FREE DOWNLOAD: How to Win More Conveyancing Clients from the Best Prospects to Grow Your Private Client Business

If you’re a law firm looking to grow your private client base through residential conveyancing, this post is for you.  With only 11.2% of clients overall returning to the conveyancer they used last time*, there is plenty of opportunity for well equipped and capable firms to win a lot of business with people who have used another conveyancer last time around.  These are likely to be amongst your best prospects when they get in touch, so how do you help your people win and keep them?

At a time when clients expectations are understandably increasing, conveyancers need to continuously review opportunities to improve the service to deliver what clients perceive as good value and  how they communicate that to clients and new prospects.

In our internal workshops, we explore what really matters to home movers aged 35 to 60, who are the best prospects for many High Street firms to build a highly profitable private client business, working for "clients for life" - and how law firms can use that insight to grow their private client base and improve profitability.

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.

We are sharing the core presentation from one of these sessions to help other firms across the legal community reflect on their own sales process, messaging and client experience at this point as you aim to further develop your conveyancing and wider private client marketing strategy.

How to Win More of the Right Conveyancing Clients - Key Takeaways:

Focusing on how people think about and deal with clients at the point of making a first enquiry - or in any discussions with clients too, as just one part of that strategy, some key points include:

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

✅Ban the word “Quote” – it’s not all about price.

✅Always want to speak to your prospect before sending an estimate to establish a personal connection

✅Work harder to understand their position and help them.

✅Think about making them (their family, friends and work colleagues) “clients for life” from the beginning.

✅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.

✅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.

DOWNLOAD our Blueprint for Growing Profitable Services:

We’ve made the full presentation available for download below to help inform your own internal training, marketing planning, or client engagement strategy - but we would of course welcome the opportunity to discuss how we can supplement that for you and I would welcome your feedback. Whether or not this fits for your practice depends on the strategy you have decided to pursue and shape of your practice.

📥 Download PDF version here >>

We hope this resource helps spark new ideas in your firm. If you’re exploring ways to improve your conveyancing messaging, technology or client experience, we’d love to hear from you. You can call Allan Carton on 07779 653105, email acarton@cartonconsultants.com or set up a free Teams call with Allan here.

* This is based on current reliable research analysis of 30,000 live conveyancing sales transactions produced by Twenty Convey. More information available here >>

This post is for Residential Conveyancers, Solicitors, Heads of Conveyancing Departments, Managing Partners, Chief Executives, Finance Directors, Marketing and Business Development teams in Law Firms who are aiming to grow their residential conveyancing and wider private client practice.