"Proposals" convert more enquiries at a higher price that clients value - and win "Clients for Life"

BEST PRACTICE on new conveyancing enquiries. Generate better business and referrals across your private client practice.

ON-SITE WORKSHOP: The first conversation with a new conveyancing enquirer sets the tone. This session will help your team move from “quotes” to presenting a client-friendly "proposal" with more value to each enquirer - and your people will find it easier to help prospects say "Yes!" The first step is to help conveyancers deal with the only question most enquirers can think of or know to ask "How much ..?" by taking control of the conversation from the outset, showing genuine interest from the beginning .. and more!

"thought-provoking, inspiring and full of practical takeaways!"

Getting your agreed version of this approach embedded and working consistently as a matter of routine will also enable your practice to build lifetime relationships with your best prospects for other legal services - their friends, family and work colleagues too.

Presented by Allan Carton, a long-established business development specialist working in the conveyancing sector with 30+ years advising UK law firms on client relationships and business development.

Why Do This?

Every conveyancing enquiry comes from a potential lifelong client. With only 11.2% of clients returning to the conveyancer they used last time, there is substantial opportunity to win business from people who have used another practice before. These experienced home movers - particularly those aged 35 to 60 - are often your best prospects for building a profitable private client practice.

These people have both children and parents to provide for and protect, so confidence in lawyers advising them all is essential. They are busy, time-challenged people who have already bought or sold houses, so they understand the challenges you want to help them deal with - and have friends and work colleagues you would also like to be introduced to.

The question is: how do you help your people win and keep them?

Your Practice Will Benefit From

• Improved employee confidence and satisfaction

• Better engagement with clients

• An increase in more profitable instructions

• Improved client satisfaction

• Higher fees per transaction

• Increased referrals and recommendations

Your People Will

• Learn very practical ways to sell your services on value - not price; which they can and should start to apply the very next day

• Understand why winning conveyancing business is not just about price - learning what other benefits clients value and how to present your service to appeal to different enquirers; which few conveyancers currently even try to do

• Be equipped to engage more effectively in internal discussions about pricing, enabling you to optimise your prices

• Recognise their potential and their role to generate more private client business for your practice from clients and prospects who should stay with you 'for life'

• Finalise a Personal Action Plan, so they can start to sell your and their services more successfully

• Get client conversations off on the right foot, ask the right questions at the right time throughout the conversation and ask for the business at the end—every time

• Be equipped to agree a consistent 'best practice' approach and supporting systems to tap into the potential of every new conveyancing enquiry as a source of further business for your private client practice

During the Session Your People Will Explore

• The wider market for conveyancing and other private client services

• The lifetime value of conveyancing clients and their (generally untapped) potential to refer and recommend their friends, work colleagues and family to you; how to help clients to do this. How they can co-ordinate with other departments to agree best practice to cross-sell services

• Mystery Shopping and Market Research on your practice, your competitors and your local conveyancing market (see below)

• What most clients really want when they ask for a 'quote'; why and how to talk about strengths and benefits, rather than focus on price

• How to apply the AIDA model at every stage of handling a new conveyancing enquiry

• What works and what does not when selling conveyancing services; enabling your people to share their experience and then agree 'best practice' for everyone to adopt with confidence

• How to make it easier for clients to refer and recommend you as routine. Why you want to know more about who their family, friends and work colleagues are... and what to do with that

..and much more besides, depending on the conversation, issues and challenges discussed candidly during the day.

Key Principles: Building Clients for Life

The workshop reinforces these essential principles that your people can apply immediately:

• Decide who you want to work for to build your business and tailor your approach accordingly

• Presenting a "Proposal", not a 'Quote' - it's not all about price. When someone asks for a 'quote', they're framing the conversation around price alone. Present proposals that communicate your value

• Always speak to your prospect before sending an estimate to establish a personal connection first

• Work harder to understand their position and help them

• Think about making them 'clients for life' from the beginning—their family, friends and work colleagues too

• Open any discussion with 'Open' Questions (always have them in mind)

• Get to know the client and what will help them. Talk about similar situations you have handled

• Close with 'Closed' Questions. Make it easy to remember what works best for you

• ALWAYS ask for the business—know how you feel comfortable doing that. Stop them calling someone else next

• Agree a follow up—note it and do it

• Look for feedback as the matter progresses and their testimonial when it's all done

Included: Mystery Shop Assessment

A Mystery Shop Me! report from Conveyancer Insights is included in the workshop price and will be provided in advance of any training, giving you:

• A report and evaluation of how calls are currently handled at your firm and by your competitors

• Conveyancing opportunity analysis based on volume of transactions and market shares

• ConveyancingMap transaction data for your local market

This provides a clear baseline showing where you stand today compared to competitors, and identifies specific opportunities to differentiate your practice.

Resulting in a Personal Action Plan

Every participant finalises their own Personal Action Plan during the workshop, so they can put what they have learned during the day into practice. This ensures that learning translates into specific changes in behaviour, starting from the very next working day. Action plans are reviewed and supported during the session to make them realistic and achievable.

Your Next Step

Schedule a free consultation with Allan Carton to discuss your conveyancing team and how the workshop could benefit your practice. We can discuss your current challenges, the mix of participants you would include, and how to maximise the impact for your specific situation.

Book a call with Carton & Co here >>

Allan Carton

Email: acarton@cartonconsultants.com

Phone: 07779 653105

LinkedIn

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Related Services

• Conveyancing Market Strategy - identify your best prospects and develop targeted business development plans using market intelligence and transaction data analysis.

• Client Listening Programmes - implement systematic client feedback to continuously improve service and identify opportunities across your entire practice.

Frequently Asked Questions

Q. Why should we ban the word 'quote' in conveyancing?

A. When someone asks for a 'quote', they're framing the conversation around price alone. By presenting proposals that communicate your value, you shift the focus to what clients actually care about: understanding their situation, clear communication, handling problems, and making the process as smooth as possible. Price matters, but it rarely decides when these other factors are communicated effectively.

Q. What will my conveyancing team learn in the workshop?

A. Your people will learn practical ways to sell services on value rather than price, understand what benefits clients actually value, apply the AIDA model to conveyancing enquiries, get conversations off on the right foot with the right questions, always ask for the business confidently, and agree consistent best practice as a team. Each participant finalises a Personal Action Plan to apply what they've learned from the very next day.

Q. Why focus on clients aged 35-60?

A. These are your highest lifetime value prospects. They have both children and parents to provide for and protect, so confidence in lawyers advising them all is essential. They're busy, time-challenged people who have already bought or sold houses, so they understand the challenges and value quality service. Most importantly, they have friends and work colleagues in similar life stages who you'd also like to be introduced to.

Q. What is included in the Mystery Shop assessment?

A. The Mystery Shop Me! report from Conveyancer Insights is included in the workshop price and provided in advance. It includes: a report evaluating how calls are currently handled at your firm and by competitors, conveyancing opportunity analysis based on transaction volumes and market shares, and ConveyancingMap transaction data for your local market.

Q. How does the workshop help with cross-selling to private client services?

A. Every conveyancing enquiry comes from a potential lifelong client. The workshop teaches your team to recognise lifetime value, coordinate with other departments on cross-selling best practice, and make it easier for clients to refer and recommend you to their family, friends and work colleagues. You'll explore why you want to know more about who their contacts are and what to do with that information.

Q. Who should attend the workshop?

A. The workshop is designed for up to 12 participants including conveyancing fee earners, paralegals, and support staff who have client contact. Everyone who speaks to clients or handles enquiries benefits from understanding value-based proposal techniques. Including the whole team builds consistent best practice that everyone can adopt with confidence.