Law Firm Growth Podcast

The AI Receptionist Is Here — And It's Doing Things Nobody Expected with Maddy Martin

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Close More by Talking Less: The Communication Framework Behind Better Consultations with Amy Reczek

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Agentic Ai for Law Firms Part 5: The Long Game and What Happens When Prices Go Up

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Active Listening, Associate Retention, and the Communication Gaps Quietly Costing Law Firms with Arlene Cohen Miller

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How to Handle the Reference Check Objection (Without Losing the Deal)

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The Hidden Reason Law Firms Plateau Between 10-40 employees with Linda Perry

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Agentic Ai for Law Firms Part 4 - Thinking Outside of Constraints

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Why a $5.5M Law Firm Deliberately Stopped Growing — And Came Out Stronger with Elise Buie

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Agentic AI for Law Firms 3: The cost of split testing vs. taste

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Colleen Joyce, CEO of Lawyer.com, returns to the show to talk about the Lawyer Growth Summit, happening July 15–17 at the Fontainebleau in Las Vegas.

This one's a little different from the usual playbook. Colleen and her team built LGS around a simple principle: nobody sells from the stage. After learning the hard way with post-COVID boot camps (and 100% churn), they rebuilt the event around peer learning, tangible action items, and the kind of "tell me how you actually did that" conversations that happen in the hallway and at the bar.

We get into:

Why brand is now the top of the marketing funnel — and how the biggest-name firms are growing social followings into six figures and pulling referrals from social alone
The new world of AI SEO, featuring Justia CEO Tim Stanley sharing directory and search expertise
How LGS is built for any growth-minded firm (with a heavy personal injury crowd), not just one practice area
The experience side: a vendor lounge with no hard sells, high-end food and bev, and fun evening events (including a luxury retail store buyout with champagne and prizes)
Bonus for staying through Friday the 17th: the Backstreet Boys at The Sphere

Tickets, agenda, and speakers are all at lawyergrowthsummit.com.

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The Hidden Cost of Poor Feedback Culture in Your Law Firm with Julie Lancaster

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From Niche to 150 Employees: The Real Story Behind Building a High-Volume PI Firm with Seth Bader

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The Delegation Trap: Why Handing Off Tasks Isn't the Same as Handing Off Ownership with Jason Henneberry

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Direct Mail vs. Facebook for Seminars: Lessons from 5 Years of Running Both

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The Data Problem Killing Your Google Ads Results (And How to Fix It) with John Horn

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Register free here: https://us02web.zoom.us/webinar/register/4417779236099/WN_BeJsOS_1SESuLjOdDcao1g

Most law firms are competing for the 3% of prospects actively searching on Google — while the other 97% with the same legal problems aren't shopping yet.

This Tuesday, May 19th at 12pm PT / 3pm ET, I'm hosting a free live webinar with the Smith.ai team breaking down exactly how forward-thinking firms are reaching that invisible majority before their competitors even know they exist.

You'll learn why Google's cost-per-lead will never go back to what it was, how to reach the 22X larger market outside of search, and the exact framework turning cold social traffic into pre-qualified consultations at premium rates.

Register free here: https://us02web.zoom.us/webinar/register/4417779236099/WN_BeJsOS_1SESuLjOdDcao1g

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Agentic AI for Law Firms Part 2: Scoreboards and Halftime Speeches

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Strategy First: The Thing That Makes Every Marketing Tactic Either Work or Fail with Kalen Marie Cotto

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Agentic AI for Law Firms Part 1: Hammers and Screwdrivers

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How to Run 50 Consultations a Week Without Being in the Room with Michael Patrick Strauch

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Hooking and Setting - Beyond Intake

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Why Your Google Reviews Are a Content Channel — And You're Leaving Them Blank with George Switlitz

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Lawyers Build Websites for Their Peers, Not Their Clients. And Why That's Killing Conversions with Megan Hargroder

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Dealing with DIY Objections (and Preempting Objections, generally)

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Always Be Curious: Why the Glengary Glen Ross Approach Kills Referrals with David Freeman

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Meta Ads 2026 Update - Why Your Law Firm is Having the Best Year Ever (or the Worst) on Facebook Ads

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His Tax Attorney Client Gets 30-50% of Leads from ChatGPT (Here's How) with Cameron LiButti

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The One System Every High-Growth Law Firm Had in Common with Brooke Lively

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Contract Rate - Beyond Intake

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(Unlocked) Winning on Economics - Beyond Intake

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60,000 Leads Per Month: What the CEO of Lawyer.com Knows That Small Firms Don't with Colleen Joyce

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Why Do Agencies Get Results for Some Clients but not Others?

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90 Minutes of Outbound Calls Generated $80K/Month (Here's the Math) with Molly McGrath

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From Incremental to Exponential: The Magic Questions That Change Everything with Keith Ellis

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Why Your Team Is Managing You (And How to Reverse It) with Brad Farris

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How a Ruth Mannschreck Cut Her Hours in Half Without Losing Revenue (And You Can Too)

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The 13X ROI Channel Most Lawyers Ignore with Wilson Zehr

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Title

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Stop Asking for Referrals: The Science-Backed System That Actually Works with Stacey Brown Randall

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Getting Real on Delegating Sales: The Meineke Dilemma

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How to Leave Your Firm Without the Guilt (And Double Your Income) with Wendy Meadows

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Getting Real on Delegating Sales: The Economics of Outsourcing

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Building a High Performance Law Firm with Andrew Zihmer

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The Lucky Charms Model for Scaling Your Law Practice (or the Limits of Chasing High Value Clients)

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Lawyer Forward: Finding Your Place in the Future of Law

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What Got You Out of Egypt Won't Get You to the Promised Land

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Jens Erik Gould's Nearshoring Revolution: Why Latin America Is Beating India and the Philippines for Law Firm Talent

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450 Law Firms Later: James Brown on the 7-Part Business Framework That Scales Practices

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The Max Price Formula: Jonathan Stark on Value-Based Pricing That Creates Outrageous Profits

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It's Expensive to Feed an Army of Lions

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My issues with 'the swamp'

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SEO Isn't Dead, It's Automated: How AI is Running White Hat Link Building for Law Firms with Carl HoldenCheck out Rankbot.ai

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Why Winning Firms Never Talk about Tire Kickers

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From BUT to AND: How Gary Mitchell Helps Attorneys Build Multi-Seven-Figure Firms While Working 2 Days a Week
Get in touch with Gary!

gary@ontraccoach.com

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How to Right-Size Your Budget for Growth

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From $50K to $500K Per Month: How to Turn Your Expertise Into an 8-Figure Course Empire with Justin MontgomeryTake your first step and enjoy a 10% discount on ProCourseStart by following this link!

https://procoursestart.com/podcasts/law

Stay up to date with Justin

Email: justin@procoursestart.com

Website: procoursestart.com

FB: https://www.facebook.com/profile.php?id=61574146510784

IG: https://www.instagram.com/procoursestart25

YT: https://www.youtube.com/@ProCourseStart

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UNLOCKED - Lead Quality (from CaseFuel University)

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The Very Good Reasons Attorneys Get in Their Own Way

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Unlocking AI's Potential for Law Firms with Joshua Hale

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Out of the Box Thinking for out of This World ROI with Jordan Whelan

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"Building a Case" to Closing your Next Consultation

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The Realistic Case for Law Firm AI with Jason Turnquist

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How to Win Against Low Cost Competitors by Differentiating Your Product

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The End-of-Life Conversations That Will Make Your Estate Planning Practice Untouchable with Dr. Kim Harms

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How to Win Against Low Cost Competitors with Packaging

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Stop Playing Small: Hard Truths About Scaling Your Law Practice with John KormanikJohn R. Kormanik Coaching

Website: https://www.johnrkormanik.com/

Instagram: https://www.instagram.com/johnrkormanikcoaching/

LinkedIn: https://www.linkedin.com/in/johnrkormanik/

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Learning the Rules to Break the Rules

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How Strategic Branding Creates Law Firm Growth with Justin Bieganek

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The Remote Notary Advantage: Serving Estate Planning Clients Anywhere with Phillip Hogan and Paula Lincoln

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How to Capture Family Law Clients 18-36 Months Before They Call with Anthony Karls

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Getting Real on Your Law Firm's Sales Cycle

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Beyond Billboards: How Instagram Is Secretly Fueling 7-Figure Law Practices with Chelsea Jones

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How to hire the right vendor in 2025: Don't Get Bamboozled by Content

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Breaking Into SEO in 2025: Opportunities for Attorneys That Big Firms Can't Touch with Lindsey BusfieldOptimize My Firm

https://optimizemyfirm.com

Optimize My Firm is a specialized SEO and content marketing agency that helps personal injury law firms grow their online visibility and attract more qualified cases.

Thanks so much—we really appreciate it! And if there's ever an opportunity to collaborate again, we'd be happy to join you.

By the way, if you’re looking for a little extra value to add for your audience, we'd also really appreciate it if you could include a link to Lindsey's book.

Book: How Personal Injury Lawyers Get Leads: What Works, What Doesn’t, and Why

(https://www.amazon.com/dp/B0H1NB4ZDK)

A practical, no-fluff guide that pulls back the curtain on the real-world marketing strategies personal injury firms use to generate qualified leads and scale.

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How to hire the right vendor in 2025: What are you ACTUALLY paying for?

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Why Female Attorneys Get 'Gangbusters' Marketing Results (And How to Replicate Their Success) with Sonya Palmer

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How to hire the right vendor in 2025 series: Dirty B2B Marketing Tricks to Avoid

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4 years to $4mm in Revenue with Joe Guernaccini

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How to Hire the Right Vendor in 2025- Vendors vs. Employees

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How to Reduce Your Third Biggest Expense with Jason Allen

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CTAs

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The Three Day Work Week Meeting Schedule to Hit Your Team Goals Consistently

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Turning Setters Into Closers - Burgernomics 301

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Keeping your closers hungry - Burgernomics 201

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Growing Your Law Firm Like an Investor with Moshe Amsel (LFGS 2025 announcement)

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Building your sales team from 1 to 100 - Burgernomics 101

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Serving the Growing Childfree Market with Dr. Jay Zigmont

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Efficiency + Margin

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Setting Standards for Clients and Teams

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How to Prep Your Next Consultation to Close

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The Law Firm Takeover Blueprint: How Our Firms Have Gone from 50 Calls to 1000 Calls per Month in under a Year

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2025 Is Going to Be the Best Year Ever for THESE Firms

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Estate Planning Scaling Secrets with Andrew Zihmer

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Breaking the Cycle: Moving from Reactive to Proactive in Your Law Firm

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Building Trust with Clients, Referral Partners and More with Deb Feder

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The Double 80/20 of Sales (and how to 4X your ROI using it)

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Beating Burnout, Perfectionism and more with Rebecca Arnold

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Do you have an order taker or do you have a closer?

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Decoding Marketing Ops, Vendors and More with Ron Latz

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The "Casino Hack" to Never Lose Money in Marketing

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From Chaos to Process to Vision with Cary Prejean

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Are AI Phone Agents Right for Your Law Firm?

