BEGIN:VCALENDAR
PRODID:-//Session events Calendar//IBA//EN
CALSCALE:GREGORIAN
VERSION:2.0
BEGIN:VEVENT
DTSTAMP:20260406T033232Z
DTSTART:20190924T143000Z
DTEND:20190924T154500Z
SUMMARY:Follow up or fail: the proven follow-up system to stay top-of-min
 d and get more opportunities (without being nudgy!)
DESCRIPTION:Following up is key to creating a successful practice\, but t
 he problem is that it is often forgotten in the post-networking process\
 , causing a dramatic loss in business and opportunities. Research shows 
 that lawyers who follow up with prospects gain more than three times mor
 e clients than lawyers who do not follow up properly. Why is that? Becau
 se most lawyers have not been taught how to effectively follow up and do
 n’t actually ‘see’ the high value\, trust and loyalty it creates\, which
  in return increases their practice growth exponentially.\n\nLawyers oft
 en hope and expect to do business the first time they meet a new prospec
 t. Yet studies reveal that only two per cent of new contacts are turned 
 into a project after the first meeting. The other 98 per cent only becom
 e clients once a certain level of trust has been built up\, and trust is
  first built through effective follow-up.\n\nLawyers who follow up get t
 o know their prospects and their clients better. They understand their i
 ssues\, solve their problems and provide solutions.\n\nHave you ever exp
 ressed your interest in a product or service but never heard back from t
 he company? Research shows that only 20 per cent of leads are ever follo
 wed up. In other words\, 80 per cent of potential opportunities are lost
  simply due to lack of follow-up.\n\nThis session covers:\n\n•the follow
 -up process\n  - how to make follow-up a daily habit and your main prior
 ity\;\n  - systematise your follow-up work to support consistency\; and\
 n  - systematise your follow-up process to easily stay in touch with pro
 spects\, referral sources\, existing and past clients.\n\n• different ty
 pes of follow-up\;\n\n• how to follow-up in different situations and in 
 different ways\;\n\n• AAA\;\n\n• five practical ways for creating trust 
 in a variety of common business situations\;\n\n• tools for follow-up\;\
 n\n• tools that will assist in making the follow-up process easier\, mor
 e efficient\, consistent and last for a longer time\, all for the result
 s you are looking for.
LOCATION:Room 300\, Floor 3
UID:18dab668-7f8d-41b4-a974-3839914149c2
END:VEVENT
END:VCALENDAR