- I attended the intake academy for the entire days’ program and took many interesting concepts away with me. The ones that stand out the most that I hope to apply include the following:
- It is extremely important to remember that relationships come first and business comes second. We are a relationships and healing business more than a legal business.
- Empathy comes first.
- When a prospect calls, it was planned and it took them time to call, so I need to be ready and confident – game on.
- When a prospect calls, they have already spoken to or are planning on speaking with 3 to 5 other firms we compete with. We cannot sound like the others.
- Individually we need to be excellent, provide solutions and do the best we can do — be focused
- Be grateful.
- Eliminate the entitlement and complacency. I have to strive to achieve and stay focused, but walk a mile in the other person’s shoes at the same time.
- Catch each other doing something correct every day.
- The most valuable tool is your voice.
- Be honest.
- Intake consists of introduction, talk, acknowledge, konfirm and execute. Follow the script but don’t sound like you’re following the script, have a conversation.
- Three rules to intake are do not skip a step, make sure prospect and you are in the same step and complete each step/complete the process.
- It’s ok to compassionately interrupt and speak up/change your voice/be strong. Also be specific and explain what happens next.
- I personally am a “doing stabilizer calculator” which means I am a practical thinker who is steady, consistent, passive, accommodating and cautious, reserved, analytical and systematic. When under pressure, I slow down and can become critical.
- Thank you to Chris for a great seminar.
– Sara Harris, Schwartzapfel Advocates Ltd.