What if your intake, not your marketing, is the cheapest growth lever in your firm? In this episode, Sasha Berson sits down with Karan Kanwar, founder and CEO of Central, an AI front desk shaped by the intake struggles of thousands of law firms. They break down what a perfect intake system looks like: every call answered, every consultation booked, and follow-up that never forgets the prospect who said "I need to ask my wife first." Sasha runs the math on how 4 extra signed cases a month can add $240K a year, and explains why the first attorney a prospect talks to usually gets hired. Tune in now.
📰 About Karan Kanwar:
Karan Kanwar is the founder and CEO of Central, an AI front desk that answers calls, texts, emails, chats, and social DMs for your firm 24/7. It books consultations, follows up with prospects who don't sign right away, and updates systems like Clio, MyCase, and CasePeer after every call. Karan is also the co-founder and CEO of Wing Assistant, which he has led since 2019. Thousands of law firms have come through Wing's doors, and the intake problems they brought with them became the blueprint for Central.
👉 Sasha and Karan explore:
— Why intake is the easiest revenue lever your firm isn't pulling
— Why the first attorney a prospect speaks to usually signs the case (and what calls #2 and #3 are really for)
— Why firms that claim an 80% close rate may be fooling themselves
— Who's really answering your phones at 2 AM, and how it changes the conversation
— How some firms use 39 follow-up touch points to sign 20% more cases
— The "I need to ask my wife" prospect: how to bring them back two weeks later
— "Hours of setup?" Why training an AI intake beats re-hiring your front desk
👉 Main Takeaways from the Episode:
— Run Sasha's intake math this week: divide your monthly marketing spend by signed cases, then calculate what 4 extra cases a month at your average fee would be worth.
— Audit your after-hours calls: pull nights-and-weekends recordings from CallRail and compare answer rate and conversation quality to your daytime calls.
— Set a follow-up rule today: every prospect who says "let me think about it" gets a scheduled callback that references their exact objection.
If you enjoyed today's show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today's episode, visit https://growlaw.co/
📞 Connect with Karan Kanwar:
• Website: https://trycentral.com
• LinkedIn: https://www.linkedin.com/in/kanwarkaran
📞 Connect with Sasha Berson:
• LinkedIn: https://www.linkedin.com/company/grow-law/
• Instagram: https://www.instagram.com/grow_law/
• YouTube: https://www.youtube.com/@growlaw
• Facebook: https://www.facebook.com/growlaw
• Email: info@growlaw.co
• Phone: (954) 620-5521
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