Welcome to Episode 18 of The Legal Intake Experts podcast! For more than a decade, Answering Legal has helped growing law firms ensure they never miss a chance to connect with new leads. Now, we’re pulling back the curtain to share our best strategies for strengthening your intake process and turning more callers into clients.

In this episode, Nick Werker and Tony Prieto are joined by a very special guest co-host: Delisi Friday, founder of First Call Friday. Together they cover the most common intake mistakes around referrals, who should be responsible for thanking referral sources, how to build intake workflows that handle referrals automatically and why the intake process for a referred lead isn't as different from a cold lead as you might think. Also in this episode we celebrate Delisi's birthday and get a surprising thought from Tony about Hannibal Lecter.

Guest Info:Delisi Friday — Founder, First Call FridayDelisi's website: https://www.firstcallfriday.com/Free resources from Delisi: https://www.firstcallfriday.com/resources

Topics Covered:-The #1 mistake law firms make when a referred lead calls in-Who in the firm should be thanking referral sources — and when-Why referred clients still Google you before they call-How to train your intake team to warm transfer rejected cases-The economics of referral vs. ad-based lead generation-Using tech (CRMs, Salesforce, Litify) to automate referral follow-through-Jay Ruane's book Analog Marketing in a Digital World and systematizing relationships-The tribal lawyer exception — and why your intake team needs a referral partner list

People & Resources Mentioned:Pocket Docket — Delisi's online community for law firm referral marketingJay Ruane — Author, Analog Marketing in a Digital WorldBen Glass — Founder, Great Legal Marketing; Managing Attorney, Ben Glass Law

The Legal Intake Experts is a part of the Answering Legal Podcast Network. Learn more about the show here: https://tinyurl.com/yvyntmc8

Want to connect with our experts? Reach out to Nick Werker via email at nick@answeringlegal.comReach out to Tony Prieto via email at tprieto@answeringlegal.com

Interested in learning more about Answering Legal? Book an appointment to speak with us here: https://tinyurl.com/y26pvyv2

You can also give us a call at 631-502-5070.

This podcast is produced and edited by Joe Galotti. You can reach Joe via email at joe@answeringlegal.com