This transformation has to take place during the initial consultation. A qualified prospect is simply someone who needs your legal services and can pay your fees. If you are not sure the prospect meets this minimum threshold before the initial consultation, you risk wasting your time and the prospect's time. Cater a small client breakfast in your office featuring a condensed version of your seminar presentation. Perseverance pays off.
Most lawyers give up on new prospects after one or two attempts.
If a prospective client doesn't hire you during the first consultation, keep trying. Send a short letter thanking them for their time and tell them again how you can help them. Emphasize the benefits they are seeking and how you can work with them toward that goal. Continue to follow up until they tell you to go away. You may have to follow up five or six times, over the course of many months.