Lessons Learned from Starting an ISA Team

Resource Links:

• CaseFuel Website (http://casefuel.com/)
• Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)

If you’re a small or solo estate planning practice or elder law practice, this episode is a must-listen!

At Casefuel we’ve been able to master a lead generation process for our clients...

But when it comes to small and solo firms, we see them encountering the same problem again and again: 

Lacking the time and resources needed to follow-up with new leads - aka the inability to make outbound calls.

So many turned to a third-party solution to bridge the gap… but struggled to get consistent results.

So we worked to create a better solution.

In this week’s podcast, Jan Roos explains why we created an ISA (independent sales associate) team and how hiring an appointment setter can be a godsend for small practices.

Jan discusses why you need a different technique for inbound and outbound calling, the main problems firms face when working with third-parties and how to make an ISA team work for your firm so you can continue to scale — up to a 10x improvement! — without hiring.

While listening, you’ll learn:

• What an ISA team is
• The problems with third-party solutions 
• Requirements for making the ISA process work 

We’ll be talking about:

1. The process of inbound calling [2:11]
2. What leads require inbound calling? [2:37]
3. The story behind starting the ISA team [3:37]
4. The inconsistent results we got [5:00]
5. Making sure that the intake is all or nothing [6:54]
6. Making sure that all calls are recorded [7:56]
7. The importance of setting up an automated calendar [8:19]
8. Time kills all deals — the more availability you have, the sooner you’re gonna be able to schedule people [10:06]
9. Making sure there are certain things that the ISAs will never speak about [10:58]
10. Not giving legal advice
11. Not having pricing information on the call
12. What are the overall results [11:36]

About Our Host:

Jan Roos is the CEO of CaseFuel agency, helping law firms generate revenue through pay per click advertising. He is a legal marketing expert and is the author of the bestselling book, “Legal Marketing Fastlane.” It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

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