Sales
649: Convert More Prospects into Profitable Clients with Phone Sales Doctor Chris Mullins
Law Firm Conversions was founded by sales and marketing expert, Chris Mullins. For more than 30 years, through her proprietary and guided training and programs, Chris and her team have helped hundreds of law firms around the country convert more prospects into profitable clients.
Law Firm Conversions™ was created because, as the headline points out, “Great Marketing is Not Enough When Your Prospects Don’t Convert.”
Whether your firm invests $50,000 or $250,000 on marketing, if your front-line team is not trained properly how to handle each and every inquiry, those marketing dollars are completely and utterly wasted.
Law Firm Conversions™ is a total business solution that transforms how law firms and call centers train, coach, hire and retain intake specialists, and how front-line staff handles legal intakes. Using Chris’ proprietary training, clients are able to achieve significant financial breakthroughs in record time with less struggle and less costly, yet more effective intake conversion strategies.
Now, instead of your law firm spending MORE money on marketing and advertising to generate inquiries, Law Firm Conversions™ helps you make the most of what you’re already getting. Imagine investing the same marketing dollars you are now, but converting more prospects into profitable clients–that’s what is possible with Law Firm Conversions™
Using online and offline products, services, training and coaching programs, Law Firm Conversions™ shows attorneys and their team how to handle intake calls, how to be MORE effective on the phone, in person or online with prospective clients.
Law Firm Conversions™ brings together exclusive groups of like-minded attorneys, partners, intake specialist, receptionists, and managers who want to increase their case load with ideal clients, maximize their marketing dollars and create a better client experience and more rewarding law practice.
Law Firm Conversions™ teaches better intake and conversion by concentrating on a proven IN.T.A.K.E.™ system, which focuses on four core areas.
- Relationships first business second
- Consistent, integrity-based sales process
- Empowering and enabling staff with the right skills
- On-going coaching and reinforcement to ensure intake quality
- Unfortunately, far too many law firms ignore this straightforward and proven approach. Instead, they rely on a marketing strategy that can best be described as “Spend and Hope”- whereby they SPEND more on marketing each year and HOPE that a prospective client will choose their firm to represent them.
Law Firm Conversions™ helps clients understand how and where their law firm is “leaving money on the table” and provides a proven system and strategy to convert more prospects into profitable clients.
If you’re tired of the “Spend and Hope” approach to growing your law firm, then contact us today and schedule your Free Mystery Call Debrief with Chris Mullins personally, and let Chris and her team of professionals show you how to convert more prospects into profitable clients.
Resources
Law Firm Conversions (Website)
Podcast: Play in new window | Download (Duration: 30:19 — 27.9MB) | Embed
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608: Conversational Copywriting: Be Authentic, Love Your Customers, and Build Long-Term Relationships for Increased Sales with Nick Usborne
Nick Usborne is an expert in copywriting and web writing. He has written copy for some of the world’s biggest brands, including Citibank, Apple, Chrysler, MSN.com, New York Times, WebEx, the U.S. Navy, and others. He attributes his success to “conversational copywriting,” and he’s here today to share his approach to help you write persuasive and effective copy for clients.
Resources
- Nick's Conversational Copywriting Goodie Bag (Including 5 Quick & Easy Ways to Make Your Writing More Conversational)
- Nick Usborne (Blog)
- Conversational Copywriting (Official Site)
- Popcorn Content: The craft of writing short-form content for social media (Book)
Podcast: Play in new window | Download (Duration: 40:41 — 93.3MB) | Embed
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600: The Magical Profit-Producing Power of Following Up, Being Organized, and Persistent: 22 Things I Learned From Grant Cardone About Wealth, Mental Health, Happiness, Knowledge, and Making Money
For our 600th episode, we're going to talk about Grant Cardone, who I consider to be one of the top 10 marketers on the planet. Important to note: Grant doesn't know me and he does not appear in this episode. However, I've read (almost) all his books and bought a few other things from him, such as his 10XGrowthCon livestream. He brands himself as a sales trainer and is the best person to learn from if you're looking to up your game, develop a better work ethic, and connect better with your customers & employees.
He's definitely the hardest working person I've ever seen. If that makes me a kiss-ass, so be it:
Podcast: Play in new window | Download (Duration: 55:04 — 126.2MB) | Embed
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- 10X rule: it takes 10 times the effort you think it will take, so set your goal, then 10-times that goal, and then 10-times the action you think you'll need to take to hit that goal (avoids "one foot on the brake")
- Get your money right
- Have a quiet workspace, rent an office, get employees
- You don't know if "too much" is too much until you've done it
- Grocery store rot: feed the beast, keep the traffic, clients, business, and money pouring in constantly
- You’re always selling (job, career, webinar, class) -- surpass your quota (quick personal videos)
- Be the most ethical person you know: "ethical" means telling as many people about your product because it’s unethical not to help them by selling it to them
- Most of us are introverted or shy (the thing you fear is the action you are putting off and should probably take). Be "social" even if you're introverted. Make thank you calls or send postcards to customers. "Someone canceled on me for lunch, let's have lunch."