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How to build a multimillion dollar practice and give it all away with Doug Wood

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Accessing Top Quality Talent in Canada with Laura Tolhoek

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Using Database Reactivations for Instant Cash

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How to Help Clients Going through Grief with Krista St. Germain

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How to Double Dip on Your Clients with Cross Sells

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Conversion Copywriting to 3X Adwords Results with Mary Blackiston

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Scaling like a Fortune 500 with Simon Severino

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Scaling to 40 Employees in an "Impossible" Practice Area with Jonathan Melmed

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How to Grow Your Law Firm Using Podcasts with Traci DeForge

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Intake vs. Non-Attorney Ownership with Michael Patrick Strauch

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The Strength to Delegate

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Using Your Numbers to Predict the Future with Danielle Hendon

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Building a Law Practice that Works for You with Jessica Lackey

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Close More Business By Being Omnichannel with Richard Culberson

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Niching Down Nationwide With Dawn Smith

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How to Rank Top 5 in LA PI and the Future of Legal Marketing with Mike Perez

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Using Benefits to Keep Top Talent with Courtenay Shipley

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Winning Clients By Having Fun with Angela Hayden

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Beyond Search - Building a Temporal Monopoly

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Managing Cash For Predictable Growth with John Scott

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Beyond Search - How to Get Clients That Never Make It to Google

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Using Simple Numbers to 3x Your Take Home Pay with Moshe Amsel

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Beyond Search - How We Went from $2000 per Lead down to $100

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Beyond Search - Why Big Firms Are Going Outside of Google

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Elite Business Development for Law Firms with Ronnie Deaver

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Growing a 9 Employee Law Firm in 4 Years with Elle Smith

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What Firms That Succeed At Estate Planning Have In Common

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AI and the Future of Google Ads with Bo Royal

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Why Most Firms Fail to Scale Estate Planning - How to Avoid Losing Money

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Behind the Firm: Entrepreneurial Insights with Michael Patrick Strauch and Richard JamesGet your free copy of The Favor by Richard here

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Why Most Firms Fail to Scale Estate Planning - Building Capability vs. Building Access

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Going from Vision to Process with Scott Beebe

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Why Most Firms Fail to Scale Estate Planning - The Chicken and the Egg

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How to Go From Buying Leads to Building Your Brand with Jerry Jariwalla

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Get Visibility and Accountability on Your Growth with a CRM That Works for YouClick here to get our launch pricing for Close by CaseFuel!

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The Coming Revolutions and How to Capitalize on Them with Charley Mann

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Why PNCs Aren't Picking Up Your Phone Calls

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How to Get Predictable Profits for Your Law Firm with Brooke Lively

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How Simple Notifications Can 100x the PNCs You're Talking To

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Project Managing Your Firm to Success with Katherine Porter

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5 Steps to ACTUALLY Moving the Needle On Your Intake Process

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Running Your Law Practice like a Professional Athlete with Charlène Gisèle

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When Good Employees Do Bad Things With Your Money

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Unlocking Success Through Strategic Hiring with Brett TremblyGet Brett's book at http://getstaffedup.com/lawfirmgrowth-podcast/

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LSAs and the history of advertising

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25 Tips to Prepare for Your Next Conference or Bar Association Meeting with Janet Falk

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DIY vs. DWY vs. DFY - How to Right-size Your Vendor Relationships

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Golden Referrals and Trust Compression with Rick Watson

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Pick up a copy of A Firm Worth Building at nrnamerica.com
Free with a review if you mention this podcast

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Troubleshooting "I need to think about it"

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Styles Make Fights - How to Adapt to Close 80%+ of your consultations

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Where does your budget come from?

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The Ever-Changing Landscape: Navigating Law Firm Growth in 2023 with Gyi Tsakalakis

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80% of life is just showing up. But what if you're competing against 100%?

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The Logistics Close

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Entropy, complexity and what it takes to truly automate your law firm

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How to measure your law firm referrals like a venture capital firm

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The difference between leadership and authority with closing, hiring and more

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Getting Vulnerable to Scale with Zach Montroy

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How to get the highest paying cases in your market, part 2: Two two roads to the top

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Building Strength in Litigation: Transforming the Legal Landscape - with James Grant

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How to get the highest paying cases in your market part 2 - two roads to the top

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Closing the Gaps: Maximizing Law Firm Profits through Effective Communication with Eric Schurke

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Unlocking the Spanish-speaking Market for Legal Services with Hugo Gomez

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How the biggest law firms combine personalized and automated follow up

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[Book Release] Declare Independence from Referrals and Search Traffic by Going Beyond Intake

Get the book today at launch pricing while supplies last! beyondintakebook.com

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Building a Law Firm Growth Flywheel with Kerri Coby White

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Fix My Boss with Molly McGrath

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The Half-Life Of Marketing Process

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The Blue Ocean Is in the Gray Zone

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Demystifying Local SEO for Law Firms: Navigating Misconceptions & Finding Niches

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Future Proofing your law firm growth

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Scaling Your Law Firm Like Your Life Depends on it with Marco Brown

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Getting real on lead quality - intrinsic value vs. realized value

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Scaling a Family Law Practice with David Crum: Unlocking Talent for Success

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You are competing against no decision

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

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How Broken Thinking about Profit Keeps Law Firms Small

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Owning the Human Side of Scaling with Jaclyn Foster

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The power of review

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Going from Seven Figures to Eight with Luis Scott

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Delivering gift wrapped referrals for fun and profit

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

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Replicate before you innovate

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Operations, Marketing and Defeating Perfectionism with Davina Frederick

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How Outbound Can 22x Your Total Addressable Market

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

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

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

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Going "Full Stack" to Break Through Revenue Plateaus with Will Dukes

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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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Closing 65-80% Like Clockwork with Michael Patrick Strauch

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

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The Five Levels

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Winners Love December

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Get your free tickets today! https://www.lawfirmgrowthsummit.com/casefuel

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

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Potential Pitfalls to Avoid with Part Time and Freelance Staff

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

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Getting Systems Inspiration from Other Businesses

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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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How to Charge What You’re Worth With Value Based Pricing (Repost)>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

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

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

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Focus on Process to Get Results

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How Law Firms Can Win Breakthrough Press with Mickie Kennedy

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The 212th Degree

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

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

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Becoming #1 in Your Market Through Differentiation with Tom Boris

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When More Technology Isn't Better

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Managing a Successful Firm as an ADHD Entrepreneur with Andre Brisson

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Should Your Law Firm Go Multichannel?

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

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How to Kill "I Can't Afford It"

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

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

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

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Leveraging Remote Hiring to Get Better Quality Through Quantity

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

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How We Run a Fully Remote Company WITHOUT Email

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How To Create Truly Original Legal Marketing With Randy Briggs

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How to Handle Objections Like the Wolf of Wall Street

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How Sales and Marketing Oriented Firms SCALE with Geoff Hoatson

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5 ways to de-risk hiring yourself out of sales

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Balancing Your Law Firm's Money Vs. Your Money with Wendy Brookhouse>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

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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.

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>> 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/
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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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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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The Legal Marketing Fastlane: Your Roadmap to Generating Real Leads in 72 Hours or Less, Even If You're Small

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Find Brian Kennel’s management advice and support service for law firms at https://www.performlaw.com/
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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.

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Close more of your ideal clients with our Double Your Case Files Masterclass
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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.

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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.

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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.

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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
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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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!

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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.

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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.

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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.

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Beyond Se Habla Español: How Lawyers Win the Hispanic Market

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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.

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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.

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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.

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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.

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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 or at (225) 300-4776.

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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.

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Apply for a Getting Unstuck Consultation at JulieBartkus.com
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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.

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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.

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Resource Links:

Accept and manage money easily for your law firm with Gravity Legal
Download Gravity Legal’s 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.

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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.

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Get help finding your next new hire with 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 andrew@Wilcox-legal.com.

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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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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.

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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.

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Create your best lifestyle withLaptop 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.

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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.

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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.

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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.

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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 DeLonMichael 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.

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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.

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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.

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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.

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Resource Links:

Create a successful employee advocacy program with Social HP
Learn how to set - and meet - internal sales goals with Double Your Case Files Masterclass
Estate planning attorney? Get online leads and sales coaching with Seminar 2.0

While paid advertising is an effective way to reach new audiences…Your firm may be missing out if you’re not leveraging what you already have in your company. Namely, the hidden potential of employee networks.

If you get clients through referrals, you probably already recognize the immense power of word of mouth (WOM). But by implementing a “social selling” strategy, your firm can take word of mouth advertising to a new level and grow your firm faster.

During his 10 years at LinkedIn, John Baldock helped many companies get stellar results by mastering the art of social selling. Today he’s teaching you how you can do the same by leveraging your employee networks.

In this week’s podcast, John Baldock of Social HP and Glimpse Social joins us to discuss why you shouldn’t let the power of your employees' voices fall on deaf ears. He shares best practices for sharing content, why you should use a “set it and forget it” strategy and explains how you can make social selling a realistic option for your firm.

About Jonathan Baldock:With 10 years of experience at Linkedin serving customers like Accenture, JPMorgan Chase, Johnson & Johnson, PepsiCo, and IBM, Jonathan Baldock is highly skilled in social sharing best practices. He is the founder of Glimpse Social and works in an advisory role for SocialHP. Jonathan is an expert at social media recruitment, sales and marketing strategies. Connect with him on LinkedIn.

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Resource Links:

Learn how to boost your case count with Double Your Case Files Masterclass
Estate planning attorney? Get online leads and sales coaching with Seminar 2.0

Is business success inevitable if you pay your dues? And is just paying your dues enough?

To answer this question, we’re tearing down the walls and getting a bit vulnerable.

For all of our listeners who haven’t closed a client in weeks… For those who have just had to lay off staff… Or for anyone who has been crushing it, but are now seeing their momentum start to slow and are wondering if it was all just a fluke…

This one’s for you.

In our 100th episode special, we make the case that when you take a loss in business, you’re not really losing.

After going from $50k in debt to building a 7-figure agency, Jan Roos has learned a lot about what it means to preserve. Today, he shares his personal rock bottom story and what it taught him about paying dues.

Jan explores why some failures in business are necessary for long-term success. You’ll learn that the more you fail, the more likely you are to succeed — but terms and conditions do apply.

We explore what those conditions are in this episode.

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.

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Plaintiff attorneys: Understand how much their lawsuits are worth — without the steep costs of experts with EvenUp Law
Learn how to boost your case count with Double Your Case Files Masterclass
Estate planning attorney? Get online leads and sales coaching with Seminar 2.0

We’ve all seen the huge million dollar payouts advertised by personal injury attorneys.

While some plaintiff cases result in handsome settlements, it’s not necessarily the norm. For Americans who live paycheck-to-paycheck (about 40% of American families), affording a high-powered lawyer is out of reach.

To make matters worse, there aren’t many good options on the market for consumer litigation funding. And without a great attorney, a settlement may be meager at best or even non-existent.

Raymond Mieszaniec’s family experienced this situation firsthand. During his childhood, his father was in a catastrophic vehicle accident, leaving his father permanently disabled and his family financially stuck and unable to afford a great attorney.

Saam Mashhad, on the other hand, saw these situations play out from an outside perspective. During his time as a lawyer, he was startled by both the human and financial cost of not being able to afford a great attorney.

So Saam came up with an idea to make personal injury attorney services more accessible to more people. And when Raymond heard about Saam’s mission, they joined forces to co-found EvenUp Law.

In this week’s podcast, Saam Mashhad and Raymond Mieszaniec of EvenUp join us to discuss how their company is a game-changer for personal injury attorneys and plaintiffs, alike.

On the attorney side, they explain how their software helps attorneys generate demand packages and build up the value of the cases at a lower cost.

They also discuss how their platform allows consumers to get financing at a hyper-low rate, so more people can afford the legal help they need.

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

About Our Guests:Saam Maashad and Raymond Mieszaniec are the co-founders of EvenUp Law, which helps personal injury victims get justice, irrespective of their income, access to capital, or legal representation. Connect with Saam Mashhad on LinkedIn and Raymond Mieszaniec on LinkedIn.

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Improve your networking skills with FRETZIN
Learn how to set - and meet - internal sales goals with Double Your Case Files Masterclass
Estate planning attorney? Get online leads and sales coaching with Seminar 2.0

Time is money, especially when your hours are billable.

Growth-minded attorneys are constantly looking to increase billable hours, which means engaging in the right business development activities.

But in a noble profession like law, “sales” is often viewed as a four-letter word. Still, attorneys know they have to be able to sell themselves to clients, even if it’s indirectly.

