Your Ideal Client Step #1 Define Your Ideal Client In today s online environment, having just a web site doesn t usually cut it. As a business owner, your ultimate goal should be to build

More information

Dental Practice Business Owners are being controlled by their money! Find out how you can STOP

Dental Practice Business Owners are being controlled by their money! Find out how you can STOP STOP the Financial BLEEDING in Your Dental Practice. 3 Things You NEED to Know Now! Dental Practice Business Owners are being controlled by their money! Find out how you can STOP the BLEEDING in your Dental

More information

IT & Small Businesses. It can help grow your small business and cut cost where you never thought possible.

IT & Small Businesses. It can help grow your small business and cut cost where you never thought possible. It can help grow your small business and cut cost where you never thought possible. Contents Introduction Cutting Cost Saving Time Creating a Competitive Advantages Conclusion 3 4 9 12 13 2 Title of the

More information

THE HR GUIDE TO IDENTIFYING HIGH-POTENTIALS

THE HR GUIDE TO IDENTIFYING HIGH-POTENTIALS THE HR GUIDE TO IDENTIFYING HIGH-POTENTIALS What makes a high-potential? Quite possibly not what you think. The HR Guide to Identifying High-Potentials 1 Chapter 1 - Introduction If you agree people are

More information

I use several different introductions when it comes to calling purchased leads or leads that I have generated on my own through different ads.

I use several different introductions when it comes to calling purchased leads or leads that I have generated on my own through different ads. COLD MARKET LEAD SCRIPTS COLD LEAD BUSINESS SCRIPT I use several different introductions when it comes to calling purchased leads or leads that I have generated on my own through different ads. You will

More information

How to Write a Marketing Plan

How to Write a Marketing Plan How to Write a Marketing Plan This article highlights what we believe to be many of the key points that we need to consider when developing a marketing plan. It combines marketing theory, practical tools

More information

How healthy is your business?

How healthy is your business? How healthy is your business? Five Steps for Getting and Retaining Customers in the Fitness, Health and Wellness Industry + Plus, How to determine if a Customer Feedback Management (CFM) Program is right

More information

EMPLOYEE ENGAGEMENT. Pipeline Articles www.contactcenterpipeline.com

EMPLOYEE ENGAGEMENT. Pipeline Articles www.contactcenterpipeline.com superior service / feb 2014 EMPLOYEE ENGAGEMENT Five best practices for protecting and investing in your most prized corporate asset: Your employees! By Eli Federman, Customer Service Simplified Pipeline

More information

Lead Scoring, Prioritization, Routing & Nurturing

Lead Scoring, Prioritization, Routing & Nurturing Take your business to the next level Lead Scoring, Prioritization, Routing & Nurturing Free Sales and Marketing Audit Call 410-977-7355 Lead Scoring, Prioritization, Routing & Nurturing About the Author

More information

Get Better Business Results

Get Better Business Results Get Better Business Results From the Four Stages of Your Customer Lifecycle Stage 1 Acquisition A white paper from Identify Unique Needs and Opportunities at Each Lifecycle Stage It s a given that having

More information

DEFINE YOUR SALES PROCESS

DEFINE YOUR SALES PROCESS DEFINE YOUR SALES PROCESS TO GROW YOUR BUSINESS Internet Marketing 101: How Small Businesses Can Compete with the Big Guys DEFINE YOUR SALES PROCESS TO GROW YOUR BUSINESS A strong and effective sales team

More information

A Beginner s Guide to Financial Freedom through the Stock-market. Includes The 6 Steps to Successful Investing

A Beginner s Guide to Financial Freedom through the Stock-market. Includes The 6 Steps to Successful Investing A Beginner s Guide to Financial Freedom through the Stock-market Includes The 6 Steps to Successful Investing By Marcus de Maria The experts at teaching beginners how to make money in stocks Web-site:

More information

new agent guidebook Copyright 2011 BreakthroughBroker.com

new agent guidebook Copyright 2011 BreakthroughBroker.com new agent guidebook Copyright 2011 BreakthroughBroker.com (INTRODUCTION) You are the business. Real estate school may have filled your head with the knowledge necessary to be an effective student of the

More information

Basic Performance Review

Basic Performance Review Basic Performance Review For the period ending 12/31/2009 Provided By GreenPage Accounting LLP Richard Dailey 866.603.7029 x570 1 of 8 1/13/11 10:57 PM 2 of 8 1/13/11 10:57 PM This report is designed to

More information

Compensation Plan Guide

Compensation Plan Guide Compensation Plan Guide Rewarding You For What You Do Jamberry began with a simple idea of helping women everywhere find a new way to express themselves. Our mission is to spread both joy and success through

More information

The Sales Lead System

The Sales Lead System The Sales Lead System Contents Intro... 3 Network Marketing Ad Basics... 3 Blogging... 4 Article Marketing... 4 Video Marketing... 5 E-mail Marketing... 6 Pay Per Click... 7 Banner Ads... 8 Social Marketing...

