Client Consultation Tips with Gary Johnson

In this episode, Alay and Gary discuss: 

  • Why you should be the CPO of your firm – the Chief Pain Officer.
  • Understanding the potential client’s goal and expectations. 
  • Consulting with confidence and having a great intake system. 

Key Takeaways: 

  • Getting to the pain point of the client will help to better identify how to best serve the client. 
  • Ask how the pain is impacting the potential client. They need to identify and make the pain real to them for them to want to take the next step. 
  • You want the potential client to have objections – that means they are considering it and want to work with you. 
  • Walk your client through the fee agreement. Address their objections. Then have them sign. 


Tweetable Moments:

  • “The expectation is to learn about the other person and to figure out what the pain is that that person has.” —  Gary Johnson
  • “One question you could ask…is ‘How does that impact you?’” —  Alay Yajnik
  • “Anytime that you can get somebody to verbalize it, it becomes real to them…If the pain is not strong enough, they’re not going to make a decision.” —  Gary Johnson
  • “Before the fee agreement, you need to make sure that you align their pain with the gain that you will give them.” —  Gary Johnson


About Gary Johnson:

Imagine getting 5X more referrals whether you are an introvert or extrovert…it doesn’t matter.  At J2 Marketing, we coach attorneys on how to build a robust book of business with ideal clients.  There is a lot of confusion in marketing a legal practice…we take the confusion out,  to save attorneys time and money with the most profitable strategies that are tailored to their strengths…instead of to someone else’s.


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