A good marketing system to generate a new prospect to call your office is invaluable, but all too often we see all the hard work of good marketing destroyed by the lack of a proper client enrollment system. What is client enrollment? It is simply helping the client to identify how you can support them so they would be willing to engage you to help solve their problem. Sales is one attempt to get someone else to hire you. Enrollment, on the other hand, is all about identifying the need of the client and then eloquently being able to show how their need can be solved by you; how their need can be solved easily and efficiently by you. An effective client enrollment system begins with the initial call into your firm. You must be prepared on how to handle that call and how to route them.
The LWP™ model only allows two options, enrollment into a client workshop to learn about all the things they don't even know they don't know, or an initial meeting for those who have a more urgent situation and just need a solution to a single problem. Once the client is enrolled in attending an initial meeting or vision meeting, then it becomes the attorney's job to listen. Steven Covey's book, "The Seven Habits of Hiring Effective People," starts with a simple command in chapter one "Seek first to understand." That is the goal of client enrollment. First and foremost it is to understand the client's needs, then providing just enough education (so as not to overwhelm them) so they can see you have proposed solutions.
Most attorneys fail in enrollment in that they puke all over the client. What do I mean? They start to teach the client how they do what they do and how a trust works. Imagine going to your auto mechanic and having him start to explain to you how the spark plug wires work. The reality is that you just want the car to run when you turn the key over. The same is true for clients. They just want a solution. They really don't care how it works. They just want to know how it will support them.
One of the most critical elements of enrollment is being able to show the client how you can accomplish their goals and objectives without overwhelming them with information. At LWP we use a simple three-step process to enroll them based on trained communication skills, and an integration with what they have learned at the workshop. Utilization of our estate plan audit and vision clarifier has increased the hiring rate for most of our new members by two or three times. Isn't it time you increased your success in getting clients to hire you?