Screening new clients before you take their money

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It’s one thing to “drop” a client who hasn’t paid or who has been a pain in your gluteus maximus. It’s something else to not let them sign up in the first place.

What do you do to eliminate problem clients in advance?

Do you talk to them on the phone before they’re allowed to make an appointment?

Do you do a background check? Ask for references? Do you accept new clients “by referral only”?

What do you ask at the initial interview? What red flags do you look for?

If you suspect they might be trouble, do you ask for a bigger retainer or require full payment in advance?

Do you do this yourself or do you have them talk to someone else first, e.g., your administrator?

And what, if anything, do you say or do in your marketing to filter out the bad apples?

Every practice is different. Criminal defense lawyers, we feel your pain.

Every lawyer is also different. You might be more relaxed than the firm down the street, or more careful if you’ve been burned before.

But one thing is certain.

You should think about this subject and create a plan, before the next prospective client calls.

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