Lawyer -Who would need a lawyer Lawyer -Who would need a lawyer? _____________________________________________________________________ -Why would they need a lawyer? _____________________________________________________________________ -When they needed a lawyer-What would they care about? _____________________________________________________________________ Call Opening Questions: Do you offer Free Initial Consultation? Will you go to someone’s business, home or hospital to meet with them? Do you offer after hours appts. or weekends? Will an actual lawyer be working on the case from beginning to end vs a paralegal? What areas of law do you specialize in (note: in most cases lawyers are not allowed to say they are a specialist) How soon can you begin working on the case? Do you work on a contingency basis? Are you willing to take the case to trial if necessary? How many years of experience do you have? How many years of trial experience? Are you a Board Certified Trial Lawyer? What is your history of successful cases? Have you dealt w/ insurance companies? Do you have references available? Are you good at returning e-mails & phone calls? Notes: _________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Lawyers Needs Analysis Questions: What are your most profitable/desirable types of cases? (possible headline) _________________________________________________________________________________ What % of your cases do these represent? What % would you like it to be? _____________________________________ _______________________________________ What other types of cases do you handle? Would you like more of these cases? (headings) How many lawyers do have? How many cases do they handle at one time? How many more cases (on average) could they handle? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average worth for one case? (ROI) WHY is your law firm the best choice for someone? (subheadline) Do you have access to any medical specialists, or experts, or have any on staff? How far would you be willing to go for a case? (other directories/reach) What other ways do you try to promote your law firm now? (continuity of ad messages) What is the main theme of your other advertising? Do you have any copies of ads I could look at? ____________________________________________ _____________________________________ Note: Continue to ask additional follow-up questions as well as confidence and convenience factor questions