From the desk of Gary Falkowitz — New York, New York

Let’s be direct.

If you’ve ever looked at a “should-have-been-ours” lead in your CRM and asked, “How did we lose that case?”—this letter is for you.

Early in my career, I thought intake was admin. Then I watched seven-figure cases vanish because a call rang out, a follow-up stalled, or our scripting didn’t connect. We weren’t losing because we didn’t care. We were losing because we lacked a system.

You can’t call yourself an advocate if your intake is broken.

The shift that changes everything

Intake is the first step of advocacy. It’s not gatekeeping. It’s not overhead. It’s the moment a caller decides whether they can trust you.

When firms stop treating intake as a checklist and start treating it as advocacy, three things happen fast:

  • Conversions go up.
  • Marketing waste goes down.
  • Leaders finally get predictability.
“Gary is the Michael Jordan of law firm intake.” — Jim Hacking, Hacking Immigration Law

The mechanism: Proactive Intake

Reactive intake hopes the caller signs. Proactive intake leads the call. Here are the five pillars we install:

  1. Speed: In intake, speed is trust. Be first, be fast, be present.
  2. Emotional Intelligence: CPR in 15 — Compassion + Proactive Reassurance in the first 15 seconds. Every call.
  3. Follow-Up: Most who don’t sign right away still intend to hire. The win is in disciplined follow-up.
  4. Scripting That Connects: Conversational, not robotic. Objection handling is rehearsed, not improvised.
  5. Authority to Say Yes: Your team can’t close if they’re afraid to decide. Empower them within clear boundaries.

The quick ROI reality check

A real firm I reviewed signed ~80 cases/month at a ~$15,000 average fee, converting ~70% of qualified leads. That means ~34 qualified leads lost every month.

  • Potential Lost Revenue (monthly): 34 Ă— $15,000 = $510,000
  • Lost Fee Potential (annual): $510,000 Ă— 12 = $6.1M

That wasn’t a marketing problem. It was an intake problem. Once the system changed, the numbers flipped.

“Our conversion rate is up significantly.” — Michael Rosenzweig, Edgar Snyder & Associates
“The ROI of investing in Gary is immeasurable.” — Marc Simon, Simon & Simon

What you and your team get in The Intake Masterclass

  • Monthly Masterclass Calls with me: Each month we pick one high-impact lever (follow-up cadence, escalation, scripting, coaching rhythm, weekend coverage). You leave with a playbook your team can run the next day.
  • “Intake for Beginners” Onboarding Course: Plug-and-play training so new hires are certified in hours, not weeks.
  • Call Review + CRM Audit Tools: Daily clarity on what actually happened—coach with data, not guesswork.
  • Replay Library: Dozens of on-demand trainings—scripts, objections, call reviews. Solve problems the same day.
  • The Intake Playbook Resource Library: Scripts, SOPs, checklists, templates—the proven tools top firms already use.
  • Direct Access to Me: Send questions, call recordings, or CRM screenshots. Get precise, practical guidance.
  • Access for Your Entire Intake Team: No silos. Everyone trained and aligned.
“But for hiring Gary, our firm would not be where it is today.” — Michael DiPasquale, DiPasquale Moore

Why this matters beyond metrics

  • Predictable revenue so you can scale with confidence.
  • Less chaos so you’re not firefighting at 10 PM.
  • Time back so you can lead—and live—without wondering what slipped.

Webinar-only bonuses (join by Wednesday, September 24, 2025 at 10:00 PM ET)

  1. Script Customization: I’ll redline your intake script so it converts immediately.
  2. 10 Inbound Call Critiques + Custom Report: Find leaks fast; install the fixes.
  3. Private Audit Call with me (30 minutes): We pinpoint your biggest intake opportunity and map the next 30 days.

No extensions.

Annual-only bonuses (when you choose the annual plan)

  • Welcome Box: Signed copy of The Complete Guide to Law Firm Intake + Intake Playbook posters for your team.
  • Priority Hot Seat Access: You go first for live problem-solving.
  • 1-Hour Team Training with me: I make sure your systems are installed the right way.
“I wouldn’t be surprised to see an increase of 20% or more.” — Jerry Parker, Parker Waichman LLP

Who this is for

  • Owners, partners, intake leaders, and ops pros who already invest in marketing and want more signed cases from what you’re generating.
  • Teams that want structure over improvisation—predictability over hope.
  • Firms ready to move fast and be decisive.

Who this is not for

  • Firms satisfied with “good enough.”
  • Teams unwilling to follow a process, review calls, and be coached.

Your options

If you’re committed to fixing intake, choose your plan and we’ll get to work.

Risk-free

Try it for 30 days. Use the live calls, replays, onboarding, and tools. If you don’t see real value, email us for a full refund. No pressure. No fine print. No hard feelings.

“Strategies that resulted in immediate increased conversions.” — Bert Parnall, Parnall Law

Not the decision maker?

Introduce your boss to [email protected], include this page, and request a 10-minute intro to green-light a 30-day pilot.

If you have questions, email [email protected].
To grab the free guide we talked about at the end of the webinar, visit intakeplaybook.com/top5.

— Gary P. Falkowitz, Esq.

Founder of The Intake Playbook Author | Consultant | Podcast Host | Speaker

P.S. The webinar-only bonuses (script customization, 10 call critiques + custom report, private audit call) expire Wednesday, September 24, 2025 at 10:00 PM ET.

P.P.S. Intake isn’t a cost center. It’s the beginning of advocacy. Let’s build a system that proves it—every single day.

P.P.P.S. If you’ve got questions before jumping in, you can click here to grab a quick call with me and I’ll help you cut through the noise so you know exactly what’s best for your firm.