Fear of success (and how to beat it) with Charley Mann

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Resource Links:

• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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How Broken Thinking about Profit Keeps Law Firms Small

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Owning the Human Side of Scaling with Jaclyn Foster

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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The power of review

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Going from Seven Figures to Eight with Luis Scott

More from Luis at luisscottjr.com

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Delivering gift wrapped referrals for fun and profit

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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How Your Story Can Help Marketing, Employee Retention and More with Chris Earley

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Replicate before you innovate

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Operations, Marketing and Defeating Perfectionism with Davina Frederick

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training

Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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How Outbound Can 22x Your Total Addressable Market

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Understanding Your Ideal Client: Digging Deeper for a Message that Stands Out with Stephanie Nivinskus

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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How to Avoid Getting Ghosted on Follow Up with a Closed Client

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Special Announcement: Beyond Intake the Book (and Call for Beta Readers!)

Email csm@casefuel.com with subject line "Beta Reader Request" to be considered for our beta reader cohort

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Why Your Law Firm's Calls Started Getting Blocked Last Month - A2P Laws and You

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
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Going "Full Stack" to Break Through Revenue Plateaus with Will Dukes

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Moving from Reactive to Proactive in Your Law Firm

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Ask for the Damn Money

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
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Closing 65-80% Like Clockwork with Michael Patrick Strauch

Learn more about the closing room: theclosingroom.com/podcast

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
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The Five Levels

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Winners Love December

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Hosted on Acast. See acast.com/privacy for more information.

How Attorneys are Turning Their Annual Income Into Their Monthly Income with David Neagle

Subscribe to David's podcast:

https://successfulmindpodcast.com/

Take your leadership assessment:

https://lifeisnow.involve.me/visionaryleader

Take the money you made last year. What if you were able to make that next month - and every month?

It may sound outlandish but our guest today has done it not once, not twice but hundreds of times. As a keynote speaker and mindset coach for some of the largest attorney coaching organizations in the country, David Neagle has decades of experience helping turn around law firms specifically.

And it's not with tricks, tactics or even strategies. The kind of breakthroughs that can lead you to 12Xing your income have to come from options outside of what you see today.

Tune in to learn:

• Mental blocks that stop you from growing your practice
• How the skillset of being an attorney can hurt your sales ability
• The psychology of those who come to law from a middle class background
• How to get away from low rent "survival" prospects
• Why listening is key to closing sales

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Potential Pitfalls to Avoid with Part Time and Freelance Staff

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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The World of Possibilities for the Automated Estate Planning Practice with Enrico Linscheer

The concept of automating your law firm remains one of the sexiest hooks in the industry. And nowhere is it closer to becoming a reality than in transactional law like estate planning.

​The success of platforms like legalzoom can be extremely frustrating to compete against - but what if it was possible to beat them at their own game?

Enrico Linscheer has been at the forefront of building customized automation back ends for some of the most successful estate and elder planning law firms in the country.

​From enabling efficiencies to opening up totally new segments of the market, we go over how these firms have been leveraging automation to take their success to the next level.

Find out:

• How access to justice set this entire ball in motion 
• Why most automation projects fail
• How the software enabled law firm can get revenue at zero marginal cost
• The difference between software you need to learn and software that learns from you
• How much time can you really save by automating estate planning?

Tune in to this week’s episode to learn all this and more!

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Resource Links:

Working with Enrico

email: elinscheer@legalgen.com

text: 954-465-5576

• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

The concept of automating your law firm remains one of the sexiest hooks in the industry. And nowhere is it closer to becoming a reality than in transactional law like estate planning.

​The success of platforms like legalzoom can be extremely frustrating to compete against - but what if it was possible to beat them at their own game?

Enrico Linscheer has been at the forefront of building customized automation back ends for some of the most successful estate and elder planning law firms in the country.

​From enabling efficiencies to opening up totally new segments of the market, we go over how these firms have been leveraging automation to take their success to the next level.

Find out:

• How access to justice set this entire ball in motion 
• Why most automation projects fail
• How the software enabled law firm can get revenue at zero marginal cost
• The difference between software you need to learn and software that learns from you
• How much time can you really save by automating estate planning?

Tune in to this week’s episode to learn all this and more!

Working with Enrico

email: elinscheer@legalgen.com

text: 954-465-5576

Hosted on Acast. See acast.com/privacy for more information.

Getting Systems Inspiration from Other Businesses

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Using Neuroscience to Get Prospects to Sell Themselves with Jeremy Miner

>> Access more training from Jeremy and his community here

Sales. Most attorneys are afraid to say the word. Maybe it's because they had a bad experience with what today's guest refers to as "old school" sales.

Jeremy Miner went from striking out for eight weeks straight selling door to door to currently running an Inc 5000 training thousands of sales professionals in every vertical imaginable (including attorneys).

And to get there he had to forget everything his sales manager, the old gurus and everyone else seemed to be saying was the only way to go. And after that, rewrite his own playbook using his academic education in social psychology.

We go over:

• What old school sales gets wrong
• The three levels of persuasion
• Selling using logic vs. emotion
• How to start your consults so you are set up to close
• and much much more

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Resource Links:

• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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How to Charge What You’re Worth With Value Based Pricing (Repost)

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
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Most service providers, especially up and coming lawyers have difficulty ranging the fees for their services because of a particular toxic mindset. This mindset traps an individual into thinking that their worth is always tied down to the amount of effort they pour into it. However, that kind of thinking needs to end. 

Today, I’ll talk about how to frame situations and perspectives properly, especially when it comes to providing the right value for your legal services. Also, we’ll go into the details on why it is not a wise decision to fixate your value on your hours. People pay you for your expertise and not specifically your hours. 

If you are still in the dark and can’t decide on the worth of your services, listen to this episode today!

We’ll be talking about:

1. Eye-opening conversation with a prospect [00:41]
2. Toxic belief system [01:22]
3. Value based pricing [02:08]
4. Visible practice in personal injury [02:27]
5. Value is not dictated by the hours [04:14]
6. Focus more on the value, not on the input [05:21]
7. Learn to communicate the value effectively [07:15]
8. Build the consultation process brick by brick [09:16]
9. Focus on presenting the outcome, not the context [11:02]

About Our Host:

Jan Roos is the CEO of CaseFuel agency, helping law firms generate revenue through pay per click advertising. He is a legal marketing expert and is the author of the bestselling book, “Legal Marketing Fastlane.” It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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From Public Defender to a 7 Figure Exit with Mike Chastaine

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

Many of the listeners of this show dream of running a seven figure practice. But that isn't the real finish line.

As we've seen from guests like Roy Ginsburg, selling a law practice presents it's own set of problems. Which is one of a few reasons why today's guest is so special.

Mike Chastaine has not only built a 7 figure practice, he's sold one. After years as a public defender, he was able to start running his law firm like a business and make real profits that allowed him to do business on his own terms.

In this episode find out:

• How mentorship can be a catalyst
• Why you need to move from a law firm to a business that sell legal services
• How to make your first hire as a solo - even if you can't afford full time help
• Using Profit First to build metrics for his business
• The process of exiting a 7 figure firm

Learn this and more in today's episode!

Contact Mike:

mchastaine@gmail.com

mikechastaine.com

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How to Manage by Process to Get Results

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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ScalingYour Estate Planning Practice like a CMO with Rosyln Drotar-Cassidy

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training

Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Focus on Process to Get Results

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training

Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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How Law Firms Can Win Breakthrough Press with Mickie Kennedy

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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The 212th Degree

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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How to Find and Leverage Your Personal Brand as an Attorney with Laura Terrell

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Your Law Firm Isn't a Startup (It's Something Better)

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Becoming #1 in Your Market Through Differentiation with Tom Boris

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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When More Technology Isn't Better

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Managing a Successful Firm as an ADHD Entrepreneur with Andre Brisson

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Should Your Law Firm Go Multichannel?

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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From Zero to 250,000 Followers on Tiktok with Attorney Blake Harris

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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How to Kill "I Can't Afford It"

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

Hosted on Acast. See acast.com/privacy for more information.

Using Technology to Connect Directly with People in Need with Zeb Anderson

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Predictions - What Would Happen to YOUR firm if Non-Attorney Ownership Takes Off?

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Winning with Podcasts from Solos to the Am Law 500 with Robert Ingalls

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Resource Links:

• Check out https://lawpods.com/ for more information on how to start a legal podcast from Robert and his team!
• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

Hosted on Acast. See acast.com/privacy for more information.

Leveraging Remote Hiring to Get Better Quality Through Quantity

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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How to win local search WITHOUT PPC or SEO with Ronnie Deaver

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Resource Links:

• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

Hosted on Acast. See acast.com/privacy for more information.

How We Run a Fully Remote Company WITHOUT Email

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

Hosted on Acast. See acast.com/privacy for more information.

How To Create Truly Original Legal Marketing With Randy Briggs

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Resource Links:

• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

How to Handle Objections Like the Wolf of Wall Street

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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How Sales and Marketing Oriented Firms SCALE with Geoff Hoatson

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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5 ways to de-risk hiring yourself out of sales

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

Balancing Your Law Firm's Money Vs. Your Money with Wendy Brookhouse

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

About Wendy Brookhouse:

Wendy Brookhouse knows how to find, keep and grow your wealth. She is the Founder and Chief Strategist of Black Star Wealth where she weaves in her experience in business consulting, business ownership, and focusing on simplification to achieve outstanding results. Knowing that creating wealth takes more than just math, Wendy addresses the baggage and behaviors that keep people from doing what is in their own financial interests.

Wendy is a Certified Financial Planner with an Executive MBA and she’s the author of Burn Your Budget: How to Spend Your Way to Financial Freedom. She serves on the faculty of the Women’s Leadership Intensive; served as chair and a director of Junior Achievement of Nova Scotia

and Junior Achievement of Canada. She is a media ambassador for FP Canada and the host of The Real Bottom Line, a podcast featuring entrepreneurs for entrepreneurs. She loves Rugby and is always ready to travel for a good concert.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

• Learn more about what makes Kevin Brick’s firm tick at https://www.brickbusinesslaw.com/
• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

There are lawyers, and then there are businesses that sell legal services…

But why does that distinction matter?

Because a lot of firms who forget about the business side fall short on business processes.

Being a lawyer is certainly more stressful if you’re in a law firm that doesn’t run efficiently…

Being the greatest attorney in the world doesn’t mean that you can run a firm successfully because business is an entirely different skillset on its own.

You owe it to your clients and employees to make sure things are operational and smooth…

So what steps can you take to keep the business side of your firm running smoothly?

In this week’s podcast, Kevin Brick discusses how to succeed in marketing areas that other firms seem to have less fortune in and where attorneys benefit from focusing most of their efforts.

There’s much more to learn in this episode about scaling your firm like a business, so tune in now!

