table of contents...2010/10/15 · s19.05 top 20 appointment setting script: staff with staff...

Table of Contents

TIME MANAGEMENT

SECTION 12.00: Planning Forms

S12.00 Time Management and Productivity Plan

S12.01 Mission Statement - Blank

S12.01A Sample Mission Statement

S12.01B Goal Grid

S12.01C Goal Grid Sample

S12.02 1-Year Goals and Initiatives

S12.05 Tolerations

SECTION 13.00: Scheduling Tools

S13.01 Sample Time Template

S13.01A Weekly Time Template - Half Day

S13.02 Time Template Worksheet

S13.03 Time Template Meeting Agenda

S13.04 Managing Interruptions Script - Attorney With Staff

S13.04A Managing Interruptions Script - Administrator With Staff

S13.05 Phone Appointment Script

S13.06 Weekly Planning Form

S13.07 Daily To-Do List

S13.08 Power Hour Production Sign

S13.09 Production Time Sign

S13.10 15-Minute Project Update Form

Staff Time Management and Client Development(Note: In the E-Book version, click on the title to jump to an individual form.)

SECTION 14.00: Managing Interruptions

S14.01 LawOfficeInterruptionLog

S14.01A Interruption Analysis Sheet

S14.02 Question Batching Form

S14.03 General Meeting Checklist

S14.04 General Meeting Agenda

SECTION 15.00: Performance Tracking Forms

S15.00 S.M.A.R.T Rules for Delegation

S15.01 Delegation Form

S15.01A A Request For Assistance

S15.02 Case Status Organizer

S15.02A A Case File To-Do List

CLIENT DEVELOPMENT

SECTION 18.00: Referral System

S18.01 Top20InfluencersRoster

S18.01A Discovering Prominent Referral Sources

S18.01B InfluencersByPracticeType

S18.02 Top20InfluencersSheet

S18.02A Gathering Personal Info About Referrals Script

S18.03 Top20InfluencerContactHistory

S18.06B ABCD Client Matrix

S18.06C ABCD Client Matrix Sample

S18.07 Client Inquiry Tracker

S18.08 The Marketing Assistant

S18.09 Press Release Form

SECTION 19.00: Scripts

S19.04 Top 20 Appointment Setting Script

S19.05 Top 20 Appointment Setting Script: Staff with Staff

SECTION 21.00: Marketing Events

S21.00 General Event Planning Tip Sheet

S21.01 Firm Golf Tournament

S21.02 Reverse Seminar / VIP Lunch

S21.03 Firm Open House

S21.04 Holiday Event

S21.05 Marketing Event Guest List

S21.06 Marketing Event Budget Form

S21.07 CommonInfluencers

S21.08 Invitation Tips

S21.09 Marketing Event Resources

SECTION 22.00: Internet Marketing

S22.00 Website Design

S22.01 Social Media Marketing

EXTRA FORMS

Time Management

To-Do Lists

Question Batching Forms

Client Development

Monthly Marketing Activities

Client Inquiry Tracker

Staff T/M and Productivity Plan

FORM S12.00

Based on the scores from your Atticus Time Management and Productivity Diagnostic, we recommend the following Plan:

Goal Setting/Planning: Create Mission Statement Goals

Establish 1-Year Goals (Form 12.02) Establish 5-Year Goals (Form 12.03) Establish 10-Year Goals (Form 12.04) Establish an Exit Strategy

Identify/Eliminate Tolerations (Form12.05)

Scheduling: Time Template in place, create time blocks for:

Monday (Weekly) Planning Session (Form13.06) Priority Production Return Messages (phone, fax, email, voice mail, etc.) Client Appointments Marketing Events Managing/Supervising Cases Administration Atticus Homework/Calls with Practice Advisor

Managing Interruptions: Have Time Template Meeting with staff to gain their support

(Use Forms 13.01, 13.02, 13.03, 13.04) Have staff use phone appointments script (Form 13.05) Establish Interruption Criteria

(Including use of door signs: Forms 13.08, 13.09) Staff to Batch Questions (Form 14.02) Track Interruptions with Interruption Log (Form 14.01)

Delegation/Performance Tracking: Use Delegation Tips & Assignment Sheets (Forms 15.00, 15.01) Conduct daily, weekly, monthly staff meetings (Forms 13.10, 14.03, 14.04) Conduct daily prioritization (Top 10 To-Do List) meeting with key staff

members (Form 5.06A) Conduct weekly case status review meetings with associates and staff

(Forms 15.02) Use Individual Case Status To-Do Lists (Form 15.02) Use automated report from Case Management Software Purchase and use case management software (Amicus, Time Keeper, PC

Law Jr., etc.)

Time Management & Productivity Plan Form 12.00

Personal/Family Time: Personal Time Family Time

Family Meetings/Game night Spirituality/Self-Development Health/Fitness/Personal Well-

being Attending to Finances

Mission Statement - Blank

FORM S12.01

Sample Mission Statement

FORM S12.01A

Our Mission is to help clients protect their assets, preserve their independence and maintain their security as they confront the issues of aging or illness.

Our vision is to be recognized leaders in guiding clients and their families in successfully navigating the legal and social issues of aging, health care and wealth management.

We accomplish positive results through a unique blend of understanding the issues, skill in their resolution and a pervasive commitment to care, concern and consideration for our clients.

Goal Grid

FORM S12.01B

Mission Statement Goal:

10 Year Mark:

5 Year Mark:

1 Year Mark:

90-Day Mark:

Form 12.01B

Date: ____/____/____

Instructions: Identify ONE bite-sized goal from your personal or professional Mission Statement in each grid below, then list steps you must take to accomplish it. Afterward, schedule time on your calendar for each action item.

Goal Grid

10 Year Mark:

5 Year Mark:

1 Year Mark:

90-Day Mark:

Have you blocked out time on your calendar for your 90-Day Mark? If not, please do so.

Goal Grid Sample

FORM S12.01C

To be in excellent physical condition.

10 Year Mark:

Run a marathon in three continents.

5 Year Mark:

Compete in the Boston Marathon.

1 Year Mark:

Compete in a local marathon.

(Note: Secure trainer at 3 year mark…)

90-Day Mark:

Buy a book on running marathons.

Run ten miles without stopping.

Train three days per week.

Goal Grid Sample

Date: 0/00/01

Form 12.01C

To be more loving and attentive to my wife.

10 Year Mark:

Restate our vows in a special ceremony.

5 Year Mark:

Take her to Europe for two weeks.

1 Year Mark:

Surprise her with a diamond pendant.

Absolutely no more work on weekends.

90-Day Mark:

Take her on a date every Friday.

Be home by 6PM nightly.

Instructions: Identify ONE bite-sized goal from your personal or professional Mission Statement in eachgrid below, then list steps you must take to accomplish it. Afterward, schedule time on your calendar foreach action item.

1-Year Goals & Initiatives

FORM S12.02

1-YEAR GOALS & INITIATIVES

For: _________________________________________________________

PERSONAL GOALS FOR ONE YEAR

Family 1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Spiritual/Self-Development 1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Health/Fitness/Personal Well-being 1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Social Activities

1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Financial

1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

PRACTICE GOALS FOR ONE YEAR

Time Management 1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Marketing 1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Staffing 1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Cash Flow

1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Overall Firm Goals

1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Form 12.02

FORM S12.03

For: _________________________________________________________

PERSONAL GOALS FOR FIVE YEARS

Family 1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Social Activities

1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Financial

1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

PRACTICE GOALS FOR FIVE YEARS

Time Management 1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Marketing 1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Staffing 1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Cash Flow

1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Overall Firm Goals

1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Form 12.03

FORM S12.04

For: _________________________________________________________

PERSONAL GOALS FOR TEN YEARS

Family 1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Social Activities

1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Financial

1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

PRACTICE GOALS FOR TEN YEARS

Time Management 1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Marketing 1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Staffing 1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Cash Flow

1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Overall Firm Goals

1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

Form 12.04

Tolerations

FORM S12.05

Odds are good that you are “putting up with” much more than you realize. Take a few moments to jot down the tolerations that come to mind in each category, and continue to add to the list as other things surface. This exercise is not intended to create panic! It is merely the first step in stimulating awareness. It is not unusual for our tolerations to go away, slowly but surely, once we put them in writing. Work through them at a pace (1-5 tolerations per week that you can conquer) that is agreed upon by you and your coach. Remember to delegate where you can.

