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062: Your Law Firm Marketing Sucks Because You Aren’t Saying No To the Right Things

When You Choose One Law Firm Marketing Activity You Are Saying No To Another As an estate planning attorney I tend to hang out with financial planners a lot. What makes that interesting is when we talk about business and what’s working for each of us the answers are completely different. The financial services industry is so heavily regulated they don’t have any choice but to pound the pavement and find new clients. We have it much easier and can use tools like the internet, direct mail, and pretty much anything else we can think of to attract new clients. But, even though we have a lot of choices, we can still flounder about if we are making the wrong choices. Case in point. I don’t really go to happy hours anymore. I don’t sponsor events. I don’t go to events unless I’m genuinely interested in what’s going on there (no “networking” events for sure). The reason I’ve started saying […]

061: How To Avoid Distraction, Frustration And Fear When Starting Your Law Firm

How To Avoid Distraction, Frustration, and Fear When Starting Your Law Firm If you’re anything like me you have a big problem. You have really big goals and you want to accomplish them really fast. You have a great plan for getting there (if you don’t then you should jump on this free training) but you are having trouble staying focused and motivated. There is a tendency for you to work hard on something for a couple of days or weeks and then lose focus and look for the next big thing to do or new tactics to implement. I used to be the same way. And then I had a mindset shift that changed all of that. I learned about the difference between lead indicators and lag indicators. Lag indicators are those big goals that we all have. Make $X dollars this year or this quarter. Sign up so many new law firm clients. And on and on. The […]

060: The ONLY Way To Market Your Law Firm

Stop Leg Humping And Start Leading. I’m in a mastermind group with a bunch of business owners making any where from $30K to $500K PER MONTH. All we talk about is sales and marketing and the mindset required to get to where you want to go. The other day we were in a group call and we were talking about leg humping. Do you know what that is? It’s the process of chasing around potential clients and hounding them until you beat them into submission (signing up with you) or scare them away. In the group we were talking about how to stop doing that. The main way to stop doing that is to realize and believe and ACT like every person that walks into your door is just one of many who will be walking in in the future. No one client is so important that they MUST sign up. We then went on to discuss that the easiest […]

059: How Much Time Should You Spend ‘On’ Your Law Firm

If you are looking for the answer to the question posed in the podcast you’re going to have to listen to the podcast… When I ask people how their business is going they usually say “okay.” Then I ask them “what’s your biggest challenge?” and they tell me “I’m working in my business too much instead of on my business.” Sounds great in theory and it’s really catchy, but it’s bullshit. Here are 10 ways you can get more time to work on your law firm instead of in it: 1. Stop answering your phone. 2. Stop booking meetings without Acuity Scheduling. 3. Get off of Facebook (and everything else). 4. Stop listening and start doing. 5. No more research. 6. Bill flat fee/contingency OR raise your rates (or both) 7. Close your email. 8. Turn off notifications. 9. If it doesn’t help your law firm, don’t do it. 10. Stop being a baby and get to work. The fact […]

058: Three Reasons You Won’t Accomplish Your Law Firm Goals in 2017

You will probably not reach your law firm business goals in 2017 Yep, I said it. I don’t believe you will. And there are three reasons for that. Here they are. You Don’t Write Your Goals Down When I started my law firm way back in the day I had goals. I just wanted to get some clients. That was it. And I didn’t really accomplish what I was trying to do because I didn’t get clear and write down exactly what I was going after. My guess is that you don’t either. Now, though, I take it one step further. I don’t just write down my goals and look at them throughout the quarter. I rewrite my goals every day. It’s one of the reasons I’ve been so successful. And your failing to do it is one of the reasons you’re going to fail. You Have Fake Goals I can’t tell you how many people I talk to that […]

057: Preparing For The Next Economic Crash

The world moves in cycles. Every up has a down. We’ve been up for a long time (7-10 years) and we’re due for a down cycle. Is your law firm ready for a crash? After this it will be. Here are three ways to prepare for the pending economic downturn. 1. Perfect Your Systems Efficient systems ensure a few different things. First, they ensure a great working environment. Second, they ensure a great customer experience. Third, they ensure a steady flow of clients to your law firm day after day. These three truths operate in reality whether times are good or bad. The better your client and marketing systems are, the more equipped your law firm will be to handle a crash. 2. Create A War Chest There is nothing safer and more comforting than cash. Cash pays the bills. Cash keeps employees around. And cash gives you the freedom to make rational decisions when things aren’t going well. I’m […]

056: Law Firm Owners with Coaches Go Faster

There are two ways to get successful at it. [1] Try and fail. Try and fail. Try and fail. Try and succeed. The downside to this method is that the try and fail cycle can last an extremely long time. You can’t be sure if you’re on the right track. You can’t see the roadblock ahead. All learning is experiential. [2] Get a coach and go fast. LeBron James has a coach. Jordan Spieth has a coach. I have a coach. My coaches have coaches. The reason for this is simple. Coaches help you go fast. They can see your blind spots. They’ve seen people where you want to be and have experienced those people getting there. They know the trials and tribulations you are going to face and know how to help you navigate them so you can face them and beat them without having to try and fail time and time again. If you are tired of spinning […]

055: Advice for Law School Students Starting a Law Firm

There are a couple of people in the Building a Law Firm Facebook group (if you aren’t in there yet what are you doing?!) that are law school students thinking about opening their law firms right out of school. There are whole bunch of limiting beliefs that come with that, and if you pile on some bad advice it could be a recipe for disaster. So I thought I’d drop some knowledge for you today and tell you what I’d do if I were a law school student starting a law firm. Pick a Niche Niches get riches. Experts get paid. Handymen work until they die. That’s it. If you want to be a handyman, stuck on the treadmill of life, then be my guest. If you want to win, pick a niche. And if you’re not sure what you want to do because you’re a law school student starting a law firm there’s an easy solution – while you […]

054: Law Firms Are Like Mexican Restaurants

How many heart surgeons do you know that also do brain surgery? How many Mexican restaurants also serve Italian food? Not very many. And certainly not the good ones. Then why do you think it’s okay to have three or four different practice areas with your law firm? When starting a law firm it is so easy to fall into the multiple practice area trap. You have no money. You have no clients. And you want a lot of both. Someone calls you and needs help with something. You feel like you have to say yes so you can eat. It’s this scarcity mindset that will wreak havoc on you for the rest of your days, prevent you from charging the fees that you deserve and working with the clients you want. Picking isn’t tough. There is no right answer. You just choose. And from that moment on you are that type of lawyer. Do you have the guts to […]

053: Your Unique Competitive Advantage

We all know how important it is for a law firm owner to have a unique competitive advantage. We sit and we think about what that can be. And then we think some more. And eventually we all come up with the same ideas: Experience Price Results Process The problem is that the fact that all of these are the same things everyone else comes up with automatically knocks it out of the unique competitive advantage category. Everyone racing after those things makes everyone blend right back in together. Your Unique Competitive Advantage is YOU Oddly (and amazingly), enough, your unique competitive advantage is sitting right in front of you. You might not see it right now. You might be scared shitless to let it out. But your unique competitive advantage is YOU. There is no one else like you. No one with your style. No one with your philosophy. No one with your approach. The sooner you come to […]
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