In this episode: 

• 1:13 - Running the business as a business
• 1:49 - What a firm looks like from the ground level without business processes
• 3:35 - Things Kevin prioritized when he began his firm
• 5:13 - How Kevin thought about expanding as time went on
• 8:33 - Traits Kevin looks for in new hires
• 10:17 - When did the firm’s mission statement become clear?
• 12:46 - Things Kevin took off his plate as he became a Managing Partner
• 17:09 - Major platforms and software being used for operations
• 19:45 - Very targeted and purposeful marketing
• 25:40 - Common pitfalls that keep businesses small
• 28:05 - What keeps Kevin going as he scales
• 29:29 - KPIs Kevin’s firm focuses on
• 32:53 - What’s next for Kevin’s law firm?

About Kevin Brick:

Kevin is the founder and managing partner of Brick Business Law, P.A. He serves as outside general counsel to numerous local and national businesses and litigates business-related issues.

Kevin is recognized by the Florida Bar as a board-certified expert in business litigation. The Florida Bar rigorously evaluates the experience and competency of attorneys to determine board eligibility. There are less than 250 board-certified attorneys in business litigation out of over 100,000 members of the Florida Bar.

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Resource Links:

• Looking for improvements to your marketing? Start by avoiding common mistakes, found in our new training
• Get access to Close Your Next Consultation training and other valuable resources when you join our Facebook group
• Estate planning attorney? Plug into a proven system for consistent revenue with Seminar 3.0

This rule is a constant reality inside law firms…

The problem that you’re solving today is going to create a different problem.

In this instance…we’re talking marketing and fulfillment. For example…

If you nail the marketing, you have to figure out fulfillment. 

Once you hire people for fulfillment, you have to figure out ways to keep things going on the marketing side.

There’s never going to be an end to this cycle.

These things have to move in lockstep as much as possible, but they will never be in perfect unison.

So, what’s the best way to systematize and gain confidence in this perpetual cycle that’s necessary for growth, and why do firms get stuck figuring this out?

In this week’s podcast, Jan discusses why neverending battle can be particularly challenging for some firms, and what simple steps are necessary to gain control of this cycle.

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 0:55 - The front house versus the back house
• 1:25 - If you’re stuck at a specific level of growth against your will…
• 2:43 - Why this battle is particularly tough for solo firms 
• 4:39 - A common situation where people get stuck
• 6:32 - Understanding your first and second moves for growth
• 8:29 - A requirement after tripling your headcount 

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Find Brian Kennel’s management advice and support service for law firms at https://www.performlaw.com/
• Time to improve your estate planning marketing? Make sure you’re avoiding the 3 biggest mistakes in our new training
• Estate planning attorney? Stretch your ad dollars further and get more clients with Seminar 3.0

A lot of the norms that people relied on in 2019 simply don’t exist anymore. For example…

The biggest challenge with firms after experiencing covid…

Is figuring out how to move forward with people working remotely, at the office, or both.

Remote work has become a necessity for most firms now. The benefits include:

• No longer being limited by the general area of your practice and going statewide
• The opportunity to choose from a bigger pool of talent to work for your firm
• Software and programs that allow for more productivity than ever before

Your competitiveness in the market is now tied to your willingness to work remotely, whether it’s a hybrid approach or a full-time approach.

Take Brian Kennel, for example…

Pre-pandemic, Brian was working with 15-20 clients at any given time, and since he moved remotely…

That number has jumped to 40 all over the country because of the great processes he put in place.

What do those processes consist of?

In this week’s podcast, 3-time repeat guest Brian Kennel discusses why the firms with the most growth will have leaned into a remote work culture that allows them to be more productive and profitable than ever. 

 There’s much more to learn in this episode about scaling your firm and managing your team remotely, so tune in now!

In this episode: 

• 1:08 - Current client challenges around COVID
• 3:23 - Is the hybrid work approach a must-have now?
• 5:10 - Why are some firms so resistant to remote work?
• 7:48 - Slack and other forms of communication in the work environment
• 9:11 - Preventing online communication from getting out of hand
• 16:11 - The massive opportunity remote work provides
• 18:44 - How requirements and boundaries have changed over the years
• 25:39 - Tipping the classic retainer model on its head
• 29:40 - What are the firms that are attracting the best talent doing differently than their competitors?
• 33:36 - The first order of benefits
• 41:54 - Additional places to connect with Brian

About Brian Kennel:

Brian Kennel is the Lead Adviser to Perform Law, which helps law firms and managers make management decisions quickly. He has over 30 years of experience in law firms and shares his expertise with clients who need insightful analysis and business advice in management and finance.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Close more of your ideal clients with our Double Your Case Files Masterclass
• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Grow your law firm the way you want and only pay with results with Seminar 3.0

Are you a solo firm against your will?

If you’re thinking about the next steps to grow your firm…

You have to start thinking about the resources you have.

When you think about teams 2 or 3 times bigger than yours…

You need the type of resources they have too, or you won’t be able to compete with them.

In order to get to that next level…

It often involves overextending yourself temporarily. In other words…

You’re almost always going to be at a point where you’re going to have less money, time, and quality of life before you get to the other side.

So where do you start with a process like this?

In this week’s podcast, Jan discusses the practical options solo firms have for scaling their firms, even when they lack some of the necessary resources.

There’s much more to learn in this episode about scaling your firm and finding the right resources, so tune in now!

In this episode: 

• 0:45 - The significance of the “dress for the job you want” approach
• 2:40 - The value of burnout and despair
• 4:42 - People who are at the firm size that they are against their will
• 6:01 - A quote from Michael Jordan’s personal trainer
• 6:46 - When do you end up hiring people?
• 9:09 - Coming full circle 

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Want expert advice and coaching from a 7-figure law practice to simply your firm? Check out Valerie Fenchel’s Law Firm Business Coaching
• 3x the amount of consultations on your calendar and avoid common marketing mistakes with our new training
• Estate planning attorney? Plug into a proven system for consistent revenue with Seminar 3.0

As you know, there’s no single successful way to build a law firm, but…

All the most successful law firms ARE built in very specific ways. For example…

There’s a difference between people who begin as lawyers and people who begin as business owners who provide legal services as a product.

When you’re starting a business, you might be surprised how many people cheer you on and want to be there for you. In Valerie Fenchel’s case…

When she first started her law firm, her ego was in it, but once she focused on finding a managing attorney…

Everything fell into place. 

This peace of mind not only benefitted her…

It benefitted her entire firm and her clients as well.

So what exact steps did she take to reach a place in her firm that resulted in 323% growth over the last 3 years?

In this week’s podcast, 

Valerie discusses how releasing her ego and focusing on one key area of her firm gave her the opportunity to scale her firm while also attracting the right people to her team.

There’s much more to learn in this episode about scaling your firm and communicating clearly with clients, so tune in now!

In this episode: 

• 0:49 - Key moments in team building
• 1:55 - The beginnings of hiring a managing attorney
• 6:37 - Gaining momentum early on for client intake
• 9:43 - Focusing on a particular niche or group to build an initial client base
• 11:50 - What needs to happen before getting to the point of hiring a managing attorney
• 14:25 - Hiring a managing attorney out of their opposing counsel
• 17:40 - What’s harder to let go between limiting mindset and limiting systems
• 22:15 - How does Valerie think about money in regards to her firm?
• 23:25 - What kind of tasks are handled in a 10-hour workweek?
• 25:35 - Valerie’s biggest influences
• 30:04 - The right type of person for Valerie’s coaching program
• 34:10 - What advice would Valerie give past self, starting on day one?

About Valerie Fenchel:

Valerie Fenchel is the CEO and founder of Fenchel Family Law PC. Her legal services empower men and women to navigate marriage and divorce toward more vibrant futures. She advises clients, devises strategies, and works with therapists, actuaries, and forensic accountants to settle or litigate cases. As a witness to the damage caused by divorce over the course of her career as a family law attorney and educator, Valerie has gained extensive experience in helping families in crisis.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Why do our clients laugh when ad costs go up for their competition? They’re all avoiding the 3 biggest marketing mistakes, taught in our new training
• Supercharge your law firm growth and get access to free masterclasses and more when you join our Facebook group
• Estate planning attorney? Grow your law firm your way and only pay with results with Seminar 3.0

As an attorney, you have the opportunity to offer clarity to people.

When your prospects have clarity, it gives you the ability to have greater command over whether somebody is going to close or not.

Thus, it becomes very important to sell YOU as opposed to your services…

Especially if your competitors have comparable services in place.

And one of the best ways to do this is by building genuine rapport, not by simply talking about the weather or football game…

But by talking about the things that are important to your prospect

After all…a person cannot ask a question outside of their understanding of a challenge

People are less likely to shop around for other options when they have a deep personal connection.

And some of the best questions you can ask on a deep dive are the “why” questions, because…

You can get people to experience things and ask themselves questions that they likely haven’t asked themselves before.

How does this help expand your understanding of what’s possible?

In this week’s podcast, Jan discusses a few simple strategies to understand your prospect’s needs as deeply as possible, without giving them a chance to shop around for competitors.

 There’s much more to learn in this episode about scaling your firm and developing rapport, so tune in now!

In this episode: 

• 1:04 - The two ways rapport is built
• 2:02 - The traditional rapport-building stage and the deep dive process
• 3:40 - A huge win for one of our reps
• 4:36 - Why this is so important to have on a consultation
• 6:00 - Why asking the right questions is your moral obligation
• 7:17 - Where a lot of people fall short on the discovery process
• 7:50 - Examples of vertical and horizontal questioning 
• 10:17 - The power of being good at consultations

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Learn more about Ticora Davis and her growing team at https://creatorslawfirm.com/ticora-davis
• Ready to improve your estate planning marketing? Make sure you’re avoiding the 3 biggest mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

Ticora Davis’s firm has grown by a whopping 724% in the last year…but how did she do it?

It all started with leveraging social media back in 2017, simply because…

She didn’t have money. As a result, she took on a new philosophy:

“A lot of people say cash is king, but really, community is king.” For example…

She was primarily educating instead of selling, which began with a simple Google search:

“Why do people hate lawyers?”

And she took everything that she found to become the “anti-lawyer,” speaking in SIMPLE terms and integrating relevant pop culture to educate and empower, not lecture.

A lot of attorneys get in their own way trying to display a certain level of expertise…

Reducing the impact they have on their clients as a result.

So what can attorneys do to increase their impact and simplify their messaging at the same time?

In this week’s podcast, Ticora discusses how you can speak to prospects using a culturally relevant lens to share important information.

There’s much more to learn in this episode about scaling your firm and charging what you’re worth, so tune in now!