PERSONAL TOLERATIONS . . . PRACTICE TOLERATIONS . . . Family Time Management

1. __________________________________ 1. _________________________________2. __________________________________ 2. _________________________________3. __________________________________ 3. _________________________________4. __________________________________ 4. _________________________________5. __________________________________ 5. _________________________________

Spiritual/Self Development Marketing 1. __________________________________ 1. _________________________________2. __________________________________ 2. _________________________________3. __________________________________ 3. _________________________________4. __________________________________ 4. _________________________________5. __________________________________ 5. _________________________________

Health/Fitness/personal Well-being Staffing 1. __________________________________ 1. _________________________________2. __________________________________ 2. _________________________________3. __________________________________ 3. _________________________________4. __________________________________ 4. _________________________________5. __________________________________ 5. ________________________________

Social Activities Cash Flow 1. __________________________________ 1. _________________________________2. __________________________________ 2. _________________________________3. __________________________________ 3. _________________________________4. __________________________________ 4. _________________________________5. __________________________________ 5. _________________________________

Financial Overall Firm Tolerations 1. __________________________________ 1. _________________________________2. __________________________________ 2. _________________________________3. __________________________________ 3. _________________________________4. __________________________________ 4. _________________________________5. __________________________________

______ 5. _________________________________

_______

Tolerations Form 12.05

Sample Time Template

FORM S13.01

7:00 a.m. Workout Workout Workout

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m. 15-Minute Mtg. 15-Minute Mtg. 15-Minute Mtg. 15-Minute Mtg.

9:30 a.m.

10:00 a.m.

10:30 a.m.

Plan Your Week…

Include

Atticus Homework

11:00 a.m.

11:30 a.m.

Return

Phone Calls

Return

Phone Calls

Return

Phone Calls

Return

Phone Calls

Return

Phone Calls

12:00 p.m.

1:00 p.m.

Marketing Lunch

Internal Staff Lunch

1:30 p.m. Operations Mtg.

2:00 p.m.

2:30 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

5:30 p.m.

6:00 p.m.

Lower Priority Production

Case Status

Meeting

6:30 p.m.

7:00 p.m.

Family

7:30 p.m.

8:00 p.m.

8:30 p.m.

9:00 p.m.

Social

Events

What do you need to

schedule time for?

Direct

Income

Indirect

Income

When do you need to be available

for client convenience?

Production Morning Only

Return Phone Calls All Morning & All Afternoon

Marketing Some Mornings & Some Afternoons

Case Status Review Afternoons Only

Client Meetings After PM

Working on Biz On Some Saturdays

When are you at your best to do technical work? Morning Afternoon

FORM 13.01

PRODUCTION

SEE CLIENTS STANDING

MARKETING EVENT

(i.e. golf)

NOTE: This should be the

normal schedule you keep.

If you are involved in

litigation, you will lose the

ability to dictate your

schedule for periods of

time – but default back to

this schedule at the earliest

opportunity.

SAMPLE TIME TEMPLATE FOR ATTORNEYS

MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY

Weekly Time TemplateHalf Day

FORM S13.01A

Time Template for Attorney

7:00 a.m. Work Out Work Out Work Out

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m. Meet w/Staff Meet w/Staff Meet w/Staff Meet w/Staff

Case Status

Meeting

9:30 a.m.

10:00 a.m.

10:30 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m. Lunch Lunch *Marketing Lunch Lunch Lunch

Companion Time Template for Paralegal

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m. Plan Week

9:00 a.m. Meet w/Attorney Meet w/Attorney Meet w/Attorney Meet w/Attorney

Case Status

Meeting

9:30 a.m.

10:00 a.m.

10:30 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m. Lunch Lunch Lunch Lunch Lunch

• Checking email • Open/Sort mail • Do Filing• Straightening desk • Clean Office/Library • Generate Reports• Working on Systems • Read/Train • Update Calendars/Database

WEEKLY TIME TEMPLATE

Half Day

Form 13.01A

POWER HOUR

Return Messages (Billable)

*ACT AS FILTER FOR ATTORNEY DURING POWER HOUR

Uninterrupted Production and/or Desig Hitter Calls

*For the best results, honor the “Atticus Golden Rule” of three marketing lunches per week.NOTE: Although the afternoon is yours to manage as you choose, continue to batch as many tasks as possible, i.e. meetings, client appointments, calls, etc.

*If you must handle phones while acting as a filter during your attorney’s power hour, tackle simple tasks likethose outlined below. Perform uninterrupted production time afterward while your attorney is returning calls. Use voice-mail or a live answering service, if necessary.

Time Template Worksheet

FORM S13.02

What do you need to schedule time for?

Direct Income

Indirect Income

When do you need to be available for client convenience?

Production Morning Only Return Phone Calls All Morning & All Afternoon Marketing Some Mornings & Some Afternoons Case Status Review Afternoons Only Client Meetings After PM Working on Biz On Some Saturdays

When are you at your best to do technical work? Morning Afternoon

FORM 13.02Time Template Worksheet

NOTE: This should be the normal schedule you keep. If you are involved in litigation, you will lose the ability to dictate your schedule for periods of time – but default back to this schedule at the earliest opportunity.

Time Template Meeting Agenda

FORM S13.03

Use this Time Template Meeting Agenda to plan who will attend, what information must be covered and the specific items to be

discussed. Complete and distribute the form at least 24 hours prior to the meeting to allow participants sufficient time to prepare.

START TIME END TIME

REQUESTED ATTENDEES

List all staff members that pick up phone calls for the attorney and schedule their appointments, as well as any paralegals or legal assistants who work with the attorneys. LOCATION

MATERIALS

• Atticus Form 13.01 Time Template Sample

• Atticus Form 13.03 Blank Time Template(s)

• Scripts: Atticus Form(s) 13.04 and 13.05

OBJECTIVES

To enroll the staff in supporting the attorney in implementing their time template.

• Old Calendar(s) to see what “shows up” regularly forteam that should be included

AGENDA ITEMS TIME (90 minutes)

1. Full, straight communication re: the level of support needed/expected fromteam in order to make the Time Template work. (See Atticus Form 13.04).

10 minutes

2. Show Atticus Form 13.01 and explain Time Template concepts, to include:

• Power Hour/Production Time

• Batching Questions/Managing Interruptions

• Making attorney available to team through routine huddles

• Fixed block of time for Client Appointments and Return Messages

• Case Status Meetings

30 minutes

3. Discuss Phone Appointment Script – Atticus Form 13.05 10 minutes

4. “Clearing” Opportunity – give staff a chance to share concerns andfrustrations around implementing a Time Template.

10 minutes

5. Q & A – Attorney to answer any questions team may have and put their mindat ease.

15 minutes

Optional: Create staff time templates that allow them to block units of time for production.

15 minutes

Time Template Meeting Agenda FORM 13.03

Managing Interruptions Script

FORM S13.04

Script for Attorney with Staff

I need your support to help me manage my time better. As you know, I end upworking a lot of weekends and evenings trying to get all of my work done. But by organizingmyself better, with your support, I think I can work more normal hours.

What this means is that I am going to work from this time template (show timetemplate, explain the time blocks you have set up). By following the template, I will havetime for everything I need to do – but I won’t be trying to do it all at once. I am going to blockout time every day to concentrate on my highest priority production. To avoid distractions Iam going to close my door during that time. We are used to an open door policy aroundhere and I know this will take getting used to – but please don’t interrupt me unless it is areal emergency or my spouse calls (provide a short list of acceptable interruptions).

I know that you can’t get your work done unless you have access to me for answersto your questions. So we are going to set up short meetings in order for me to work with you.(Discuss a 15-minute meeting first thing in the morning, a quick meeting before and/or afterthe attorney emerges from their production time, or a 15-minute meeting at the beginningand end of the day ~ whichever is most appropriate.)

You will need to learn to batch your questions and hold them for me when we meet.Here is a Question Batching form to help you with that. Whenever you get to a stoppingplace in what you are working on, jot down your question on this and we’ll address it in themeeting. Not only will this help me because it will mean fewer interruptions, but it will helpyou because you will know when I can be available to you and you can get a lot of workdone when I am not interrupting you. (Discuss here if you plan to create time templates forstaff that complement the attorney’s time template. The staff may take turns handlingphones while they do their own Power Hours.)

I also need for you to help me protect my time behind closed doors. This time shouldbe blocked off on the calendar and no client appointments scheduled or phone calls putthrough during this time. Here is a script of what to say when someone calls for me (showscript, Form 14.04). It is up to you to make the caller feel taken care of in spite of the factthat I can’t talk to them. (Discuss script, modify to your office needs.)

I would appreciate it if you all supported this time template. I give you my permissionto remind me when I get off track. The first order of business is to get copies of the templateposted near the phones to remind you of when I am and am not available. (Hand out copies,discuss posting them on the wall, discuss inputting the template into the computer calendar.)

Managing Interruptions Script Form 13.04

Managing Interruptions Script

FORM S13.04A

Script for Administrator with Staff

We know that part of the difficulty in implementing a new habit like the use of a Time Template lies in trying to explain it to your staff and co-workers. You need their support to make your new way of calendaring successful. Our clients have stumbled when trying to voice this new direction and feel frustrated that they don’t know quite how to explain it properly. So we have put together some sample language for you using phrases that clearly identify the concept. Use whatever is comfortable for you and modify anything that is not. Have your Time Template form handy to illustrate your discussion. It would be valuable to have one for each member of the team.

Open by asking for their supportIn this initial part of the script, you will be asking your staff and co-workers for help in managing your time a new way. Given that they have all been used to scheduling your time or helping you organize your time in the past, it is important to let them know what the Time Template is, and why you want to change how you manage your time.

