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MK 101: Client Development & Lead Generation
Client Development & Lead Generation Every lawyer who wants to generate bankruptcy clients, build a book of business, and build a successful legal practice should take this course. A lawyer who generates clients is called a “rainmaker.” A rainmaker understands this simple truth: Marketing = Clients = Profits = Success…
MK 102: Advertising for Clients
Advertising for Clients Advertising is an important component of legal marketing. This course considers ethical issues every lawyer must understand before starting to advertise for bankruptcy clients, including specific words and phrases that must appear in every advertising piece, as required by the U.S. Bankruptcy Code. Advertising is a relatively…
MK 104: Client Selling & Closing
Client Selling & Closing This book discusses the six-step sales process used to close prospective clients so they are delighted to engage the law firm and pay the attorney’s legal fees. First, the rainmaker conducts a Need Analysis during the sales process to determine a prospect’s true need and the real…
MK 105: Objections to Closing Prospects
Overcoming a Prospect’s Objection to Closing This course teaches attorneys how to overcome a prospect’s objection to closing. Learn that “no” does not mean “no” in the bankruptcy sales closing context. A rainmaker understands that “no” really means that a prospective client lacks sufficient information to feel comfortable engaging the…