EP 72 – Tangi Carter – How to Attract the Ideal Client and How to Weed Out the Bad Clients

Tangi Carter is the Owner of Tangi Carter Law Firm and Business Mentor and Coach at The Peaceful Lawyer. Tangi began practicing in Florida right out of law school and she started out as a Public Defender at the age of 25. She started learning how to network, who the judges were and what their quirks were, so by the time that she opened her own practice, she felt as though she had a very good background to be able to do that. The best thing that she has learned throughout the years is to treat your current clients very well – take care of the people that have already paid for your services – the best clients are referrals from other clients. Tangi also coaches female lawyers. 

If you want to reach out to Tangi, you can email her at tangi@thepeacefullawyer.com or find her on social media – Instagram (@the_peaceful_lawyer), Facebook, and LinkedIn. For a copy of the ‘7 Steps to Attracting the Ideal Client’ Guide, visit https://thepeacefullawyer.lpages.co/7-steps-to-attracting-your-ideal-client/

Tips from 7 Steps to Attracting the Ideal Client Guide

A lot of the questions that they have asked are on that initial phone call when the client calls into the office. Tangi and her firm do charge a consultation fee, where many other lawyers do not. When someone comes in and pays for the consultation fee, you know that they are serious. If that client chooses to hire her, she will then put that consultation fee towards whatever the retainer may be. If they can answer those questions from the phone call favorably, then they will come in and meet with Tangi herself. Within the last 5 years, because of doing this streamlined system, they have been able to double their prices on everything and they are still getting it. You can do it if you are worth it – you have to do something for the client – answer their phone calls, etc. At Tangi’s office, they have a policy to call their clients back within 24 hours. 

Correlation in Quality of Clients and Raised Prices

There is no doubt a correlation between the quality of clients and the raised prices. Tangi takes a very wide range of cases and it helps, as long as the client is okay with it, if they can stay up to date on the online portal and stay informed. A lot of people do not devote any of their time during the week to their business. Most attorneys seem to be more reactive and they are not taking the time to talk about growing the business with their staff. Utilizing the consultation fee is one of the best ways to determine those people who are just shopping for free legal advice. You can facilitate and help those to get a public defender appointed on their case. In the criminal defense area, you are not just telling someone to get out of your office, you are trying to help them.

Asking the Right Questions to Weed Out the Bad Clients

Tangi sees it all the time where people will come in and attorneys do not take any information from that person and then they have no recollection of who they were. She will tell people that come into her office for a consultation to go talk to other attorneys to find out who they are comfortable with and to see who they mesh well with. They need to make sure that that person primarily focuses on the area that they are seeking help in and that they know the judges as well. If you ask the right questions, you can weed out the bad clients. Tangi asks questions such as if the client is currently represented by anyone, do they have any pending lawsuits, have they ever been represented by an attorney – who was it, and what was that experience like with that person, etc. You want to do your homework because one person can take up the majority of your time. When you begin using the intake sheet, you need to keep that person’s name to be able to search for potential conflicts. Come up with a way to do a conflict check so that something does not come up and surprise you.

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