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 what intake metrics actually matter, and which ones are just noise.
Problem
Most firms track the wrong things. They look at how many leads came in, how many calls were made, or how busy the intake team was. But none of that tells you whether you're actually signing cases.
You can have 100 leads and make 500 calls, but if your signed case rate is 5%, you're losing money.
The metrics that matter are the ones that directly predict signed cases: speed to first contact, contact rate, and signed case rate. Everything else is just activity.
The problem is, most firms confuse activity with results. They think if their intake team is busy, they're doing well. But busy doesn't mean effective.
Story
I was working with a firm in Chicago that was obsessed with call volume. They tracked how many calls their intake team made every day and celebrated when the number went up.
But when I asked them what their signed case rate was, they didn't know. They had no idea how many leads were turning into cases.
We shifted their focus. Instead of tracking call volume, we tracked three things: how fast they contacted each lead, what percentage of leads they actually reached, and how many turned into signed cases.
Turns out, they were making a ton of calls, but most of them were to dead numbers or people who had already signed with another firm. Once they focused on speed and contact rate, their signed case rate went from 10% to 16% in 45 days.
Implementation
Here's what you need to do:
Stop tracking vanity metrics like total calls made or total leads received.
Start tracking these three metrics: speed to first contact, contact rate (how many leads you actually reach), and signed case rate.
Set benchmarks: aim for first contact under 2 minutes, contact rate above 60%, and signed case rate above 15%.
Review these metrics weekly with your intake team and adjust your process based on what's working.
If your signed case rate is low, dig into whether it's a speed problem, a contact problem, or a script problem.
Focus on the metrics that predict signed cases, not the ones that make you feel busy.
Hope you find this useful,
Joe
P.S. Work with me: If you want leads that convert and clear reporting on what actually matters, reply to this email or go to atriumleads.com and book a call to see if you qualify.