- Daily meetings & quotas (measured progress): get into the habit of completion
- Most people don’t follow-up (36 voicemails, every business in Miami, eat lunch with people)
- Don't wait to get your ducks in a row before taking action: CRMs or spreadsheets? Just start dialing or contacting.
- Omnipresence (market yourself in so many places that people can’t ignore you
- Ramp up as your skill and efficiency improves (Brad Lea videos, morning vlogs, daily LinkedIn posts)
- Be difficult and ask for what you want
- Ask questions from prospects (buying a laptop story), mirror and always agree
- Scheduling & happiness: fill in so much in your schedule that the weeds can’t grow
- Be so busy that you haven’t even had time to watch your favorite tv show in weeks.
- Work weekends - don't take them off like everyone else does
- Write down your goals in the morning and at night
- If you have multiple jobs / streams of income, be looking for "complementary" skills, i.e. day job to learn coding and create plugins on the side... voiceover artists who get into podcast setup & editing
- Are you discouraged because someone hasn't called you back? How many times have you failed to call someone back? Call again.
- Even if they hate you, they’re still talking about you, so just be yourself
Resources
- Grant's articles (LinkedIn)
- 10XGrowthCon (Live Event)
- Cardone University (Online training, non-affiliate link)
- The 10X Rule: The Only Difference Between Success and Failure (Book)
- Sell or Be Sold: How to Get Your Way in Business and in Life (Book)
Podcast: Play in new window | Download (Duration: 55:04 — 126.2MB) | Embed
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586: Dare to Be Seen Using Podcast Guesting Campaigns: Win-Win Joint Ventures, Reputation Management, and Content Marketing with Kansas City Web Designer Phil Singleton
Phil Singleton is a web designer, an SEO expert and an award-winning author. Since 2005, Phil has owned and operated a digital agency based in Kansas City.
Podcast: Play in new window | Download (Duration: 44:37 — 40.9MB) | Embed
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In 2016, Phil and John Jantsch, of Duct Tape Marketing, co-wrote, SEO for Growth: The Ultimate Guide for Marketers, Web Designers & Entrepreneurs. SEO for Growth is an Amazon bestseller and has been listed as a top marketing book by Mashable, Oracle and The Huffington Post. It's also been featured on MSNBC and was named by Forbes as the #1 SEO book on its list of “Essential SEO Books for Every Startup to Read”.
Phil is also the author of a popular WordPress SEO plugin that has been downloaded over 100,000 times in the last year.
Phil's latest startup venture, Podcast Bookers, is a service that helps marketers and executives get booked on established podcasts as way to develop authority and personal branding, improve SEO, and most importantly, generate new leads and sales.
Resources
- Podcast Bookers (Podcast Booking Service)
- SEO for Growth (Book)
- Kansas City Web Design & SEO (Service)
Podcast: Play in new window | Download (Duration: 44:37 — 40.9MB) | Embed
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522: Create, Qualify and Close Phone Leads: Outbound, Inbound, and Appointment Setter Call Center Secrets with Lead Hero Glen Shelton
Glen Shelton is the founder of Lead Heroes. Lead Heroes began in early 2015 when Glen realized there had to be a better way to get a telemarketed lead. He's tried all types of lead sources: live telemarketer, avatar, voicemail, direct mail, internet, just to name a few. The leads with highest return on investment, as well as staying consistently high in quality were live telemarketer leads.
He's here to tell us about the possibilities open to you and your business with telephone marketing, from appointment setting, inbound calls, follow-ups, real estate, and insurance.
Visit Lead Heroes to Find Out About Call Centers and Telemarketing
Podcast: Play in new window | Download (Duration: 31:03 — 28.5MB) | Embed
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488: The Art of Selling: Become a Sales Detective, Build Rapport, Trust, and Value By Asking Questions with Sales Wizard Hugh Liddle
Hugh Liddle is THE Sales Wizard at Red Cap Sales Coaching and Elite Sales Academy, where you can learn to make selling easy, fun and profitable. He specializes in helping chiropractors dramatically increase their conversion ratios, sales and revenues. Hugh's sales training and coaching comes from over 47 years of in-the-field sales and sales management experience, so you get real life experience from his teaching, not just something out of a textbook.