“I need your support to help me manage my time better. As you know, I end up working a lot of weekends and evenings, trying to get all my work done, and I think that by organizing my calendar differently, and with your support, I can work more normal hours.”

Explain that the Time Template is Not a CalendarThis next section explains what the Time Template is, and what it is not. It is important to explain that the Time Template is a new approach to calendaring time, but it is not an actual calendar. It is a set of new calendaring rules that allows for certain activities at certain scheduled times.

“I am going to work more normal hours by making better use of my time when I’m here in the office. I am going to manage my calendar in a new way, using something called The Time Template. The Time Template is not a calendar. Do not confuse it with a calendar – we will continue to use our existing calendaring system. It is more a set of rules for my calendar that will stay the same, week after week.”

Mention the Typical Time Template Time BlocksShow the time template and say, “By following the Time Template, I will have time for everything that I need to do, but I will not be trying to do it all at once. There will be a standardized time when I plan my week, meet with all of you, work on my projects and do my financial and administrative work.”

Give more Detail on Your Production time or Power Hour“For example, on my Time Template, I am going to block out the same time every day to concentrate on my highest priority projects. I will be behind closed doors, working on my priorities. To avoid distractions, I am going to close my door during this time, and since we are used to an open-door policy around here, this will take a little getting used to. But please do not interrupt me unless it is a real emergency.”

Explain that you need their support in minimizing interruptions“I need for you to help me protect my time behind closed doors. We need to set up my calendar so that this time is blocked off, and no appointments are scheduled or phone calls put through during this time. When somebody calls, you (direct this to the person or persons who are most likely to field your calls) will set up a phone appointment with them so that when I finish production, I can call them immediately. I’ll have a ‘return call’ block scheduled in my calendar that will allow me to return phone calls. I will be behind closed doors between 9:00 and 11:00, and returning phone calls between 11:00 and 12:00.”

Teach them about Question Batching“I will also be incorporating a daily staff meeting, so that before I go behind closed doors, you can get all of your questions answered. I will meet with you between 8:00 and 9:00, so that you get your questions answered before I go behind closed doors. It is going to be important that you learn to batch your questions, and hold them for me when we meet. This is what I mean by “batching questions”: whenever you have to stop working on a file because you have to ask me a question – don’t run in and ask me the question. Instead, jot down your question, and we will address it in the next meeting. Then pick up the next file and continue working. If we are meeting before you have any questions open the files you’ll be working on in the coming day and try to anticipate them. Then write them down and we’ll address them all at once.”

Tell them how the time Template Helps them“Not only will these daily meetings help me because there will be fewer interruptions during my day, but they will also help you. In this routine, you’ll be able to count on my being available during 8:00 and 9:00. You won’t be continually trying to track me down to get your questions answered so that you can finish your work.”

Ask for their Cooperation“I would really appreciate it if you would support and enforce this Time Template. I give you my permission to remind me when I get off track. Please post this Time Template near the phones to remind you of when I am and am not available so that you can hold my calls when I am behind closed doors and make my appointments and phone calls fit within the appropriate time blocks. I would appreciate it if you could really follow these new rules that I have set up. I think it will help us get a lot more work done around here, help everyone to go home on time, so that nobody has to work on the weekends.”

Phone Appointment Script

FORM S13.05

Dialogue Between Staff & Caller

SMILE ~ IT WILL SHOW THROUGH YOUR VOICE!

“Good morning/afternoon! Thank you for calling (insert law firm name).This is ___________________________. How may I help you?”

“Unfortunately, Mr./Ms. Attorney is(behind closed doors…in trial…at a closing…etc.) right now,

but I know he/she would want you to be taken care of.May I ask what this is regarding? (Insert D/H name) may be able to help you.”

IF D/H CAN HELP – put the call through.

IF D/H CANNOT HELP…(Try to determine how long the call will take in order to schedule it appropriately!)

“I see. It sounds like it would be best if Mr./Ms. Attorneyspoke with you by phone…OR…saw you in person.”

“He/She could return your call (or see you) ________ or _________.Which time slot works best for you?”

IF NEITHER TIME SLOT WORKS…“OK. How about the same time block tomorrow?”

LAST RESORT“In that case, I will forward your message to Mr./Ms. Attorney

and he/she will return your call when possible…”OR

“I could put you through to his/her voice mail if you like.”

IF VOICE MAIL IS ACCEPTABLE – put the call through.

IF VOICE MAIL IS NOT ACCEPTABLE – record a message.

Phone Appointment ScriptFORM 13.05

Weekly Planning Form FORM S13.06

Instructions: Review upcoming deadlines, work backward on trial dates, and closely monitor client promises. Fax this form to your coach upon completion on a designated day each week for added accountability.

PRIORITY PRODUCTION: What are your most important production goals this week? (Set appointments for these tasks in the “Production Section” of your Weekly Time Template!)

PRODUCTION SUPERVISION: List the most important tasks you are supervising/tracking this week.

MARKETING ACTIVITIES:Who will you initiate contact with? Attend lunches with?

SYSTEMS/OPERATIONS ~ How will you improve your systems/operations this week?

ADMINISTRATIVE GOALS:

STAFFING:What can you do to…

• Acknowledge/reward/motivate staff?• Train staff?• Hire staff?• Meet with your Designated Hitter?• Practice delegating more?

PROFITABILITY/FINANCIAL GOALS:

FAMILY/PERSONAL GOALS: EXERCISE GOALS: SPIRITUAL GOALS:

Weekly Planning Pad FORM 13.06

Daily To-Do List

FORM S13.07

HIGH PRIORITY PRODUCTION : TODAY’S DATE: / /

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

DELEGATED/SUPERVISED: 10:30 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

MARKETING ACTIVITIES: 2:30 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

ADMINISTRATIVE TASKS: 5:30 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

PHONE CALLS TO MAKE: 9:00 p.m.

Daily To-Do List PadFORM 13.07

Power Hour Production Sign

FORM S13.08

POWER HOUR IN SESSION

THANK YOU for

Not Interrupting!

FORM 13.08

PRODUCTION TIME

THANK YOU for

Not Interrupting!

FORM 13.08

PRODUCTIONTIME

Thank Youfor

Not Interrupting!

FORM 13.09 FORM S13.09

15 Minute Project Update Form

FORM S13.10

Instructions: Update your attorney/supervisor routinely on non-legal matters during a pre-scheduled 15–minute huddle daily or weekly, as needed. Record new tasks as they occur and determine/calendar the “next step” as a team!

NOTES:

15-Minute Project Update FormFORM 13.10

Date: / / Update on Work in Progress New Task Assigned by Supervisor

Next Step:

By When: Updated Calendar

Next Step:

Law Office Interruption Log FORM S14.01

1. Briefly describe all unexpected interruptions. Include phone calls, attorney/staff/personal crises, drop-invisitors/clients, visual or audio distractions. Keep this log for two weeks.

2. Fax your Atticus Practice Advisor the results at the end of the two-week evaluation period.3. Analyze the results with your Atticus Practice Advisor using the evaluation questions on the Interruption

Log Analysis Sheet (Form 14.01A).

WHO/WHAT IMPORTANCE LENGTH OF INTERRUPTION PURPOSE/SUBJECT

Person Phone Environ A B C

WHO/WHAT IMPORTANCE LENGTH OF INTERRUPTION PURPOSE/SUBJECT

Person Phone Environ A B C

Law Office Interruption Log FORM 14.01

Interruption Log Analysis Sheet

FORM S14.01A

CAUSE POSSIBLE SOLUTIONS

Interruption Log Analysis Sheet Form 14.01A

Review the information you collected on your Interruption Log (Form 14.03). Who or what are yourhabitual interrupters? (You may find it helpful to review your findings with other staff members to see ifthey are experiencing the same type of interruptions.)

What are your major time robbers? (attorney/staff, clients, meetings, crises, phone, home)

How many hours per day do you spend handling #1 and #2? How many hours per day should you spend?

Use this chart to help find solutions for underlying causes of your major interruptions as listed in questions1 and 2. Write down as many solutions as you can think of, even if they seem impossible orimpractical, i.e. I need my attorney/staff to leave me alone…OR…I need a door!

For the next 30 days, commit to three solutions that are most viable.

At the end of 30 days, go back and review your progress. Did you realize a time savings? If so,congratulations! Now, go back to your original log and choose another interrupter to tackle. If one or more ofthe solutions you chose did not work, re-evaluate them using these questions: What worked and didn’t work? Were the solutions reasonable and realistic? Are there additional solutions that need to be explored? Does someone else need to be involved? How have others in your firm managed? Can you make their solutions work for you?

Question Batching Form

FORM S14.02

Instructions: Avoid ambushing your attorney/supervisor by batching questions throughout the day to share during your daily/weekly prescheduled huddle. Document feedback, agree upon a by-when if necessary, and calendar ALL action items!