In this episode: 

• 1:00 - How Ticora’s social media presence fits into her overall strategy
• 5:16 - The impact of being inside of Ticora’s social media orbit
• 8:11 - Turning into the “anti-lawyer”
• 12:44 -  Utilizing expertise outside of legal training
• 15:29 - The trial-by-fire path to becoming an attorney
• 18:14 - Becoming an environmental sponge
• 20:43 - Ticora’s team
• 25:00 - First priority hires before scaling
• 32:42 - Charging what you’re worth for services
• 38:30 - What it takes to run an effective marketing operation
• 42:04 - Surveying your audience to create relevant content
• 44:10 - Where to connect with Ticora

About Ticora Davis:

Ticora Davis helps Black entrepreneurs and women business owners bulletproof their brands. In 2017, the intellectual property attorney founded The Creator's Law Firm, which specializes in trademarks and copyright, to help people protect their "products, programs, and profits." Her all-female team of 9 employees has served around 850 clients and was awarded a $10,000 Beyonce's BeyGood x NAACP Small Business Impact Fund grant.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Learn exactly how to close more online leads with our new free Estate Planning Marketing training
• Get access to our Estate Planning Masterclass when you join our Law Firm Growth Secrets Facebook group
• Estate planning attorney? Stop sacrificing work-life balance and get more clients with Seminar 3.0

A lot of people go into business for themselves in the pursuit of freedom, right?

Freedom can mean a lot of different things to a lot of people, but for most people…

Being able to do what they want comes down to money at the end of the day.

In the process of pursuing freedom, a lot of people end up letting go of freedom, because…

They’re beholden to investors or public opinion on social media. However…

If you can create so much value that you and the other person both come out on top…

Then you will win, because you’re both making a profit during the interaction taking place.

So, what are you currently beholden to, and what would you need to do to not have to worry about it?

In this week’s podcast, Jan discusses how to never be dependent on someone else’s favor again, simply by being positioned to profit from mutual self-interests by creating value.

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 1:20 - The concept of “F U” money
• 2:30 - A story about pursuing freedom 
• 4:44 - The investor trap and the partnership trap
• 6:13 - Pros and cons of BNI
• 8:10 - Being dependent on public opinion
• 9:22 - Pursuing the ultimate freedom without giving up freedom
• 12:13 - F U Money formula
• 15:17 - Having an offer that people can’t say no to 

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Learn more about Rocco Cozza and his growing team at https://www.cozzalaw.com/
• Boost your case count just by avoiding the 3 biggest marketing mistakes
• Estate planning attorney? Grow your law firm your way and only pay for results with Seminar 3.0

If you had to focus on ONE thing to grow your firm…what would it be?

A lot of lawyers focus on time and money.

And when the pandemic hit…

Most firms were playing defense, but while they zigged…attorney Rocco Cozza zagged.

So how was he able to have such exponential growth during an unpredictably tough time?

He instead puts his focus on seeing if he can help people…

Even if that’s connecting them to somebody else who can actually help them.

(Did I mention he has the #2 law firm on the Law Firm 500 for 2021?)

To grow a successful firm, you have to understand people…

Yes it requires effort, but it’s an effort that matters, both inside your firm with your employees, and outside with your clients and prospects.

But don’t just take my word for it…

Take it from the man who grew his firm by a whopping 2064% over a few years.

In this week’s podcast, Rocco discusses how a little bit of extra effort building relationships has allowed him to work with Fortune 100 companies, even as a small firm. 

There’s much more to learn in this episode about scaling your firm by prioritizing people, so tune in now!

In this episode: 

• 0:41 - Rocco’s impressive accomplishment
• 2:04 - How Rocco hit his stride in the middle of the pandemic
• 4:09 - Capitalizing on every opportunity
• 5:30 - Getting the foot in the door with the right clients
• 8:18 - Building good referral sources
• 9:16 - How to keep track of and manage relationships
• 11:01 - Intuitive hiring during a massive growth period
• 17:22 - How much of the company culture is taught vs hired?
• 19:45 - Rocco’s content recommendations
• 21:17 - Where to connect with Rocco

About Rocco E. Cozza:

Rocco Cozza is a sought-after business and sports/entertainment lawyer and the founder of the Cozza Law Group PLLC. He has been practicing law since 2003. During this time, he has worked with a multitude of businesses, entrepreneurs, athletes, entertainers, and influencers helping them solve the business and legal challenges they face.

In addition to practicing law, Rocco frequently speaks at conferences on the topics of leadership, motivation, and the art of kindness in business. In January 2019, he stepped on a TEDx stage to share his talk called “Radical Kindness: Why the Unbillable Hour Matters Most in Business.” Rocco has sat on various non-profit boards and currently sits on the Board of Directors of Alpha House, Inc., a behavioral rehabilitation center located in Pittsburgh, PA.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Are your marketing methods inconsistent? Avoid the 3 biggest marketing mistakes
• Get access to our Estate Planning Masterclass when you join our Law Firm Growth Secrets Facebook group
• Estate planning attorney? Implement a client-generating and closing system with our Seminar 3.0 system

Are you open to new ideas?

In almost every scenario…being highly intelligent and open-minded is looked upon favorably.

So how on earth could these traits ever work against you?

Well, to put it plainly…

What you choose to focus on is the filter in which you view the world. That means…

If your mindset is tuned to the wrong areas, you’re going to be stuck on hurdles for everything you do. For example…

A plane flying just 1% off course for too long will end up miles off course when it reaches its final destination.

It doesn’t matter how hard you’re working if you’re doing the wrong thing entirely, right?

So how can you identify the right time and place for the appropriate mindset?

In this week’s podcast, Jan compares the unique advantages of deliberative and implemental mindsets and why understanding their individual uses can keep you from focusing on the wrong things.

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 1:10 - Why mindset is so important
• 1:50 - The distinction between deliberative vs. implemental 
• 3:26 - Breaking the distinction down in layman's terms 
• 6:20 - Ways you can potentially get burned on both of these mindsets
• 8:10 - Which mindset do the most successful people have in sales?
• 10:01 - Wisdom from Zig Ziglar
• 11:42 - Example of why some people end up staying small
• 13:17 - One of Jan’s favorite quotes

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Learn more from Molly McGrath at Hiring & Marketing Solutions: The Podcast 
• Crack the code to your estate planning marketing and avoid common mistakes with our free online training
• Estate planning attorney? Stop sacrificing work-life balance and get more clients with Seminar 3.0

There’s a massive gap in the legal space between having a system and process to overcommunicate with attorneys and clients…

A process that, when done properly, gives everyone involved the confidence to perform at their best.

Of course, that process can always break and require improvement, but…

Being able to quickly find that break and how it will get fixed is the most important part.

Without a clear process, you run the risk of scaring employees away, not closing clients, or having anxiety…

And the root of all that anxiety boils down to a lack of information.

So when you put the right people in place with the right communication…

You multiply productivity, reduce stress, and magic happens.

After consulting over 4000 law firms on this topic, Molly McGrath is more than qualified to share the best tactics for the most effective style of communication.

In this week’s podcast, Molly discusses simple communication tactics that can transform difficult or dull conversations with both your team and clients into informative, entertaining conversations that leave lasting results.

 There’s much more to learn in this episode about proper communication within your firm, so tune in now!

In this episode: 

• 1:15 - Molly’s upcoming book, Fix My Employees
• 4:45 - Empowering, strategic way to uncover employee gaps
• 11:33 - Biggest mistakes with meeting structures
• 16:14 - A summary of the Kolbe index and how it can be useful
• 21:05 - The challenge with finding people who are “Kolbe diverse”
• 23:11 - When would the Kolbe index be introduced in a hiring process?
• 27:12 - Building a business without being a visionary, quick start type of person
• 32:17 - How to find an integrator that works best with you
• 38:21 - How should people think about when to hire from a financial perspective?
• 45:45 - Where to find Molly McGrath

About Molly McGrath:

Since the late nineties, Molly has coached, consulted and directed presidents and founders of national organizations and over 4,000 law firms in; executive-level leadership, continuous improvement, and team empowerment initiatives to infiltrate new markets, leveraging partner ecosystems and producing profitability. 

Molly has 23 years of specific skillset experience in legal CMO marketing, factional CEO, conversation intelligence coaching, team development & empowerment, intrapreneur talent acquisition, Kaizen leadership, root cause analysis, revenue mapping, and action-based project management.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Avoid the 3 biggest Estate Planning marketing mistakes with our free online training
• Supercharge your law firm growth and get access to free masterclasses and more when you join our Facebook group
• Estate Planning attorney? Get online leads without worry, along with sales coaching with Seminar 3.0

Have you ever spent serious money on Facebook ads? Well, if so…

Then you’ve likely experienced the rollercoaster difference in ad costs over the last few years.

(Also known as “Mark Zuckerberg’s death beams.”)

Covid, the election, and iOS updates combined to make a deadly combination…

One that caused our ad costs to jump 300%.

It became our most expensive investment, which taught us a very important lesson…

NEVER be dependent on a single source for leads.

Diversifying your sources guarantees that you aren’t stuck with the inevitable rising cost of Facebook ads.

So how can you ensure that your results remain consistent during these challenges?

In this week’s podcast, Jan discusses why Facebook ads can turn from a money printer into a flaming pile of garbage overnight, and how you can shield yourself from these unexpected situations.

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 1:25 - Why our client ad costs went up 200-300% when covid started
• 3:36 - Valuable lesson from our most expensive company investment to date
• 4:27 - 3 most popular paid options for new business in estate planning
• 7:26 - Simple equation for determining lead volume
• 9:53 - Do YouTube ads perform as well as Facebook ads?
• 11:51 - Why we can laugh when ad costs go up on Facebook

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Want to dive deeper into the world of creative thinking? Check out Daniel’s podcast, Completely Creative
• Close more of your ideal clients with our Double Your Case Files Masterclass
• Estate planning attorney? Grow your law firm YOUR way and only pay with results with Seminar 3.0

These days, firms often encounter constantly changing environments. As a result…

The most successful firms act as a combination of creativity and business.

Challenging norms and old ways of thinking can be the difference between a “no” and a “yes” during a consultation.

If you hear “no” from your prospects a lot…

It’s informing what you can change in your messaging to prevent more of them in the future.

Eventually, you begin to crack the code…

And what remains are the things that work, because success leaves clues.

Getting to that point DOES require a little bit of creative energy, however…

Daniel Reece, CaseFuel’s Creative Director and all-around expert on creativity, provides practical concepts designed for you to connect more deeply with yourself and your prospects.

By tapping into this energy, you open the doors to significantly quicker innovation and pivoting…

The exact shift that was required for many when the pandemic began.

In this week’s podcast, Daniel discusses why creativity, in general, is absolutely necessary, and what the outcomes can look like for both your firm and the clients you serve. 

 There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 1:18 - Daniel’s early days of creativity
• 2:39 - How the creative path evolved over time
• 4:31 - Wild encounter resulting from YouTube
• 6:32 - The transition into a marketing agency
• 11:00 - The connection between sales and copywriting
• 15:04 - What’s working for estate planning webinars right now?
• 18:26 - Helping attorneys look as good as possible
• 12:56 - Advice for showing up to a webinar
• 23:10 - Common introvert/extrovert misconceptions
• 26:58 - Advice for attorneys stepping into sales for the first time
• 31:16 - What attorneys should do more and less of with marketing
• 35:30 - Daniel’s book recommendation on mindset

About Daniel Reece:

Aside from being CaseFuel’s creative director, Daniel Reece is a serial entrepreneur, musician, and author. He's spent the majority of his life fighting to keep his creativity intact, naturally gravitating towards unconventional ideas, so every time he finds himself coasting towards the typical feeling of monotony, he disrupts his flow of life by drastically doing things differently to stay sharp. Sometimes those things work out...and sometimes they don't, but each of those moments shares one thing in common: They're moments carrying lessons he decided to experience on his own terms.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Got leads? Learn how to turn them into clients with our Double Your Case Files Masterclass
• Get access to Close Your Next Consultation training and other valuable resources when you join our Facebook group
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

Most attorneys know and understand that they need a very specific process within their firm…

One that moves somebody from a prospect to a paid client. For example…

CRMs easily allow you to manage prospect relationships before they sign on, but after they become a client…

Their relationships are best nurtured using practice management software.

