Quite the title coming from a guy trying to sell you leads, eh?
But take it from me, you don’t want more leads and I don’t want to sell you more leads, necessarily.
Happy MLK Day btw.
Problem
Almost every lawyer I talk to thinks they have a lead problem. “We don’t have a steady flow of cases!” or “We need more leads.”
But when I ask more questions and chat with them a bit more, it always comes down to not the number of leads they’re getting. Sure, if you’re just starting out then how many leads you have is going to be a blocker at first, but I’m referencing after you’ve been cooking for a little bit.
At the heart of what they’re saying, is that the types of cases they’re getting just aren’t that good. They need bigger, better cases rather than run-of-the-mill minimum policy cases.
Story
Throughout my career, I’ve worked for a few people who all shared a few very specific, distinct traits. I won’t give you a full analysis of each of ‘em, but the one that comes to mind perhaps most prominently is their desire for scale.
They wanted VOLUME. And just about every time, it backfired.
Why?
It wasn’t because volume and scale weren’t possible, but because 1) growing in general is hard and 2) there’s several things that need to happen before just increasing the output. There needs to be a foundation.
Sure, you can always 10x whatever it is that you’re doing for a week or a few days. But it’s never sustainable and your team, your systems, and most importantly, you, get burned out.
Slow is pro.
The true thing about scale of course is that it’s almost never about the number of transactions going up. It’s about profit. People want to scale so that they have more money in their pocket.
The paradox of it all is that if you slowed down, shrunk the volume and focused on quality, then you’d have more money.
But fewer customers/clients/leads isn’t sexy. Focusing on fewer, better things isn’t sexy.
Implementation
If you’re unhappy with the types of cases you’ve been working on, then let’s prove this out. If you are absolutely content with them then close this email because this won’t apply to you.
Do this:
Jot down the last 10 cases you settled, and roughly ballpark how much you made off of them, give me the average
Now think about how many leads you went through to secure those cases
Take your revenue divided by leads, and think about your revenue per lead
Now comes the fun part
What if those cases you worked on drove 4-5x revenue? What if the leads you received converted at double or triple the rate? What would happen?
You’re working the same amount of time for 5x the revenue.
You and your team are busy working cases, not leads.
The office is humming, morale is higher. All because the quality went up, not the number of leads.
P.S. Work with me: If you’re tired of chasing dead-end leads or want to work on some more serious cases, reply to this email or go to https://atriumleads.com and book a call to see if you qualify.