NOTES:

Question Batching Form Pad FORM 14.02

For: Date: / /

Question:

Feedback:

For: Date: / /

Question:

Feedback:

For: Date: / /

Question:

Feedback:

General Meeting Checklist

FORM S14.03General Meeting Checklist Form 14.03

This checklist will help insure that all of the factors that contribute to a successfulmeeting have been considered.

BEFORE

Has an agenda been prepared?

Is there a clearly stated objective?

Is there enough time to distribute the agenda in advance?

Are individual items on the agenda given a time limit proportional to theirvalue?

Is all necessary information and support material available?

Are key players available?

Is the meeting room comfortable?

Tie up loose ends – add unfinished business to next agenda.

Clearly indicate assignments made.

Expedite the preparation of the minutes.

Summarize decisions reached and actions to be taken.

Distribute to all interested parties.

General Meeting Agenda

FORM S14.04

Use this General Meeting Agenda to plan who will attend, what information must be covered and the specific items to be discussed. Complete and distribute the form at least 24 hours prior to the meeting to allow participants sufficient time to prepare.

General Meeting Agenda Form 14.04

S.M.A.R.T. Rules for Delegation Form 15.00

SMART RULES FORDELEGATIONSpecific: If there is a high level of trust and this is afrequently delegated task, you can be less specific. But ifthis is the first time it is delegated, and there is littleexperience or familiarity, you must be very specific aboutall the actions to be taken, possibly putting them intowritten form, depending on the complexity of the task.

Measurable: Establish exactly what you intend for theoutcome. If possible, quantify the result. State it clearlyand ask for it to be repeated back to check for accuracy.

Accountable: Select someone who will take ownership ofthe project or task. Someone who will communicateresults in a timely fashion and will not try to cover up,require lots of attention or reassurance.

Realistic: Create checkpoints along the way to check theprogress and quality of the work. Allow extra time formistakes that are part of the initial learning curve – justmake sure you have a way to catch them. Don’t delegatesomething that isn’t humanly possible to accomplish in agiven time frame. Make sure you provide adequateresources to get the job done – if time is short, moreassistance may be required.

Timeline: State very clearly the date for completion , anycheckpoint dates, and the impact of not meeting thedeadline. Remember that the FIRST time any task orproject is undertaken, it will take longer to accomplish.Expect increased efficiency with repetition.

Questions to askyourself when tryingto decide if it is worthdelegating a task:

Does this requireMY special skills?

Could someoneelse do this?

How often will thistask be done in thefuture?

S.M.A.R.T. Rules for Delegation

FORM S15.00

Delegation Form

FORM S15.01

Directions: Fill out one of these forms for each task you delegate. Either dictate this form and have a

staff member fill it out, or write it out and give the staff member a copy. Keep your copy in a file folder

for easy retrieval. If you prefer to delegate by e-mail, be sure to cover all the important details involved

in SMART delegation.

Assigned To: __________________________ By: ____________________

Today’s Date: ____/____/____ Due Date: ____/____/____

Priority Level: ____A ____B ____C

INSTRUCTIONS:

_______________________________________________________________

__________________________________________________________________________

Delegation Form Form 15.01

Contact me immediately if you CANNOT meet the due date assigned,

OR you need additional resources to accomplish this task!

Please: ____ run with this task and report back to me upon successful completion.

____ check in with me ___ daily ___ weekly ___ bi-monthly ___ monthly.

I prefer to remain informed via a(n) ___ verbal update ___ written report ___ email

Directions: Fill out one of these forms for each task you delegate. Either dictate this form and have a

staff member fill it out, or write it out and give the staff member a copy. Keep your copy in a file folder

for easy retrieval. If you prefer to delegate by e-mail, be sure to cover all the important details involved

in SMART delegation.

Assigned To: __________________________ By: ____________________

Today’s Date: ____/____/____ Due Date: ____/____/____

Priority Level: ____A ____B ____C

INSTRUCTIONS:

_______________________________________________________________

__________________________________________________________________________

Delegation Form Form 15.01

Contact me immediately if you CANNOT meet the due date assigned,

OR you need additional resources to accomplish this task!

Please: ____ run with this task and report back to me upon successful completion.

____ check in with me ___ daily ___ weekly ___ bi-monthly ___ monthly. I prefer to remain informed via a(n) ___ verbal update ___ written report ___ email

STEP 1 – Delegator and Delegatee meet to define the task and come into agreement around a due date. “Date Due” is filled in and delegatee takes original. Delegator keeps a copy and tickles calendar with the due date. Delegator pulls the form and checks in with the Delegatee when the due date rolls around…

The Task: _________________________________________

__________________________________________________

Request For AssistanceAs Easy as 1 – 2 – 3!

Form 15.01A

Date: ____/____

Date Due: ____/____

Date Done: ____/____

STEP 2 – Delegatee must work backward from the due date. List all action items necessary to complete the task on time. Create sensible by-whens and hold yourself accountable every step of the way…

Done Action: _______________________________________________ By: ____/____

Supervisor’s Rating of Task Upon Completion:

SUPERVISOR’S COMMENTS: __________________________________________________________________________

__________________________________________________________________________

ExceedsExpectation

MetExpectation

BelowExpectation

CC: Employee Personnel File

STEP 3 – Delegator and Delegatee meet to review/evaluate the outcome. Delegator to fill in “Date Done” and rate the result below. A copy of the result is placed in the Delegatee’s personnel file for review at next evaluation…

Request for Assistance As Easy as 1-2-3!

FORM S15.01A

Case Status Organizer

FORM S15.02

File Name Tasks By Whom

Date Asgn.

Date Financial Due Status?

Open-Active Jones File Pleading Sandra 12/1 12/5

Open-Suspended

Open – Needs Closed

Projects

Case Status Meeting Questions to Ask:

1) What did we do last? (Use this question to remind yourself of last action taken.)2) What could we or should we have done? (This is valuable to new staff so they learn the flow of the case from the beginning.)3) What do we do next? (Discuss the next best action.)4) By whom and by when? (Consider the time needed for the task. Staff to block time on calendar immediately & raise red flagif additional time or resources are needed, or if a deadline change is in order. Attorney can also use this as a tool to block time as well by including their own tasks in the task section.)5) Always check the financial status of each non-contingent fee case

Create your form using the layout below. Allow space for all your files.

File Name: 1st Response: Date to Close:

Assigned to: on / / Date to File: Statute of Lim:

Instructions: Keep this form with the case file, on top of other documents, in order to monitor work flow. (Use Form 15.02 to pull files for review prior to our routine Case Status Meeting.) Review the Case To-Do List for each file. Discuss/document new tasks or the next step(s) required to bring the case to a successful close. Don’t forget to update calendars as needed!

New Task(s) Next Step

By When / / Updated Calendar

Active Suspended Needs Closed Other/Special

Form 15.02A

Case/File To-Do List PadCase/File To-Do List FORM S15.02A

Top 20 Referral Sources Roster FORM S18.01

For: As of:

Name: Phone #: Email Address:

Top 20 Influencers RosterFor: As of:

FORM 18.01

Discovering Prominent Referral Sources

FORM S18.01A

File Name Level of Client

Name of Referral Type

Andrews, Ryan A Joseph Smith Friend

Referral Source By Practice Type

FORM S18.01B

Influencers by Practice Type Form 18.01B

FAMILY LAW • Addiction counselors• Adoption agencies• Detox Units• HRS Department• Juvenile agencies• Mental Health counselors• Ministers, clergy• Shelters• Social service agencies• Therapists

ESTATE PLANNING • Bankers• CPAs• Financial planners• Funeral Home Directors• Insurance associations• Insurance companies• Mid-size company owners

or president• Nursing Home Admin.• Senior citizen groups• Stockbrokers

EMPLOYMENT LAW • Corporate HR Dept(s).• Minority owned businesses

TAX • Bankers• Business Brokers• CPAs, accountants• Financial planners• Insurance Associations• Mid-size company owners

and/or president• Stockbrokers• Venture capitalists

REAL ESTATE • Bankers• Building associations• Homeowner’s assoc.• Real estate agents/brokers• Real estate developers• Title companies

BUSINESS • Business brokers• Corporate meeting

planners• Financial planners• In-house legal depts.• Insurance associations• mid/large-size company

owner or president• Local event convention

Planners• Minority owned businesses• Newspaper reporters• Small business networks• Stock brokers• Venture capitalists

PERSONAL INJURY • Ethnic churches• Ethnic community leaders• Hospital administrators• HRS Depts.• Minister/clergy• Physicians• Television advertisements

CORPORATE BUSINESS • Business brokers• Corporate meeting

planners• CPAs, accountants• Franchise owner/president• In-house legal depts.

DIVORCE • Mental health counselors• Ministers, clergy

WORKERS COMP • Ministers, clergy• Physicians

ELDER LAW • Nursing Home Admin.• Senior citizens groups

IMMIGRATION & INTERNATIONAL LAW

• Embassies• Immigration Agencies

CRIMINAL DEFENSE • Juvenile Agencies• Newspaper reporters

INSURANCE DEFENSE • Claims Adjusters

Other attorneys and entrepreneurs are a great referral source

for any type of practice.

