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1. Systems to Follow-up
2. Systems to Collaborate
3. Systems to Measure
Every ﬁrm we talked to
was leaving $ on
Take the Quiz
✓Do you have a deﬁned process for handling
✓Does everyone in your ﬁrm (staff included)
know that process?
✓How quickly do you respond to email
✓How quickly do you respond to phone calls?
✓Do you have a sequence to follow-up?
✓Do you know what your “close rate” is?
✓Do you know what the CPL (cost per
lead) of your marketing?
✓Do you know what the CPC (cost per
client) of your marketing?
# of Leads Generated
# of Consultations
# of Retained Clients
• Control - never lose a lead (at intake +
• Accountability - know your lead close
rates + distribute your leads
• Validation - knowing where leads are
coming from + conﬁrmation of what’s