This is how it works.
Share this video with your intake team.
NETFLY MVA leads are among the most financially-efficient in the industry, but with low costs comes a specific challenge…
You are speaking to accident victims who have not yet decided whether they want a lawyer or not. You’ll be steering the conversation toward working with your law firm.
Where leads come from:
If you haven’t watched our quick rundown video above detailing how we generate great MVA leads, watch it first!
This is the typical timeline for an accident victim who is working with their insurance carrier to start a claim:
- Get injured in an accident
- Contact Insurance
- Insurance instructs them to retrieve an incident report, medical records, VIN reporting agency information, tow yard, etc.
- They make a search for that information, finding process overviews, next steps, pitfalls, tips on maximizing compensation, treatment options, self-diagnosis websites (WebMD, etc)
- They provide that info to insurance, and may continue to inform themselves
- They receive an offer they don’t like, receive the runaround, or partial fault is accepted by insurance
- They make a search for an attorney to help them with compensation
We capture your leads at step 4 above so that you have the first shot at gaining their business BEFORE they reach step 7!
Notes
- The informational websites are bait. Tell them how to get the information they need, and transition into how you can help them get more $$$ by letting your firm handle the process.
- When a prospect misses your call, tell them it’s regarding their request for their accident info and to call back as soon as possible to keep their place in line.
- Don’t rely on voicemail. 90% of all voicemail goes unreturned.
- Instead of voicemail, rely on text. Text has a 98% open rate.
- Mix in your email campaign. Every firm should have one, as it helps your intake team come into the call in a “warmer” setting. – The more they see your name, the easier it will be on your sales team.
- Monitor how your sales team opens these calls…I’ve seen teams absolutely waste entire budgets because they come in assuming the sale, or they want to fly through the call as though they are fielding an easy lay-down referral…they are not. Remind sales that these opportunities have a cost to the firm and you want them handled your way.
- You have the prospect’s attention here, and they need some information about their situation first, so intake should always give something before they look to take something…”I can help you locate that info, can you provide a little more details so I can help you better?”
CALL TIPS:
- It’s best if a non-lawyer does the talking initially…attorneys may intimidate these prospects
- Tell them within the first 15 seconds you will help them get the information they are looking for, explain their rights, and that the call is free
- Tell them what tricks to look out for by the insurance department (this one alone will build a lot of trust)
- Tell them not to settle for the first offer (builds more trust)
- Share an anecdote where you helped someone in a similar position, and got them PAID way more than the initial offer. (If you do nothing else, do this)
- Tell them, based on the discussion, what you would do for them if they sign up, and that you are in the business of maximizing compensation
- Remind them that you can handle it all for them, and only get paid when you get them what they deserve
- Remind them that their fee is paid out by insurance.
- Email them additional info on maximizing compensation if they don’t close right then and there
- IDEALLY, the person who did the first call with a prospect now owns that file and has goals set by you to close a percentage of their prospects
- Follow-up via email, text, and phone call until you get another solid ‘no’
What to Include in Every Call
You cannot guarantee a dollar amount, but you can reference an anecdote.
“For example Mrs. Prospect, we increased Mr. Anecdote’s compensation from 100% of $4,500 to 66% of $40,000. The insurance company always pays our fee.” The prospect will naturally want to know more. From there, you can run your urgency script.
Standardize the calls to establish a sales conversation that works for you. You can make the above call tips into a checklist and supply it to your team.
Working in a little rapport, qualification, and social proof into the calls, and standardizing that, they will perk up to the idea of letting you handle it all for them so that you can go out and get them more money.
Final Words
Know Thyself.
Some sales teams are not sales teams at all. They are strictly intake teams, meaning they “take in” calls as they are, with the assumption that the prospect on the other end is already seeking to sign. If your firm uses this intake method, then this campaign may not be for you.
Salesmanship is absolutely required to steer a conversation from informational intent (locating an incident reporting agency for example) to commercial intent (signing up to increase the compensation side of the claim).
So, if you have a great sales team that cares about your bottom line, then we look forward to helping you scale…just like this firm!