Top 20 Referral Sources

FORM S18.02

Referral Source:

Firm/Company: Secretary/Assistant: Dept: Title:

Office Address:

Cell: Phone: Fax: Email: Phone: Fax: Email:

Top 20 Influencer Profile SheetInfluencer:

FORM 18.02

Spouse’s Name:

Home Address:

Cell: Phone: Fax: Email: Phone: Fax: Email:

PERSONAL INFO

Birthday:

Favorite Restaurants: 1) 2) 3)

Hobbies/Special Interests: (Sports Teams, Favorite Wines, Food, Preferences, Etc.)

Anniversary: Spouse Birthday:

About the Children: (if appropriate)Name: Age: B’day:Bio:Name: Age: B’day:Bio:Name: Age: B’day:Bio:

Influencer Education & Experience:

Gathering Personal Info About Referrals ScriptTop 20

FORM S18.02ATOP 20Gathering Personal Info about Referral ScriptA script for gathering Top 20 Profile information from an influencer’s assistant.

Only request information about the influencer’s familyif your attorney is very close to the person or it may be

perceived as phony interest!

Hi! This is _____________________ with _____________________.May I speak with Mr/Mrs ______________________’s assistant please? TY

Hi, _____________! This is __________________ with ________________’s office.How are you doing today? (Great!)___________________, your office (or attorney) has been so fantasticabout sending business our way that Mr/Mrs _____________ would like toacknowledge Mr/Mrs _____________ on special occasions.

Can you tell me his/her birthday?_____________ Anniversary? _____________

Excellent! Do you have any suggestions for gift ideas ~ Does he/she:

enjoy a certain type of food, or like to dine at any particular restaurant?

favorite wine, champagne?

smoke cigars? what brand?

love chocolates, or a special coffee or tea?

care for plants, or a particular flower?

shop somewhere regularly?

NOTE:Engage in a casual conversation and document what information is shared. If the assistantseems stumped, ask her if she can possibly “snoop around a bit” and get back with you.You might mention that this would be great information for the assistant to have at herdisposal as well in order to surprise her attorney! (The assistant may be able to getinformation from the attorney’s wife/husband as well.)

FORM 18.02A

©Atticus 2001

Date of Contact:Type of Contact: (Place an X next to the correct choice) Phone In-Person Written

Outline below any Contact “Bell Ringers” (key points to remember from your conversation or the note, letter or card yousent.) If you were unsuccessful reaching them by phone, document attempts here and select the “call back” option.

Next Type of Contact: Call Back In Person Visit Schedule Lunch/Dinner Letter/Note Card

Next Contact Date:Calendar Updated: (Don’t Delay. Update Your Calendar, Planner or 1-31 File System Now!)

Special Instructions:

Top 20 Referral Source Contact HistoryName:

FORM 18.03

Date of Contact: Type of Contact: (Place an X next to the correct choice) Phone In-Person Written

Outline below any Contact “Bell Ringers” (key points to remember from your conversation or the note, letter or card you sent.) If you were unsuccessful reaching them by phone, document attempts here and select the “call back” option.

Next Contact Date: Calendar Updated: (Don’t Delay. Update Your Calendar, Planner or 1-31 File System Now!) Special Instructions:

FORM S18.03

Date of Contact:Type of Contact: (Place an X next to the correct choice) Phone In-Person Written

Top 20 Influencer Contact HistoryName:

FORM 18.03

Date of Contact: Type of Contact: (Place an X next to the correct choice) Phone In-Person Written

ABCD Client Matrix

FORM S18.06B

Client Personality

Type of Case Case Value

Collectible Referral Source

Client Expectations

A,B,C,D Client Matrix Form Form 18.06B

ABCD Client Matrix Sample

FORM S18.06C

ClientPersonality

Type of Case CaseValue

Collectible ReferralSource

ClientExpectations

Maintenance&

Cooperative

PreferredWork

(enjoy thework and it’swithin your

practiceexpertise)

HighFees

High(pays

retainers/ billspromptly &

doesn’tquestioninvoices/

statements )

VeryGood

RealisticExpectations

Maintenance&

Cooperative

Semi-Preferred

MediumFees

Medium Good RealisticExpectations

Maintenance&

NotCooperative

Non-Preferred

WorkLow Fees

Slow Pay

YellowPages

(or referredby a C client)

UnrealisticExpectations

Maintenance

VeryDifficult

Work Outof YourPractice

Expertise

Low Feesor

No Fees

VeryLow

orNo Pay

YellowPages

(or referredby a D client)

UnreasonableExpectations

NOTES: _________________________________________________________________________(If a client scores low in the “Collectible ” column, it drops their score across the board. If your firm can’tcollect, it does not matter how well the person scores in other categories ….)

A,B,C,D Client Matrix Sample Form 18.06C

FORM S18.07

Inquiry Tracker

SOURCE DATE OF INQUIRY CALL

NAME OF POTENTIAL CLIENT YELL.

PAGESWEB AD REFERRAL

SOURCE NAME

POTENTIAL CLIENT QUALIFIED?

QUALIFIED POTENTIAL CLIENT BOOK CONSULT?

POTENTIAL CLIENT CONVERT TO CLIENT?

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Referral Source

Total Qualified

Total Booked

Total Converted

Client Inquiry Tracker Form 18.07

The Marketing Assistant

FORM S18.08

A marketing assistant can be your secretary, key assistant, an intern or part-time employee who will act as support person for your marketing efforts. They can leverage you to reach a far greater number of contacts than you would achieve solely with your own efforts.

Personality Traits and Experience

A person with experience or training in marketing, sales or public relations is usually well suited for this role. An individual with an active interest in the community and experience in volunteerism may also be a good fit. Even without specific experience, someone who is personable, has good phone skills and likes to plan events may be capable. Additional traits to look for are those that are good at follow-through, calendaring and database management. A person who possesses the ability to write well can be extremely helpful to anyone who depends upon written materials for promotion such as articles and newsletters.

Activities For Your Marketing Assistant

• Schedule lunch/breakfast marketing meetings for you• Manage database of clients and referral sources• Plan and manage events• Build and manage TOMA program – newsletter, email• Manage birthday card list• Assist in preparation for speaking engagements• Prompt, or write, thank you notes• Deliver gifts• Buy tickets for your referral sources• Prompt you into action when you stop marketing• Write and distribute your press releases

Press Release Sample

FORM S18.09

FOR IMMEDIATE RELEASECapitalize all letters in this headline and place this title in the upper left-hand margin. Include the date of submission here. Try to keep the entire release to one page in length.

The HeadlineA single sentence that gives summarizes the essence of your text. Put any articles, prepositions or conjunctions of three letter words or less in lowercase type.

The DatelineList the date of your press release and the city it is issued from.

Lead Paragraph Write a strong introductory paragraph to grab the reader’s attention. Use the journalistic device of formatting your message to follow the Five Ws: who, what, when, where and why. While this paragraph should be a summary of what’s to come in the rest of the text, if effectively written it hooks your reader and encourages them to read on. Keep your word count between 50 and 75 words.

BodyThe main text of your press release is where you expand upon your news. Many journalists use the inverted pyramid technique in which the most critical information and any pertinent quotes are placed at the beginning. Since this will be the largest, most informative section, your word count should be between 200 and 225 words.

Firm InformationEnd your press release with a brief paragraph that describes your firm, its practice areas. Include a short history of the firm.

Contact InformationList the name, e-mail address and phone number of the person who wrote the pressrelease and their qualification (i.e., Esq., Admin. Asst., etc.) to discuss the subject mat-ter, as the newspaper’s fact checkers will call to verify the info in the release before printing.

Use this form - or have your marketing assistant use this form - as a guideline when writing your press release.

Top 20 Appointment Setting Script

FORM S19.04Top 20 Appointment Setting Script

Setting a Top 20 Appointment on behalf of the Attorney

Staff person: Hello, I’m ___________, and (insert attorney’s name), asked me to give you a call.

He/She would like to meet with Mr./Mrs. ________________:

Option #1 To thank him/her for sending so much business our way.

Option #2 Because he/she hasn’t seen him/her in some

time and would like to catch-up!

Mr./Mrs. (insert attorney’s name) is available on ________________, ________________ and ________________.

Which day works best for Mr./Mrs. ________________?

Perfect! I’ll let my attorney ________________ know. Does Mr./Mrs. ________________ have a favorite restaurant?

Great! I’ll look into that and be back in touch shortly with details. Thanks again. I appreciate your help! Good bye.

~ IF THE DATES DO NOT WORK ~

When IS Mr./Mrs. available for lunch?

I’ll review Mr./Mrs. ______________ ‘s calendar and get back to you on that that date. Thank you!

FORM 19.04

Top 20 Appointment Setting ScriptStaff With Staff

FORM S19.05

Hi! This is ________________ with Attorney ________________’ office.May I speak with Mr./Mrs. ________________ ‘s Assistant please? TY

Hi, ________________ (Assistant’s Name).This is ________________ with Attorney ________________’ office.

