Turn Calls/Inquiries into Signed Retainer
Agreements and Cash in the Bank… Remotely
Interviewer: You mentioned you use a newsletter, and you keep in touch with them, but what do you talk about, when you keep in touch with them over time?
JW: Well, what I try to do is provide them with information, a lot of safety information, that people quite frankly, really are interested in, ways they can protect their kids, protect their parents. I read about things are going on in terms of … You know, not dry, boring law stuff but what’s going on on the streets of my city, in terms of car accidents and how people can avoid getting involved in things. I want to make sure they’re up on the issues, and I also keep them in the loop about what’s going on with me, my family, our firm and different things that they can do to help themselves.
I’ll give you an example. I came across an article about programming your cell phone with what’s called ‘ICE’. In case of an emergency, you put in the name of a person who you want paramedics to contact, in case you’re hurt in an accident and can’t talk to them. So, I put an article in my newsletter about that so people would know about this service, they’d know how they can really help themselves if they’re in an accident, and the paramedics need to get in contact with a loved one, a husband, wife, whoever, using their cell phone.
Interviewer: Yes. That would be very useful.
JW: Yeah. These type of things. People, I find that they want to know. They really appreciate me passing along information.
Interviewer: That’s funny because I would think that maybe, people wouldn’t want to hear from you again because they might associate you with the experience, even though they had a good outcome.
JW: [laughs] Yeah. I guess I’m like the undertaker, huh? No.
Interviewer: No offense.
JW: No. I get you. I get you. Well, you know what, it’s the relationship that we formed along the way. I’ve connected with someone, because for me, that’s important. I can’t do a good job with someone’s case unless I really get to know them a bit, and I understand what makes them tick, and they get to know a little bit about me because, how are they going to trust me, if they don’t know who I am, and what makes me tick? So, it’s a little deeper than just, “I handled your case.” It’s, “We got to know each other. We connected on a human level,” and I think people get a kick out of hearing about my family, my kids, what’s going on with our firm. I’ve had a lot of people tell me they genuinely enjoy me bringing them up to speed with newsletters and other things like that.
Interviewer: Oh, so you have, what, calls or emails, people coming back to you on their own, saying they enjoy what you’re sending them?
JW: Oh, yes. Absolutely. Absolutely. We have people phone us up and ask to be put on our newsletter list.