When Steve Fretzin first started attending networking events, he saw how attorneys grappled to make the right connections by just “being out there.”

And if you’ve ever attended an event just to leave empty-handed and frustrated, you know the struggle is real.

Knowing that attorneys couldn’t afford to waste their time for long, Steve began to educate attorneys on how to make networking “work”.

With 20 years of coaching experience under his belt, he’s helped attorneys in all practice areas (from start-up solos to large firms) double or even triple their books. Today he’s sharing tips on how you can do the same.

In this week’s podcast, Steve Fretzin of FRETZIN, Inc joins us to discuss a very important question: What separates good networkers from bad networkers?

In this episode, we talk about the three types of people you’ll meet at networking events and how to identify them… Why most attorneys fail to build lasting and mutually beneficial relationships… And how you can implement effective processes to develop the right connections.

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

About Steve Fretzin:Steve Fretzin is a three-time author, host of BE THAT LAWYER Podcast, and top business development coach for attorneys. For the last 16 years, he has helped hundreds of attorneys to double or triple their books through highly engaging programs created specifically for attorneys to crush it in business development. At FRETZIN, he helps clients to BE THAT LAWYER– confident, organized, and a skilled rainmaker.

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Resource Links:

Learn how to close more online leads with our Double Your Case Files Masterclass
Estate planning attorney? Stretch your ad dollars further and get more clients with Seminar 2.0

Itching for new clients? If so, you’ve likely funneled some of your marketing dollars to ad giants like Google or Facebook.

Reaching an online audience today means partnering with these companies is a necessity. And as long as these platforms are a place where people spend their time, this will be the case.

So, like with any biz partnership, it’s a good idea to understand the other party’s motivations. But in the last few years alone, we’ve seen a lot of weird and confusing moves from these mega-platforms.

If you've ever wondered why your ads aren't getting results... or why your results are taking overtime, there's a chance it could be a direct result of these changes.

So, what’s a law firm to do? Are you doomed to pay more for worse results? Or is there a way you can stay on top of changes without wasting your marketing budget?

If you want to optimize your ad campaigns, you'll first have to understand how these companies "think."

In this week’s podcast, Jan Roos analyzes the major motivations behind companies like FB and Google.

In this episode, you'll get a better understanding of why these platforms operate the way they do. With this understanding, you'll be able to predict future changes and keep on top of your ad strategy.

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.

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Resource Links:

Check out LegalEase Marketing
Learn how to set - and meet - internal sales goals with Double Your Case Files Masterclass
Estate planning attorney? Stop sacrificing work-life balance and get more clients with Seminar 2.0

Jordan Ostroff takes pride in being a “lawyer with a life.” But it wasn’t always this way.

When Jordan first started out in his career, he wasn’t happy. In fact, he felt “totally miserable”.

He was working up to 80 hours a week and was severely in debt. He knew he needed to find a better way to achieve a work-life balance, but he didn’t know how to make his vision a reality.

It wasn’t until he started prioritizing his time, freedom, and flexibility, instead of money and revenue, that things really began to change.

Now, he runs both a successful law firm and a legal marketing firm. He also enjoys a lifestyle that gives him and his family the flexibility he always wanted — while earning a healthy income.

After facing many obstacles along the way, Jordan now shares how other lawyers can do the same.

In today’s episode, Jordan Ostroff of LegalEase Marketing and Jordan Ostroff Fl joins us to discuss how attorneys can build a successful business without sacrificing their personal lives.

We discuss why you must have an ideal client avatar… how to embrace your biggest mistake and learn from it… and why you should become an expert at something, instead of a jack of all trades. He also explains why firms need processes and effective delegation to be successful.

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

About Jordan Ostroff:Jordan’s life motto is that High Seas Raise All Boats and believes we are stronger together and we can make the world a better place. He helps lawyers and business owners organize, optimize and protect their companies. Jordan is the President of LegalEase Marketing and Managing Partner and CEO of Jordan Law Fl. He is also the Host of the Exhibit A(ttorneys) and Let's Get Up To Business Podcasts and Chair of Big Brothers Big Sisters of Central Florida. Connect with him on LinkedIn.

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Resource Links:

Check out theCaseFuel website
Get your copy of The Legal Marketing Fastlane

Today’s new episode kicks off with a bold claim: SEO thinking has become the default lens that most attorneys view legal marketing.

The problem? When SEO thinking seeps into other marketing domains, it can mean undesirable results.

Many attorneys rely on SEO to get found. Unfortunately, there’s a slim chance of ranking for high-volume terms like ‘personal injury attorney’ (at least without a huge budget). So many opt for long-tail keywords.

The hope is that many ultra-specific phrases will keep the organic traffic rolling in. In SEO, a long-tail mindset can work.

But having this same mindset in other marketing domains brings can tank results... and can lead to a wasted marketing budget.

In today’s episode, host Jan Roos discusses what makes up a "long-tail" mindset. He explores why this mindset doesn't work for two other popular marketing domains (hint: you've probably tried at least one of them).

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

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

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Resource Links:

Check out theCaseFuel website
Get your copy of The Legal Marketing Fastlane
Check out PILMMA
Listen to Grow Your Own Law Firm Podcast

Dubbed the "Millionaire Maker", legal OG Ken Hardison tells it like it is. With over 35 years of experience under his belt, he knows a thing or two about how to achieve success in the legal field.

By focusing on ‘closing the gaps’ that are common in many law firms, and by emphasizing client success, he built (and sold) two highly successful law practices. But he didn't stop there. He also created an organization that helps attorneys build their own successful practices. (And he also somehow found time to author five books along the way.)

If you desire to grow a more profitable firm, now is a perfect opportunity to learn from an industry expert.

While we cover a lot of ground, one thing is for sure: Ken drops tons of knowledge bombs in this 45-minute episode… And you’ll definitely want to take some notes while listening.

Today we'll discuss what Ken considers the number one gap in most law firms... why you should never compete on price... and why you should set behavior expectations for both clients and staff, plus much more. While he acknowledges that attorneys are trained to be skeptical, he reminds us that your clients are, too — and how to use that skepticism to your advantage.

Ken also reminds us that it’s not bragging if it’s telling the truth.

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

About Ken Hardison:Ken has fought for people’s rights as a trusted personal injury lawyer for more than 35 years. He built one of North Carolina’s most successful firms, Hardison & Cochran, and a successful Social Security disability firm, Carolina Disability Lawyers. Now, as founder and president of PILMMA, Ken devotes his time to helping attorneys build their own preeminent law practices with proven marketing strategies and management resources.

Ken has been recognized as one of the top 100 Trial Lawyers in North Carolina and is a member of the exclusive Million Dollar Advocates Forum. Ken is known as the “Millionaire Maker” due to his coaching clients doubling and quadrupling their law practices and income following Ken’s practice growing advice and insights.

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Resource Links:

Check out theCaseFuel website
Get your copy of The Legal Marketing Fastlane

“I felt like he was speaking another language...”

“It went over my head….”

“I don’t have a clue what she was talking about….”

“It got lost in translation...”

We all want to talk to someone who speaks our language. There are few things more painfully awkward than not being able to grasp what someone else is saying. Most of us avoid these uncomfortable conversations at all costs.

But for many attorneys, speaking their client’s language is easier said than done. They may feel like they’re speaking plain, clear-as-day English. But their clients or potential clients hear gibberish.

And it could be the reason attorneys hear potential clients say, ‘I’ll think about it…” so often at the end of consultations.

These attorneys are falling victim to a common bias — and it’s costing them business.

In today’s value-packed episode, Jan explores why overcoming this bias is a must for growing your firm. By the end of the episode, you may just rethink how you speak to your clients in the future.

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

About Our Host:Jan Roos is the CEO of CaseFuel agency, and he 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:

See what process can do for your firm with 28 FREE days of SweetProcess
Use code: LFGPOD for $100 off your first month of Smith.ai
Check out theCaseFuel website
Get your copy of The Legal Marketing Fastlane

A whopping two-thirds of people base their buying decision on how fast a business initially responds.

That’s nothing to sneeze at. But between call inquiries, chats, texts, emails, and Facebook messages, it’s tough to always be on the ball.

This rings true for law firms: over half of firms never respond to initial client outreach! It’s safe to say that’s a whole lotta missed opportunity.

And oftentimes, responsiveness boils down to capacity. If you’re running a small firm, you’ve likely struggled to juggle everything... And you've likely watched parts of your business suffer because of it.

But upping your responsiveness can transform your business. You can take on more clients, or just be choosier when the clients you work with.

If you're thinking, But how can I find the time? this episode is a must-listen.

Maddy Martin of Smith.ai knows what it takes to help a business grow. In today’s episode, she takes a deep dive into responsiveness and explains how it will give you a competitive edge.

She shares how automation and delegation can help you improve your intake — and free up your capacity at the same time.

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

About Maddy Martin:Maddy Martin is the head of growth and education at Smith.ai, which provides integrated communication services for small businesses, including their virtual receptionist & intake service, live website chat, and text answering. She has spent the last decade growing tech startups from New York to California and has expertise in digital marketing, lead conversion, email marketing, social media, SEO, affiliates, and event marketing (in-person and virtual).

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Resource Links:

See what process can do for your firm with 28 FREE days of SweetProcess
Check out theCaseFuel website
Get your copy of The Legal Marketing Fastlane

In a previous podcast, we explored the pitfalls of a common law firm business model (take a listen before diving into this episode, but here's the main takeaway: competing on price makes you a loser; differentiation is key).

What does bodybuilding and building a profitable law firm have in common?

This quote sums it up well: “Everybody wants to be a bodybuilder, but nobody wants to lift heavya** weights.”

Bodybuilder Ronnie Coleman was speaking about the dedication needed to succeed on stage, but this, too, can be applied to running a law firm.

Many attorneys want to scale their practice to the moon.

They want more clients, more profit and more time away from the office.

But it takes a lot of work to build a scalable law firm that offers up this type of money and freedom.

The sheer amount of hard work involved often stops firms in their tracks from even trying.

Because like bodybuilding, it takes a lot of heavy lifting to build a stand-out firm.

So, how can firms overcome the hurdles and discomfort of creating a highly-profitable firm — without losing motivation along the way?

Today, host Jan Roos discusses how to push through the uncomfortable feelings that come with business growth. He shares the 3 major battles firms can expect to face — and how to overcome them.

Resources Mentioned:

LFG Podcast Episode: From Process and Magic Statements to Running a Dream Practice With Todd Villarubia

About Our Host:Jan Roos is the CEO of CaseFuel agency, and he 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

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Why Your Firm Needs SOPs for Rapid Scale with Owen McGabResource Links:

See what process can do for your firm with 28 FREE days of SweetProcess
Check out theCaseFuel website
Get your copy of The Legal Marketing Fastlane

I want to 5x my clientele in the next year… I want to hit 7-figures in revenue before 2023….

If your goal is to scale your firm quickly, any new employees (permanent or outsourced) must be able to hit the ground running.

If you don’t see the results you want, you may think the issue lies within individuals.

In reality, the problem probably lies elsewhere...

Think back to the last time you hired someone new:

How fast were they able to tackle the duties of the job?
Was there a straightforward process for onboarding a new client? Or did they hit roadblocks along the way?

If so, your firm is likely experiencing growing pains - pains that will only amplify with rapid scaling...

But to avoid the most common problems that stunt growth and affect your bottom line, there is a solution you can put in place now.

Today, Owen McGab joins us to talk SOPs. He shares how his personal experience in the business world inspired him to create SweetProcess - and why firms need processes to scale.

While listening, you'll learn:

How to determine which SOPs your firm needs
Who should be responsible for creating them
How to perfect those processes so your business can scale with ease

About Owen McGab:Owen McGab is the CEO and Co-Founder of SweetProcess, an intuitive business process management software. SweetProcess empowers executives and employees to collaborate on processes and policies.

