Month: January 2015

What Matters When You're Trying to Build a Personal Brand?

One of the greatest sources of leverage you can have as a lawyer, whether an associate in a law firm, a partner in a law firm, a law firm owner, or even in an of counsel relationship, is your personal brand. For example, picture this conversation: yeah, you should buy diazepam no prescription canada hire me (partner with me, etc.) because I’m a really good attorney. I work hard and know the law really well. Vs. this conversation: yeah, you should hire me because I can guarantee you I can bring in $50K in business every month. I have strategic relationships with x, y, and z, and I have people reaching out to me on a daily basis for help. One has a strong personal brand and one does not. Listen to Gary Vaynerchuck tell you how that’s done: Gary speaks from experience. If you want success, you’ve got to do the work.

Don't lie.

I was in trial today for a DUI. It was a pretty run of the mill case. No breath test. No field sobriety tests. The trooper is the only witness. The entire case for the prosecution rests on his testimony. And I’d had him in trial before and thought he was pretty good on the stand. And then this happened. Me: You wrote a report in this case? Trooper: Yes. Me: Did you read it? Trooper: Yes. Me: See anything you want to add or change? Trooper: Yes. Me: Yes? This case is FIVE years old. There’s something new you want to add? Trooper: Yes. Me: Okay, what do you want to add? Trooper: I remember finding something in the car. Two things actually. Me: And this information isn’t anywhere in your report? No pictures? No impound report? Trooper: No. Me: I don’t want to know what that is. Moving on… (Later) Prosecutor: So, what did you find in the […]

What do you want your potential clients to do?

We all know that one of the first things we should do when we start a law firm is to get a website. So we do just that. We get sucked into some Lexis deal or some Findlaw deal where they promise to make you the law firm website of your dreams. And when they finally get it up for you to see it looks pretty good. And then nothing happens. You wait by the phone for it to ring. You wait for people to fill out your online form, and nothing happens. Why? Every great law firm website has a strong call to action The crazy thing about us as humans is we love to be told what to do. Our number one fear is making a decision. We would rather sit around and do nothing than make a wrong decision.

How to make your work as good as your ambitions.

Here’s the thing about lawyering. When we start, we suck at it. There is no one that starts of being amazing. A lot of getting better is learning through the school of hard knocks. That’s why they call what we do a “practice.” Thought that was explained really well by Ira Glass in this video. And, if you don’t have high standards like this for yourself, maybe you should ask yourself “why not?”

ABC’s of Law Firm Marketing with Thom Singer (lfmm 087)

In this week’s podcast I talk to Thom Singer, professional speaker and law firm marketing expert. We talk about his secrets to success, a few of the ABC’s of law firm marketing, and the secret to getting new clients. Enjoy! [leadplayer_vid id=”54C495CD9C0FC”] Resources Thom on Twitter The ABC’s of Entrepreneurs

The problem with goal setting.

Today, as I’m writing this, is January 24, 2015. I have a confession to make – I’m already behind on my goals. And I’m not talking about just a little bit behind. I’m WAY behind. “How can this happen?”, I ask myself. “How can I be behind so far already?” The more I think about it, the more I realize I fell into one of the classic traps of goal setting – I let the sexiness of setting the goals cloud the fact that I actually had to do the work.

Who is Your Ideal Client?

I spend a lot of time thinking about, and adjusting, who my ideal client is. Know why I do this? Because if you can pin down who your ideal client is, it allows everything else to fall into place. Let me give you an example to show you what I mean. One of the LFC members in our private Facebook group asked the group the other day where he should spend $300 he had laying around for marketing his practice. He wanted to know if he should use google ads or do something else. Before I could answer I needed to know who exactly what his practice area was, and then I needed to know precisely who his ideal client was. Then I could answer his question pretty easily. For example, if he’d said, “I’m a DUI attorney and my ideal client is a 30 year old professional with no criminal history who is scared about losing their driver’s license […]

Julie Helmrich | Overcoming Fear (LFMM 086)

Everyone suffers from fear. Even the top performers, major rainmakers, and gurus experience fear. What separates them from you is that they have incorporated strategies into their lives to overcome fear. And that’s what Julie is here to talk about today. The Cheat Sheet What are three strategies for overcoming fear? How to work a room the right way. What separates great performers from average ones. Whether or not it’s possible to go from average to great. And so much more… [leadplayer_vid id=”54B4248ED3FAD”] I know how important it is to get my name out there to people that can send me business. And I know how receptive people generally are to meeting me. So why do I still find myself, from time to time, circling the block around a the office of the meeting I have trying to pump myself up to go through the door? That’s what Julie Helmrich is here to talk to us about today. She’s a […]

Are You Concentrating on the Right Thing?

My law clerk is taking a class this semester on starting a law firm. We meet once a month to chat and catch up, and when he told me this I couldn’t help but be interested. This week someone came to speak to the class about starting a law firm the right way. She was a “successful” law firm owner and wanted to give some tidbits to the class about how to do things the right way. Guess what she talked about the whole time? Insurance Office space Accounting software File storage Guess what she spent no time on? Getting clients. Stop worrying about everything else and start doing everything you can to get clients. Once that happens you can figure the rest out. And, if you are talking to someone that claims to know something about how to start a law firm and they don’t start with getting clients, run the other way. If you are struggling, if you […]

Must Read Law Firm Marketing Books of 2015 (part 3)

If you missed part 1 of this series, click here. If you missed part 2, click here. Over time, as my firm began to grow and become more successful, I started putting more money into the bank. We were having $20,000 months, then $30,000 months, then $40,000 month, but something funny was happening. We weren’t making any more money. What I mean is, it seemed like at the end of every month I’d look at the bank balance and we’d be right where we were when we started. That made no sense, particularly when we had a big month, but it was true. Then I read this must read law firm marketing book and not only did I gain an invaluable perspective on where the money was going, I implemented a system to put more of it in my pocket. Must Read Law Firm Marketing Book: Profit First by Mike Michalowicz This book takes a completely different perspective on managing […]
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