Hey, it's Joe from Atrium Leads.
I am emailing you a one-minute idea to help you sign more PI cases.
The topic of this newsletter is how tiny changes to your intake script can create massive swings in your signed case rate.
Problem
Most firms don't have a script. Or if they do, it's generic and nobody follows it. But here's the thing: the exact words your intake team uses matter more than you think.
Changing one sentence can be the difference between a prospect feeling understood or feeling like they're being sold. It can be the difference between them signing with you or calling the next firm on their list.
I've seen firms double their conversion rate just by tweaking how they open the conversation or how they handle objections. Same leads. Same team. Different words.
The problem is, most firms don't realize how much power is in the script. They think it's all about the leads or the marketing. But the real leverage is in what happens after the lead comes in.
Story
I was working with a firm in Dallas that had a decent intake process, but their signed case rate was stuck at around 13%. I listened to a few of their calls and noticed something.
Every time a prospect said "I'm still thinking about it," the intake person would say, "Okay, no problem. Call us back when you're ready."
That was it. No follow-up. No reframe. Just a polite goodbye.
We changed one line. Instead of "Call us back when you're ready," we trained them to say, "I totally understand. A lot of our clients felt the same way at first. Can I ask what's holding you back so I can help you make the best decision?"
That one change opened up the conversation. Prospects started sharing their concerns. The intake team could address objections in real time. Signed case rate went from 13% to 19% in 30 days.
Implementation
Here's what you need to do:
Write down the exact script your intake team uses, or create one if you don't have it.
Identify the most common objections you hear: "I'm shopping around," "How much does this cost?" "I need to think about it."
Rewrite your responses to those objections so they open the conversation instead of closing it.
Role-play the new script with your team until it feels natural.
Track your signed case rate before and after the script changes.
Words matter. Small changes create big results.
Hope you find this useful,
Joe
P.S. Work with me: If you want help building scripts that convert and leads that are ready to sign, reply to this email or go to atriumleads.com and book a call to see if you qualify.