When you get on an initial call with a new client, do you know what questions you must have answers to by the end of that call? How much time do you spend building rapport and understanding?
In this episode, we're talking with Brock Hendricks, and he'll share how the best practices of premium sales and service can help your legal team focus on the right clients. Now, Brock's background is about as far from the legal industry. He's the top Premium Salesperson for the Staples Center, home to the NBA's Los Angeles Lakers and Clippers, the WNBA's LA Sparks, and the NHL's Los Angeles Kings.
Brock explains what he calls the Premium Way--his method of structuring repeatable fundamentals of sales teamwork and rapport-building for your practice. We have a fun, wide-ranging talk about premium sales and all the parallels between Brock's high-dollar clientele and how attorneys should approach their sales process.
Follow Brock on LinkedIn: https://www.linkedin.com/in/brock-hendricks-1588b7b1/
Check out the Hot Coffee, Cold Beer Podcast here: https://podcasts.apple.com/us/podcast/hot-coffee-cold-beer/id1515312925
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Spring Break! Plus, a Practical Guide to Come in Season 3...
S2 E13. Answering Our Show's Big Question
S2 E12. Recovering From Service Mistakes
S2 E11. Making Service Improvements
S2 E10. Maintaining Your Service Consistency
S2 E9. Setting Your Delivery Standards
S2 E8. Your People: Hiring, Training, and Managing
Service Delivery in the New Experience Economy w/ Joe Pine
S2 E7. Defining the Five Star Experience
S2 E6. Avoiding Red Herrings
S2 E5. Managing the Forest
Creating Frictionless Payment Experiences w/ Ben Brideaux - Live From Clio Cloud Con
S2 E4. What's Your Needle?
The Top 6 Factors Clients Use When Hiring a Firm w/ Nika Kabiri - Live From Clio Cloud Con
S2 E3: Your Firm's MISSION
Parsing Client Service vs. Experience w/ Jack Newton - Live From Clio Cloud Con
Live From Clio Cloud Con: 2022 Legal Trends Report w/ Joshua Lenon
S2 E2: Your Firm's VALUES
S2 E1: Your Firm's VISION
S2 E0: Five Star Bootcamp - The Five Star Method and What Service ISN'T
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