CRM and practice management are so different that using only 1 for both creates friction in your firm.

What are the differences between them, anyway?

You can quickly understand why these systems (when used separately) can significantly boost your firm’s efficiency in this week's episode.

In this week’s podcast, Jan discusses why your CRM should be different from your practice management software, along with the differences between these two types of software.

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 1:16 - The purpose of a CRM
• 3:13 - Why your CRM should be different from your relationship management software
• 6:17 - How to acquire enough data to move forward with prospects who aren’t clients yet
• 10:12 - Double your case files micro course

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Ready to niche down in your firm? Learn more about Julie Steinbacher’s Million Dollar Solution
• Close more of your ideal clients with our Double Your Case Files Masterclass
• Estate planning attorney? Ditch toxic revenue and get better clients with Seminar 3.0

Do you have a general practice?

A lot of people don’t realize how much staying general costs them in the long run.

If you can move just 1 step closer towards a niche or specialty…

It’s going to increase your profitability for a LOT of reasons, but here are a few:

• The ability to provide better solutions for the people you help
• Fewer systems to maintain
• More satisfying work, less burnout

At the end of the day, there’s no reason to build a firm that doesn’t fit your life, because you can’t be everything to everyone.

Julie Steinbacher understands this more than anyone. After all…

She started her law firm in the garage of her house and now…

She has 4 locations with 40 employees across Pennsylvania.

Want to know how her simple tactics can pave the way for YOUR growth?

Find out how just a few simple tweaks can transform your client’s experience from good to great on today’s episode.

In this week’s podcast, Julie discusses the importance of keeping your mindset aligned with your firm’s goals by niching down into the areas you are most passionate about. 

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 1:02 - How Julie got involved with elder planning
• 8:07 - How specialization benefits your firm
• 13:30 - Building up the skills to serve your niche over time
• 18:05 - The Million Dollar Solution
• 26:02 - The philosophy between 0 to 1 million vs 1 to 5 million
• 32:24 - Helping people find what they’re good at
• 39:20 - Where to take next steps

About Julie Steinbacher:

Julieanne E. Steinbacher is the founding shareholder of Steinbacher, Goodall & Yurchak, an elder care and special needs planning law firm established in 2002. The firm also offers its clients quality representation in litigation matters. Julieanne is Certified as an Elder Law Attorney (CELA) by the National Elder Law Foundation and holds an LLM degree in elder law and estate planning from Western New England School of Law. She has a “Superb” AVVO Rating for attorneys and was named a Super Lawyers Rising Star. Julieanne is a recipient of a 2015 Pennsylvania Bar Association (PBA) Special Achievement Award, which recognized her dedication and commitment to the PBA’s Quality of Life /Balance Committee.

Prior to becoming an attorney, Julieanne was employed by AARP and as a geriatric social worker at Valley View Nursing Facility. As a gerontologist and former social worker, she has seen the devastating effect a lack of planning for long-term care needs can have. As an attorney, her goal is to provide a bridge between legal services and the aging network. 

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Learn how to close more online leads with our Double Your Case Files Masterclass
• Get access to our Estate Planning Masterclass when you join our Law Firm Growth Secrets Facebook group
• Estate planning attorney? Ditch toxic revenue and get better clients with Seminar 3.0

Marketing a brand new practice area can be very exciting, however…

There’s a potential problem that people often overlook:

When your marketing outpaces your product, you’re more likely to self-sabotage a sale.

To quote the Joker in The Dark Knight:

“I'm like a dog chasing cars, I wouldn't know what to do if I caught one.”

What does that mean, exactly? Well, for example…

If you’re confident in your marketing, but not confident in your new practice area yet…

You’ll subconsciously find a way to lose a sale if you aren’t sold on the process.

As a result, you end up burning the first few clients you get, and those “wins” become toxic.

So how can you introduce a new service without disrupting the rest of your firm?

In this week’s podcast, Jan discusses the simple steps you can take to have an effective marketing strategy in a new practice area without the common hurdles most firms run into.

There’s much more to learn in this episode about ethically scaling your firm, so tune in now!

In this episode: 

• 1:38 - A new practice area with effective marketing on day 1
• 2:28 - Intentional self-sabotage
• 3:09 - An old sales proverb
• 5:37 - Unethical marketing
• 6:00 - How to introduce a new service
• 8:21 - The big takeaway

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Learn more about how you can combine traditional and digital media to reach any generation at Mosaic Media
• Close more of your ideal clients with our Double Your Case Files Masterclass
• Estate planning attorney? Plug into a proven system for consistent revenue with Seminar 3.0

As we have all experienced, the pandemic has changed our world completely.

Most of us spent a significant amount of time at home, which completely transformed the media industry overnight…

And now digital media consumption is at an all-time high.

The current volume of traffic seen online was predicted to happen in 10 years and instead, happened in 2.

What does that mean for your law firm?

It means you have to be more strategic about how you’re doing marketing to stand out from your competitors.

Knowing where to focus your budget is the ONLY way to scale to the next level.

Luckily, you don’t have to waste a bunch of time and money trying to figure it all out yourself…

Because there are already dedicated experts who can simplify your process and get it right the first time around.

Tune into this week’s value-packed episode for insight into what experts like MaryAnn Pruitt are discovering during the current media overhaul.

MaryAnn discusses how media consumption has changed across all generations along with the type of ripe opportunities that have opened up for your target audience.

There’s much more to learn in this episode about scaling your firm and your budget, so tune in now!

In this episode: 

• 4:38 - How MaryAnn got here
• 6:21 - Media channels people should be paying attention to
• 9:27 - When to consider an option like programmatic advertising
• 13:36 - How many different places can you show up on a programmatic ad?
• 16:46 - How to keep track of what’s happening on social media
• 20:04 - How multiple social media channels affect each other
• 23:10 - Common things people are doing incorrectly
• 26:57 - Transitioning from a small marketing budget to a large marketing budget
• 30:26 - What makes it hard to win on social media?
• 35:12 - How you should be thinking about ROI

About MayAnn Pruitt:

MaryAnn Pruitt is the CEO and President at Mosaic Media, a collection of media buying experts and creative strategists who negotiate, purchase, and monitor advertising space and airtime. Mary Ann started her career in media by working as a senior sales executive for some of the nation’s largest media outlets. After discovering her talent and love for all things media strategy, she founded Mosaic as a way to provide niche expert experience to agencies and marketing departments across the country. She is passionate about passing on the experience that she has gained to eager professionals looking for actionable marketing tips.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Boost your case count without using a packet with the Double Your Case Files Masterclass
• Get access to our Estate Planning Masterclass when you join our Law Firm Growth Secrets Facebook group
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

Is it time for you to consider scaling beyond just referrals and into marketing?

If so, you’re headed in the right direction, because…

Growing from referrals to marketing is a jump almost all successful firms will need to make.

But first, you must understand this…

When you scale into marketing, the more you go into direct-to-market (where people don’t know you), the less effective relying on a packet will be.

So what can you do to implement a sales process that continues to close deals?

Well, it starts with building rapport, accommodating people as they are, and making note of feedback. After all…

A sales process is only as useful as its ability to deliver results.

Learn how our clients continue to get consistent results without packets on this week's episode.

In this week’s podcast, Jan discusses where using a packet succeeds, where it fails, and the opportunities that get left on the table using any one-size-fits-all approach.

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 1:59 - Thoughts on “the packet”
• 3:04 - Why you'd need a packet
• 4:50 - Where the packet will be easier
• 5:39 - Building rapport
• 7:05 - Real-time feedback
• 9:33 - Higher efficiency 
• 10:36 - Scalability
• 12:08 - Accountability
• 14:20 - Uncomfortable conversations
• 15:54 - My goal for all of you

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Learn more about how you can get more business and higher conversions with Paul’s Smart Marketing.
• Growth-minded firm owner? Join our Facebook group and get access to the Close Your Next Consultation training
• Estate planning attorney? Stretch your ad dollars further and get more clients with Seminar 3.0

Your firm is always being shopped and looked at online by potential clients...

But what are those customers looking at before they make a buying decision?

• Your competitors
• Your reviews
• Your overall online presence

If you run an ad and a competitor pops up too, but they have 5 stars, and you have 3…

You’re basically paying for THEM to get traffic because that comparison is taking you out of the conversation for many prospects.

How can you solve this dilemma?

Well, there’s plenty of attorneys out there, so when somebody works with you…

You have the right to ask them for a review after you’ve solved their issues.

Not only does it take about 30 seconds of their time…

It benefits you for years and years to come.

So what’s the quickest, hassle-free way to get reviews out of your happy clients?

Tune into today’s episode to find out, where Paul discusses how you can integrate ZMOT (Zero Moment of Truth) into your marketing and how this concept can be used to put you at the forefront of your future clients.

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 0:55 - What is ZMOT and why should attorneys care about it?
• 7:25 - Improving your online reputation
• 12:50 - When to ask a client for a review
• 20:03 - How to allocate your time and energy into making a process for receiving reviews
• 28:52 - Allocating enough mental bandwidth to optimize your online presence
• 39:44 - Leveraging software to make tasks easier
• 45:56 - Where to connect with Paul

About Paul Mackiewicz:

Paul Mackiewicz is an Army Veteran and experienced marketing professional. He opened his digital marketing agency to provide professional service businesses with a trustworthy and knowledgeable team in their corner who live up to the values he learned in the military. 

Paul truly enjoys offering up actionable tips that can be put into place right away to help small businesses grow. He specializes in helping medical professionals, lawyers/attorneys, accountants, and others within the professional services space get their digital marketing efforts off the ground.

Before starting his company, Paul served in an executive role at two different INC 5000 fastest growing companies in the digital marketing industry. He was once a Golf Professional and small business owner, fueling his passion for fellow entrepreneurs and the struggles they face marketing their businesses today.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Boost your case count and stop stressing about leads with the Double Your Case Files Masterclass
• Get access to Close Your Next Consultation training and other valuable resources when you join our Facebook group
• Estate planning attorney? Eliminate your constraints and plug into a proven system for consistent revenue with Seminar 3.0

If you were prepared for Thanksgiving the day it arrived...

You did better than most families (including mine), so kudos to you.

Over the years, I’ve concluded that Thanksgiving falls into one of these categories:

• Peaceful
• Stressful
• Chaotic

Because so many (hungry) people are gathering together, Thanksgiving tends to include some degree of normalized chaos for a lot of families.