Hugh is the author of Take the Icky and Scary Out of Sales. He's also a radio talk show host. His show, Sales Chalk Talk, is produced every week and is available on iTunes.
Resources
- Red Cap Sales Coaching (Website)
- Sales Talk Chalk (Weekly Podcast)
- Elite Sales Academy (Website)
- Take the Icky and Scary Out of Sales (Book)
- Hugh Liddle (LinkedIn)
Podcast: Play in new window | Download (Duration: 30:04 — 27.5MB) | Embed
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468: Reverse-Engineer Success: Meetups, Cold Calling, and Deal Flow with Alex Berman
Alex Berman is the Founder and President of Experiment 27. Alex is responsible for generating over $6.5 million in B2B sales and over $35+ million in leads for his clients. He also creates weekly videos to help agency owners grow their business and bring in more revenue teaching them how to optimize B2B sales cycles and put inbound marketing strategies in place. He's also a former director of marketing at the 60-person, three time INC 5000 agency in NYC.
Resources
- Experiment27: Drive Leads to Your Digital Agency (Website)
- B2B Sales Training (YouTube Video)
- How to Talk to Anyone (Book)
Podcast: Play in new window | Download (Duration: 33:08 — 30.3MB) | Embed
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467: Master the Art of Closing the Sale to Get More Clients and Referrals with Benjamin Brown
Benjamin Brown is a father of two young children and holds a Bachelor's Degree in Business Management. He has over 23 years of experience in the sales field from multiple positions from sale reps to sales management.
A Best Selling Author, Ben's book, Master the Art of Closing the Sale: The Game-Changing 10-Step Sales Process for Getting More Clients and Referrals. His popular sales blog, now at 360SalesConsulting.com, focuses on giving great tips and advice for sales people world wide.
Podcast: Play in new window | Download (Duration: 46:30 — 42.6MB) | Embed
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454: Whoa, Wow, Hmmm, Yes: Get Out of Your Own Way and Just Listen to Become a Mesmerizing, Purposeful, Agendaless Influencer with Dr. Mark Goulston
Dr. Mark Goulston stops by to help us all get out of our own way. We need to live to be of service and have conversations with neither a memory NOR an agenda. Mark is one of the world's foremost experts on empathic listening and how you can use that to increase your influence, marketing and get through to anyone.
Podcast: Play in new window | Download (Duration: 42:37 — 39.0MB) | Embed
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He's the author of seven books with his book, "Just Listen," becoming the top book on listening in the world. He provides workshops, one on one coaching and consulting and keynotes around the world. Dr. Mark joins us to tell us the secret formula that Elon Musk and Steve Jobs followed to create fanatical customers, clients and investors. It comes down to the four step unconscious formula:
- Whoa: "I can't believe what I'm seeing"
- Wow: "That's amazing"
- Hmmm: "This is too good not to use"
- Yes: "I can see where we can use it"
If you'd like to be a mesmerizing influencer, be remembered (by being different), get into the mind of your prospects, and stay ultra-relevant, then you'll want to tune-in to today's show.
Resources
- Just Listen (Book)
- Dr. Mark Goulston's books (Amazon)
- The Goulston Group (Discover How To Be More Compelling)
- Prison Letters with Dr. Mark Goulston (Podcast)
- Mark Goulston (Twitter)
- Mark Goulston (LinkedIn)
- Steve Jobs as Told By Mark Goulston (Youtube Video)
Podcast: Play in new window | Download (Duration: 42:37 — 39.0MB) | Embed
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447: Level Up By Being a Direct Sales Troubleshooter, Amplify Your Strengths, and Scale Your Business Using the Five Sales Steps with Nathan Walker
Nathan Walker is a self-made millionaire, entrepreneur, direct sales expert, and business owner. With over 15 years of direct sales experience and business building he's changed the lives of many with his ability to 'Level Up' your life; regardless the industry!
Nathan is professionally affiliated with Brad Lea, Grant Cardone, Henry Kaminski, Akbar Sheik, and Arne Giske. He currently trains and educates sales teams within is businesses on a regular basis via calls, webinars, zoom, and live events. If Nathan is all about one thing, it’s this – Direct Sales! At the young age of 33, he’s built a few multi-million dollar companies all based around one thing, selling; more specifically selling in the home!
Along with that, he has several success stories under his belt. Success stories like Corey who was making $8.00 an hour at a Weber grill factory, and will now make over $200k this year alone. This is all due to Nathan’s sales process, and training. Stories like that is Nathan’s real passion in life.
Resources
- Nathan Walker (Official Site)
- Nathan Walker (Facebook)
- Level Up Podcast (Podcast)
Podcast: Play in new window | Download (Duration: 32:06 — 29.4MB) | Embed
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