Speaking

Speaking and workshops for legal audiences

Keynotes and working sessions for law firms, bar and practice-management groups and legal marketing audiences on the conversation that turns an inquiry into a consultation.

Session topics

The fee question and the first thirty seconds

How a law firm intake desk answers "what does it cost?" and opens a call so callers stay on the line.

Why good intake people lose the call

Five behavioral patterns on the intake desk, what each loses and how to coach it.

Where the line is

What intake can say, what belongs to the attorney, and a fixed hand-off line the whole desk can use.

From "let me think about it" to a booked consultation

Holding a slot, agreeing the follow-up on the call and measuring it.

Formats

Keynote for a conference or firm retreat.
Working session for managing partners and intake managers, with the scorecard in hand.
In-firm workshop for the intake desk, with role-play on real moments.
Panel or fireside conversation on intake and conversion.

I have presented multiple times at the REEA Annual Conference and RAPDD, and was previously EVP of Learning & Development at Douglas Elliman Real Estate. Whether a session carries continuing education credit depends on your jurisdiction and the sponsoring organization, and is arranged with the host.

About the Author

Dr. Jeffrey Scott Stanton, DCH is a behavioral strategist and the founder and Chief Learning Officer of R2R Diagnostic Group. He is the former EVP of Learning & Development at Douglas Elliman Real Estate, where he trained sales professionals on the conversations that turn an inquiry into a commitment. He applies the same method, the R2R Assessment and a 14-item call-review scorecard, to law firm intake teams. The work is the conversation only; legal questions and judgment stay with the attorney.

More on the method, the scripts, the dialogues and the scorecard is on the legal intake pages at jeffreyscottstanton.com.

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