Category: Networking

AOL 146: Law Firm Coaching Friday – Estate Planning Law Firm Advantages; Marketing an Estate Planning Law Firm; Subscription Legal Services; and Alexis Neely Estate Planning Programs

This is the first of what I hope to be MANY free law firm coaching Friday’s, where I hop on Facebook Live and answer all of your law firm questions (and anything else you want to ask). First things first, mark your calendar for Fridays at 10:30 a.m. Pacific time – that’s when this bad boy is going down (most of the time). Second, if you don’t have time to go live but still want to ask a question, hit me up at chris at and put “question” in the subject line. I’ll read your question and answer it right there. Third, there is no third! Listen to the show – it’s a good one! Fourth, okay, there is something. These are the topics covered: Estate Planning Law Firm Advantages Marketing an Estate Planning Law firm; Subscription Legal Services; Alexis Neely Estate Planning Programs; and Much Much More! Cheers, Christopher Small P.S. Tired of hope marketing for your law […]

AOL 142: Five Reasons Your Law Firm Will Fail

On this episode I talk about the five reasons your law firm will fail (or, read another way – do the opposite of what I’m talking about to have a successful law firm). I was sitting at my desk today thinking about what to talk to you about today and it dawned on me – I haven’t done a motivational talk in a while! And what better way to motivate you than to tell you why your law firm will fail. Don’t believe me? I don’t know what the statistic is on business failure as a whole, but I’ve talked to a lot of law firm owners and I can tell you a majority of them (over 80%) are struggling to just make ends meet. Why is this? Why is it so darn difficult to create a successful law firm? Here are the five reasons your law firm will fail: You will focus on the wrong things You will build […]

AOL 138: Five Common Networking Mistakes (And How to Fix Them)

I’ve made a lot of networking mistakes in my career. I started off owning my law firm thinking networking was a joke I did it so bad. But then I started hanging out with some people who’s entire businesses were built on networking. And they were putting a million dollars in their pockets every year. That got my attention, so I took another look at networking and immediately realized the reason it wasn’t working for me was that I was doing it all wrong. So I fixed it, built my own six-figure law firm on the backbone of networking in under 4 months, and want to share with you my five biggest networking mistakes. Here they are: Not Looking for Value From Them Poor Follow Up Your Pool is Too Small Not Clear On What You Do No Plan If that list resonates with you and you want some help correcting those networking mistakes, listen to the podcast. Oh, and […]

AOL 119: Law Firm Networking Basics

Networking seems to be something we all know we should be doing but very few actually execute on. I believe this to be true because I, for a long time, fell into the category of someone that wanted to network but was kind of frozen by the nuts and bolts of how to do it well. When I started my new estate planning law firm I knew I couldn’t hide anymore. So I put together a system and started implementing it. The results have been really good so far. Because I know it’s such a tough hill to climb yet so powerful if executed, I thought I’d spend today’s podcast episode breaking down what I believe to be the basics of law firm networking. Enjoy! Cheers, Christopher Small P.S. – curious about what I do on a daily basis to create and build my successful law firm? Now you can find out first hand (and steal some of my secrets). […]

AOL 109: Successful Law Firm Networking with Ben Quarmby

Today’s guest is a partner and trial lawyer at MoloLamken in New York City whose practice focuses on business litigation and intellectual property disputes. But he is so much more than that. He is a form big law attorney who 6 years ago broke away with some colleagues to start a boutique litigation practice. We talked a lot about networking, marketing, and having the guts to go out on your own and chase your dreams. We talked a lot about breaking into competitive markets and creating contacts with people that can send you business. We talked about the four networking categories you must focus in: Lunches/coffee; Joining organizations; Speaking; and Writing articles and distributing them. Successful law firm networking isn’t about passing out business cards. It’s about creating relationships. Listen to the show to learn how. Show Resources Book rec: The Lawyer’s Field Guide to Effective Business Development Ben Quarmby Cheers, Christopher Small P.S. – curious about what I do […]

AOL 108: Five Things I've Learned From Starting an Estate Planning Law Firm

I’ve been doing a little reflecting this week about what I’ve learned so far in this journey of starting an estate planning law firm (or essentially starting one). If you didn’t know, I’m now officially a Bellevue estate planning attorney (yes, it’s a shameless plug), and I’m working my ass off to get this thing off the ground. Over the past several weeks I’ve already learned a lot about the business, and now I want to share it with you (as always, if you want to get the inside scoop you actually have to listen to the podcast). 1. In some ways starting a law firm from scratch is easier than starting something that’s already been established. The firm I’m “starting” is already several years old. I equate some of the stuff I’m trying to do to be the equivalent of trying to turn an aircraft carrier. 2. In some ways starting from something that’s already been established is easier […]

Want to Get More Law Firm Clients? Follow up.

I was having a chat with my buddy the other day and I was talking about how interesting it was now that I’m an estate planning lawyer. What is interesting is that I am not having trouble creating leads for business. The trouble is coming from getting people to actually pull the trigger. And let me be clear here real quick. These aren’t people that are saying no. In fact, they are saying yes. They just aren’t taking the next steps in the process. They still answer my calls. They still respond to my emails. They simply have no urgency to take action. The Power of Follow Up for Law Firm Clients My buddy, who is in the financial industry, completely felt my pain. And he answered my question with three words: Relentless follow up. “There was a study done some time ago that found that in situation like yours and mine where the thing to be done was important […]

AOL 107: How to Start a Law Firm with Authentic Networking with Itzik Amiel

Today’s guest is a lawyer, though that’s not exactly where his focus is today. He is an international professional speaker and considered one of the leading authorities on networking and relations capital. He is the author of The Attention Switch, a book on networking, and is the founder of The Power Networking Academy. But that’s not it. He is also the founder of EyeRon Group, the leading global expansion company. He is Itzik Amiel! How to Start a Law Firm with Authentic Networking We all know we should be networking but we don’t always know what that means. Today, I exposed some of those unknowns and I hope I was able to clear the fog on what networking should be and how you should approach it to have fun and get results. When you are thinking about how to start a law firm networking has to be on your mind. It is one of the fastest ways to get clients […]

AOL 100: 5 Ways to Start a Law Firm Fast

We made it to episode 100! I’m not doing anything special for this, because I think I’m the only one that cares about this milestone. All I ask is that you leave a comment below and tell me how the show has helped you. Today’s topic is one I am near and dear to. It is the reason I started this website, this podcast, and everything else associated with The Art of Lawyering. To start a law firm fast you only need a few basic foundational elements. I’m going to give you those today. 5 Ways to Start a Law Firm Fast Here are the ways: Network your butt off; Create a strong web presence; Create a strong sales funnel; Focus on what matters; and Get help. As always, if you want to know what each of these really means, you need to listen to the episode. Also, if you want to know what “fast” means, you’ve got to listen […]

Is Law School Preparing You to Find a Job as a Lawyer?

I saw this great post from Seth Godin the other day and it immediately got me to thinking about law school graduates and the way they approach finding and getting a job. Here’s the post No Direction Home (it’s a short one): There are millions of college seniors beginning their job search in earnest. And many of them are using the skills they’ve been rewarded for in the past: Writing applications; Being judged on visible metrics; Showing up at the official (placement) office; Doing well on the assignments; Paying attention to deadlines, but waiting until the last minute, why not; Getting picked; and Fitting in. The thing is, whether you’re a newly graduating senior (in hundreds of thousands of dollars of debt) or a middle-aged, experienced knowledge worker looking for a new job, what the best gigs want to know is: Can you show me a history of generous, talented, extraordinary side projects? Have you ever been so passionate about […]
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