Resources Mentioned: * The Checklist Manifesto by Atul Gawande * The E-Myth by Michael E. Gerber * Built to Sell: Creating a Business That Can Thrive Without You by John Warrillow * The Goal: A Process of Ongoing Improvement by Eliyahu M. Goldratt * Work the System: The Simple Mechanics of Making More and Working Less by Sam Carptenter

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The Common Law Firm Model that is Almost Guaranteed to FailResource Links:

See what process can do for your firm with 28 FREE days of SweetProcess
Check out theCaseFuel website
Get your copy of The Legal Marketing Fastlane

As a consumer - what do you look for when you buy?

When it comes to choosing toothpaste, a plumber, a new smartwatch or something else…

It’s likely you’ll gravitate towards a product or service that combines decent quality with a fair price.

It’s a no-brainer.

We avoid overpaying for something we can get cheaper elsewhere. Except...

...when we have a compelling reason to spend more on a product.

We spend more for the promise of quality (think Apple). And we pay extra for the promise of a superior experience (staying at the Hilton vs. the Motel 8).

In other words, the promise of “better” is the key to profitability for many products and services.

Better is worth more.

And it should be no different with law firms.

In fact, if you want to survive in the long-term - your law firm must be better.

Today, host Jan Roos discusses why this common law firm model is attractive in the short-term - but can have devastating effects in the long-term.

Using real-world examples, he demonstrates the one thing firms can do now for future success.

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, which talks about PPC lead generation, a technique used to generate client leads for big and small practices

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Breaking the Burnout Cycle with Dr. Sharon GrossmanResource Links:

Check out theCaseFuel website
Get your copy of The Legal Marketing Fastlane

Sometimes it feels like work just keeps going and going.

Our homes are now our offices, and working from home means mentally we’re always at work.

So, if you found the past year particularly stressful - you’re not alone.

Google has seen a sharp rise in the search term ‘burnout’ as many of us are struggling to cope with our usual work responsibilities amidst a pandemic, among other things.

It’s probably no surprise that this risk of burnout is particularly high among lawyers…

Working long hours and working in high-pressure situations often equates to chronic stress.

With enough chronic stress, attorneys are left feeling overworked and tired.

Struggling to focus while carrying the heavy burden of mental exhaustion.

So they work more hours to get everything done, which just leads them further down the burnout cycle…

Again and again.

But what if you could break the burnout cycle without quitting or changing jobs?

Today, psychologist Dr. Sharon Grossman joins us to talk about how stress manifests itself into burnout and explores how to identify burnout from symptoms.

In this value-packed episode, Dr. Grossman talks us through the stages of burnout and explains how she uses mindfulness to help her clients escape the burnout trap.

About Dr. Sharon Grossman:Dr. Sharon Grossman is a Licensed Psychologist, Coach, and Speaker who specializes in working with lawyers, medical doctors, and other professionals in high-pressure careers.

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Resource Links:

See what process can do for your firm with 28 FREE days of SweetProcess
Check out theCaseFuel website
Get your copy of The Legal Marketing Fastlane

In business, we are always working to influence the decisions of others.

When you ask someone to become a client and sign on the dotted line, you present them with two options: Take the desired action (sign) or don’t.

Unfortunately, the highly-logical arguments you are trained to present to judges in court, won’t work with prospects the same way it does with judges and juries.

Humans are not logical creatures...

We seek pleasure and avoid pain.

So, how can you use this knowledge to influence others to take the action you want them to take?

Today, host Jan Roos explores how something as simple as the presentation of information can affect the decision-making process.

He shares how a few simple tweaks can improve your ability to positively influence the decisions of others - so you can master the art of influence.

About Our Host:Jan Roos is the CEO of CaseFuel agency, and he 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:

Sign up for a free account at trustnota.com
Visit theCaseFuel Website
Get your copy of The Legal Marketing Fastlane

On the pod, we usually talk offense (how to grow your business), but...

Today we’re talking defense and how to protect your firm.

Because all the marketing, intake and hiring you do as a firm won’t matter if you’re at risk of getting disbarred.

As you probably know, most states require lawyers to keep an IOLTA account.

Managing IOLTA accounts can get a bit hairy.

And if your recordkeeping leaves a lot to be desired, you could be at risk of getting audited - or worse.

Could smart tech be the solution?

In this week’s podcast, Paul Garibian, president of Nota, joins us to discuss how firms can take advantage of tech to make trust account management seamless and efficient, while also decreasing their compliance risk. He also shares why he thinks it’s important to work for a mission-driven business.

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

About Paul Garibian:Paul Garibian is the President of Nota, and has over 18+ years of experience in the fintech industry. Connect with Paul at paul@trustnota.com.

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)

The old saying goes, what you see is what you get.

If you feel negative one day, you’ll only see negative things around you - your staff is lazy, your marketing isn’t working or that every salesman is trying to pull one over on you.

If you’re feeling positive, you may actually notice the roses - and maybe even stop to smell them.

But is this adage true when applied to things like business success? Or is this just another woo-woo belief with no scientific backing?

If you hate woo-woo stuff, but can also accept the fact that some people benefit from it - this episode has an important takeaway for you.

Today, Jan dives into the psychological concept of information theory to explain that you really are in control of what you see - and your success can be determined by your perception of one key area.

In this woo-free discussion routed in psychology, you’ll see that the prover really does prove what the thinker thinks.

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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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)

We’ve heard the word brand so many times. You’ve gotta have a brand for your business. You gotta have A, B, C.

When we think of big companies like Southwest Airlines, Target and Starbucks, we know about their consumer brand - but what about their employee brand?

These companies are examples of organizations that have done a great job of cultivating a strong employee brand, aka a brand that employees want to work for.

And if you’re thinking to yourself, I’m a small business, why do I need to cultivate an employer brand?

Well, for one, you as a small firm are competing for the same top-talent as your larger competitors.

And to be able to sell yourself to talented individuals, you must be able to know who you are as a small business.

You already have a company culture whether you know it or not, and your culture could be hindering you from attracting and keeping the employees you want.

In this week’s podcast, Laura Toelhoek of Essential HR joins us to talk about how to run your human resources department like the big dogs, even if you’re a small firm, so you can attract and keep the employees you need.

In this podcast, Laura dives into the building blocks you need to build a good employee culture and the importance of having a structured employee development process for long-term success.

You’ll also get access to Laura’s brand-building checklist for small businesses.

About Laura:Laura Toelhoek is a Certified Human Resource Leader (CHRL) and the proprietor of

Essential HR. For the last 15 years, she has blended sound HR practices with her pragmatic

approach to improve business performance. She now leads a team of HR professionals that navigate complex HR situations with managers, help guide decisions, and instill confidence with actionable steps.

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

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)

If you’re a small or solo estate planning practice or elder law practice, this episode is a must-listen!

At Casefuel we’ve been able to master a lead generation process for our clients...

But when it comes to small and solo firms, we see them encountering the same problem again and again:

Lacking the time and resources needed to follow-up with new leads - aka the inability to make outbound calls.

So many turned to a third-party solution to bridge the gap… but struggled to get consistent results.

So we worked to create a better solution.

In this week’s podcast, Jan Roos explains why we created an ISA (independent sales associate) team and how hiring an appointment setter can be a godsend for small practices.

Jan discusses why you need a different technique for inbound and outbound calling, the main problems firms face when working with third-parties and how to make an ISA team work for your firm so you can continue to scale — up to a 10x improvement! — without hiring.

While listening, you’ll learn:

What an ISA team is
The problems with third-party solutions
Requirements for making the ISA process work

We’ll be talking about:

The process of inbound calling [2:11]
What leads require inbound calling? [2:37]
The story behind starting the ISA team [3:37]
The inconsistent results we got [5:00]
Making sure that the intake is all or nothing [6:54]
Making sure that all calls are recorded [7:56]
The importance of setting up an automated calendar [8:19]
Time kills all deals — the more availability you have, the sooner you’re gonna be able to schedule people [10:06]
Making sure there are certain things that the ISAs will never speak about [10:58]
Not giving legal advice
Not having pricing information on the call
What are the overall results [11:36]

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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Resource Links:

Sign up for the Law Firm Growth Summit today!
Listen to the Profit With Law Podcast

Whether the pandemic situation ends tomorrow or in a year, consumer behavior around hiring an attorney has changed and may never come back. With the New Year in full swing, many law firm owners like you are setting themselves up for success and this year more than ever there is an opportunity to change things to move up the ranks in their market.

Learn what's going on right now and learn about the upcoming Law Firm Growth Summit to set yourself up for success in 2021 and beyond!

About Moshe:Moshe Amsel is the host of the Profit with Law Podcast and the Law Firm Growth Summit. He helps law firm owners grow their practice with a focus on creating generational wealth.

Moshe has 20 years experience in the IT industry as a business executive. He has extensive experience in Sales and Marketing, having closed over $30 million in sales in a single year. He currently owns an accounting practice, DreamBuilder Financial, where he helps clients with business advisory and tax strategy services.

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Family Law Accelerator Website (https://www.flaccelerator.com/)

Want more leads?

Of course you do.

To get them, many firms and agencies will tell you to leverage online platforms like Google and Facebook.

And once those leads come in, how you should develop a solid intake process to encourage those prospects to move to the next level.

But what if there is a better way to grow your law firm by doing things a little differently?

In this week’s podcast, James Viola of Family Law Accelerator explains how he takes a different approach when it comes to leveraging leads and creating an effective intake process.

James discusses how you can grow your firm by leveraging LinkedIn and why you should use an automated intake process to increase your chances of success. While his agency mostly focuses on family law, he shares how these methods can work for any type of attorney.

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

We’ll be talking about:1. James on the success behind his program [01:42] 2. A bit of history and walkthrough on automated intake process [04:24] 3. How long does the automated intake process take [07:42] 4. Communication and engagement is also important to this process [11:32] 5. The experience that people have on using his program [15:38] 6. Being flexible during the sales process [19:21] 7. James on making LinkedIn work for attorneys [24:42] 8. Selecting a niche to sell on LinkedIn [24:44] 9. Set your profile as a customer base rather than a resume [28:04] 10. Being connected with clients in LinkedIn gives positive response rates [29:59] 11. Multichannel retargeting in LinkedIn [30:34] 12. The commonalities in leveraging LinkedIn and Facebook [32:22] 13. How James prospect in LinkedIn differently [33:00] 14. The best ways to get in touch with James [37:27]

About James:James Viola owns The Family Law Accelerator, an agency which helps family law practitioners to accelerate their law firms and practice. He currently runs a program that allows law firms to thrive by introducing them to an automated system that actively engages with new and existing clients.

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

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Tropical MBA Podcast (https://www.tropicalmba.com/)
Wealth of Nations by Adam Smith (https://www.amazon.com/Wealth-Nations-Adam-Smith/dp/1505577128)

If you want to grow your firm, you know you need to step up your marketing efforts.

But if you don’t have the know-how or the time to do it yourself, what should you do?

Some firms opt to hire in-house, while many others turn to outsourcing.

Marketing agencies can be a great option. And for good reason — they can provide a ton of value and often deliver results and outcomes beyond expectations.

But they don’t work for everyone…

In this week’s podcast, Jan Roos, founder of Casefuel, takes a look at the agency model and discusses where they fall short and where they excel.

He also discusses why it’s key to have a specific process to get predictable results, as well as the importance of time to results.

We’ll be talking about:1. The 2 reasons why you shouldn't hire an agency [01:10] 2. Don’t hire an agency when you don’t have the resources yet [01:31] 3. Going in-house also makes sense even if you have the resources to spend [03:52] 4. The benefits of working with an agency [05:01] 5. Leveraging the time spent to get an actual outcome [05:12] 6. Having a specific process that gives predictable results [06:36] 7. Shorter time to getting realistic outcomes [08:19] 8. Agencies are good at high value activities [10:22] 9. Domain expertise [11:52] 10. One last note [14:53]

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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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Upleveling Your Business Website (https://www.uplevelingyourbusiness.com/)

Want to grow a million-dollar-plus law practice?