While I took a step and observed that chaos, my mind kept going back to the Theory of Constraints...but how did it help?

Well, the solution became simple…

The more structure you can give to something, the more efficiency you have, with less stress.

We got organized by writing everything down and organizing it by the most anxiety-inducing stuff. For example…

What meals needed to be prepared first, what needed to be cleaned, etc.

Now, for some, the Theory of Constraint can save a Thanksgiving dinner...

And for others, it can add serious clarity to a law firm.

What simple tactics can you use to reduce overwhelm and gain focus on tasks that could take your law firm to the next level?

In this week’s podcast, Jan discusses how to use structure in very specific ways to manage stress by giving those stress-related tasks a name.

There’s much more to learn in this episode about scaling your firm and relaxing into a structured system, so tune in now!

In this episode: 

• 1:34 - Thanksgiving by the numbers
• 2:50 - The lion tamer principle 
• 4:37 - Project managing Thanksgiving tasks
• 5:26 - The theory of constraints defined
• 7:08 - The most hectic part
• 7:40 - Closing the mental tabs in your mind
• 10:06 - Structure, simplified

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Learn how to set - and meet - internal sales goals with Double Your Case Files Masterclass
• Supercharge your law firm growth and get access to free masterclasses and more when you join our Facebook group
• Estate planning attorney? Plug into a proven system for consistent revenue with Seminar 3.0

If you want to scale your firm quickly...

You have to look at the largest firms to see what they do differently than the rest.

Most of them think about scaling and marketing the same way they think about law school.

For example, most of those firms are initially looking to break even on their marketing...

Much like people who finish law school are looking to break even with their educational investment.

But after you’ve made your money back…

What kind of ROI are you realistically expecting moving forward?

At the end of the day, if you play your cards right...

You’ll have enough data to determine if you have a winning marketing strategy or not.

How does early marketing data set you up for success?

In this week’s podcast, Jan discusses how to determine if you’ve found a good channel for marketing and how to use that marketing data to calculate the type of ROI you’re looking for.

There’s much more to learn in this episode about scaling your firm, so tune in now!

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Download your free copy of Melissa’s 5-Step Roadmap to Biz Finance Freedom: https://melissahoustoncpa.lpages.co/5-step-biz-finance-roadmap
• Boost your case count and revenue with the Double Your Case Files Masterclass
• Estate planning attorney? Ditch toxic revenue and get better clients with Seminar 3.0

Every decision you make in your business impacts your bottom line, which is your profit.

If you’re making decisions without understanding how you’re impacting your profit (like most people)…

Then you may as well be driving with a blindfold on.

The thing is, if you get in a wreck blindfolded, you don’t know what you hit or how to avoid it. 

When you can see clearly, even if you still get in a wreck, you have a CLEAR view of what happened and how to avoid it in the future.

Less of a crystal ball, more of a GPS.

So can we be your law firm’s GPS?

Let’s begin by tuning into this week’s episode.

In this week’s podcast, CPA Melissa Houston joins us to discuss finances within your firm, and how having clear visibility into where all your money is going will set you up for success in the future.

There’s much more to learn in this episode about guiding your firm towards financial prosperity, so tune in now!

In this episode: 

• 1:13 - Financial hurdles in small businesses
• 3:39 - When is the right time to start focusing on finances?
• 8:15 - A common accounting problem
• 9:45 - Why you need to understand your business finances
• 10:57 - Common money blockers Melissa sees with people
• 15:35 - Statistic for high-income earners
• 18:45 - Why you need coaching
• 20:57 - The 7 stages of financial literacy
• 24:51 - From sole proprietor to running a business
• 28:01 - When money is tight…
• 30:20 - When to hire a bookkeeper
• 35:56 - How should law firms be thinking about their pricing?
• 38:46 - Untangling your business/personal accounts
• 41:50 - Quick tips

About Melissa Houston:

Melissa Houston is a Chartered Professional Accountant (CPA), a Financial Strategist for CEOs, a columnist at Forbes.com, and the host of The Business Society podcast. Melissa helps successful business owners increase their profit margins without having to increase revenue so that they keep more money in their pocket while increasing their personal wealth.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Boost your case count and scale the sustainable way with the Double Your Case Files Masterclass
• Supercharge your law firm growth and get access to free masterclasses and more when you join our Facebook group

You’ve probably never been asked this question before.

It’s a bit strange without context, but an important concept to grasp nonetheless.

So the question is…

If you were hungry, would you rather eat 100% of a grape or 75% of a watermelon?

In this scenario, just about everybody would pick a watermelon since it’s more food, after all.

So what the heck is the point of asking this question?

Well, think of the grape as referral marketing, and think of the watermelon as paid marketing.

Referrals are only a small percentage of what’s out there, so relying solely on referrals to scale your practice can be a bit challenging.

None of the largest firms in the country scale without some form of paid marketing.

Those firms understand that the more they make on their services, the more they can spend to acquire new business.

In this week’s podcast, Jan discusses the mindset and approach necessary to grasp the nuances of scaling, and why you can’t have a customer acquisition cost that’s higher than your LTV.

There’s much more to learn in this episode about structuring the framework of paid marketing in your firm, so tune in now!

In this episode: 

• 0:43 - A quote from one of the all-time greats
• 2:20 - Breaking down the numbers
• 4:43 - The “auction” algorithm behind scaling
• 6:38 - Circling back to LTV
• 9:12 - Referral based practices

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Check out Liel’s book, Beyond Se Habla Español: How Lawyers Win the Hispanic Market here
• Close more of your ideal clients after you’ve tapped into their market with our Double Your Case Files Masterclass
• Estate planning attorney? Tap into your Hispanic market quicker and only pay with results with Seminar 3.0

If you have a law firm, it's hard to ignore this number.

Why?

Because it represents the purchasing power of the fastest growing ethnic group in the country...

...the Hispanic market.

It’s an audience that you can no longer afford to ignore in 2021 and beyond.

So, how can you tap into this market if you haven't already?

Well, statistics show that online marketing is the best way to target them, by far.

Is your firm ready to get a slice from that $1.5 trillion pie?

Let's start by getting some practical advice from an expert on this subject.

In this week’s podcast, Co-founder and Head of Partnerships at Nanato Media Liel Levy joins us to discuss why it's absolutely necessary to include marketing that specifically targets the massive US Hispanic market.

There's much more to learn in this episode about why every law firm should have a better understanding of the rapid growth and opportunity in the Hispanic market, so tune in now!

In this episode:

0:59 - Hispanic market essentials

3:54 - Consequences of no calibration

6:00 - Hispanic market growth

10:07 - Giving back to the community

13:01 - First-time outreach to the Hispanic market

17:21 - Big picture using the internet

18:49 - Distinctive Hispanic demographics

21:52 - Market recommendations

26:46 - A difficult traffic source to master

30:40 - Social media strategy for Hispanic markets

36:41 - Where to reach Liel Levy

About Liel Levy:

Liel Levy is the Co-founder and Head of Partnerships at Nanato Media, a bilingual digital marketing agency specializing in the US Hispanic market. Nanato Media specializes in helping law firms across the country run marketing campaigns that target local Hispanic markets.

Liel is also the co-author of the book Beyond Se Habla Español: How Lawyers Win the Hispanic Market and the Co-host of the In Camera Podcast. After a career in the food and hospitality space, Liel entered the marketing industry, working as the Assistant Food and Beverage Director and MUZE Restaurant Manager at Mandarin Oriental and Restaurants Manager at Meliá Hotels International. 

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Learn how to set - and meet - internal sales goals with confidence and clarity using our Double Your Case Files Masterclass
• Estate planning attorney? Stop guessing how to get results from online ads and plug into a process that already works with our client-generating Seminar 3.0

Back in high school, my teacher said something that blew my mind:

"If you were building a bridge, what's the best type of bridge you could build?"

Without thought, most people answered "the strongest bridge."

"You'll never worry about it collapsing. Strength is the purpose of the bridge."

But that wasn't the answer. Instead, the answer was...

"The best type of bridge is one that's strong enough to withhold the strain it will encounter and no stronger."

So what makes this such a profound idea?

Well, if you put 100% of your resources into something that only requires 25% to fully function, you're wasting resources.

You can always have more, but sometimes more comes at the cost of other areas too.

The goal is to be strong in all areas so you don't "burn your bridges" with clients.

You can't treat simple problems like they're complex, and you can't treat complex problems like they're simple.

In this week’s podcast, Jan discusses why oftentimes, it's not about 'how' a process is done, but 'why.'

There’s much more to learn in this episode about fine-tuning your decision-making processes, so tune in now!

In this episode: 

• 0:30 - What is epistemology?
• 1:51 - Theory of knowledge
• 2:26 - What's the best type of bridge you can have?
• 4:02 - The truth about trade-offs
• 6:50 - Breaking your SOPs

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Check out John’s recommended episode of his Five Star Counsel Podcast here
• Learn how to close more online leads and create better client experiences with our Double Your Case Files Masterclass
• Estate planning attorney? Create stellar client experiences for more prospects when you use our growth system Seminar 3.0

Just how important is good client service for law firms?

If you ask attorney John Strohmeyer, he would argue that standout client service is absolutely essential for a profitable practice.

For almost a decade, he was a Night Manager at the Four Seasons Hotel in Austin, Texas - a hotel chain that has based its entire foundation on the client experience.

John makes the case that the quickest way to turn prospects into clients is through excellent client service, especially if they need that extra push.

And while excellent client service is extremely important, it's not for the reasons you may initially think...

To find out how just a few simple tweaks can transform your client’s experience from good to great, tune into today’s episode.

In this episode:

1:16 - Customer policy 

4:44 - Naive expertise 

7:37 - Moving the needle 

11:14 - Meaningful metrics 

15:06 - Employee count and when to hire an Ops person 

16:48 - Making the right hire 

21:20 - Using your service as marketing 

23:17 - Asking for reviews 

25:18 - Significantly improved referrals 

30:40 - Beginning steps of a good customer experience 

34:03 - Where to reach John Strohmeyer 

About John Strohmeyer:

John spent most of his first career as the Night Manager of the Four Seasons Hotel in Austin, Texas. He knew when he started there that he would be going to law school eventually, but he didn’t realize that what he learned there about taking care of clients would carry over to his legal career. After working for law firms for nearly nine years, he started Strohmeyer Law so that he could bring what he learned about client service from the Four Seasons to the legal industry. So, while his career path may have taken a detour through the Four Seasons, his goal has always been the same: take better care of individuals.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Get access to our Estate Planning Masterclass when you join our Law Firm Growth Secrets Facebook group
• Estate planning attorney? Don’t wait to get the results you’ve been waiting for. Grow your law firm with Seminar 3.0

We have a confession: we failed a potential client.

So, what happened? And why are we telling you about it?

For one, we hope this story can help prevent other attorneys from having the same fate as this law firm owner.

And it’s a good lesson for any attorney thinking about implementing a new marketing strategy.

