How Offering “Pay-As-You-Go” Options Can Dramatically Increase the Number of Clients You Can Profitably Serve

10/21/16 • 56 min

Episode 17: How Offering “Pay-As-You-Go” Options Can Dramatically Increase the Number of Clients You Can Profitably Serve

Barbara Rogachevsky has been an Unbundled provider attorney out of Akron, Ohio, for over two-and-a-half years now. Today Barbara shares the types of unbundled and “pay-as-you-go” options she offers that can fit into the budget of almost any client she works with. She explains how she uses the script to determine her client’s legal needs, financial budget, and how to formulate a “plan” to help them accomplish their goals. She also shares a unique “risk-free” offer for her clients to meet with her for the initial consultation that allows them to feel comfortable taking the next step; while at the same time she screens out clients that don’t value her time.

In this episode, you’ll learn:

How Barbara uses the script to identify the client’s legal needs and financial circumstances so she can create a tailored plan to help them
The impact of responding to leads via text messages, and some best practices on how to do so effectively
The types of “pay-as-you-go” options she offers, and how these options have helped her serve more clients and increase her income
The importance of having a clear fee agreement when offering unbundled and “pay-as-you-go” options, and some of the items to include
The importance of “playing the long game” and focusing on building relationships, instead of just trying to convert the client
Barbara’s “risk-free” initial in-office consultation, and how it has helped her increase her conversion rate, while screening out clients that could become time-wasters

And much more...

If you enjoy this podcast, please head over to iTunes, subscribe to the show and leave us a review. We love hearing from our listeners and look forward to reading your feedback!

For more information about Unbundled Attorney and how our Lead Generation services help grow your practice, visit: https://www.unbundledattorney.com?t=podcast

Episode 17: How Offering “Pay-As-You-Go” Options Can Dramatically Increase the Number of Clients You Can Profitably Serve

In this episode, you’ll learn:

How Barbara uses the script to identify the client’s legal needs and financial circumstances so she can create a tailored plan to help them
The impact of responding to leads via text messages, and some best practices on how to do so effectively
The types of “pay-as-you-go” options she offers, and how these options have helped her serve more clients and increase her income
The importance of having a clear fee agreement when offering unbundled and “pay-as-you-go” options, and some of the items to include
The importance of “playing the long game” and focusing on building relationships, instead of just trying to convert the client
Barbara’s “risk-free” initial in-office consultation, and how it has helped her increase her conversion rate, while screening out clients that could become time-wasters

And much more...

If you enjoy this podcast, please head over to iTunes, subscribe to the show and leave us a review. We love hearing from our listeners and look forward to reading your feedback!

For more information about Unbundled Attorney and how our Lead Generation services help grow your practice, visit: https://www.unbundledattorney.com?t=podcast

Previous Episode

Proven Sales Strategies to Convert More Leads and Eliminate No-Shows

Episode 16: Proven Sales Strategies to Convert More Leads and Eliminate No-Shows

Tera Lee is a long-time unbundled provider attorney based in San Bernardino, CA who has applied best practices and strategies he learned from his background in sales to calling leads. Today Tera joins our show to discuss the importance of embracing sales as a critical component of building a successful law practice, and how to develop systems to consistently improve your sales process over time. He also shares many of the effective sales tactics he has developed, including how to completely eliminate “no-shows” from your practice without having to charge a fee to secure an appointment.

To read the complete transcript of this interview, click here

In this episode, you’ll learn:

How to employ a secretary who will respond to leads in real time when you are not available, and not lose prospective clients in the process
How Tera’s strategy allows him to completely eliminate “no-shows” from his appointment schedule, without requiring clients to pay upfront fees to secure an appointment
His four step approach for the initial phone consultation with your leads
How to overcome some of the top objections you can get from a phone consultation; such as “I need to think about it,” or “I need to talk to my wife/husband/3rd party”
How to adapt your consultation when clients are reluctant or unable to travel to your office, such as using facetime, skype, or video conferencing alternatives
The benefits of offering a flat rate retainer for certain types of cases or tasks
And much more...

If you enjoy this podcast, please head over to iTunes, subscribe to the show and leave us a review. We love hearing from our listeners and look forward to reading your feedback!

For more information about Unbundled Attorney and how our Lead Generation services help grow your practice, visit: https://www.unbundledattorney.com?t=podcast

Next Episode

Scaling Up Your Practice: How to Expand From Solo Practitioner to Small Law Firm in Under 3 Months

Episode 18: Scaling Up Your Practice: How to Expand From Solo Practitioner to Small Law Firm in Under 3 Months

Rhonda Telford Naidu has been an Unbundled provider attorney out of Oklahoma City, OK for about 3 months. During this time her client base has grown from 9 active clients to 51 which has required her to hire two new attorneys. She is also working on opening new offices that will allow her firm to expand to serve the entire state of Oklahoma. Today, she and her partner/office manager, Jayshree, walk us through how they have scaled their practice so quickly. They also give us a very convincing argument for why it makes both moral and financial sense for attorneys to offer payment plans for their clients.

To read the complete transcript of this interview, click here

In this episode, you’ll learn:

The main phases for scaling a law firm, and the how to execute them in the proper order
How Rhonda and Jayshree were able to leverage internet leads and acquire 41 new clients in only three months
How to source, hire, and pay contract attorneys to work in your office or open satellite offices in other cities
Some of the emotional challenges and personal barriers that come with transitioning from solo practitioner to a small firm, and how to overcome them
The value of hiring a financial manager to communicate your fees, work out payment arrangements, and handle billing issues, so you can focus solely on serving your clients
Why attorneys should make the “leap of faith” and start offering payment plans to their clients, and how the monthly cash flow can significantly impact the health of the business
Why they charge a fee for clients who meet with them in their office, and the strategies used to sell their consultation and services on the initial phone call
How to transition someone else in the firm to field the lead calls for when you are unavailable
And much more...

To read the full transcription from this interview, or to ask a question or make a comment, click here

If you enjoy this podcast, please head over to iTunes, subscribe to the show and leave us a review. We love hearing from our listeners and look forward to reading your feedback!

For more information about Unbundled Attorney and how our Lead Generation services help grow your practice, visit: https://www.unbundledattorney.com