More information

THE OPTIMIZER HANDBOOK:

THE OPTIMIZER HANDBOOK: THE OPTIMIZER HANDBOOK: LEAD SCORING Section 1: What is Lead Scoring? Picture this: you re selling vehicles, and you have a list that features over two hundred different leads, but you re only allowed

More information

LEAD CONVERSION SECRETS OF TOP ADVISORS

LEAD CONVERSION SECRETS OF TOP ADVISORS LEAD CONVERSION SECRETS OF TOP ADVISORS Introduction When you re in the insurance business, you re in the business of selling something that everyone needs: protection for their families and assets. As

More information

Google Lead Generation for Attorneys

Google Lead Generation for Attorneys 1 Google Lead Generation For Attorneys Leverage The Power Of AdWords To Grow Your Law Business FAST You re about to discover the secrets of fast legal practice success with Google AdWords. Google AdWords

More information

Secrets to Renting Mailing Lists: A list broker s Top Ten Tips

Secrets to Renting Mailing Lists: A list broker s Top Ten Tips Secrets to Renting Mailing Lists: A list broker s Top Ten Tips By Suzanne Doyle-Ingram President, Strategic List Services www.strategiclists.com Over the years, I have worked with hundreds, if not thousands,

More information

Top 10 JumpStart Your Marketing Checklist for Small Business Owners & Entrepreneurs

Top 10 JumpStart Your Marketing Checklist for Small Business Owners & Entrepreneurs Top 10 JumpStart Your Marketing Checklist for Small Business Owners & Entrepreneurs One thing I have found in my years of entrepreneurship is that smart marketing is the key to success. I have worked with

More information

Dear Friend: I have a very important question to ask you

Dear Friend: I have a very important question to ask you Avoid the 7 Deadly Sins of Term Life Insurance What the Insurance Companies Don t Want You to Know Dear Friend: I have a very important question to ask you Do You Know What to Look For When Selecting a

More information

Have Questions? Call (860) 920-7595 or go to www.jimmymarketing.com/questions 0

Have Questions? Call (860) 920-7595 or go to www.jimmymarketing.com/questions 0 Have Questions? Call (860) 920-7595 or go to www.jimmymarketing.com/questions 0 TABLE OF CONTENTS Introductory Letter from Jimmy... 2 1. Are They Certified?... 3 2. Do They Offer An Info-Product Explaining

More information

7 Habits of Highly Successful Property Investors

7 Habits of Highly Successful Property Investors 7 Habits of Highly Successful Property Investors 7 Habits of Highly Successful Property Investors In property investment there are people who have been hugely successful, making enough money to buy them

More information

The Sales Mastery Series for Real Estate Professionals

The Sales Mastery Series for Real Estate Professionals The Sales Mastery Series for Real Estate Professionals with Mike Ferry The Decision How many deals do you want to do per month, this year, next year, and the year after? How much money do you want to earn?

More information

USING THE PHONE TO PROMOTE YOUR BUSINESS

USING THE PHONE TO PROMOTE YOUR BUSINESS OWEN MORRIS Smart Marketing Bulletin Aug / Sep 2008 USING THE PHONE TO PROMOTE YOUR BUSINESS If you want to drive your business forward, get on the phone! Using the telephone to support your sales, marketing

More information

Copyright (c) 2015 Christopher Small and The Art of Lawyering. All rights reserved.

Copyright (c) 2015 Christopher Small and The Art of Lawyering. All rights reserved. Copyright (c) 2015 Christopher Small and The Art of Lawyering. All rights reserved. 1 In this special report, I ll be sharing with you the ten biggest mistakes that lawyers make when marketing their law

More information

successful tips for CLOSING LEADS

successful tips for CLOSING LEADS successful tips for CLOSING LEADS www.insurancequotes.com information@insurancequotes.com 1860 Blake Street, Suite 900 Denver, CO 80202 drumming up new business on the internet With so much information

More information

The Trading Method That Proves Even a Beginning Trader Can Become a Profitable Trader in Just Hours by Trading with the Rhythm of the Market.

The Trading Method That Proves Even a Beginning Trader Can Become a Profitable Trader in Just Hours by Trading with the Rhythm of the Market. The DecisionBar Trading Manual The Trading Method That Proves Even a Beginning Trader Can Become a Profitable Trader in Just Hours by Trading with the Rhythm of the Market. Part 1 By Les Schwartz Welcome

More information

Counting the Customer

Counting the Customer Counting the Customer The Complete Guide to Dynamite Customer Care Prepared by: Everyone has a reason for loving the brands that they love: the quality product, the short lines, the fun website or the

More information

Travel Marketing Checklist: The Five Top Strategies to Boost Leads and Sales with Retargeting (No Matter Where Your Prospects are in the Buying Cycle)

Travel Marketing Checklist: The Five Top Strategies to Boost Leads and Sales with Retargeting (No Matter Where Your Prospects are in the Buying Cycle) Travel Marketing Checklist: The Five Top Strategies to Boost Leads and Sales with Retargeting (No Matter Where Your Prospects are in the Buying Cycle) Retargeting is probably something you have seen, but

More information

Ten things a loan officer must master to become an expert in the

Ten things a loan officer must master to become an expert in the OriginationPro.com Power Tools for Mortgage Professionals Ten things a loan officer must master to become an expert in the mortgage industry There are three tenets to successful business development The

More information

Google Lead Generation For Attorneys - Leverage The Power Of Adwords To Grow Your Law Business FAST. The Foundation of Google AdWords

Google Lead Generation For Attorneys - Leverage The Power Of Adwords To Grow Your Law Business FAST. The Foundation of Google AdWords Google Lead Generation For Attorneys - Leverage The Power Of Adwords To Grow Your Law Business FAST You re about to discover the secrets of fast legal practice success with Google AdWords. Google AdWords

More information

Reputation Management for Local Businesses: Protect Your Image

Reputation Management for Local Businesses: Protect Your Image By: James Iannelli RI Reputation Management www.reputationmanagementri.com (401) 316-2931 1 Introduction As a business owner, you already know that managing a business is a LOT of work; from keeping the

More information

Goal Setting & Work. Shasta County Health and Human Services Agency Department of Social Services CalWORKs Employment Services Program

Goal Setting & Work. Shasta County Health and Human Services Agency Department of Social Services CalWORKs Employment Services Program What s in your tool kit? Goal Setting & Work Shasta County Health and Human Services Agency Department of Social Services CalWORKs Employment Services Program Goal Setting & Work 11/08 Goal Setting Action

More information