The webinar discusses mastering the client intake process to efficiently grow a law firm with $0 marketing costs. It covers building an intake funnel with standardized processes and technology to streamline initial contact, information collection, and retention. Data from the intake funnel should be analyzed to improve conversion rates, determine best lead sources and matter types, and identify process bottlenecks. Referral networks must also be effectively managed as a marketing channel.

2. Mastering
the Client Intake
Process
A Clio Webinar with Lexicata

4. Special Offer
25% off Clio Cloud Conference Tickets
Discount Code: Clio-Lexicata
Expires June 30

5. Mastering
the Client Intake
Process
A Clio Webinar with Lexicata

6. Clio Cloud Conference
“You’ll learn a ton, and the conference will
probably pay for itself over again when you get
back to your office and apply what you learned.”
- Lawyerist.com

7. Diamond Sponsor

8. 2017 Legal Practitioner Snapshot
The average law firm is spending
5-10% of annual revenue
on business development

9. 2017 Legal Practitioner Snapshot
92% of law firm cannot calculate a
Return on Investment (ROI)
on their advertising spend

10. 2017 Legal Practitioner Snapshot
96% of law firms do not know
what it costs to obtain a client

11. Diamond Sponsor

12. THE EASIEST WAY TO GROW YOUR FIRM
WITH $0 IN MARKETING
MASTERING THE CLIENT
INTAKE PROCESS

13. ABOUT ME
» CEO/Co-Founder @ Lexicata
» UNC-Chapel Hill: Finance & Entrepreneurship
» Loyola Marymount University: J.D., M.B.A.
» Founded 2 Legal Technology Companies
MICHAEL CHASIN

14. INDUSTRY - OVERVIEW
THE CURRENT THOUGHT PROCESS
I NEED MORE
MONEY!

15. INDUSTRY - OVERVIEW
THE CURRENT THOUGHT PROCESS
Solution
Lead
s
Leads Leads
Leads

16. INDUSTRY - OVERVIEW
THE CURRENT THOUGHT PROCESS

17. INDUSTRY - OVERVIEW
THE CURRENT THOUGHT PROCESS

18. INDUSTRY - OVERVIEW
THE CURRENT CLIENT INTAKE LANDSCAPE

19. FRONT - END BACK - END
➢ Poor Client Experience
✓ Inefficient
✓ Frustrating
✓ Duplicate Conversations
➢ Bad Communication
✓ Response Time/Type
✓ Misinformed
✓ Miscommunication
➢ Poor Processes
✓ Wasted Time
✓ Lost Revenue
✓ Increased Malpractice
✓ Scalability Problems
➢ Lower Retention Rate
✓ Lost Revenue
✓ Poor ROI on Marketing $
✓ Slow Growth

20. INDUSTRY - OVERVIEW
▸All Focus on Step 2
▸Limited Use of Tech
▸High Level of Friction
HOW DID WE GET HERE?

21. INDUSTRY - OVERVIEW

22. FUNNEL - BUILDING
HOW TO BUILD YOUR FUNNEL
SPEED
ORGANIZATION
SCALABILITY
CONVERSION
RATE
EFFICIENCY

23. FUNNEL - BUILDING
▸Ethics - The Bar is Watching
▸Scalability
▸Conditional Logic & Automation
▸Matter Differentiation
▸Internal Checklist(s) - Standardized Process(es)
▸Know Your Personnel, Know Your Audience
HOW TO BUILD YOUR FUNNEL

24. FUNNEL - BUILDING

25. FUNNEL - BUILDING

26. FUNNEL - BUILDING

27. FUNNEL - BUILDING

28. FUNNEL - BUILDING

29. FUNNEL – STEP 1
▸What is the Considered Initial Contact?
▸Website (Live Chat, Contact Us Form, Mobile Enabled)
▸First Impression Matters
▸67% of Clients Hire The First Responder
▸89% Look Online Before Deciding To Hire
▸Branding Still Matters If Not Attracting Online Leads
INITIAL CONTACT

30. FUNNEL – STEP 1

31. FUNNEL – STEP 1
HOW DO OTHER FIRMS PERFORM?

32. FUNNEL - STEP 1

33. FUNNEL - STEP 1

34. FUNNEL - STEP 1

35. FUNNEL - STEP 1

36. FUNNEL - STEP 1
▸Always Answer Immediately!
▸Customer Service
▸Start The Touches Early
▸Enter An Automated Funnel?
▸Research Your Clients
▸Track & Follow Up With Them (Necessary Info Is Imperative)
▸Tag & Categorize
▸CRM ≠ Case Management
LESSONS OF INITIAL CONTACT STAGE

37. FUNNEL - STEP 1

38. FUNNEL - STEP 2
▸Method of Collection
▸Who, What, Where, When, Why, How
▸The 1:100 Rule
▸Finding a Balance Between Pain & Necessity
▸Think Like a Startup
▸No More Paper/PDFs
INFORMATION COLLECTION

39. FUNNEL - STEP 2

40. FUNNEL - STEP 2

41. FUNNEL - STEP 2

42. FUNNEL – STEP 3
▸Eliminate Barriers
▸Close Like A Sales Person
▸No Surprises
▸Do They Know What Is Next?
▸Automated Follow Up Will Eliminate Unnecessary Calls
▸The Rule of 7
THE RETENTION PROCESS

43. FUNNEL – STEP 3

44. FUNNEL – STEP 3

45. FUNNEL – STEP 3

46. FUNNEL - STEP 3

47. FUNNEL - AFTER
▸Know Your Pipeline In & Out
▸Where Are Clogs Occurring?
▸Funnel Should Be Adaptable
▸How Do We Dissect?
ANALYZE

48. FUNNEL - AFTER
▸Important Metrics:
▸Conversion Rate
▸Value Per Case
▸Best Lead Sources
▸Best Matter Type
▸Best Performing Staff
DATA SHOULD DRIVE BUSINESS DECISIONS

49. FUNNEL - AFTER

50. FUNNEL - AFTER

51. BUILD YOUR NETWORK
▸Are You Effectively Managing Your Referral Network?
▸Referrals Aren’t Just Lawyers/Accountants
▸62% Get Referral From Friend/Family
▸Previous Clients Are Your Cheapest Marketing Channel
REFERRAL NURTURING

52. CONCLUSION
WHAT TO DO WITH YOUR FUNNEL
DEFINE
PROCESSES
TRAIN STAFF
ANALYZE
RESULTS
ITERATE
PROCESS

53. VISION
“Don’t look at how technology can help you do what you are
already doing, just better. Look how it can open your eyes to
things that you never thought were possible."
-Head of Gmail
CONCLUSION

54. GET IN TOUCH
@lexicata
linkedin.com/in/michaelechasin
michael@lexicata.com

55. FIRST TIME USERS
Receive $100 off when you sign up with
Lexicata by June 30th

56. Questions

57. Thank You
Joshua Lenon
joshua@clio.com
@JoshuaLenon
Linkedin.com/in/joshualenon
1-888-858-2546

58. Special Offer
25% off Clio Cloud Conference Tickets
Discount Code: Clio-Lexicata
Expires June 30