The 1-to-10 Close: How to End a Consultation With a Clear Decision

Law Firm Growth Playbooks · Part 19 of 23

How the close works

End the consultation with: “On a scale of 1 to 10, where 1 is ‘this isn’t for me’ and 10 is ‘let’s start’, where are you?” If the answer is 7, first ask why it is not a 1. The prospect repeats what they like and persuades themselves. Then ask what it would take to be a 10. The answer reveals the objection precisely. If it is a small adjustment, make it and close. If it is large, go back and realign. The firm rule: never let a prospect leave with a vague “I’ll think about it”; book the next conversation before the call ends.

I also use the scale in research calls (playbook 14) and in qualification, because it converts a polite yes into a measurable position.

Why do consultations end in “let me think about it”? Because the attorney asks a yes-or-no question (“Would you like to go ahead?”) and the prospect, unsure, defers. Why are they unsure? Because an unspoken concern remains. The root cause is that the closing question gives the prospect no way to voice a partial yes.

The sequence in a consultation

1. Present the plan and fee (after the Three Gates, playbook 17).
2. Ask the scale question: “I’d like to get a sense of where you are. On a scale of 1 to 10, where 1 is ‘this isn’t for me’ and 10 is ‘let’s get started’, where would you put yourself?”
3. “Why not lower?” Listen and note their words. Example: “Because you explained the timeline and I’d have someone dealing with the insurer.”
4. “What would make it a 10?” Example: “I’m worried about costs if we go to trial.”
5. Isolate: “If we could make the cost position clear, is there anything else stopping you?” (playbook 20).
6. Resolve the specific concern with facts.
7. Close on their reasons: “So you’d have someone handling the insurer, the timeline we discussed, and you’d know exactly how trial costs are handled. Shall we get the agreement signed today?”

Reading the numbers

When they still want time

Respect it, and book the next step: “That makes sense. What specifically do you want to think through? … Let’s put 15 minutes on Thursday at 4 to answer that. I’ll send the agreement now so you can read it beforehand.”

Guardrails

• The scale is a conversation tool, not a pressure tactic. Accept a low number gracefully.
• Never use the client’s answers to pressure them into signing that day; the decision is theirs.
• Make sure the fee agreement is explained clearly and in writing (Rule 1.5).

What to measure

• Average readiness score at the end of consultations.
• Share of consultations ending with a booked next step.
• Most common “make it a 10” answers, reviewed monthly; they reveal offer improvements.

30-day checklist

• Add the scale question to every consultation script
• Role-play “why not lower?” and “what makes it a 10?”
• Log scores and the “make it a 10” answer for each consultation
• Require a booked next step for every non-signer
• Review the top three concerns at month end

Want help putting this in place?

Book a 15-minute call with Sagar Pratap Singh, Founder and Host of WhoBringsTheBusiness, at sagar@whobringsthebusiness.com or pick a time online. Mention this playbook and I will come prepared with a starting point for your firm. Implementation is delivered through Dizital Connect.

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Next in the series: Part 20: Agree, Ask, Educate: How Lawyers Should Handle Fee Objections