An Interview with the Founders of Legal TV Leads

By Amanda Jones

I am excited to delve into the world of lead generation with the founders of Legal TV Leads, Mark Sullivan and Mark Rinehart. They specialize in the most expensive type of lead, personal injury. We will discuss this competitive industry as well as best practices geared for smart growth with for a law firm. Mark Sullivan and Mark Rinehart have a combined total of over 35 years’ experience in Television advertising and have delivered more than 1 million leads for personal injury law firms throughout their careers. Here is their invaluable take on best practices for your law firm when generating leads and signing cases.

What is the most important thing that a personal injury firm can do to attract quality leads?

This is an easy one. The single most important practice for success when it comes to inbound legal leads is to always make sure that there is a real, live human being ready to answer the phone any time of day. In other words, communication is key. If we didn’t have our people standing by 24 hours a day, we’d miss out on a number of leads without question.

What about obtaining a higher ROI, how can a law firm secure their return once they convert these leads?

That’s where it can get a little complicated, but from our experience, it all stems from following up with leads quickly – and often faster than the competition. Any call that ends up in a voicemail box or in an email inbox must be handled immediately. In fact, there are a number of studies that show a 50% drop in the viability and value of an inquiry after the first two hours – which means that our people are always on their toes, ready to answer when a new lead comes in.

Let’s talk about advertising – where does TV fit in?

Live inbound legal leads generated from TV are often some of the most diverse leads that we get – and we should know — we focus exclusively on Broadcast TV for our clients osterreichische-apotheke.com. This medium has been extremely beneficial in delivering the most valuable cases. Every day, we have new leads come in reporting serious injuries from motorcycle accidents, car accidents semi-trucks, etc. However, due to the fundamental nature of TV lead generation, it is always important to screen the leads well and constantly monitor ROI over the long term.

You mentioned follow up before as an important factor for driving ROI, but what about in general?

Absolutely – persistent follow up is at the very core of our Serious Injury Leads. After an initial phone conversation, we recommend keeping in close contact with all claimants who have not yet made their decision on legal representation. Your firm should place a few friendly calls to try and persuade claimants to work with you, but never get too pushy, it is a delicate balance and you need to read your prospect. Simply a reminder to let them know that you’re here and we’re ready to begin as soon as they say the word is a best practice.

We hope personal injury firms can find value in all the tremendous insight to your lead generation process and communication best practices.

To reach Legal TV Leads please contact; office: 720-651-9222 or email: MarkS@LegalTVLeads.com