Did you just rub your eyes in disbelief?
Perhaps your reaction went something like this:
What? There is no such thing as an always available, on-demand Client Intake Process. And, even if there were, why would I want one? Besides ...
- Our clients would never use an automated process;
- Automation will only commoditize our services; and
- I already have perfected my intake process and it is as good as it can be.
If this sounds familiar, I would have felt the same way once upon a time.
However, if you are willing to suspend your disbelief, here are some reasons why you may want to consider implementing an Automated Client Intake Process for your own practice.
Your Clients are Already Using Automated Intake Processes
Look, this is the digital age. People are not only comfortable transacting business online, but they expect it. In fact, they expect service providers to have 365/24/7 availability online. With everyone busier than ever these days, folks want to be able to do what they need to do when they have time to do it. Your clients are no different.
Case in Point
I am having a little medical “procedure” done next week. Okay, it is a colonoscopy. While it is not my first time at this rodeo and I know the drill, still it is not in the top 100 of my favorite things list.
That noted, the Patient Intake Process has changed since my last examination five years ago. Gone is the voluminous paper questionnaire. Mid America Surgery Institute has implemented a secure online questionnaire that is truly on-demand. I was able to start the process and stop it at any time.
Consequently, when I needed to break from the rather extensive questionnaire for my own client meetings or to gather medical history information requested, I was able to come right back to where I left off in the questionnaire. As a patient, I appreciated being able to work the Patient Intake Process into my schedule, not being forced to adjust my schedule to accommodate the process.
Automation Will Not Commoditize Your Services
I believe many attorneys believe their compensation should be tied to the actual “work” expended. In other words, harnessing the microchip to automate repetitive, routine aspects of their law practice reduces the actual “work” and time expended in providing legal services and, therefore, attorney compensation should be reduced to reflect such economies of scale and efficiencies.
Having come from the large-firm-billable-hour world myself, this notion is very 20th Century. If you ascribe to this mentality, you already are a dead attorney walking. Your clients want an estate planning or elder law attorney who is high-tech and high touch. Coincidentally, the more high-tech you are with automation, the more time you have to be high-touch when it comes to client problem-solving. After all, that is what your clients pay you to do, right? By the way, in the end clients will compensate you for the peace of mind you provide them, not for how long it takes you to produce the pile of legal documents implementing that peace of mind.
Automating Your Current Intake Process will Save You Time and Money
With an Automated 365/24/7 Client Intake Process, you can say goodbye to all of the time spent on sending, tracking and receiving client questionnaires before an initial consultation. In addition, if you add an online interactive educational component to the process, then you will boost the success of your engagements by surveying clients on the outcomes they are seeking so you can focus the initial consultation accordingly.
How do I know this works?
Since 1995, my estate planning practice has been the laboratory for all of the products and services developed by Integrity Marketing Solutions, to include the automated Client Intake Process.
On Day Two of The Summit 2017, Jennifer and I will show you how the process works as we define some of the key characteristics of an ideal client intake process that improves efficiency, boosts engagement, and provides a great client experience.