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As a 2nd year lawyer I signed a multi-million dollar catastrophic injury case-commercial auto, was the 4th he interviewed for the case including named partners @ other firms and here’s how:
1. Move fast, meet in person. When I get a lead I offer to meet or have my team meet the PNC ASAP. There is no substitute for face to face. For the big case, I was lucky to even get the lead bc first atty. usually snags it. I cleared my schedule and drove 2.5 hours to meet the client in the hospital that very afternoon.
2. Don’t sell a result, sell the process. Your work is the product, and knowledge of the injury claims process your mark of quality.
3. You need to explain what makes you different, as well as your “why” and make an elevator pitch of it. For me it’s my background: came from working class family and held labor intensive jobs, “so the work doesn’t scare me.” My why? I’ve seen people screwed over by insurance (but stated more eloquently for pnc) .
4. Lean on your resources. I work for a bigger firm, so I tell PNC’s that we offer the resources and experience of a big firm. I looped in a senior attorney who has big settlements to vouch for me and offer insights. You might say “I work closely with several other attorneys”
5. Be persistent. Once a client reaches out, and you have a lead, you absolutely have to work it. I instruct my staff to call once a day, and after day 3 I call once, and send email explaining thanking the PNC for considering us and how I can be reached if the PNC reconsiders. In the big case I had to make three trips to a town 2.5 hours away, and I worked it for over a week—but that’ll benothing when we close for 6figs.
I hope this helps!
Be sincere. Listen to what they say and what they don't say. Be honest. Don't put on the puffed up arrogant attorney show. I have devoted clients who have chosen me over much more experienced lawyers simply because they believe I care. They send all their friends and family to me. Because I care.
You operate under the oversight of your partners, but you will bring your youthful energy and enthusiasm
I would add something that is unique to your firm or the way your firm handles cases. You need to give them an incentive to choose you over other firms, maybe direct them to your yelp or google reviews or talk about how you have handled similar cases and know exactly what to expect, but obviously can’t guarantee an identical result.
Focus on your intake of the client even thought it is technically a two way evaluation. Confer with others and refer the client of it seems beyond what you’re comfortable with. Good luck!