They decide whether to hire you before you mention the fee.
How You Walk In is a free guide to what they're deciding on: presence, body language and voice in the first meeting, in the room, on video and on the phone.
The people who call your firm can't grade your legal advice. They grade what they can see and hear. Whether you seem sure. Whether you seem to get them. Whether they feel safe.
Staring at the screen, looking away or looking down at your papers tells them you aren't sure of yourself. That's a fatal flaw in a lawyer. In our work, confidence is competence.
One law firm went from 4 in 10 people hiring them to 7 in 10. Same phone. Same ads. What changed was the first meeting.
If selling gives you the ick, keep it. Nothing here asks you to push anyone. You don't have to sell. You have to finish the advice.
Pam Foley, JD. Former practicing attorney. I built a three-location family law firm and ran the first meetings myself.
What's inside
Why you don't have to sell, and what holding back a recommendation costs the person who called.
Presence and body language in the room, on video and on the phone.
How your voice should sound when you say the number.
Short practice your team can run each week, and a way to score real calls. Score the call, never the person.
Who this is for
Law firm owners and the people who answer their phones. If your firm gets the calls and takes the first meetings, and still hears "let me think about it" more than you'd like, this was written for you.