Michael Strauch: Emotion-Driven Consultations and Intake

<p><strong>In this episode, Steve Fretzin and Michael Strauch discuss:</strong></p><ul><li>Why lawyers are averse to sales. </li><li>The top 3 things to do during the initial intake phone call. </li><li>Building trust, listening with empathy and skillfully getting information. </li><li>Honing your persuasion (and sales) skills that were learned in law school. </li></ul><p> </p><p><strong>Key Takeaways:</strong></p><ul><li>Clients are the lifeblood of your practice. If you can’t bring them in, you don’t have a practice. </li><li>Build relationships with your clients from the very first call. </li><li>If you don’t know what the pain point is, you haven’t ever gotten to the emotional component, and you’re less likely to get the sale. </li><li>During the intake call, be very clear about what the next steps are going to be. </li></ul><p> </p><p><i><strong>"People make emotional buying decisions and justify it with logic." </strong></i><strong>—  Michael Strauch</strong></p><p> </p><p><strong>Episode References: </strong></p><ul><li>The 4-Hour Workweek by Tim Ferriss: <a href="https://www.amazon.com/4-Hour-Workweek-Escape-Live-Anywhere/dp/0307465357">https://www.amazon.com/4-Hour-Workweek-Escape-Live-Anywhere/dp/0307465357</a></li></ul><p> </p><p><strong>Connect with Michael Strauch:  </strong></p><p>Website: <a href="https://www.theclosingroom.com/">https://www.theclosingroom.com/</a></p><p>Email: <a href="mailto:hello@theclosingroom.com">hello@theclosingroom.com</a></p><p>YouTube: <a href="https://www.youtube.com/@theclosingroom">https://www.youtube.com/@theclosingroom</a></p><p>LinkedIn: <a href="https://www.linkedin.com/in/michael-patrick-strauch-mps-28403864/">https://www.linkedin.com/in/michael-patrick-strauch-mps-28403864/</a></p><p>Twitter: <a href="https://twitter.com/mpsthesalesguy">https://twitter.com/mpsthesalesguy</a></p><p>Instagram: <a href="https://www.instagram.com/strauchyy/">https://www.instagram.com/strauchyy/</a></p><p>Get your free resources here: <a href="https://theclosingroom.com/podcast">https