In this week’s podcast, Jan shares a story of how a failed sale led to bad consequences. He also discusses the lessons you can take from this story to set yourself up for success in the future.

There’s much more to learn in this episode about making the right choices for your firm, so tune in now!

In this episode: 

• 00:55 - the story
• 03:43 - it’s easier to market a product than make a good product 
• 05:35 - what we’re seeing in the estate planning market right now
• 08:56 - a note on guarantees 

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Grow and automate your virtual law firm at https://legalfunnel.com
• Join the Legal Funnel Facebook Group here: https://www.facebook.com/groups/legalfunnel
• Listen to Sam’s first LFG podcast episode: New Clients on Autopilot and How to Get 1000 Google Reviews with Sam Mollaei
• Estate planning attorney? Implement a client-generating and closing system with Seminar 3.0

In 2015, Sam Mollaei decided to quit his legal job and “do it” his way.

Like most lawyers, he struggled to get clients consistently - that was until he built his first Legal Funnel. This funnel changed his law firm and life forever. 

Now he runs multiple 7-figure automated virtual law firms from home while generating 400 clients a month using the Legal Funnel system.

After helping numerous law firms, Sam realized that what attorneys really need is help to be more efficient with their law firms.

If your goal is to work fewer hours - while getting more clients - you won’t want to miss today’s episode. 

In this week’s podcast, Sam Mollaei of Legal Funnel joins us to discuss how attorneys can automate their firms. 

Sam talks about the importance of being open-minded to new concepts and technologies including VAs, the importance of getting hyperfocused in niching your practice area and how to drive traffic to your funnels.

There’s much more to learn in this episode about automating your law firm, so tune in now!

In this episode: 

• 01:04 - Sam’s origin story
• 02:47 - What Sam’s learned from working with so numerous law firms
• 05:58 - Important first steps for automated law firms
• 07:25 - Why niching is essential for success  
• 12:50 - Sam’s recommend traffic sources for legal funnels
• 20:00 - Growing through process and virtual assistants 
• 26:00 - Should you hire a full-time VA?
• 29:45 - VA pitfalls to avoid 

About Sam Mollaei:

After creating four 7-figure virtual law firms, earning 3 ClickFunnels TwoCommaClub awards as a lawyer, generating more than 10,000 clients online, and gathering over 2,742 5-Star Google reviews, Sam Mollaei, Esq. now helps busy lawyers grow and automate their virtual law firm through the Legal Funnel system.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Get access to Close Your Next Consultation masterclass when you join our Law Firm Growth Secrets Facebook group
• Estate planning attorney? Grow your law firm your way and only pay with results with Seminar 3.0

What does an extinct bird have to do with a highly desirable, modern business model?

In a word, competition. As the lifestyle business is touted by more people, this particular style of business becomes much more popular and desirable.

Thinking about taking your law firm the way of the lifestyle business?

If you were to start a one today, it is possible to succeed. But the limitations are different than what most people imagine. 

In this week’s podcast, host Jan Roos talks about why starting a lifestyle business now comes with different challenges than it used to. 

Jan discusses the importance of margins and what competitive advantages are compatible with running this type of law firm. 

There’s much more to learn in this episode about creating a profitable law firm, so tune in now!

In this episode: 

• 02:48 - what is margin and why does it matter for lifestyle businesses?
• 04:35 - the story of the dodo and why running a lifestyle business has changed
• 07:10 - competitive advantages compatible with running a lifestyle business 

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Connect with Stephanie on LinkedIn
• Get access to our Estate Planning Masterclass when you join our Law Firm Growth Secrets Facebook group
• Estate planning attorney? Stop sacrificing work-life balance and get more clients with Seminar 2.0

Stephanie Prestridge has a passion for serving her clients and it shows. She’s built up her client list to include first-round draft picks from all three major sports leagues (NFL, NBA, MLB), actors, musicians, and even one of the most followed Tik Tok influencers. 

But Stephanie never planned to work in estate planning. When she graduated from college as a smart, young lawyer, she landed her first job in Maritime law. But after her grandfather received a devastating diagnosis, she decided to shift her focus to estate planning. And she created a thriving practice.

So, how did she do it? Stephanie gives credit to both her unique practice model and her philosophy on serving her clients. 

In this week’s podcast, Stephanie Prestridge of Lineage Law joins us to discuss how her unique business model works - and why she uses it - and her philosophy on client experience. 

Stephanie shares her origin story, how she gets clients and how she directs her employees to fulfill her vision. Plus, she shares the autoresponder message she uses that’s allowed her to maintain work-life balance. 

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 01:00 - Why Stephanie got into estate planning 
• 08:22 - What makes Stephanie’s practice model unique 
• 11:17 - How she created a win-win partnership with financial advisors 
• 16:30 - Stephanie’s approach to difficult conversations 
• 20:40 - Stephanie’s philosophy on serving her clients 
• 23:01 - Measuring employee success
• 29:53 - The autoresponder Stephanie uses with clients 
• 32:50 - What’s next for Lineage Law

About Stephanie Prestridge:

Stephie owns and manages Lineage Law, representing individuals and families with estate planning, life insurance, and business-related legal issues. Stephie is married to her law partner, Michael Hoover, who -- not to be outdone -- also has a national practice focused on life insurance disputes.  Together, Stephie and Michael have a teen hostage negotiator-in-training, Ava Grayce, and a future hopeful Roblox majority shareholder, Mason Michael.  They live in Baton Rouge, Louisiana, but enjoy traveling frequently to explore new places.  Stephie may be contacted at stephanie.prestridge@lineagelaw.com">stephanie.prestridge@lineagelaw.com or at (225) 300-4776.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Get more of your ideal clients in the door with our Double Your Case Files Masterclass
• Estate planning attorney? Plug into a proven system for consistent revenue with Seminar 2.0

After 100+ deployments, we stopped investing in marketing automation for our private legal clients. Why?

Marketing automation is taking the legal world by storm. It’s sold as a magic bullet of sorts, which has led to a trend of big investments in automation. But for most firms including small firms, it fails to deliver on its promise. And it comes at a big cost: most automation services cost $2-3k per month.

If you’re considering investing in marketing automation for your law firm, but aren’t sure if it’s the right choice for your firm, you’ll want to tune in to this very timely episode. 

In this week’s podcast, host Jan Roos takes a deep dive into the marketing trend that’s taking the legal industry by storm: automation.

Jan discusses who automation works for - and who it doesn’t, why investing in automation is particularly dangerous for small firms, and what we’ve learned developing automation for our clients.

We also discuss what you can do if you’ve already invested in automation.

There’s much more to learn in this episode about marketing your firm, so tune in now!

In this episode: 

• 00:44 - Trend: overinvesting in marketing automation for legal
• 02:15 - Who automation does work for
• 04:40 - Why investing in automation is dangerous for small law firms 
• 06:06 - What if you’ve already invested in automation?
• 08:46 - What we’ve learned developing automation

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Apply for a Getting Unstuck Consultation at JulieBartkus.com
• Growth-minded firm owner? Join our Facebook group and get access to the Close Your Next Consultation training
• Estate planning attorney? Get into the growth mindset with our client-generating Seminar 3.0 Growth System

Are you working with your dream team in your law firm? Or do you feel like your staff has become demotivated and unproductive?

If so, before placing the blame squarely on your team, consider this: how connected do you feel to your business vision, or “why” right now? Great teams need more than just directives - they need a common vision.

Because the truth is employees check out mentally before checking out physically. And if this is happening in your firm, it can have a hugely negative impact on your bottom line. And if you’re experiencing this in your law firm, it may be time for a workplace reset. 

But where do you even start an undertaking to breathe new life back into your practice while keeping up with the demands of running a business?

Today we’re getting advice from an expert who has spent the last 20 years helping business leaders transform their workplaces.

In this week’s podcast, bestselling author and leading authority on workplace transformation Julie Bartkus join us to discuss how to create work environments that lead to greater productivity and growth.

Julie talks about the impact of your business vision on your team’s productivity and how to emotionally reconnect with that vision. She also discusses how to orient your process and policies to keep new employees motivated beyond their first few weeks - and get demotivated employees back on track.

There’s much more to learn in this episode about building a better workplace, so tune in now!

In this episode: 

• 01:15 - The story of the cow and the horse
• 05:43 - When to start focusing on your business vision 
• 11:10 - How to find the right employees for your business and vision
• 21:25 - Taking responsibility for the team you’re creating 
• 29:35 - How to get demotivated employees back on track 
• 36:30 - Tactics for transforming your mindset 

About Julie Bartkus:

Julie Bartkus is the leading authority on workplace transformation. Over the past 20 years, she has helped leaders across the globe transform their workplace culture from negative and destructive to happy and productive. Her approach is a holistic one, as her clients know that a personal transformation is required to achieve a total team transformation.

Through her hands-on research, Julie has identified over 30 staff de-motivators that drain team members of their motivation and has developed The D.R.I.V.E. Method to help leaders attract the right staff to support their vision. Her Total Team Transformation System has propelled leaders out of feeling stuck and lost to experiencing tremendous joy in attracting, interviewing, hiring, motivating and retaining the team of their dreams.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Got leads? Learn how to turn them into clients through better intake with our Double Your Case Files Masterclass
• Get access to the Estate Planning ‘Close Your Next Consultation’ training when you join our Facebook group
• Estate planning attorney? Get online leads and sales coaching with Seminar 2.0

We’re all familiar with the classic trope that lawyers are “bad” at sales. But why is this the case?

It turns out that the skills that make a good attorney don't always make a good salesperson - at least in the traditional sense.

But for attorneys who want to take control of their practice growth - and get away from overreliance on referrals - it’s imperative to become better at selling.

So what if you could take control of growing your firm, without coming off as sleazy or resorting to shady sales tactics?

In this week’s podcast, host Jan Roos discusses the three most common types of successful salespeople. He explains which attorneys you should strive to be and how connecting with this one “thing” can put you on the path to selling with ease. 

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 01:50 - The first type of successful salespeople 
• 03:09 - The second type of successful salespeople 
• 4:17 - The last type of successful salespeople
• 06:15 - The most important thing to do to be better at sales
• 06:36 - Why “smart” people are often at a disadvantage in sales

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Accept and manage money easily for your law firm with legal.com/">Gravity Legal
• Download Gravity Legal’s legal.com/financiallylegal/the-complete-guide-to-payment-processing-for-law-firms">Payment Processing guide
• Get access to our Estate Planning Masterclass when you join our Law Firm Growth Secrets Facebook group
• Estate planning attorney? Supercharge your firm growth online with Seminar 3.0 Growth System

Hiring an attorney is an expensive process. Yet, only maybe 2 or 3 out of every 10 firms accept credit cards as a payment option. 

As a whole, the legal industry has been resistant to technological changes. And while attorneys have to think about a lot of things on the job, many firms drop the ball when it comes to thinking about how to effectively collect and process payments.

But what if you could implement a financial infrastructure that allows your firm to deliver legal services better - without worrying about getting paid?

