Turn Calls/Inquiries into Signed Retainer
Agreements and Cash in the Bank… Remotely
Interviewer: Really?
JW: On a regular basis, people, I’m not even sure how they found us, but they phone up and, “My friend gets a newsletter. I saw it at his house. I quite like it. Can you handle getting me put on the list yourself?” Yeah.
Interviewer: That’s amazing.
JW: Yeah.
Interviewer: How long do you send out the newsletter to any past clients?
JW: Oh, we keep them on the list as long as they’re agreeable. Unless they say “come off”, I keep sending it, to infinity and beyond.
Interviewer: Are there people you sent it to for over a year?
JW: Oh, yeah. I have clients who I’ve settled cases for ten years ago. They still get the newsletter, and some of them, they’ll respond to a contest I have in there, or they’ll send me an email with a question. People like it.
Interviewer: That’s amazing.
JW: Yeah.
Interviewer: Besides the newsletter, do you send other items to them or it’s primarily that?
JW: I do postcards. We’ll do postcards with safety information. I do videos. I’ll send out a video about an important topic, so they can download an information booklet about something I think is important to people. I did a St. Patrick’s Day video, just wishing people a happy St. Patrick’s Day. I just cut, the other night, a Mother’s Day video. I had a lot of fun with it, but the underlying theme was, my mom’s getting older and I’m concerned about when she goes to cross the street. Here’s things that you should look out for when your mom goes across the street.
Interviewer: Makes sense.
JW: Yes. Well, the feedback that I get from my group is that they really appreciate it.