Turn Calls/Inquiries into Signed Retainer
Agreements and Cash in the Bank… Remotely
Interviewer: What this tells me is that people shouldn’t be in a rush to make a decision, and also they have to be patient because it’s going to take, at least, some time, if not a long time.
JW: Yes. You know, it’s interesting, because we deal in our society, with a lot of instant, instant this, instant that and, really, what I’m dealing with is people recovering from an injury, and the human body doesn’t recover instantly. It takes time. It takes effort. It takes treatment. So, it’s dealing with Mother Nature, in large part. I always say to people, “Don’t be in such a rush. We really need to see where this is going to lead you because if you settle your case today, and you’re having a bunch of problems tomorrow, and the settlement hasn’t taken that into account, because it’s too early on in the game, you’re going to be an unhappy camper.”
Interviewer: You know what, I’m betting that’s happening, too, is that I bet you, over time … I’m sure you know this better than me. The person’s perception of their own case changes as they have to go through this for months or maybe, years. Can you say anything about that?
JW: Well, you know, it can become a bit of, I’d say, I guess, baggage, for people in that I hear a lot of times, “This is stressing me out. It’s something hanging over my head,” and yes, sometimes it becomes this mental weight that they’re dragging around.
I encourage people just to try and focus on recovering, and let me handle everything else, because some people get what I call “claim fatigue”. The process wears them down a bit, and I spend time propping people up, encouraging them to make sure that they really think of their families, think of their long-run interests before they pull the pin on their case, settle it because, like I say, you only get one kick at that can, and sometimes you need to really think long-run.
Interviewer: Well, let’s switch gears a little bit. I was just speaking to you you’re very unusual, in your practice, that you get a very, very high percentage of your clients that are referrals, from past clients.
JW: That’s true.
Interviewer: Could you put a number to that? What percentage of your practice comes from referrals?
JW: You know, that’s a good question, Richard. My statistics show that it’s about 75 to 80% of my clients come from referrals, as best I can tell from the way I track the clients who come to see me.
Interviewer: I’ve spoken to a lot of attorneys, and I think that’s an incredible referral percentage. How do you manage to do that?
JW: Well, that’s a good question. I stay in touch with my past clients, and I get to know people. I think that it’s important that I have a relationship with my clients. I spend time with them. But, after our case is finished, I try and stay in touch with them with newsletters and other ways of reaching out to people. And you know what? I get a lot of referrals from the medical community, doctors, physiotherapists, chiropractors, because they’ve seen the results, and they hear from my clients the way that they’re treated, and they hear about the results that we get and that kind of takes care of itself.