If you’re like most attorneys, your answer is an enthusiastic, “Yes!” Which is typically followed immediately by:

“But I don’t know how...”

Some firms are able to set a goal and figure out the “how” later. It’s possible some just get lucky. A firm may score that one client that makes all the difference - but these firms are often the exception rather than the rule.

And if they do get lucky, what are the chances they could recreate their success a second time?

In this week’s podcast, special guest Kristen David of Upleveling Your Business, shares how she built and sold a 7-figure law firm — not just once, but multiple times.

In this episode, Kristen talks to how she developed a repeatable process for success. She discusses how she was able to break down one big goal into manageable pieces, and the importance of building the right systems to achieve your goals over and over again.

We’ll be talking about:1. Kristen talks about her living schedule and how she gets things done [01:16] 2. Law school doesn’t teach you about running a law firm [03:39] 3. Kristen’s 4 pillars of building a law firm [06:13] 4. Finance and marketing, the two key things you need to put in order [08:07] 5. Setting up for success and doubling down the line [10:36] 6. Points on hiring the right people [13:40] 7. Kristen’s journey and the lessons learned [16:54] 8. Cutting the bait on people that don’t work out [21:20] 9. Skills transfer process in your firm [24:28] 10. Drafting your firm's own manuals [27:34] 11. Kristen on selling her first law firm and building a new one [31:11]

About Kristen:Kristen David, a former trial lawyer and partner who went from working 85 hours a week and taking home way too little money in her law firm, built it up to a million-dollar-plus business, then sold her shares and pivoted into a business coach guru. Kristen is the owner of Upleveling your Business, a company that helps busy business owners build systems by implementing policies and procedures the Fast Track Way.

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

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Great by Choice book by Jim Collins (https://www.amazon.com/Great-Choice-Uncertainty-Luck-Why-Despite/dp/0062120999)

In my first-ever sales job, my sales manager used to tell me, “Never use the word cost.”

Instead he told me to always say “investment.” Cost essentially became a dirty word.

I didn’t think too much into it at the time - it seemed like a small distinction. All I knew is that it seemed to work in my sales calls.

But looking back, it had more to do with my success in business than I ever imagined

Many law firms try and fail to get their first ROI on marketing.

Unfortunately, many firms view marketing with a cost mentality. And these are the ones that don’t see a return. I see this failure as less of a coincidence and more of cause and effect relationship.

In today’s episode, we explore how your choice of words can have a big impact on your mindset. And when it comes to achieving ROI, your mindset is everything...

In this week’s podcast, Jan Roos, founder of Casefuel, argues that treating your marketing dollars as a cost — and not an investment — sets your firm up for failure. Jan breaks down these two mindsets and highlights the importance of adopting the right one for increased ROI.

We’ll be talking about:1. Unpacking and defining cost and investment [01:32] 2. Your success depends on how you judge cost between investment [2:59] 3. Treating investment as a cost sets you up to lose [05:43] 4. The weird metaphor of “The Battle of Stalingrad” [06:04] 5. The casualties of running an under resourced firm [07:14] 6. The cost mindset vs. investment mindset in marketing investment [07:32] 7. A closer look at the cost approach [08:16] 8. A closer look at the investment approach [09:16] 9. Your ROI in marketing [12:00] 10. Looking at a past investment as a cost is rare [12:09] 11. The postulate of not investing in things that are unproven [13:18] 12. You’re not gonna move forward if you’re waiting for an irrefutable proof [13:41] 13. How lose as little as possible to find out the wins [14:24] 14. You always get to choose what success is defined as [15:32]

About Our Jan: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.

See acast.com/privacy for privacy and opt-out information.

Great by Choice: Uncertainty, Chaos, and Luck--Why Some Thrive Despite Them All (Good to Great, 5)

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
AdvocateSEO Website (https://advocateseo.com/)
Check out Chris’ SEO training course material (https://sales.advocateseo.com/casefuel)

SEO has changed a lot in the last few years.

As a search engine, Google is smarter and more advanced now than ever before.

Which means the same old tactics that used to work for SEO won’t work anymore.

You’ve probably heard that getting on the first page of Google results is possible.

But of course, it takes some work. And consistency.

And… magic?

It all seems so complicated. At least that’s what some ‘SEO pros’ will tell you…

But with the right strategy, SEO can still be an effective (and relatively straightforward) tactic for law firms.

In this week’s podcast, Chris Walker of AdvocateSEO, who brings over 17 years of SEO experience to the table, breaks down what you need to know about SEO.

We delve into how to create a successful SEO strategy in 2020 and beyond.

In the podcast, Chris reminds us that the end goal of any firm’s SEO practices should be on par with Google’s goals.

While listening, you’ll learn:

What Google’s most important ranking factors are (and how to use them to get noticed)
Why you need to be an authority in your niche
The best SEO tools for content creation

Today’s podcast is packed with value that will help you grow your firm, so tune in now!

We’ll be talking about:1. What’s new in the Google algorithm [02:18] 2. Ranking topic-relevant websites [04:49] 3. Focus on authority than keyword density [07:34] 4. Google aims for good user experience [14:33] 5. The local and international approach [16:41] 6. Presence and effects of Google My Business [19:00] 7. Shifts of SEO in the legal business [22:10] 8. Invest for the right tools for content creation [24:14] 9. Audience engagement using alternative media [26:06] 10. Value content matches with research-driven clients [28:23] 11. AdvocateSEO’s SEO training course [30:20]

About Our Guest:Chris Walker is hailed as the number 1 executive to follow in the law firm SEO space. With his 17-years worth of expertise in the SEO business, Chris has seen small and big-time clients gain more profit through organic search traffic. Together with his company, AdvocateSEO, they provide services, such as search engine optimization, lead generation, and social media marketing among many others.

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

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)

Webinars have existed for more than ten years. It is a proven effective marketing tool when selling information products and services. But, as all tools do, it does not deliver the same results for all kinds of users.

Taking the experience of Ken as an example, we discuss on today’s episode, how webinars may not be beneficial for certain kinds of businesses. In today’s episode, we talk about how overexposure of your advertisement materials result in your consumers’ ad fatigue which eventually leads to low turnover of leads.

I’ll also discuss how a firm’s tools depend on its focus and revenue. As a matter of fact, certain practice areas gain more from webinars than others. Also, we’ll be touching on some trends and challenges for first-time webinar users and how to deal with them effectively.

Know more about our experience with webinars and the benefits we got from investing in it by listening to today’s podcast episode!

We’ll be talking about:1. The pitfall of Ken’s decision [01:52] 2. Existence and effectiveness of webinars [03:57] 3. Selling information product [04:35] 4. The challenge of ad fatigue [05:58] 5. Legal marketers face webinar problems [09:32] 6. Eugene Schwartz’ levels of awareness [10:29] 7. Good days and bad days lawyersneed different tools [11:16] 8. Revenue of firms per practice area [12:44] 9. Clients’ tendency to price shop [14:45] 10. Trend and challenges among first time webinar users [15:15] 11. Expensive cost per lead [15:45] 12. Trends with show rates [16:52] 13. Distractions and length of attention spans [18:18]

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.

See acast.com/privacy for privacy and opt-out information.

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Perform Law Website (https://www.performlaw.com/)

Do you have a rainmaker in your firm?

Or if you don’t like that word - someone who’s responsible for bringing in the lion’s share of new clients or high-ticket clients.

Sounds like a rainmaker is great to have, right?

Well… it’s not that simple.

Brian Kennel of Perform Law joins our podcast for a second time to make a case against the rainmaker mindset.

He argues putting too much emphasis on serving individual rainmakers can be a potential tumor for the firm and can actually limit business growth.

In this week’s podcast, Brian talks about the rainmaker mindset, how it can negatively affect overall growth and what you should do instead.

While listening, you’ll learn how to adopt a new mindset approach that encourages the overall growth of your firm. Bingo.

We’ll be covering a lot of ground in this episode, so tune in now!

We’ll be talking about: 1. Brian provides a bit of background about rainmakers and the firm [01:31 ] 2. Serving rainmakers can be a potential tumor for the firm [04:41 ] 3. The bad codependent relationship between rainmakers and the firm [06:48 ] 4. Steps on freeing yourself from these dynamics [08:57 ] 5. Branding in the legal practice [12:05 ] 6. Understanding what branding is [14:04 ] 7. Learning from how rainmakers brand themselves [18:10] 8. Transitioning from a rainmaker oriented firm into a collaborative one [21:37] 9. Implementing the system in your law firm [24:10] 10. Setting up your firm for content syndicating [26:52] 11. Removing triple threats in your system [31:04] 12. Adding value to your law firm with this system [34:08] 13. Bottom line, build a good team and stop relying on rainmakers [36:41]

About Brian: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:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)

It’s the most wonderful time of the year, isn’t it?

Thanksgiving, Christmas, NYE are on the horizon. The weather is colder, people are merrier and businesses are taking advantage of the season by taking some time off.

After all, holidays are usually a time when there’s less client intake, downturns usually happen, and incomes shrink.

Business owners think it’s probably not a great time to do business. So they hit “pause”.

But I’m here to tell you that’s not the case.

The holidays can be your shining opportunity to make it big this year. I’ll tell you why you shouldn’t hit pause on your business this holiday season.

In this week’s podcast, I’ll explain why you should keep your doors open while everyone else is taking a break. We’ll also cover some tactics that you can use to make the season worth your while.

We’ll be talking about:1. What’s with the holiday season [00:28] 2. Looking further back [01:15] 3. The mentality of seven figure businesses [01:53] 4. Why you should keep your doors open during holidays [03:38] 5. Holidays means more motivated clients and less competition [04:11] 6. A little bit of tactics of getting the goal line of these deals [04:53] 7. How to handle the classic holiday objection [05:11] 8. Leveraging clients into taking action [07:53] 9. Separating smokescreens and actual logistics problems [08:27] 10. Closing the deal with a proper follow up [09:08] 11. Putting all these things together [09:53]

About Jan: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.

See acast.com/privacy for privacy and opt-out information.

View Details

Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Download your free copy of Small Steps Manifesto (https://smallstepsgrowprofits.com/manifesto-confirmation/)
Contact Tony through his website (MeetTonyG.com)

Have you exhausted all of your legal marketing efforts and resources but still couldn’t find any method that improves your client intake? Well, maybe it’s high time to think outside the box and check out what’s working for other industries.

This week, learn how you can be different from the rest of the competition with Small Business Growth Strategist Tony Guarnaccia. Find out more about what you can do when you are strained for resources, and also learn how you can overcome the global financial crisis happening today!

Break the mold with your marketing strategies by tuning in to this episode now!

We’ll be talking about:1. Tony’s background from e-commerce to marketing [00:47] 2. What makes this crisis different from the previous ones [02:04] 3. Roadblocks that people meet when trying to overcome the crisis [04:23] 4. Are there resource constraints in law firms? [07:24] 5. How to make the right decisions when there are resource constraints [08:33] 6. Six factors that can grow any organization [11:00] 7. How law firms can get more referrals [13:32] 8. What gets people to open an email [15:27] 9. Focus on the problem being solved and not the industry/company solving it [18:09] 10. Tony’s favorite influencers [21:26] 11. How people can get through a cash crunch [23:20] 12. The nitty-gritty of Big Fish Results [25:00] 13. How people can make the best out of this crisis [27:33]

About Our Guest:Being in the marketing industry for over 20 years, Tony Guarnaccia has become the best growth strategist in his field. He is the Founder and Owner of Big Fish Results, a digital marketing agency that helps small businesses grow and succeed. Starting out as an E-Commerce Cake Shop, he has then grown his company, serving large-scale businesses and Fortune 500 companies such as Microsoft and IBM.