In this week’s podcast, Dan Lear of Gravity Legal joins us to talk about how firms can get a fresh take on payment processing to make their services more accessible and increase revenue.

Dan discusses his thoughts on why the legal industry is slow to innovate, the state of payment processing for legal and how law firms can implement a better way to get paid.

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 01:00 - Dan’s background
• 05:20 - Thoughts on why the legal industry is resistant to change
• 10:24 - Exciting trends in legal
• 13:51 - The state of payment processing for law firms
• 20:19 - Shifting credit card processing fees
• 30:58 - Payment processing and your practice management system
• 33:40 - Customer success examples

About Dan Lear:

Dan Lear is a lawyer and legal industry gadfly and the Chief Instigator of Right Brain Law. As a practicing attorney he advised technology companies from startups to the Fortune 100. Since his transition from tech lawyer to legal technologist Dan’s been mentioned, featured, or published widely in the legal industry press and spoken to legal and non-legal audiences in a number of settings including at SXSW Interactive, Ignite Seattle, Georgetown University, Stanford University, ReInvent Law, and the National Conference of Bar Presidents. Most recently, Dan was the Director of Industry Relations for Avvo.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Episode mentioned: 100th Episode Special: Have You Paid Your Dues?
• Growth-minded firm owner? Join our Facebook group and get access to the Close Your Next Consultation training
• Estate planning attorney? Ditch the marketing hacks and get a system that works with Seminar 2.0

This one weird hack will EXPLODE your law firm marketing… And you can take advantage of it before anyone else does. Want the secret?? We’ll tell you in THIS episode.

...not buying it? Us either. You’ve probably seen your fair share of hacks online. There’s hacks for everything from productivity to weight loss to sleep to marketing and much more.

On the surface, hacks are sexy. They present you with an alternative where you can gain an advantage - just for finding something that other people haven’t.

The problem? Hacks won’t get you far for long. If you want sustainable results from your marketing efforts, you’ll need to take a different approach.

If you’ve been searching for the next big legal marketing hack to take your firm to the next level, you’ll want to hear what we have to say in today’s episode.

In this week’s podcast, Jan discusses the problem with hacks and what you should focus on instead when it comes to marketing your firm. 

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 01:49 - Why “hacks” aren’t something to focus on in the long run 
• 03:00 - What the stock market can teach us about hacks
• 05:18 - You can’t con an honest man 
• 06:45 - From hacks to sustainable results

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Get help finding your next new hire with legal.com/">Wilcox & Hackett Legal Talent Consulting 
• Close more of your ideal clients with our Double Your Case Files Masterclass
• Estate planning attorney? Plug into a proven system for consistent revenue with Seminar 2.0

If you’ve ever tried to hire the perfect candidate for your law firm (or find a new law firm to call home), you know how challenging it can be. So how can you make sure you’re finding the right fit? While there’s not always a straightforward answer, legal talent consultant Andrew Wilcox joins us to provide some expert insights.

Andrew knows how to deliver top talent for law firms. He has recruited for big firms (like those in the AM Law Top 5) and small practices, alike. He’s an expert on the type of people you should bring into your law practice and his experience has given him a wealth of first-hand knowledge of knowing what to look for when hiring legal talent. 

If you’re hiring for your firm or seeking a new position, you won’t want to miss today’s episode. 

In this week’s podcast, Andrew Wilcox of Wilcox and Hackett Legal Talent Consulting joins us to discuss the top challenges in recruiting for law firms, the common red flags he avoids in candidates and why having a book of business as a candidate isn’t as important as you might think.

There’s much more to learn in this episode about getting the right talent for your firm, so tune in now!

In this episode: 

• 00:54 - How Andrew got started in law firm recruiting 
• 02:44 - Top challenges in recruiting for the legal field 
• 06:46 - Characteristics to watch for in candidates
• 10:24 - Can small firms have an advantage in recruiting candidates?
• 17:09 - The three paths of succession planning and why you need it
• 22:39 - Does having a ‘book of business’ matter for candidates?
• 28:39 - Why firms should consider their business plan
• 35:48 - Who should get in touch with Andrew

About Andrew Wilcox:

Andrew is the owner of Wilcox and Hackett, LLC, a legal talent search, performance measurement, client development, and storytelling/planning consulting firm since 2004 where he has worked with small law firms to firms in the AM Law Top 5. Over that time, Andrew has helped place shareholders, and associates and has worked extensively on firm mergers. Experience includes working from the discovery of interested firms, through merger, developing measurable business plans through training partners and associates on client development process. Get in touch with Andrew at legal.com">andrew@Wilcox-legal.com.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Episode mentioned: From True Solo to Tripling The Practice every year with Elizabeth Stephenson
• Episode mentioned: From Process and Magic Statements to Running a Dream Practice With Todd Villarubia
• Episode mentioned: How to Become a Content Creation Machine with Russell Knight
• Implement a winning intake process in your firm - get access to our Double Your Case Files Masterclass
• Estate planning attorney? Get long-term growth wins for your firm with Seminar 2.0

Solo Groundhog Day Series:

Series Episode 1: How to Escape Solo Practice Groundhog Day

Series Episode 2: Is Toxic Revenue Poisoning Your Firm?

----

Every solo firm wants to win. Whether it’s bringing on a high-ticket client, implementing a profitable marketing strategy or creating a valuable relationship, these wins help prop your practice up for success.

When it comes to getting wins, you will have more control over some than others. But if you want a law firm that’s successful in the long term, it will take more than just hoping for the best.

They say when it happens to you once, it’s lucky, when it happens to you twice, it’s good.  If you want to escape the solo groundhogs day, you can’t rely on luck. Instead, you need a key ingredient: consistency.

Because the truth is growth-minded firm owners don’t need to get a golden egg. They need to hatch a golden goose. So, how can you go from having a win to winning over and over again? We’ll tell you how in today’s episode. 

In this week’s podcast, we’re continuing our Solo Practice Groundhogs Day series with this value-packed episode that explores how solo firms can achieve success and stand the test of time. 

Jan discusses internal vs. external wins, why process is essential for consistent gains and the 3 major pitfalls that keep solo firms from getting wins consistently.

There’s much more to learn in this episode about creating a winning firm, so tune in now!

In this episode: 

• 01:55 - Where most solos get their first wins
• 02:45 - The importance of process
• 04:30 - the first major pitfall that keeps firms from winning
• 09:15 - the second major pitfall
• 12:29 - the third major pitfall

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Connect with David Johnson on LinkedIn
• Mentioned in this episode: Beyond the Deal: Wage a 'Negotiation Campaign' by James Sebenius; Bargaining for Advantage by G. Richard Shell
• Negotiation isn’t the only skill you need to close your next consultation. Get access to our free consultation masterclass when you join our Facebook group 

A hallmark of a great attorney is the ability to negotiate effectively. But great negotiation skills are vital beyond just the courtroom. Being able to convince and persuade can help you get what you want in both business and life.

So, if someone wanted to become a better negotiator, they would probably seek out books on the topic or learn from a master negotiator. But today’s guest makes the case that you can learn a lot about this valuable skill from an entirely unrelated field. 

David Johnson, attorney and Stanford professor, argues that design thinking can give us a leg up in negotiations in numerous ways. In fact, David designed and taught an entire course around how design impacts negotiation. 

Today, he’s sharing some key insights that will help you become more persuasive and improve negotiation outcomes - for both you and your clients. 

In this week’s podcast, David Johnson of Stanford Law School joins us to discuss how to use design thinking to achieve your negotiation goals.

David shares how design can help us navigate the ambiguity that comes with making a deal and why design as a field is not as “soft” or “fuzzy” as some may think.

There’s much more to learn in this episode about the art of persuasion, so tune in now!

In this episode: 

• 01:06 - The problem with the BATNA negotiation tactic 
• 04:40 - How design thinking impacts negotiation 
• 12:23 - How to navigate ambiguity 
• 19:30 - Using the empathy map 
• 24:00 - Inferring motivations during the negotiation
• 28:35 - Tips for going up against a skilled negotiator
• 34:00 - Inventorying what you want before the negotiation
• 39:34 - Tactical tips for first-time negotiators 

About David Johnson:

David Johnson is a lawyer, writer and professor. He teaches Advanced Negotiation at Stanford Law School, and Design Thinking at the Hasso Plattner Institute of Design at Stanford. Across the last 20 years he has also practiced law in Silicon Valley, primarily as General Counsel for tech companies and, most recently, a non-profit foundation.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Taking our Close Your Next Consultation training is a great idea. Get access by joining our Facebook group
• Estate planning attorney? Supercharge your firm growth online with Seminar 2.0

Einstein’s theory of relativity. Gutenberg’s printing press. Steve Jobs’s iPhone. It’s no secret that people with big ideas have the capability to change the world. 

Idea guys and gals are always dreaming of the next big thing that will revolutionize their business, their industry or the world… 

But more often than not those ideas never materialize. The truth is most people just can’t seem to turn their ideas into reality.

So what differentiates idea guys that change the world, from the idea guys that people avoid talking to at parties? 

If you’ve ever had a big idea for your law firm — but weren’t sure how to make it work — you won’t want to miss this episode. 

In this week’s podcast, host Jan Roos discusses the paradox of the “idea guys”. He also shares the one type of person idea guys need, or need to become, to execute their ideas.

There’s much more to learn in this episode about executing ideas, so tune in now!

In this episode: 

• 01:50 - Understanding the psychology of “idea guys”
• 02:57 - The paradox of the idea guy and the Dunning-Kruger Effect
• 04:14 - How idea guys can execute, pt. 1
• 06:05 - How idea guys can execute, pt. 2
• 08:25 - How to solve the paradox 

About Our Host:

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign up for our Newsletter <<

Resource Links:

• Create your best lifestyle with Laptop Lifestyle Lawyer
• Get access to Close Your Next Consultation training and other valuable resources when you join our Facebook group
• Estate planning attorney? Plug into a proven system for consistent revenue with Seminar 2.0

Kara Vaval had an unusual rise to success as an attorney. After passing the bar exam, she was surprised to find out she was pregnant with her first child. With her new role as mom, Kara yearned for more freedom and flexibility.

Her desire for work-life balance led her to take a job in direct sales, where she learned things that revolutionized the way she thought about running a business. Armed with this new knowledge, Kara opened a successful personal injury firm and a coaching program aimed at helping other attorneys - all from just a laptop. 

Today, we explore the lessons she learned from her unconventional climb to success and what they can teach you about creating your own work-life balance. 

In today’s episode, Kara Vaval of Vaval Law and InPowerment Institute joins us to discuss how you can take control of your lifestyle to achieve more flexibility and freedom. 

She discusses the lessons she’s learned from her direct sales experience, why you must shift focus on essential revenue-generating activities, plus much more. Kara reminds us that no one is getting out of here alive and makes a case on why you should create the lifestyle you want now. 

There’s much more to learn in this episode about creating your best life, so tune in now!

