Day 2

The Problem

Most attorneys have no idea which metrics actually drive their revenue. They track revenue and maybe new clients, but miss the leading indicators that predict success or failure weeks in advance.

The 5 Metrics

1. Consultations Scheduled Per Week This is the lifeblood number. If you are not booking 8-12 initial consultations per week, you will not hit $75,000/month. Track this daily. Every consultation scheduled is a potential $4,500 in revenue.

2. Consultation-to-Client Conversion Rate Of the people who sit down with you (or meet via video), what percentage retain you? Top-performing elder law firms convert 65-75% of consultations. If you are below 50%, your consultation process needs immediate restructuring.

3. Average Fee Per Matter Total revenue divided by total new matters. Most elder law attorneys are shocked to discover this number is $2,200 or lower. The target is $4,500+ per matter through flat-fee packaging and strategic upselling.

4. Cost Per Consultation Total marketing spend divided by consultations scheduled. This tells you which lead sources are profitable and which are draining cash. Target under $150 per consultation for organic/referral channels and under $400 for paid advertising.

5. Client Lifetime Value The total revenue a client generates over their relationship with your firm. A one-time will client might generate $1,500. A Medicaid planning client with ongoing annual reviews generates $15,000+ over five years.

Today's Action

Calculate these five numbers for the last 90 days. Use actual data, not estimates. Write them on a single sheet of paper. These are your baseline numbers. Every strategy in this curriculum is designed to move them upward.

Key Takeaway

What gets measured gets managed. These five numbers tell you exactly where your practice is strong, where it is bleeding, and where to focus your energy for maximum revenue impact.

Clozo Academy Proprietary Curriculum — The Elder Law Growth System