How are you doing? (Chit chat, if appropriate)

Well, the reason I’m calling is thatI would really like to take you to lunch.

We’ve had a chance to chat briefly in the pastbut I would love to spend some time with you

in order to get to know you better.

CONTINUE IF YOU FEEL COMFORTABLE...I’m anxious to hear more about what you do at ________________.

Who knows? We may be able to send some business your wayin the future... or vice versa...

If you’re interested, I’m available on________________ and ________________ at noon.

Does either one of those days work for you?(If those dates don’t work, find one that does!)Perfect! I marked my calendar so it’s official.

Do you have a favorite restaurant or type of food you like to eat? IF YES -- I’ll try to make arrangements for us to eat there.

IF NO -- OK, I’ll choose and get back in touch with details.Thanks again, ________________!

I look forward to it. Good bye.

GIFTS: Gifts can be funny, serious or delicious. Wrap gifts or drop them in a party bag tied off with a festive rib-bon. Place gifts at table settings, display them in a decorative basket near the door to hand to guests as theyleave, or ask Santa to pass them out! (Recruit a friend who’s an amateur photographer, or hire a professional, tocapture special memories on film which you can frame and mail or hand deliver afterwards.)

List #2 -- What You Need TO DO BEFORE the Party (if applicable)

FORM 21.00General Event Planning Tip SheetPurpose:__________________________________Location: Date:

List #1 -- What You Need TO BUY/RENT (Select appropriate items)� Invitations� Centerpiece(s)� Scented Candles� Tables/Chairs� Space (Hm, Ofc, Hotel)� Name Tags/Table Tents� Entertainment: Pianist,Harpist, Carolers dressed likeDickens-era (highschool/college), or a visit fromjolly ole Saint Nick

FOOD should reflect abundance andluxury. Holidays are a time toindulge. Do NOT skimp on yourmenu!

Consider:whole tenderloinsthe finest glazed hamfresh smoked turkeysides of salmon

Don’t forget grandma’s favorite “feelgood” recipes as well...

DRINKS:(Full serve or self-serve bar)Consider:� Wine� Cocktails� Specialty coffee/teas� Egg Nog� Hot Apple Cider� Soft Drinks� Spring/Tonic Water, Club

2 weeks in advance...�Wrap gifts� Schedule a massage for theday of your party� Schedule appt with hair stylist� Purchase/rent party attire�Order flowers

30-60 days in advance...� Determine location & date� Select/Order ALL itemsneeded from List #1 above� Develop the guest list (seeyour Top 20 Roster & 21.01)� Choose/hire/meet ALL help3 - 4 weeks out:� Buy stamps/mail invitations

1 - 5 days in advance...5 days out:� Courtesy call to those whohaven’t RSVPed.1 - 2 days out:� Set-up room� Pick up/receive centerpieces� Cut checks for help. Get cashfor tips.

List #3 -- What You Need TO DO THE DAY OF the Party� Ask guests about hobbies,family, pets, current events, aplay, movies, an art exhibit.

� Listen, make eye-contact,look interested, complimentothers. Tell a funny story.

� DO NOT permit clean-upuntil guests have left. It willmake guests uncomfortableand ruin the atmosphere of theparty!

�Go to bed and sleep in!

� Relax - Try a massage!

� Get hair cut/styled.

�Get dressed a couple of

hours before guests arrive.

FORM S21.00

GIFTS: Gifts can be funny, serious or delicious. Wrap gifts or drop them in a party bag tied off with a festive rib- bon. Place gifts at table settings, display them in a decorative basket near the door to hand to guests as they leave, or ask Santa to pass them out! (Recruit a friend who’s an amateur photographer, or hire a professional, to capture special memories on film which you can frame and mail or hand deliver afterwards.)

List #2 -- What You Need TO DO BEFORE the Party (if applicable)

FORM 21.00General Event Planning Tip SheetPurpose:__________________________________Location: Date:

List #1 -- What You Need TO BUY/RENT (Select appropriate items)� Invitations � Centerpiece(s) � Scented Candles � Tables/Chairs � Space (Hm, Ofc, Hotel) � Name Tags/Table Tents � Entertainment: Pianist, Harpist, Carolers dressed likeDickens-era (high school/college), or a visit fromjolly ole Saint Nick

FOOD should reflect abundance andluxury. Holidays are a time to indulge. Do NOT skimp on your menu!

Consider: whole tenderloins the finest glazed ham fresh smoked turkey sides of salmon

Don’t forget grandma’s favorite “feel good” recipes as well...

DRINKS: (Full serve or self-serve bar)Consider: � Wine � Cocktails � Specialty coffee/teas � Egg Nog � Hot Apple Cider � Soft Drinks � Spring/Tonic Water, Club

2 weeks in advance... � Wrap gifts � Schedule a massage for the day of your party � Schedule appt with hair stylist� Purchase/rent party attire � Order flowers

30-60 days in advance...� Determine location & date � Select/Order ALL items needed from List #1 above � Develop the guest list (see your Top 20 Roster & 21.01) � Choose/hire/meet ALL help 3 - 4 weeks out: � Buy stamps/mail invitations

1 - 5 days in advance... 5 days out: � Courtesy call to those who haven’t RSVPd. 1 - 2 days out: � Set-up room � Pick up/receive centerpieces � Cut checks for help. Get cashfor tips.

List #3 -- What You Need TO DO THE DAY OF the Party� Ask guests about hobbies, family, pets, current events, aplay, movies, an art exhibit.

� Listen, make eye-contact, look interested, compliment others. Tell a funny story.

� DO NOT permit clean-up until guests have left. It will make guests uncomfortable and ruin the atmosphere of theparty!

� Go to bed and sleep in!

� Relax - Try a massage!

� Get hair cut/styled.

� Get dressed a couple of

Check to see if a good local caterer isavailable to prep & serve the food.

Firm Golf Tournament

FORM S21.01

WHAT AND WHY

WHO TO INVITE

A firm golf tournament is a large high profile event that is good for positioning the law firm positively in the community and enhancing its image.

The purpose of this event is to build rapport with existing referral sources. This is also anopportunity to meet new influencers as you will invite your players to bring friends and associates.

To begin the process, look in your database of re-ferral sources. Invite those people with whom you would like to build more rapport. As the tournament host, plan on not playing in the tournament. This will allow you to visit all the golfers during the event. Invited guests can include your Top 20 List, other attorneys, CPAs, judges, sports celebrities and bar officials.

WHERE TO HOST YOUR TOURNAMENTChoose a local, but highly desirable local golf course that most of your players would be eager toplay.

WHEN TO HOST YOUR TOURNAMENTOnce a year on a Friday or Saturday when the weather will accommodate your plans.

NOTESPick an appropriate name for the tournament. You can use your firm name or a memorial reference. One firm chose to name their event “The Barrister’s Cup”.

AWARDSCreate a trophy or award, and imprint giveaways with your firm name (golf tees, hats, shirts, umbrellas, etc). You can visit www.drawingboard.com for ideas/products. If the tournament is held in the morning, present awards during a cocktail hour. Invite the president of your local bar asso-ciation, or a judge, to present the trophy or award.

Reverse Seminar / VIP Lunch

FORM S21.02

WHAT AND WHY

WHO TO INVITE

A reverse seminar is a lunch-time event that gives the guest(s) of honor a chance to be “center stage” and talk about themselves and their business. This seminar can be an informal event with fancy “brown bag” lunches, or a more formal catered affair.

The purpose of this event is to build know/like/trust and rapport. To give your law firm the opportunity to discover how to help the person in the future. To hold an opportunity for cross-selling other firm services to the client.

Invite a new or existing client who is capable of sending recurring business; or an influencer who is capable of influencing others to use your ser-vices. Be sure to invite any firm partners that might have an interest in getting to know the guest of honor. A few examples of guests include a small business owner (plus management team) or an accounting firm with a couple of partners.

WHERE TO HOST YOUR EVENTYou can hold the seminar at your law firm in the conference room - if you have sufficient space to hold the guests as well as your own firm members). If you don’t have the space, you can hold it in a quiet corner or private area of a nice local restaurant.

WHEN TO HOST YOUR EVENT12PM to 1PM is typical, though an after-hours event can work as well.

NOTESBe sure to provide a good showing of firm members or the event will be a disappointment to the guest of honor. Invite the appropriate members of your law firm. If your firm is small, include your Designated Hitter/Paralegal and other staff members to increase attendance.

Firm Open House

FORM S21.03

WHAT AND WHYThe purpose of a firm open house is to show off new or remodeled office space; to showcase new tech-nology; introduce a new attorney you recently hired; a chance for your partner’s Top 20 to meet your Top 20 and cross-sell; celebrate an award or special rec-ognition

The purpose of this event is to build know, like, trust and rapport with your influencers.

WHO TO INVITEYour invitations can be written or verbal, and should be made at least two weeks prior to the event. Ask your invitees to RSVP at least three days prior to the event so that the food orders can be adjusted. Invited guests include your Top 20 List, other attorneys, staff with whom your firm often works, judges, bar officials and selected clients.