In this episode: 

• 01:20 - Background on Kara’s Book, 28,000 Days
• 03:50 - How Kara’s outlook changed 
• 09:53 - Discussing work-life balance 
• 14:50 - Lessons learned from direct sales about building a business
• 22:28 - Why you shouldn’t fear failure in business 
• 26:00 - Who the Laptop Lifestyle Lawyer ® course is for 
• 31:00 - How to build relationships to find clients 
• 38:27 - How to determine what to keep vs. delegate in your firm

About Kara Vaval:

Kara Vaval is an Attorney known as The Laptop Lifestyle Lawyer ®. She is an author, keynote speaker, business development coach, and the President of Vaval Law, a personal injury law firm. Kara is also the CEO of the InPowerment Institute, LLC, an educational and empowerment platform geared towards delivering courses, training, and coaching services to students eager to create their best life. She is a mother of 2 amazing children who enjoys playing tennis in her free time. 

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• See how your firm stacks up in the 2021 Legal Lead Capture Benchmark Report
• Collect up to 35% more leads from your website with Juvo Leads
• Growth-minded firm owner? Join our Facebook group and get access to the Close Your Next Consultation training
• Estate planning attorney? Implement a client-generating and closing system with Seminar 2.0

Ever wonder how many leads you should be getting compared to others in your legal niche? Or what lead conversion rate is considered average? Above average?

After tracking leads across a bevvy of law firms, lead capture and tracking platform company Juvo Leads utilized their findings to create a benchmark for law firms.

If you want to learn how you compare to others in your industry, find out which practice area has the highest level of conversion, and learn what type of lead converts into cases at the highest-rate…

You won’t want to miss today’s episode. 

In this week’s podcast, Ted DeBettencourt of Juvo Leads joins us to discuss some of the findings from the 2021 Legal Lead Capture Benchmark Report. 

He also shares how chat can help attorneys get more leads (and hotter leads, at that) and what lead capture trends are making headway in 2021. 

In this episode: 

00:53 - Introducing the Benchmark Report from Juvo Leads

04:00 - Breaking down the Data

12:20 - How the Juvo Platform Works to Get More Leads

18:00 - How Many Chat Script Questions is Best for Your Site?

22:30 - Segmenting Paid Search vs. Organic Traffic Leads 

29:00 - Trending Shifts from the Report Findings

There’s much more to learn in this episode about getting more leads for your firm, so tune in now!

About Ted Debettencourt:

Ted DeBettencourt is a co-founder at Juvo Leads, a chat service & lead tracking provider. Juvo Leads helps law firms get more phone calls, chats, SMS, and form submissions while also improving firms speed-to-lead. Ted is a 4th generation Martha's Vineyard native and has been working/learning in legal for over 10 years.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Got leads? Learn how to turn them into clients with our Double Your Case Files Masterclass
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 2.0

In case you haven’t been keeping up, there have been some wacky things going on with Facebook lately. If you advertise on the platform, you’ve probably noticed your ad results look a little wonky. 

The reason? A little thing called the iOS 14 update. While your iPhone has updates all the time, this update is different... In fact, some would say it’s a declaration of war between Apple and Facebook. Apple users now have the option to opt out of tracking for iOS devices, which is already proving to mean big changes for how Facebook ads track and operate. 

So what will happen to Facebook ads in the long-term? And how will these changes affect Facebook advertisers now? 

We discuss the implications of the latest iOS update in today’s episode. 

In this week’s podcast, Jan Roos takes on a timely topic to address big changes in a major online advertising platform. He discusses what these changes mean for advertisers - both now and in the future, and what you can do to save your ad results. 

There’s much more to learn in this episode about scaling your firm, so tune in now!

About Our Host:

Jan Roos is the CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

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Resource Links:

• Boost operation efficiency: Get expert legal tech training with Waythorn
• Supercharge your law firm growth and get access to free masterclasses and more when you join our Facebook group
• Estate planning attorney? Get online leads and sales coaching with Seminar 2.0

Your firm probably needs a tech stack update - whether you know it or not. Many law firms that would benefit from better technology don’t realize they have a problem...

But the fact is ignoring advances in technology is no longer an option for attorneys (or really anyone) anymore. 

Sean Dillman has always loved working with computers. After graduating from law school, he worked at 4 different law firms and frequently fielded questions from coworkers, paralegals and other lawyers about the way he used his office technology.

After working various legal jobs and perfecting the tech at his own law firm, Sean increasingly saw how law firm operations would benefit from better tech. And when the pandemic exacerbated this problem last year, Sean decided to stop practicing law and switch focus.

In this week’s podcast, Sean Dillman of Wayworth joins us to talk about how getting the right technology in place can be a game changer for your practice. 

Sean discusses the importance of cloud computing and integrating processes within a law firm, as well as how to set up a better work space.

There’s much more to learn in this episode about scaling your firm, so tune in now!

About Sean Dillman:

Sean Dillman is a non-practicing lawyer, technology instructor, and videographer. In his most recent role as a lawyer, he was a co-managing partner of a law firm and practiced mainly in the areas of estate and incapacity planning, estate administration, real estate, and company and corporate law. Mr. Dillman has produced a course for the legal community which teaches technology-based practice management and productivity skills. Because he understands what legal professionals want and need, the goal of his work is to provide practical and accessible information that can be put into immediate use. His materials cover two broad subjects, computer hardware and software, and are accredited by numerous law societies and bars.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign up for our Newsletter.

Resource Links:

• Calculate your credibility in under 5 minutes with the Credibility Calculator
• Need a credibility boost? Create your own book without writing a word with Paperback Experts
• Close more of your ideal clients with our Double Your Case Files Masterclass
• Estate planning attorney? Supercharge your firm growth online with Seminar 2.0

The truth is people don’t hire you because you’re a great lawyer. They hire you because of how well you can communicate that you’re a great lawyer. Clients are willing to pay premium prices for those they view as expert attorneys. The same can be said for any service-based business. 

But how do you get more people to see you as an expert in your field?

When Michael DeLon first started out in marketing, he only had one client. And he struggled to get more because he didn’t have a way to showcase his expertise. But that all changed after he wrote a book.

All of a sudden, potential clients viewed him as a marketing guru and wanted to hire him. After his own success as a published author, he decided to create a business to help professionals boost their credibility and get more of their ideal clients.

Michael found that while most people don’t think they have enough to write a book, almost all professionals do. And by putting your story into words, you can reach more people and stand out from the competition.

Ready to take on more of your ideal clients? If so, you won’t want to miss this episode on building credibility.

In this week’s podcast, Michael DeLon of Paperback Expert joins us to discuss how you can make your story resonate with people in your target audience.

Michael shares how you can use a book to precondition your audience to see you differently (so you can charge premium prices for your services!). He also shares three simple strategies you can use to leverage your book.

There’s much more to learn in this episode about scaling your firm, so tune in now!

About Michael DeLon

Michael DeLon creates credibility. As the president of Paperback Expert, he helps business owners publish a book that positions them as the expert in their field. Business owners seek out Michael to clarify their brand strategy, make them bestselling authors, and set up their profitable podcast. They use his Credibility Marketing strategies to gain more clients, get more referrals, and grow their revenue. Michael is the #1 Amazon bestselling author of On Marketing. Since 2013, he has worked with business owners across the United States and internationally to establish and market their credibility. 

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

Resource Links:

• Check out the first episode in the series: How to Escape Solo Practice Groundhog Day
• Get access to Close Your Next Consultation training and other valuable resources when you join our Facebook group
• Estate planning attorney? Ditch toxic revenue and get better clients with Seminar 2.0

On the surface, it may seem like all revenue is good revenue. But looks can be deceiving. 

Simmering under the surface are invisible but significant revenue costs that don’t show up on a profit and loss statement. These hidden costs poison a firm’s potential — and drain firm owners of their time and mental energy.

If you feel like you're stuck in a time loop of stagnant growth, you can likely blame the effects of toxic revenue. And while it's present in firms of all sizes, it's especially problematic for solo firms.

To escape the time loop and reach a higher level of growth, you'll need to ditch the offending income and shift focus. But how can you determine which revenue streams cost more than they’re worth?

In this week’s podcast, Jan Roos discusses what toxic revenue looks like and how numbers don’t always reflect the true costs. He talks about how to identify toxic income and shines a light on the less obvious downsides of working with toxic clients.

There’s much more to learn in this episode about scaling your firm, so tune in now!

About Our Host:

Jan Roos is the CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Check out Great Legal Marketing (https://www.greatlegalmarketing.com/) 
• Close more of your ideal clients with our Double Your Case Files Masterclass 
• Estate planning attorney? Stop sacrificing work-life balance and get more clients with Seminar 2.0

What keeps law firms from hitting their revenue goals? 

It turns out, it’s often the firm owners who actually end up limiting their own growth potential. 

Leading attorney business coach Charley Mann helps firms close the gap. He has coached numerous firms on the changes they need to make to surpass the million-dollar revenue mark. And many of his teachings tout the importance of having the right mindset for the right stage of growth. 

He argues that while a 6-figure law firm owner may be used to playing a certain role in the business, they must adopt a new role to hit 7-figures. 

In today’s episode, we discuss what role high-revenue firm owners need to play and the mindset they need to adopt. 

This week, Charley Mann of Great Legal Marketing joins us to discuss why having the right mindset becomes more and more critical as revenues rise. 

He explains the difference between a “hero” and “icon” mindset, and which one you need to become a million-dollar practice. He also talks about the employees you’ll need for a large revenue firm.

If you’re a law firm owner with big revenue goals, you won’t want to miss the knowledge bombs dropped in this interview. 

There’s much more to learn in this episode about scaling your firm, so tune in now!

About Our Guest:

Charley Mann is the President and Lead Coach of Great Legal Marketing, an organization that helps law firm owners build high-income, self-managed practices. With over a decade of working for, with, and in law firms, he has seen how the natural marketing, operations, and finances cycle plays out in all stages of growth. He shows law firm owners how to move your six-figure firm to seven figures and turn a seven-figure firm into a self-sustaining financial asset, giving you ultimate financial and personal freedom. Connect with him at charley@greatlegalmarketing.com.  

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Get access to Close Your Next Consultation training and other valuable resources when you join our Facebook group
• Estate planning attorney? Get online leads and sales coaching with Seminar 2.0

Have you ever noticed that the toughest-looking guys at the gym rarely (if ever) get into fights? It would seem that the more skilled the fighter, the less likely they will need to throw punches.

But this paradox doesn’t only happen with streetfighters and martial arts aficionados... It happens to anyone who finds themselves preparing for a tough situation.

You can likely conjure up some examples from your own life. The more you prepare for a tough conversation, the easiest the conversation becomes. The more you prepare to handle objections, the fewer objections come your way. When someone has the necessary skills to accomplish something, they seldom find themselves in a situation where they need to use said skills.

So why does this happen? And what does it teach us about the importance of preparation? 

In today’s episode, Jan Roos makes the case that the less you prepare, the more you’ll be tested when the time comes. 

After listening to this episode, you may think twice about winging it.

There’s much more to learn in this episode about scaling your firm, so tune in now!

About Our Host:

Jan Roos is the CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.