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

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)

Game theory is fundamental in the field of economics as it keeps track of how players or elements interact with one another in particular situations. This model is also extremely useful in consumer services.

In today’s episode, we will talk about the importance of acknowledging the fact that every service provider is part of a large competition. We will also discuss the presence of game theory in the process of raking in clients and how a certain way of thinking is going to affect our overall approach towards a possible client.

Intrigued about how an economic concept fits right into growing the network of a law firm? Listen to today’s episode now.

We’ll be talking about:1. An auction in consumer services [00:58] 2. Consumers are the auctioneers [02:15] 3. Acknowledge that you are in a game [04:26] 4. Blackjack assumption [04:41] 5. How to stand out in the field [07:14] 6. Focusing on serving a niche market [08:43]

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.

See acast.com/privacy for privacy and opt-out information.

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Lawvex Website (https://lawvex.com/)
Can You Sell Your Law Practice? With Roy Ginsburg (https://shows.acast.com/the-law-firm-growth-podcast/episodes/can-you-sell-your-law-practice-with-roy-ginsburg)

Intake strategies vary for every type of service. And promoting your law firm’s services can be quite challenging, especially when it comes to tracking down leads and converting them to actual clients.

In today’s episode, we will discuss how Lawvex successfully came up with a holy grail marketing strategy and how it affected the growth of their business. Together with Gary Winter and Rikki Walther, we will discuss the company’s philosophy when it comes to reaching out to their prospects and how they take care of their referrals.

If you are looking for ways to build your law firm’s reach and network, you can learn a thing or two from today’s episode. Tune in today!

We’ll be talking about:

Prioritizing intake as a priority for the law firm [01:32]
Tracking major stages [04:45]
Beginning of the marketing process [07:05]
What to look out for in cold calls [10:28]
Process after the initial call until the office visitation [16:12]
Major traffic drivers for Lawvex [18:13]
Dealing with tire kickers [24:31]
Price leaders, market rates, or premium? [27:42]
Why does Lawvex stand out with its organizational structure? [29:17]
The non-traditional set-up attracts partners in [34:12]
A salable law practice is a healthy law practice [35:38]
Lawvex’s philosophy for follow-ups and no-shows [37:36]
Handling objections in achieving close rates [40:40]
Consultation framework [43:19]
Lawvex’s focus on a referral system [45:52]

About Our Guest:

Gary Winter is the CEO of Lawvex. Winter is a lawyer by profession but with Lawvex, he focuses on handling the business side of the company. He founded Lawvex with a premise that law should be less frustrating for clients, lawyers, and staff.

Rikki Walther is an experienced intake coordinator of Lawvex. With an educational background of paralegal studies, Walther fits right in with Lawvex. She is responsible for the initial contact and follow-up of the client. With her work in the front lines, she is one of the main pillars of the marketing strategies of Lawvex.

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

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)

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.

See acast.com/privacy for privacy and opt-out information.

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Resource Links:

Visit the LEX Reception Website (https://www.lexreception.com/)
Learn more about Calendly
Connect with Jonathan Feniak on LinkedIn
Growth-minded firm owner? Join our Facebook group and get access to the Close Your Next Consultation training
Estate planning attorney? Supercharge your firm growth online with Seminar 2.0

Is it really possible to run a fully automated, fully remote law practice without compromising some of its most important aspects?

Lawyers need to be good at building rapport with their clients, and that’s easy when you get to meet clients face-to-face. But building rapport and trying to win clients over the phone is a different story. In this day and age, plus given the situation we are in right now, most people would rather do transactions at home without the need to commute and becoming fully automated may just be what your practice needs. You might be surprised to find out how much traction you can gain by doing so!

Today, we’ll learn about how you can scale your practice by automating your process with Partner of Colorado Online Attorney and Cloud Peak Law Group, Jonathan N. Feniak. We’ll also talk about what you can do to avoid the tricky trap of scope creep.

Let’s take a deep dive into going virtual with your law practice. Tune in to this episode now!

We’ll be talking about:1. The nitty-gritty of Colorado Online Attorney, PLLC [00:44] 2. Why they chose to tap into registered agent services [02:44] 3. Ranking high in the search results without paying for it [07:49] 4. How to become a price leader and avoid scope creep [12:56] 5. Fully automating their process to improve client intake [19:22] 6. What the customer experience looks like in that client intake process [23:27] 7. Do you have to be a rainmaker to work in a fully automated environment? [29:37] 8. What’s next for Colorado Online Attorney, PLLC [34:08] 9. Who can reach out to Jonathan [38:33]

About Our Guest:Jonathan N. Feniak is a Partner at Cloud Law Peak Group and its subsidiary, Colorado Online Attorney. He has a wide array of experiences including corporations, estate planning, limited partnerships, real estate, etc. Based in Denver, Colorado, he has also co-founded the Colorado Investment Group which has been in business for more than 11 years.

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

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Get access to our free intake course—Double Your Case Files (https://contact.casefuel.com/double-your-case-files/)

Every law firm gets prospects who call and ask us how much you offer for your service and then disappear without a trace. As confusing as it is, we can’t help but ask ourselves, “Is there any way these calls can be anything but a waste of time??”

It’s tough to keep answering phone calls from price shoppers and not get anything from them. But by framing the right questions, you’ll be getting those prospects to open up to you in no time.

Today is a special episode as I answer a question from one of our listeners that many may have been thinking about but few really know how to address: dealing with price shoppers. In this episode, you’ll learn what to say to your prospects and how to say it that will set your practice apart from the rest of the competition.

Capture and convert that cold lead by tuning in to this episode!

We’ll be talking about:1. The first step to do when dealing with price shoppers [02:04] 2. Why consumers and prospects price shop [02:59] 3. A great way to differentiate is to bank on empathy [06:31] 4. How to handle your prospect’s price objections [08:31] 5. Asking questions to qualify, recommend, and empathize [11:39]

Price Objection Handling Script:“So I’ll give you a classic attorney answer and say, it depends. Ultimately, we really want to get the right plan for the right person. So, do you mind if I ask you a few questions about your situation so I can let you know what I think would be the best for you?

Do you own a house or property? Do you have any minor children? Are you married? Do you have a second marriage? Do you have any children from a prior marriage? Are you self-employed? Or do you own a business?”

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.

See acast.com/privacy for privacy and opt-out information.

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Resource Links:

Law Office of Russell D. Knight - Chicago, IL (https://rdklegal.com/)
Law Office of Russell D. Knight - Naples, FL (https://divorceattorneynaplesfl.com/)
Want to Close Your Next Consultation? Get access to the masterclass by joining our Facebook group
Estate planning attorney? Supercharge your firm growth online with Seminar 2.0

In today’s legal industry where everyone else seems to be doing the same thing to gain traction in the market, what else can you do to stand out and outperform your competitors?

Nowadays, law firms make use of traditional lead generation methods to gain more clients. They either tap into lead generation services, reach their audiences through paid advertising, or get referrals from friends, families, and previous clients. However, if every other attorney in the next mile is doing exactly the same thing as you, chances are, you’ll either perform in exactly the same way as small law firms or perform poorly when big practices are present in the area.

Did you know that you can do something different to be well-known in the community?

Russell Knight from RDK Legal shares with us how he was able to top the family law search results in both Chicago and Florida. We’ll also be hearing his interesting story about how he got into the practice and what catapulted him into the success story that he is today.

Choose to be different today than be part of the normal tomorrow.

We’ll be talking about:1. Why Russell got into law and content creation [00:45] 2. Dominating the family law online market [03:51] 3. Experimenting with social media marketing [05:10] 4. Russell’s process in content creation [07:01] 5. Russell’s average number of clients per week [09:49] 6. Maximizing semantic keyword research to appear on top of the search results [12:08] 7. The power of backlinks in increasing website traffic [15:55] 8. Exploring alternative content marketing [17:38] 9. Can multilingualism help you serve different markets with the same strategy? [19:18] 10. The role of writing in honing critical thinking skills [21:25] 11. How to outdo do your competitors in content marketing [24:19] 12. Russell’s advice to other lawyers on content creation [25:31]

About Our Guest:Starting his journey as a computer programmer, Russell Knight found his calling in family law. Working in a small law firm, he decided to move away from it and start his own practice, becoming a premier firm in the Chicago area specializing in family law, divorce, child support, and child custody. Continuing to grow his business for the next decade, he had extended his practice all the way to Naples, Florida. He also writes legal content twice a week and enjoys researching family law topics in both Chicago and Florida.

You can get in touch with Russel through his email.

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

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Principles by Ray Dalio (https://www.amazon.com/Principles-Life-Work-Ray-Dalio/dp/1501124021)

Is enhancing your marketing campaign all it takes to solve your client intake issues?

A lot of attorneys subscribe to the idea that marketing is the panacea to any lead conversion issues their firms may meet. But when they set their plans into motion, they unearth problems they never knew they had in the first place! Alarming, it may be, but is it a bad thing? Or a good thing?

A life without problems is simply time moving forward. You can either let those problems cripple you, or use it to your advantage. And today, that's what we're here to discuss as we talk about problems your law firm may encounter and more!

If you're interested in taking a mindset shift around your law firm's problems, then grab your pens and take notes as you tune in to this episode!

We’ll be talking about:1. Is it okay for clients to run into problems when they start? [00:28] 2. Most problems clients have stem from client intake [02:53] 3. There’s always a “next problem,” but they get more lucrative to solve [04:04] 4. Getting signed clients is a step-by-step process that has to be well-thought-of [05:26] 5. Why don’t we see more practices earning 7 figures and up? [07:19] 6. Know that the problems are out there, expect that they’re coming [08:32]

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.

See acast.com/privacy for privacy and opt-out information.

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Radical Candor by Kim Scott (https://amzn.to/3iz4St6)
The Four Agreements by Don Miguel Ruiz (https://amzn.to/2E0YrQm)
Solo by Choice by Carolyn Elefant (https://amzn.to/3iBFWRy)
Join the Lawyer Mom Summit this coming September 30th for $39 only (https://lawyermomownersummit.com/)
Join the Associate Academy live event by Maximum Lawyer (https://maximumlawyer.com/associateacademy/)

Like most other businesses, law firms did not see the pandemic coming. Many law practices were forced to cut back on expenses, leaving so many paralegals, associates, and other legal professionals jobless. With everything that’s going on, growing your business sometimes sounds all too hopeless!

While increasing your employee headcount amidst a pandemic sounds counterintuitive, some enterprising practice owners have been able to use it as an opportunity to scale. So what can you do to ensure your practice’s growth even in the heat of a global crisis?

We’ll find out today as Elise Buie, Founder of Elise Buie Family Law Group, shares with us how her big shift into the remote workspace in 2015 made a compounding effect on her practice 5 years later. We also talk about the importance of getting the right people to work with as well as the importance of building rapport in a remote setting.

Don’t let a crisis go to waste. Tune in to this episode!

We’ll be talking about:1. Starting a virtual law firm before it even became a thing [00:57] 2. Scaling a business in the midst of a pandemic through systems and teamwork [04:04] 3. Finding the right people to work with [07:04] 4. Has the demand for Family Law changed during the pandemic? [09:24] 5. Putting solutions at the front and center to create a positive impact on her practice [12:59] 6. How systems have further improved her law firm’s process [15:34] 7. Going completely remote since 2015 [19:20] 8. What Elise uses for employee assessments [22:04] 9. Building rapport and maintaining culture with employees working remotely [23:39] 10. Elise’s inspiration on how she became a great leader [30:01] 11. Elise’s advice to law business startups [34:05]

About Our Guest:Being in the law business for more than 5 years, Elise Buie is continually advocating for children’s best interest in high-conflict divorce situations. She is the owner of the Elise Buie Family Law Group based in the Greater Seattle Area. Her decision to go virtual when she started her practice has proved to be a great one and she has since continued to scale her business, helping both paralegals and clients along the way.

