113: LegalSoft’s Adam Reiman on Transforming Legal Intake, Law Firm Growth and Client Conversion

Ten Golden Rules Internet Marketing for Law Firms Podcast

Today our special guest is Adam Reiman from LegalSoft. Adam brings a wealth of knowledge from his background in sales, digital marketing, and the legal sector. In this episode, he shares actionable strategies for law firms to boost their operations through virtual assistants, efficient intake processes, and structured client communication. We explore the current challenges law firms face, and Adam explains why quick response times and empathy are crucial for turning leads into clients. Whether you're a solo practitioner or part of a large firm, Adam’s insights on how to enhance your client intake process and improve overall efficiency will be invaluable.

Adam also discusses his journey from a national sales director to a legal marketing coach, underscoring the importance of intake and conversion in law firms. With LegalSoft supporting 800 law firms through 2,700 virtual assistants, Adam emphasizes the need for speed in lead conversion, noting that leads not contacted within five minutes have only a 17% conversion rate. He also highlights the scale of LegalSoft's operations, interviewing 13,000 candidates monthly to place over 200 virtual assistants. Adam advises firms to document their processes, enhance client experiences, and consider coaching to streamline operations and drive growth. This episode is packed with tips to help law firms thrive in a competitive landscape!

Key Topics

• 03:55 Experience working with various law firms and handling intake best practices and sales training.
• 04:38 Legalsoft specializes in virtual assistance in the legal space, from entry-level positions to virtual paralegals and attorneys.
• 05:06 Challenges law firms face in hiring post-Covid and how Legalsoft provides a solution.
• 06:25 The company's recruitment process, including their global offices and the high volume of applications they receive.
• 07:32 Highlighting the benefits for virtual assistants, roles they can assist with in all aspects of the office.
• 09:21 Benefits for VAs including health insurance, 401(k), and performance bonuses.
• 11:35 The company's infrastructure, such as monitoring virtual assistants' activities and ensuring they work full-time for one law firm.
• 12:35 The integration of virtual assistants into law firms and the positive impact on both the firms and the assistants.
• 13:43 The importance of intake and conversion rates in law firms.
• 13:59 Experience secret shopping law firms and the common mistakes in intake processes.
• 15:03 The top 10 skills for effective intake and the importance of empathy and unique competitive advantages.
• 16:55 The critical role of speed to lead and the negative impact of voicemail on conversion rates.
• 21:10 The sales role in intake and the importance of offering a unique competitive advantage.
• 24:25 Approach to training virtual assistants and the importance of salesmanship in intake.
• 26:35 The differences in law firm operations and the importance of documented processes and client experience management.
• 27:05 The need for law firms to micromanage the client's experience and the benefits of proactive communication.
• 31:20 The benefits of hiring coaches for law firms and the importance of finding the right coach.
• 34:23 Advises law firms to hire someone with experience in the legal space and to ask for references and success stories.
• 34:40 How his virtual assistant helps him stay on track and manage his workload effectively.
• 41:21 Expresses his openness to networking and his preference for working with small and solo law firm owners.

Resources Mentioned

Books:

1. "E-Myth" by Michael E. Gerber

Websites:

1. LegalSoft's Virtual Assistants

About Adam Reiman:

Adam Reiman is a renowned expert in the legal industry, recognized for his innovative strategies in law firm growth and scalability. Throughout his career, he has successfully trained thousands of law firms across North America, empowering them with the tools needed to thrive. As a key figure at Legal Soft, Adam continues to lead initiatives that create consistent client journeys and drive unprecedented growth for law firms. His Legal Mastermind sessions have become a cornerstone for firms looking to compete in today's fast-evolving landscape. Adam's forward-thinking approach and deep industry knowledge make him an invaluable asset to Legal Soft's mission of delivering cutting-edge solutions.

About Jay Berkowitz:

Jay Berkowitz is a digital marketing strategist with decades of experience in the industry. As the CEO of Ten Golden Rules, he has helped countless law firms and businesses harness the power of the internet to achieve remarkable growth and visibility. Jay is also a renowned keynote speaker and author, sharing his expertise at various industry events and publications worldwide.

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