WHEREHold the open house at your law firm. After all, the reason you hold an event like this is to bring people to your office. Use your conference room to set-up drinks and/or finger foods. Your food and beverages can be catered for a formal effect or homemade if you prefer a casual approach.

WHENTypically during the work week between the hours of 4 PM-6 PM. Invite people to stop by after work. Wrap things up by 9 PM-10 PM. The idea is to maximize the number of people you can accommodate over a 3-4 hour period of time. Remember to read through your notes before the event to refresh your memory of spouses’ names, kids’ names and sports affiliations. You want to be able to converse with referral sources having the right information at hand.

It’s also a good idea to sit down with your partners (if you have them) in advance of this gathering and strategize with them about who you’ll introduce to them. Discuss who you’d like to introduce to your partners and discuss who they’ll introduce to you to maximize any cross-selling opportunities.

Holiday Event

FORM S21.04

WHAT AND WHYA holiday event is a festive celebration that helps spread good will and cheer. It is ideal for positioning the law firm positively in the community and enhanc-ing its image.

The purpose of this event is to build “know, like and trust” with influencers.

WHO TO INVITEInvited guests can include your Top 20 List, other attorneys, judges, bar officials, physicians, CPA’s, small business owners, staff, and family members.Inviting spouses is optional, depending on the size of your group.

WHERE TO HOST YOUR EVENTYou can host your event at your firm, a club house or your home. Choose a spot that will allow enough room for mingling comfortably with your guests. You don’t have to restrict yourself to indoor locations during the warmer seasons. Many firms have hosted picnic events for the 4th of July in public parks. Other firms have hosted barbecue events in large tents in their parking lots, complete with musical entertainment and games. Some law firms “piggy back” onto public events by inviting guests to view parades from their offices or park in their parking lot for easy access to other events, such as an art festival or concert in a nearby park.

WHEN TO HOST YOUR EVENTOnce a year during the holiday of your choice. Since so many firms focus on Christmas, choosing another holiday will allow you to stand out. An event to welcome the New Year is an option, along with President’s Day, Valentine’s Day, Memorial Day, the 4th of July or Labor Day. Thanksgiving events are also popular, scheduled before the actual holiday. (Many firms also opt to send Thanksgiving cards instead of Christmas cards because they want their card to stand out from the rest.)

HOLIDAY FOOD IDEASTalk to several catering companies in your area to see what they can provide, or opt to cater it yourself if your team has the time and talent.

Marketing Event Guest List

FORM S21.05

Instructions: Huddle with staff 45 – 60 days prior to the marketing event to develop your guest list. To create your list, use your Top 20 Roster and reference Form 21.06. Remember that you will need to invite more people than you want in order to have sufficient number attend.

Guest Name RSVP Guest Name RSVP 1 26 2 27 3 28 4 29 5 30 6 31 7 32 8 33 9 34 10 35 11 36 12 37 13 38 14 39 15 40 16 41 17 42 18 43 19 44 20 45 21 46 22 47 23 48 24 49 25 50

Marketing Event Guest ListEvent: Location: Date:

FORM 21.05

Instructions: Huddle with staff 45 – 60 days prior to the marketing event to develop your guest list. To create your list, use your Top 20 Roster and reference Form 21.06. Remember that you will need to invite more people than you want in order to have sufficient number attend.

COMMENTS:

Marketing Event Budget Form

FORM S21.06

Instructions: Huddle with staff 45 – 60 days prior to discuss details and create a budget. Record the MAXIMUM amount you are willing to spend on each category listed below in order to make the special marketing event a success. Empower staff to work within the confines of the budget to accomplish the desired outcome. Agree upon the number of brief routine updates required to keep the attorney apprised of progress. Schedule/calendar follow-up dates.

COMMENTS:

Category $ Budget $ $ Spent $ Difference +/- Room/Space Tables/Chairs Rentals Entertainment Food Drinks Hired Help (Tips Included): Caterer Bartender Clean-up Photographer Decorations Eating/Drinking Utensils Parking Valet Invitations Name Tags Table Tents Flowers/Centerpieces Gifts Other:

GRAND TOTAL

Marketing Event Budget FormEvent: Location: Date:

FORM 21.06

Instructions: Huddle with staff 45 – 60 days prior to discuss details and create a budget. Record the MAXIMUM amount you are willing to spend on each category listed below in order to make the special marketing event a success. Empower staff to work within the confines of the budget to accomplish the desired outcome. Agree upon the number of brief routine updates required to keep the attorney apprised of progress. Schedule/calendar follow-up dates.

Common Influencers

FORM S21.07Common Influencers

Professional Groups Local bar: committees, speaker’s bureau, referral service, attorneys Lead clubs Alumni clubs Service clubs Associations related to your practice area Legal referral agencies Pre-paid legal groups

ACLU Addiction counselors Adoption agencies Bankers Building associations Business brokers Claims adjuster Consumer groups Consumer protection agencies Corporate HRD departments Corporate meeting planners CPA’s, accountants Detox units Embassies Entrepreneurs Ethnic churches Ethnic community leaders Financial planners Franchise owner/president Homeowner’s associations Hospital administrators HRS department Immigration agencies In-house legal departments

FORM 21.07

Internal References Existing, satisfied A/B-level clients Staff connections Adjacent office contacts

Informal Networks Family & Friends Church groups Local colleges & universities

Insurance companies Juvenile agencies Large-size company owner/president Local event convention planners Local politicians Mental health counselors Mid-size company owner/president Minister, clergy Minority-owned businesses Mortgage brokers Newspaper reporters Nursing home administrators Physicians Real estate agents/brokers Real estate developers Senior citizen groups Shelters Small business networks Social service agencies Stockbrokers Television advertisements Therapists Title companies Venture capitalists Workers’ Compensation departments

No matter what your practice areas are, you have probably received referrals from this generic list of influencersjust because they are within your sphere of influence.

The following list is a broad-brush overview of the types of influencers generally useful to attorneys. Your particular mix of influencers will vary according to your practice areas. Look to see which categories of influencers are appropriate for your practice in each of your practice areas. Check off the ones that apply to you.

Common Influencers for Most Practices

Types of Influencers

Invitation Tips

FORM S21.08

Formal or fun, you can’t go wrong with written invitations. However, like telephone invitations, a mailed invitation needs to “set the tone” and spark an interest in your party! Follow the guidelines below as you organize your marketing event(s).

WHAT BASIC INFORMATION TO INCLUDE:Host’s name(s)Type of eventDateTimeLocationReply telephone number

OPTIONAL:Rain DateSpecial parking arrangementsMapTell something extra, like what to wear

WHEN TO MAIL THE INVITATION:Formal dinner………………………… 4 weeks aheadInformal dinner………………………. 2-3 weeks aheadLuncheon or tea …………………….. 2-3 weeks aheadCocktail party ……………………….. 3 weeks aheadBig bash ……………………………… 4 weeks ahead

APPROPRIATE TYPES OF INVITATIONS:Specially printed ……………………. Any type of party, semi-formal to casualFill-in invitations from card shop…... Perfect for holiday get-togethers, open house, picnicsHandwritten on blank cards………... Small personal parties, formal or informalEmail …………………………………. Casual get-together/“happy hour” with business friends

TIPS! Clearly state who is invited. Create an invitation that is as “unique as the party is”! Use clever words to spice up the invitation. Write something wild and wacky, or simply say something

sincere and heartfelt. Either way, GET THEIR ATTENTION! If you’re not sure of postage, use the post office or put extra stamps on the invitation. Avoid using the term, “Regrets Only”. It technically means, “call if you can’t come”, but you can’t depend on

people to call – they often forget. If you invited 25 people and no one called, you may end up with 2 guestsor 20. Don’t take the chance.

Include more than one RSVP number, such as work, home, cell, fax, email, etc. Call those who have not responded 2 – 5 days prior to the event. A printed or hand-written reminder card that arrives one week before the event (without an RSVP) is also a

good idea.

Marketing Events Resources

FORM S21.09

Below you’ll find a list of vendors that can assist you in planning a Marketing Event. Click on the provided links for a more comprehensive overview of their services.

AWARDS/TROPHYS/GIFTS/CLOTHING/CARDS:

Successories www.successories.com 800-932-9673

HRdirect 800-346-1231 www.hrdirect.com (awards, cards)

Best Impressions Promotional Products 800-635-2378 www.bestimpressions.com (imprinted golf balls)

Lands End Corporate Sales www.landsend.com (The art of imprinted business casual)

awards.com 800-5AWARDS

Baudville www.baudville.com 800-728-0888 Recognition/Team Building/Special Events

Amsterdam Printing & Litho 800-833-6231

Website Design Tips

FORM S22.00

To Begin The Process:

• Select a domain name that will contain the words most likely used in a search by yourclients. Unless your firm name is already well known and heavily branded, opt for namesthat have a geographical tie-in such as: Houstonconstructionlawyer or kentuckydivorceattorney.

