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Understanding the fundamentals of legal sales is essential for finding and keeping clients.

The lawyers that we most look up to are probably the best salespeople in our profession. How do you think they’ve gotten all their clients? Most of the time, it’s through good sales techniques.

In this episode, I give you what I call Gerben’s Five Fundamentals to Legal Sales. These are tips to help you become a better lawyer by becoming a better salesperson.

1. Be accessible
2. Use phone over email
3. Be a human
4. Have empathy and be a good listener
5. Follow-up and close

00:33 – Why every lawyer needs to be a good salesperson
01:36 – Introduction to Gerben’s Five Fundamentals to Legal Sales
02:09 – Prioritize accessibility during the sales process
05:53 – Develop relationships by choosing phone over email
08:04 – Form connections by being a human
10:55 – Build likability by being a good listener and having empathy
15:05 – Follow-up and close by asking for the sale

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Start, run, and grow your law practice with Josh Gerben. This show discusses law firm management, legal marketing, the art of hustling, and everything else they didn’t teach you in law school. Join Josh and learn how to obtain more clients for your law practice, build a personal brand, implement powerful systems to increase the efficiency of your law firm, increase your revenues, and put yourself in the position for a fulfilling and secure legal career.

Josh Gerben is the founder of Gerben Law Firm, a state-of-the-art law firm that has won national and international recognition for its ability to deliver high quality legal services at a fraction of the cost of big law firms.


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