Intake is Won or Lost in the First 3 Minutes [012]

The Intake Playbook

Want to know when most firms lose the client? Before minute four.

In this episode, Gary Falkowitz breaks down exactly what your intake team must say in the first 3 minutes to keep the potential client engaged, confident, and committed.

This episode ties together two earlier foundations we’ve already laid:

🔵 In Episode 004, we introduced CPR in 15 seconds—the importance of showing compassion and proactive reassurance immediately.

🔵 In Episode 008, we unpacked why your team must make a clear decision within 3 minutes—Retain, Refer, or Reject.

Now, in Episode 012, we connect those principles into a full 3-minute framework that shows how to earn trust, lead the call, and close the gap between interest and commitment—fast.

You’ll learn:

🔹How to open the call to build emotional trust

🔹What phrases make clients stay—or leave

🔹How to train your team to lead with clarity

🔹The formula for a winning intake opener

Biggest Insight:

You’ve got 180 seconds. If you don’t lead them well, the client will lead themselves elsewhere.

SUBSCRIBE:

Apple | Spotify | YouTube

FIND GARY:

Instagram: @theintakeplaybook

Facebook: @theintakeplaybook

LinkedIn: /the-intake-playbook

Website: intakeplaybook.com

Join The Intake Playbook Community - A free group for legal professionals who want to convert more leads into cases.

Read Gary's Book - The Complete Guide to Law Firm Intake: Powerful Strategies To Maximize Retention and Increase Revenue.

Join The Intake Masterclass - The only continuing legal education membership for legal professionals who want to go beyond the basics and master elite-level intake strategies. Get direct access to Gary Falkowitz, The Legal Intake Authority, and learn how to turn more calls into signed cases with cutting-edge techniques and expert coaching.