How to buy personal injury leads (buyer checklist)
If you buy PI leads without a written definition and clean intake coverage, you’ll end up disputing everything. Use this checklist to buy with fewer surprises and a clearer path to signed retainers.
1) Choose the right format for your intake capacity
Before you compare vendors, choose the delivery format that matches how your team actually works:
Live transfers (pay per call)
Best when you can answer live during set hours and want real-time screening + routing. Learn more at PI Live Transfers.
Web leads / form fills
Best when your intake team is strong on fast follow-up and can work a call/text cadence.
Lead packs
Best when you want volume and have a dialer/CRM process to work through a list efficiently.
If your answer rate is inconsistent, start with caps + day-parting to stabilize performance. See caps & day-parting.
2) Write a “billable definition” before you spend a dollar
The fastest way to reduce disputes is to define what counts as billable in plain language. Keep it short and operational.
- Target states (and any geo exclusions)
- Delivery windows + days of week
- Daily cap (start low; ramp weekly)
- Case types (MVA, truck/commercial, slip & fall, etc.)
- Timeframe window (example: “within 24 months”)
- Representation status requirements (if any)
- Connected-call buffer time (example: 60–120s) to reduce hangups
- Credit/dispute rules (what evidence is required, and within what window)
3) Ask for proof before you “scale”
Vendors should be willing to provide redacted samples and process proof. If they can’t show proof, assume you’ll be the test case.
Redacted samples
See the exact fields your intake receives and how records are labeled.
Call recordings (where allowed)
Used to validate screening and settle disputes when applicable.
Consent / source record
Where supported, vendors should be able to provide a consent record (timestamp/source) for compliance review.
You should confirm your own compliance requirements for your state(s) and preferred scripts/disclosures.
4) Pilot the program like a CFO (not like a gambler)
Scaling too early is the most expensive mistake. Run a small pilot with a clear measurement plan:
- Start with a low cap (example: 3–10/day) during your best staffed hours
- Track answer rate, billable %, and signed retainer %
- Review missed-call recovery (callbacks + compliant text follow-up)
- Decide scale/no-scale based on cost per signed case, not “call volume”
5) Build the “boring” intake system that wins
Most programs fail because intake is inconsistent. A basic system fixes most of it:
Coverage
Route transfers only when seats are live. Consistency beats “wide hours.”
Script
Use a short, repeatable script that confirms the qualifiers you’re paying for.
Recovery
Missed call recovery within minutes saves cases. Use callbacks + compliant follow-up.
Tracking
Tag every case with source + outcome. Don’t “guess” what’s working.
Next step: request inventory that matches your criteria
Share your target states, intake hours, cap, and case-type focus. We’ll confirm what inventory exists and what fields are available for screening.