1. Lawyer: Family Law -Who would need a lawyer? _____________________________________________________________________ -Why would they need a Family Lawyer? _____________________________________________________________________ -When they needed a Family Lawyer-What would they care about? _____________________________________________________________________ Call Opening Questions: Do you offer Free Initial Consultation? Do offer after hours appts. or weekends? Will an actual lawyer be working on the case from beginning to end vs a paralegal? If other people will be involved in the case, can the client meet all of them? Do you specialize in family law cases (note: in most cases lawyers are not allowed to say they are a specialist) Have you been successful at representing both men and women? Do you have a preference? Do you require a retainer fee up front? Do explain potential costs for hiring an investigator if needed, physician and/or psychologist? Also, do you charge the client for copies, faxes, long distance phone calls, etc…and is this all explained up-front? How soon can you begin working on the case? Are you willing to take the case to trial if necessary? How many years of experience do you have? How many years of trial experience? Are you a Board Certified Trial Lawyer? Do you have references available? Are you good at returning e-mails & phone calls? Notes: _________________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ Confidential Property of Mike Centorani-2009

2. Lawyer: Family Law Needs Analysis Questions: What are your most profitable/desirable types of cases? (possible headline) _________________________________________________________________________________ What % of your cases do these represent? What % would you like it to be? _____________________________________ _______________________________________ What other types of cases do you handle? Would you like more of these cases? (headings) _____________________________________ _______________________________________ How many lawyers/paralegals do have? How many cases do they handle at one time (avg)? _____________________________________ _______________________________________ How many more cases (on average) could they handle? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average worth for one case? (ROI) __________________________________________________________________________________ WHY is your law firm the best choice for someone? (subheadline) __________________________________________________________________________________ Do you have access to any specialists, or experts, or have any on staff? __________________________________________________________________________________ How far would you be willing to go for a case? (other directories/reach) __________________________________________________________________________________ What other ways do you try to promote your law firm now? (continuity of ad messages) __________________________________________________________________________________ What is the main theme of your other advertising? Do you have any copies of ads I could look at? ____________________________________________ _____________________________________ Note: Continue to ask additional follow-up questions as well as confidence and convenience factor questions