Following up is key to creating a successful practice, but the 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 more clients than lawyers who do not follow up properly. Why is that? Because most lawyers have not been taught how to effectively follow up and don’t actually ‘see’ the high value, trust and loyalty it creates, which in return increases their practice growth exponentially. Lawyers often hope and expect to do business the first time they meet a new prospect. 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 become clients once a certain level of trust has been built up, and trust is first built through effective follow-up. Lawyers who follow up get to know their prospects and their clients better. They understand their issues, solve their problems and provide solutions. Have you ever expressed your interest in a product or service but never heard back from the company? Research shows that only 20 per cent of leads are ever followed up. In other words, 80 per cent of potential opportunities are lost simply due to lack of follow-up. This session covers: •the follow-up process - how to make follow-up a daily habit and your main priority; - systematise your follow-up work to support consistency; and - systematise your follow-up process to easily stay in touch with prospects, referral sources, existing and past clients. • different types of follow-up; • how to follow-up in different situations and in different ways; • AAA; • five practical ways for creating trust in a variety of common business situations; • tools for follow-up; • tools that will assist in making the follow-up process easier, more efficient, consistent and last for a longer time, all for the results you are looking for.