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

See acast.com/privacy for privacy and opt-out information.

Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity

Solo by Choice, Second Edition: How to Be the Lawyer You Always Wanted to Be

The Four Agreements: A Practical Guide to Personal Freedom (A Toltec Wisdom Book)

View Details

Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Check out the Perpetual Traffic Podcast (https://www.digitalmarketer.com/podcast/perpetual-traffic/)

When entering a new domain, going to the top of the food chain for advice is usually the right thing to do. But what if the experts you’re following are playing a completely different game?

When trying to run ads, many attorneys fall into the misconception that bigger advertisers make better decisions. However, the challenges we’ve had to overcome for attorney campaigns we’ve run were not what we expected to find, and they go far beyond shelling out money just to reach your target audience.

Today, I’ll be busting three misconceptions around Facebook ads to help you increase your client base and ultimately drive revenue to your practice.

Cut back on those unnecessary spending and tune in to this episode.

We’ll be talking about:1. Top advice from white-shoe law firms may not be relevant to you [00:55] 2. Point #1: Switch focus, forget about targeting [02:19] 3. Point #2: Facebook data is so good it overwhelms the fundamentals [06:54] 4. Point #3: Frequency is the killer; Creativity is king [11:17] 5. What makes CaseFuel’s Facebook marketing strategy exceptional [15:25]

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.

See acast.com/privacy for privacy and opt-out information.

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

Resource Links:

Listen to the Student Loan Planner Podcast on iTunes, Stitcher or Spotify
Check out the Student Loan Planner Website
Estate planning attorney? Plug into a proven system for consistent revenue with Seminar 2.0

Having student loans is an inevitability that most Americans, and almost every newly minted JD, will face. But it doesn’t have to spell the end of your dream practice if you know how to work around it.

Setting up shop while trying to pay off their loans is a massive financial burden that no one would want to deal with. As a result, people often postpone their dreams, get married, have kids, and then one day, realize that they’re nowhere near their initial goal. Well, that doesn’t necessarily have to be your reality, too.

Today, we’ll find out how you can manage to pay off your law school debt without having to kill your dreams with Travis Hornsby, a CFA professional and Founder of Student Loan Planner. We’ll help you change your perspective on student loans and discuss how you can start working on your practice even if you’re fresh out of law school.

Take one step closer to your goals by tuning in to this episode now.

We’ll be talking about:1. Average law school student loan situation [01:04] 2. Viewing student loans as a tax can positively impact people’s mental health [04:16] 3. The tools that affect the student loan system are here but are just not obvious [06:36] 4. Should I wait for my student loans to be paid off? [09:35] 5. Don’t abandon your niche and goals [12:11] 6. To get to your goals, you need to have sufficient velocity [14:03] 7. Saving money is not counted as a deduction from your income [17:18] 8. Loan forgiveness programs have become more generous over time [18:24] 9. Have a loan plan that takes your life goals into account [22:40] 10. There are a lot of tax filing strategies and loopholes you can use [25:03]

About Our Guest:Travis Hornsby started off as a bond trader and saw potential in the student loan planning business in October 2016. He is the Chief Student Loan Planner at Student Loan Planning. Being a Chartered Financial Analyst and an experience Excel programmer, he has created a model where people can pay off their student loans while saving money at the same time.

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

See acast.com/privacy for privacy and opt-out information.

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)

Most of you might wonder why people always go back to martial arts despite getting sprains and muscle tears a couple of times. After all, when looking at it from an observer’s perspective, having multiple fractures and passing out on the ring seems pretty painful, not to mention traumatic.

However, what most people don’t realize is that martial arts is not just about broken bones or winning matches. It’s about picking up some valuable lessons along the way, coming up with the best techniques, and harnessing them to boost your business strategies in an ever-changing environment.

In this week’s podcast episode, I’m here to share with you the important lessons that I have learned while training with the Michael Jordan of Brazilian Jiu-Jitsu, Marcelo Garcia, and how you can use them to improve your marketing tactics.

Refine your strategies by tuning in to this episode now!

We’ll be talking about:1. Lesson #1: You either win or you learn [03:10] 2. Lesson #2: We all have the same time [06:34] 3. Lesson #3: Play to your strengths [11:26] 4. Lesson #4: Focus on the fundamentals [13:58] 5. Lesson #5: Extra help is the biggest shortcut [17:56] 6. Lesson #6: Active learning is much more powerful than a data dump [21:11] 7. Lesson #7: Masters don’t need a game plan, but everyone else does [25:10]

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.

See acast.com/privacy for privacy and opt-out information.

View Details

Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
The 22 Immutable Laws of Marketing by Al Ries and Jack Trout (https://amzn.to/2Y7NLGA)
Automatic Outreach Website (https://automaticoutreach.com/)

There are bad lawyers, and there are good ones. But does doing well in the legal market really just involve skills and expertise?

You can be the best lawyer in the world and not have a single client walking through your door. Conversely, you can be an average joe and score yourself tons of them. So what is it about some practices that make them do better than others?

The secret will be revealed today as we talk with Brant Scheifler, Founder of Automatic Outreach, about the fishing analogy, why you should also prioritize client acquisition, what the three Ms of marketing are, and what they mean to your practice.

Tune in to this episode and start hooking the right clients!

We’ll be talking about:1. A little story about fishing [01:00] 2. The link between fishing and marketing [03:49] 3. What got Brant into marketing [06:35] 4. Small business owners focus on their trade and not client acquisition [10:29] 5. People tend to think tactic instead of strategy [15:31] 6. Most are not sure who their ideal client is [19:09] 7. Small businesses tend to emulate big brands [22:40] 8. Be cautious of who you delegate your firm’s marketing decisions to [24:12] 9. Never skip drilling down on your marketing strategy [26:27] 10. The more resources you allocate, the better the outcome [28:09] 11. Every marketing test needs measurement [30:00] 12. The three Ms of marketing [31:30] 13. Find out what makes your practice unique [33:09] 14. Choose your media after you’ve figured out your market and message [36:20] 15. The combination lock metaphor [37:56]

About Our Guest:Brant Schlieffer is the Founder of Automatic Outreach, a team of SEO experts who have helped companies increase their profits exponentially. Based in North Carolina, people from all over the United States have reached out to him for his online marketing expertise.

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

See acast.com/privacy for privacy and opt-out information.

The 22 Immutable Laws of Marketing: Violate Them at Your Own Risk

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Get access to our free intake course - Double Your Case Files (contact.casefuel.com/double-your-case-files/)

It’s no mystery that high-quality leads make easily closed deals. But sometimes what’s easy for right now can make it more difficult when it’s time to scale your business.

More often than not, small practices avoid “low-quality” leads in pursuit of “high-quality” ones that have better conversion rates. But oddly enough, big practices in the same practice area investing in the same marketing channels as small ones can build their business on leads that a small firm would toss out. What is the big secret?

In today’s podcast episode, we’ll help clear the fog on the bizarre mysteries surrounding leads and how you can use it to make client intake better.

Let yourself in on the secret by tuning in to this episode now.

We’ll be talking about:1. The principles of commitment and scarcity [02:34] 2. Why referrals work [04:30] 3. The disadvantage of high commitment, low scarcity channels [07:38] 4. What makes the trust and estate planning practice issues unique [09:30] 5. The pros and cons of going early into the customer journey [11:10] 6. The biggest firms deal with lower quality leads than smaller firms [13:51] 7. Don’t wish it was easier; wish you were better [16:37] 8. The funnel-hacking death spiral [18:34] 9. Stop looking for high-quality leads [24:00]

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.

See acast.com/privacy for privacy and opt-out information.

View Details

Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Grab a copy of “The Money Map for Lawyers” (https://get.newlawbusinessmodel.com/ua-mini-money-map)

You must be thinking to yourself, “I’m not one of the biggest players in town and therefore, I should only charge this much.” But do you really have to sell yourself short?

We spend too much time in our practice that we fail to realize the positive impact that we are making in the community and the importance of what we do to our clients’ lives. However, in order to play on the same field as the big names in the law industry, you should understand that you are definitely worth more than just a signature on the paper.

In this week’s podcast episode, Ali Katz joins us to discuss current issues in traditional estate planning, how to make sure you don’t devalue your services, and how to determine the kind of direction you want your practice to take in order to live the practice of your dreams.

Level up your practice today by tuning in to this episode!!

We’ll be talking about:

The law industry in the first wave of the pandemic [01:06]
What makes it easy for some lawyers to transition to virtual consultations [03:23]
You have to understand your worth as a trusted advisor [05:49]
The issue with traditional estate planning process [08:57]
Lawyers need to find value in the service they’re providing [11:23]
Commitment is necessary for transitioning outside your practice area [15:00]
Helping people see estate planning for what it truly is [19:04]
How to convey the price of your service to your clients [21:21]
The biggest challenge in systemization [26:06]
Avoid marketing for your competition [28:43]
Before you can sell your services, you have to sell yourself [31:54]
Determining your practices’ direction through the three practice models [33:38]
To have a 7-figure law practice, you need to know how to manage your financials [38:31]
You can have anything you want, just not everything you want at the same time [40:22]
Success means to have enough time, energy, and attention [42:12]
Deliberate on what you want [44:14]
Get back to your why [47:03]
The next step to making a difference in your client’s lives [47:44]

About Our Guest:

Ali Katz is the CEO of Eyes Wide Open Life. She is also the founder and CEO of New Law Business Model, a company that assists lawyers in identifying what the next step should be for their practice depending on where they want it to be using three different practice models. Being in the business for more than ten years, she has helped many practices build the practices of their dreams.

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

See acast.com/privacy for privacy and opt-out information.

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Resource Links:

Visual Reference to the model referenced in the episode: http://casefuel.com/index.php/2020/08/03/visuals-ep-59-frame-control-and-closing-the-deal/
CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)

We often think of closing sales as something hardcore, complicated, and aggressive. But does that really hold true most of the time?

The key to closing sales calls is by making your clients feel comfortable in the conversation. And the key to steering that conversation towards comfort is by being in control. So how do you make sure to maintain control?

That’s what we’re here to find out in this episode as we talk about why you need to help your clients make the best legal decisions and how to direct your clients towards those decisions.

Grow your close rates exponentially by tuning in to this episode now.

We’ll be talking about:1. The essence of having a strategy for selling [03:34] 2. Clients don’t know what they don’t know [04:01] 3. Do the right thing for your client [05:56] 4. People will throw out false objections [07:25] 5. Framing the ideal call [08:23] 6. The four-quadrant axis [10:00] 7. Comfort vs discomfort [11:40] 8. It’s easier to stay in control, it’s tough to get it back [14:39] 9. Volunteering information is a double-edged sword [16:12]

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.

See acast.com/privacy for privacy and opt-out information.

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Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Get access to our free intake course - Double Your Case Files (contact.casefuel.com/double-your-case-files/)
Connect with Adam Collins through LinkedIn (https://www.linkedin.com/in/adam-collins-commercialre/)
Reach out to Adam through his email (acollins@mgaco.com)

As 2020 has passed its half-year mark, COVID continues to wreak havoc and a lot of people are forced to come up with creative solutions to adapt to the situation. The commercial real estate, specifically, has been severely affected by the pandemic. After all, who wants to pay rent for office space that they are not occupying?

In these times when we need to make the most out of our under-utilized rent and office space, we need key people who can best negotiate our lease terms and conditions for us, and make critical real estate decisions. Now, who else best fits the description other than your real estate broker?

In this week’s podcast episode, Adam Collins, managing director of MGA, joins us to discuss the commercial real estate market, what their clients’ current situations are, and what measures are taken to ensure safety in the workplace as the world is slowly getting back on its feet.

