How to engage new clients

Course ID WA210303_PSK1

  • Webinar
  • 3.5
  • All

Knowing how to convert prospective clients into satisfied clients is vital to a successful career in the law. Like any business, law firms have new ‘leads’ which need to be carefully nurtured if they are going to result in fee-generating work and repeat business. In this practical three-hour webinar, the founder of Legal Intake Training (Australia), Carolyn Blyth will lead you through best practice techniques for retaining new clients.

At the end of this webinar, you will learn how to: 

  • Build and define your value proposition and intake process
  • Build on your techniques to develop rapport, listening and empathy skills which help retain relationships
  • Engage clients and conduct intake meetings over the phone/video conferencing
  • Ask the right questions for customer lead engagement
  • Overcome objections, deal with difficult issues and close the deal 

Feedback from past attendees: 

  • “Very eloquent and engaging”
  • “Everything was great”
  • “I love this series – I am really learning a lot – especially from the recorded phone calls and examples of how to deal with them better”
  • “Very professional and well presented”
  • “Very practical, useful” 

At the end of this live webinar, you may claim 3 CPD points. 

The time listed for this course is Australian Eastern Daylight Savings Time (AEDT). Please take note of any time differences if you are registering from QLD, WA, SA, NT or from outside Australia. 


Full Price $297.00

Alumni/Member Price $267.30


Start date:

24 March 2021

End date:

24 March 2021


1.30pm AEDT - 5.00pm

About This Course


1.30pm: Login and welcome Facilitator: Carolyn Blyth, Director, Legal Intake Training (Australia)


1.35pm: The intake process
  • The main challenges in practice when meeting new clients
  • The difference between lead generation and conversion
  • An understanding of where there may be gaps in your workflow processes and changes to encourage lead maximization


2.35pm: Stretch break


2.45pm: Client Communication
  • The concept of asking key questions of ‘what’ and ‘why’
  • The importance of framing the first conversation and making a positive first impression
  • Be cognizant of the key steps required for a successful first meeting
  • Understand why scripting is going to help the client


3.45pm: Stretch break


3.55pm: Closing the deal
  • Identify non-verbalised objections and buying signals
  • Be cognizant of the steps to overcome objections
  • Know how to control a call and ask for the business/book an appointment/refer elsewhere and
  • Be aware of the next steps after the call has finished


5.00pm: Close


Designed for

This webinar is ideal for all practitioners who deal directly with prospective clients; and partners and practice managers looking to refine, improve and standardize legal intake procedures in their firm.

This webinar is produced in NSW and features a VIC-based practitioner. This webinar is available to practitioners from all Australian jurisdictions.


Claiming CPD units

If you intend to claim CPD units for this educational activity, please note that CPD activities are not accredited by the Law Society of NSW or any other equivalent local authority, with the exception of Western Australia. If this educational activity extends your knowledge and skills in areas that are relevant to your practice needs or professional development, then you should claim one (1) "unit” for each hour of attendance, refreshment breaks not included. The annual requirement is ten (10) CPD units each year from 1 April to 31 March. Some practitioners, such as accredited specialists are required to complete more than ten (10) units each CPD year. If you are in any doubt, you should check your local rules. If you practise in Western Australia, please check local rules regarding interactive activities and note that the College of Law is recognised by the Legal Practice Board of WA as a QA provider of CPD.


Mandatories Covered

The program covers the mandatory requirement of Professional Skills.


Presenter biography

Carolyn Blyth Carolyn Blyth Director, Legal Intake Training (Australia)

Carolyn holds a postgraduate degree in Education and Training, and worked in London as a senior Sales executive for a global Pharmaceutical company. Carolyn worked as a Journalist in the Middle East, and subsequently obtained her Bachelor of Laws (LL.B) from the University of Notre Dame, Australia. Carolyn's last legal role was working as a Client Legal Intake Lawyer, as well as being the file handler for a number of TAC and WorkCover cases. Carolyn is the founder of Legal Intake Training (Australia). Legal Intake Training (LIT) was borne out of the need to create and deliver lead conversion training for legal professionals. LIT recognised that marketing spends by law firms on lead generation is largely unsuccessful without effective lead conversion processes to convert leads into fee generating clients. LIT specialises in lead conversion training for legal professionals, from sole practitioners to large Firms.


Filming and Photography

Please be aware that this webinar organised by the College of Law may be recorded for use on our websites, marketing materials and publications. By attending and participating in a College of Law Continuing Professional Development course, you consent to the College of Law photographing or recording and using your image and likeness and/or voice.