• Decide upon your target audience. For most attorneys the audience will be prospectiveclients.

Page Layout and Design:

1. Find an experienced website developer who can show examples of previous work. Those who havecreated websites for law offices would be preferable. Ask them to generate 3 initial designs for you tochoose from.

2. Make the site graphically appealing to your target audience – especially your home page which will setthe tone for the entire site.

3. Survey your competitor’s sites to see what they’ve done right and done wrong. Gather samples of sitesthat exemplify the look and feel you’d like. Give these to your designer. Find out if he or she will beusing a template service such as joomla.com to build upon for their design. Ask about the constraints ofthe template upfront, as they may dictate portions of your design.

4. Use a site header that matches your logo or incorporates it into the site’s design.

5. Aim for a layout that features a balance of text, graphics and white space on each page.

6. Make it very easy for prospective clients to find your phone number and contact information. Along withappearing on the contact page, your phone number should be on the home page in the upper right handcorner for maximum visibility.

7. Make sure the header/navigation area is consistent throughout your site and takes up no more than one-quarter to one-third of the top portion of the browser window at 1024x768 resolution.

8. The footer area of each page should contain the copyright, last update and contact e-mail address.

9. Make sure the site displays without horizontal scrolling at 1024x768 and higher resolutions.

10. To insure readability, maintain a high contrast between the text and background. The site’s palette ofcolors (no more than 3 or 4 plus neutrals) should be consistent throughout.

11. Your home page must contain compelling, interesting information “above the fold” (the area you seebefore scrolling down) at 1024x768.

12. Make sure your home page downloads within 8 seconds. Your graphics should be optimized and notallowed to significantly slow the site’s download

Multimedia Presentations:

1. The use of videos should serve a clear purpose and provide a warm, flattering portrait of one or more

partners. Placement on the homepage, above the fold, is optimal.

2. Display the download times for audio or video files.

3. If needed, provide handy links to downloads of media plug-ins to enable the maximum amount ofviewers to view the media.

Content Presentation:

1. Use high quality photographs to convey the emotional content of your message and to visually guide theviewer to crucial information. Refer to istockphoto.com, fotalia.com, or gettyimages.com for high qualitystock photography.

2. Make use of easy-to-read, common fonts such as Arial or Times New Roman and use them consistentlythroughout the site.

3. Your written content should be thoroughly proofed and error-free. It should include consistent headingsand bullet point treatment throughout.

4. Because reading on a computer screen is difficult, your text should be written in short sentences in briefparagraphs and be surrounded by the right amount of white space. Simplify your language and writeusing everyday terminology. Avoid legalese.

5. Any written content should provide meaningful, useful information for your intended audience –prospective clients. Make sure the content is updated regularly.

6. Be sure to minimize the number of clicks needed to find back pages and locate specific information.

7. Embed links in your written content that connect viewers to other useful. pages within your site. Limitthe links that take viewers away from your site.

8. Ensure that all internal and external hyperlinks work properly.

9. Before launching your site, test all forms to ensure they function as expected. Also, make sure your siteappears in a consistent way on varying screen sizes.

Launching the Site:

1. Send an e-mail and/or tweet announcing the launch of your new site with a link to the site.

Before Launching Your Site:

1. Add your website address to your letterhead, business cards and any other marketing material.

2. Change your e-mail address to one with your domain name.

3. Link your Facebook profile, Twitter account, LinkedIn profile, Avvo profile, etc. back to your website.

4. Send a link to a small group of people (whom you trust) prior to your launch. Ask them to proof the siteand give you their feedback.

Social Media Marketing

FORM S22.01

Social Media Marketing is an exciting new channel through which to promote your firm, build your brand and maintain your relationships. While it will never replace face-to-face contact for sheer mar-keting impact it can effectively extend your in-person marketing efforts by providing extra of top-of-mind awareness and opportunities to expand your network. Social media networking should never be the sole focus of a marketing plan, but one aspect of a well-rounded marketing approach that includes a heavy emphasis on personal contact.

Find the Right Host

Start with whatever site you feel is the most popular in your community and with your clients and referral sources. Conduct a search to see where your competitors have set up camp. Ask your clients, other attorneys and referral sources to see and understand their on-line behaviors and preferences.

Guiding Principles to Use When Assembling Your Profile:

1. Photographs and Graphics: when profiling your law firm, you may use your firm logo, anexterior photo of the firm building, a picture of the partners or the entire team as your mainprofile photo.

a. Additionally, you may post photos of the events your firm sponsors, such ascharitable or sports-related activities. Avoid posting any photos that are overlypersonal or that could embarrass any member of the team.

2. Organizations Listed: It is okay to post information about the hobbies, passions andinterests of key firm members as long as this does not become the focus of the site. Asmall amount (10% of the overall content) of personal information is fun and provides thehumanizing element that’s often missing in more formal marketing efforts.

3. Event Notifications: you may post news and information related to upcoming events. Keepin mind there is a fine line between TOMA and intrusiveness and don’t overdo it.

4. Acquiring Followers: the sole purpose of having a presence on a social networking site is to draw attention to the firm, so having a great many followers is desirable. Followers can come in the form of referral sources, professional and community contacts -- and clients. Given the public nature of the relationship (often a name and picture are displayed for each follower) each firm must ask itself if it’s appropriate to request its clients to become friends, fans or followers of its site.

5. Linking Strategies: every firm with a website should automatically link it in severallocations throughout their profile. If the firm posts a blog, a “teaser” should be posted onthe firm’s “wall” with a link back to the blog. If the firm provides new and useful contenton their website, they should preview it on their profile with a link back to their website. Ifsomeone in the firm is tweeting, links to tweets should be posted and vice versa.

6. Testimonials/Voting/Ranking Functions: This function often crosses lines established bythe rules of professional conduct which traditionally prohibit testimonials. An updatedruling, when it occurs, may change what is allowed.

7. Maintenance: it’s important to select one person in the firm to regularly tend to the site. Heor she can post updates on firm activities, respond to queries and upload new photographs.

8. Written Posts: in order to present an accessible, but professional image, you should postyour mission statement and the biographies of the partners, associates and select teammembers. Also post your practice areas and any area of special expertise.

a. Blogger and attorney Nicole Black recommends using the 50-30-10-10 rule, whenoperating in an online forum:

i. 50 percent of your posts should provide followers with links toarticles, blog posts and other online content you think might be ofinterest; this includes “re-tweets,” or “sharing” of relevant content.If you want to be seen as an expert in a particular field, this is theopportunity to aggregate information on a specific subject matter andshare it with others – but do so in a way that is helpful andinformative;

ii. 30 percent of your posts and comments should consist of replies toother users’ posts, links, status updates or tweets —in other words,engage in conversations with others at least 30 percent of the time.Don’t make it a habit to focus only on yourself and your needs;

iii. 10 percent of your posts can consist of self-promotion, includingyour firm’s blog posts and information about professional activitiesand accomplishments;

iv. The final 10 percent of your online communication can becomprised of posts or tweets that are devoted to your personalinterests and hobbies.

E X T R A F O R M S

The following forms are duplicates of our most popular forms, provided for your convenience.

Daily To-Do List

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3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

Daily To-Do List

FORM S13.07

7:00 a.m.

7:30 a.m.

8:00 a.m.

8:30 a.m.

9:00 a.m.

9:30 a.m.

10:00 a.m.

11:00 a.m.

11:30 a.m.

12:00 p.m.

12:30 p.m.

1:00 p.m.

1:30 p.m.

2:00 p.m.

3:00 p.m.

3:30 p.m.

4:00 p.m.

4:30 p.m.

5:00 p.m.

6:00 p.m.

6:30 p.m.

7:00 p.m.

7:30 p.m.

8:00 p.m.

8:30 p.m.

FORM S14.02

NOTES:

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FORM S14.02

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FORM S14.02

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FORM S14.02

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FORM S14.02

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FORM S14.02

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FORM S14.02

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FORM S14.02

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FORM S14.02

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FORM S14.02

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FORM S14.02

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FORM S14.02

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FORM S18.04

Month: ___________________MONTHLY MARKETING ACTIVITIES

FORM 18.047/23/01

For the Month of:Dinners Info Sent Lunches Meetings Other PH Calls Seminars Sporting Total

Attended EventsDay DateMTUWTHFR

Total Week #1

MTUWTHFR

Total Week #2Sub-TL Week 1-2

MTUWTHFR

Total Week FiveSub-TL Week 1-5

Monthly GoalsActual ContactsEnd Result

Dinners Info Sent Lunches Meetings Other PH Calls Seminars SportingAttended Events

Bonus FormulasBonus Earned

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.04

FORM 18.047/23/01

Total Week #1

MTUWTHFR

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

FORM S18.07

Inquiry Tracker

SOURCE NAME

Total Inquiries

Total Y/P

Total Web

Total Ad

Total Qualified

Total Booked

Total Converted

table of contents...2010/10/15 · s19.05 top 20 appointment setting script: staff with staff...

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