Gain incredible insight into commercial real estate during a global crisis by listening to this episode now!

We’ll be talking about:1. The year 2020 for Adam Collins [00:58] 2. MGA’s clients and their situations [03:27] 3. Your landlord is your business partner [05:45] 4. You gotta give a little to get a little [07:22] 5. The future of mortgages in the US [09:52] 6. Getting back to work during a pandemic [12:24] 7. Making meetings and collaborations happen at work and remotely [14:04] 8. Precautionary measures taken by clients and tenants [16:15] 9. The effect of the pandemic on co-working situations [19:29] 10. Timing the commercial real estate market [22:29]

About Our Guest:

Adam Collins is the Managing Director of MGA, a real estate consultancy that specializes in tenant representation. He helps clients make the most flexible lease terms that’ll help their clients save money all while getting the office space they want and need.

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

See acast.com/privacy for privacy and opt-out information.

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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 our free intake course - Double Your Case Files (contact.casefuel.com/double-your-case-files/)
Crushing Chaos with Allison Williams Podcast Episode (https://shows.acast.com/the-law-firm-growth-podcast/episodes/crushing-chaos-with-allison-williams)
Estate planning attorney? Plug into a proven system for consistent revenue with Seminar 2.0

When trying to make a lot of money for your practice, it only makes sense to accept whoever walks in the door, right?

That couldn’t be more wrong. Ironically, in an effort to make more money, you’re actually setting yourself up to lose more money. At the end of the month, you’ll only manage to pay your bills by the skin of your teeth. And that vicious cycle of scarcity can go on and on unless you decide to break it.

Stop selling yourself short and join me in today’s podcast as we talk about the abundance mindset and how you can use that to push yourself back to the virtuous cycle.

Break yourself free and set yourself up for abundance by listening to this episode.

We’ll be talking about:

The Matthew Effect [01:21]
The vicious cycles of scarcity and abundance [02:17]
Momentum can push you towards to the top of to the bottom [05:23]
The essence of niching [06:04]
The burning dopamine [07:11]
Why it’s important to raise your rates [08:42]
What makes niching effective [11:09]
Size only matters if you’re competing on the same dimensions [12:54]
Intelligently reinvest in people, process, and marketing [13:30]
When you have abundance, you’re able to make suitable decisions [15:14]

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.

See acast.com/privacy for privacy and opt-out information.

View Details

Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Contact Jan Roos (contact.casefuel.com/double-your-case-files/)

Your front line intake staff can be your biggest asset or your worst nightmare. But it’s pretty easy to know which is which, right?

When you ask an employee if they have your business’ best interest at heart, most of the time you’ll hear “Yes.” After all, what employee would want their source of income to fail? However, that’s not always true.

Between having to work overtime to chase leads and eating dinner with their family, people will always choose to spend their valuable time with their family. Whether or not your firm gets five more clients, they’ll still be getting the same paycheck as they did last month. But do you think they’ll still be thinking that way if you start giving out incentives?

Join me in today’s podcast episode as we get inside your intake staff’s head and learn how to find and empower A-players and transform your intake staff into your secret weapon!

We’ll be talking about:

Why you should prioritize your intake staff [00:54]
What makes bad intake staff bad [01:43]
The lifer: Choosing between work and life [01:57]
The inner workings of a lifer [03:48]
Aligning incentives [07:02]
The power of call recording [09:38]
The keener: The people-pleaser [11:17]
The benefits of aligning incentives [13:10]

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.

See acast.com/privacy for privacy and opt-out information.

View Details

Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)
Beyond Counsel, LLC Website (https://beyondcounsel.io/)
JDKatz Attorneys at Law Website (https://www.jdkatz.com/)

For most practices, facing your clients personally is a necessity—booking appointments, making presentations, taking case notes. While all this was possible before the pandemic, the dynamics have certainly changed after it.

Documenting was challenging enough before the pandemic even began. You have to customize each and every case note to create a personalized feel to it despite being so time-consuming. Imagine how hard it only got after the pandemic. Well, what if there is a way for you to kill two birds with one stone? How?

Automation.

In today’s podcast episode, we have Jeff Katz from JDKatz Attorneys at Law to discuss with us the compounding effect of automation and how it can make your job as a lawyer so much easier, especially during the pandemic.

Tune in to today’s episode and prepare to be amazed.

We’ll be talking about:

The essence of creating a process of systems in scaling your business [01:24]
How the customized approach to practices is stopping lawyers from creating systems [03:33]
The catalyst that got Jeff to start creating these processes and systems [06:20]
The compounding effect of automation in law firms [08:23]
Finding the right staff [11:16]
How automation improves client intake: His philosophy on follows-up [13:00]
The inspiration behind BeyondCounsel [18:48]
Jeff’s advice to aspiring lawyers: Great systems and great marketing plan go hand in hand [22:45]
The best marketing strategy: accessibility [24:21]
Closing clients virtually: Adapting to today’s situation [28:02]
Virtual appointments after the pandemic? The future of Jeff’s practice [31:12]

About Our Guest:

Jeff Katz is the managing partner of JDKatz Attorneys at Law. He is also the co-founder of Beyond Counsel, LLC dedicated to helping private practices improve their processes and systems. His success as a tax and business attorney has grown exponentially over the years and is devoted to evolving his practice to better suit the client’s needs.

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

See acast.com/privacy for privacy and opt-out information.

View Details

Resource Links:

CaseFuel Website (http://casefuel.com/)
Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)

Google makes its money from online advertisers. So it’s safe to assume the changes they make will benefit advertisers. Right?

It turns out that isn’t always the case. While the big platforms do need to maintain a good advertiser experience overall, occasionally decisions are made where individual advertisers are thrown under the bus in changes that are likely to move the stock price up.

You have to break a few eggs to make an omelette, so to speak. But with the right knowledge you can make sure your shell stays intact!

Is Google really looking out for the little guy? Join me in today’s podcast as we dive into the dark side of Google AdWords.

We’ll be talking about:

Revisiting “Legal Marketing Fastlane” [00:30]
Google AdWords and its search traffic changes: It’s just business [00:58]
Facebook and its acquisitions as a platform for selling impressions [04:16]
Notes on working with Google from the Legal Marketing Fastlane [07:07]
Why Google is not looking out for the little guy [07:55]
The issues with Google’s Search Network and landing pages [08:35]
Why the “Search Network with Display Select” setting is not the best campaign setting there is [10:26]

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.

See acast.com/privacy for privacy and opt-out information.

View Details

Resource Links:

CaseFuel Website (http://casefuel.com/)
Get a free copy of “Legal Marketing Fastlane” (http://legalmarketingfast.com/product/the-legal-marketing-fastlane/)
Profit with Law Podcast (https://www.profitwithlaw.com/blog/)
Get access to a 1-day summit on scaling your law business using info products (https://www.profitwithlaw.com/hiddenrevenue)
Get the free 8-part series on growing an online business with James Wedmore (https://www.profitwithlaw.com/videoseries)

Billable hours is the accepted and widely known way for law firms to make money. In essence, lawyers are being paid for their time. However, this way of making money puts a limit on the revenue a firm can make.

Online businesses have become widespread in our time. Adapting this platform into the law industry opens up opportunities for firms to scale without putting in more hours.

Today, we have a repeat guest, Moshe Amsel, who talks about pushing the boundaries in the industry, the digital information courses lawyers can create, and their benefits. We also talk a bit about the gray areas surrounding advertising and ethics, plus more.

Learn how you can create more business for your firm by tuning in to this episode.

We’ll be talking about:

His mission to push the boundaries in the law industry [00:41]
Examples of information products lawyers can provide [03:29]
Two lawyers already selling their own information products [10:53]
Overcoming the price barrier and getting referrals as benefits [14:23]
Working around the gray area involving advertising and rules of conduct [18:08]
The best way to get started on the business of information products [24:56]

About Our Guest:

Moshe Amsel is the host of the Profit with Law podcast. He is also running the Law Firm Growth Summit, which is a virtual conference where 30+ law firm experts share their insights and strategies for growing and profiting from your law firm business.

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

See acast.com/privacy for privacy and opt-out information.

View Details

Resource Links:

CaseFuel Website (http://casefuel.com/)
Get a free copy of “Legal Marketing Fastlane” (http://legalmarketingfast.com/product/the-legal-marketing-fastlane/)
Jaclyn Foster Paralegal Services Website (https://www.jf-paralegalservices.com/)
“The 4-Hour Workweek” by Tim Ferriss (https://www.amazon.com/4-Hour-Workweek-Escape-Live-Anywhere/dp/0307465357)

The Coronavirus pandemic has certainly brought to light the need for changes in the workplace. People are now evaluating the nature of their work and how remote work plays into this.

For some, remote work or freelance work is a space that’s all too familiar. It is where they have built a stable position in and where they thrive. Our guest today is one such example.

Today, we chat with Jaclyn Foster, owner of Jaclyn Foster Paralegal Services, about how she got into providing senior level freelance paralegal services, the cost savings she offers, and impact her work has done in the legal space.

If you’ve been considering making a shift towards remote work then this episode is worth the listen.

We’ll be talking about:

The path that led to Jaclyn filling a gap in the industry [01:16]
Where people generally find freelance paralegals [06:19]
The benefit Jaclyn offers with short-term and long-term work [07:31]
What makes senior paralegals take part-time work [11:10]
The shift towards more freelance or remote work [14:01]
How Jaclyn makes herself accessible to her clients [16:07]
Three things to get started in a similar business[18:23]
The cost savings: her company vs a full-time employee [21:47]
A case where she helped an attorney file a motion he had no experience in [31:14]

About Our Guest:

Jaclyn Foster is the owner of Jaclyn Foster Paralegal Services. Her company serves small law firms and solo practitioners by offering freelance paralegal services. She has helped multiple firms across the nation, including freelancing for a Supreme Court candidate.

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

See acast.com/privacy for privacy and opt-out information.

The 4-Hour Workweek: Escape 9-5, Live Anywhere, and Join the New Rich

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One of the biggest differences we've seen in the most successful firms we work with compared to newer firms is the speed at which they move forward. My theory on this has to do with procrastination, the fear of failure and the fear of not knowing what do do next. I go over a framework for overcoming procrastination for yourself as well as how to address it in your staff and even in your clients.

See acast.com/privacy for privacy and opt-out information.

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Did you know that 70% of lottery winners end up broke within a year? Most attorneys have seen clients come upon a windfall - some lose it and some don't. What if your marketing was the same way? We go into how fear of success can sabotage your growth efforts and what you might be able to do about it.

See acast.com/privacy for privacy and opt-out information.

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Have you ever thought about your exit plan? When the time comes, more people than you think end up flipping the sign over to "closed" without even seen what might be possible for selling their practice. The good news is it can be done - but the challenge is that selling a law practice is very different than selling almost any business out there. We sit down with law firm exit strategist Roy Ginsburg to talk about the options you might have when the time comes.

See acast.com/privacy for privacy and opt-out information.

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When's the last time you heard no? Great negotiators will generally be upset when the first offer is expected because it means they could have asked for more. But most attorneys (often times great negotiators themselves) will do everything possible to avoid hearing "no" in their marketing because it's what we're hard wired to do. Here is a quick mindset that can get the mental "monkey" off your back and get you into a place where you're billing more money to more clients.

See acast.com/privacy for privacy and opt-out information.

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Did you ever wonder why things are the way they are in the legal profession? Mike Whelan has studied and written about how precedents set in the last 100 years have, for better or for worse, informed how every law firm from solo practice to white shoe behemoth is expected to behave today.

In a time of change as the nation works through the pandemic, we go into what you might expect on the other side and specific strategies to come out on top.

Law Firm Growth Podcast: Recent Episodes

Jan Roos - Legal Marketing Expert, Author, and Speaker