Grow Your Law Firm

Latest Episodes:

Creating a Lean Law Firm, with Dave Maxfield Jun 11, 2021

Show notes

Creating a Lean Law Firm, with Dave Maxfield

Dave Maxfield runs a boutique consumer protection practice in Columbia, South Carolina, representing consumers in cases against banks, credit reporting agencies, and insurance companies. He's the four-time chairman of the Consumer Law section of the S.C. Bar, Past President of the 1900 member Richland County Bar, and Adjunct Professor at the University of South Carolina School of Law. A self-described Systems Geek, Dave is a four-time ABA Techshow speaker. In 2018, Dave and Larry Port wrote the ABAs bestseller The Lean Law Firm to translate Lean practices from companies like Toyota and Intel into a simple, month-by-month template that law firms can use to become more profitable.

What you'll learn about in this episode:

What it means to be a "lean" law firm
How to evaluate your firm's systems and processes
The most common bottleneck areas in law firms
The importance and value of improving the time on desk of your cases
What the income formula is and how to use it
The key metrics to monitor to track your lean firm progress
Why it is important that a law firm's systems be visual
Thinking about your firm as a closed system

Resources:

Website: www.consumerlawsc.com
Websiie: www.leanlawfirmbook.com
Website: www.thelawyerproject.com
Facebook: https://www.facebook.com/ConsumerLawSC
Twitter: https://twitter.com/ConsumerLawSC
LinkedIn: https://www.linkedin.com/in/dave-maxfield-871159/
Email: chuck@thetransformation.company

Additional Resources:

PILMMA's Super Summit https://learn.pilmma.org/pilmma-super-summit-2021
The Mastermind Effect: https://www.pilmma.org/the-mastermind-effect/
PILMMA's free Coronavirus Survival Kit: www.pilmma.org/free-resources/

PILMMA Join Page: https://learn.pilmma.org/join-pilmma

The ABCs of KPIs, with Dr. Shawn A. Noble Jun 04, 2021

Show notes

The ABCs of KPIs, with Dr. Shawn A. Noble

Dr. Shawn A Noble leads the group and offers over 20 years of exploring human behavior in over 30 industries. His background in Cognitive Psychology, with an emphasis on Judgment & Decision Making, has allowed him to help several Fortune 100 companies gain a richer understanding of customer needs and apply those insights to create innovative solutions.

Dr. Noble is a Certified Customer Experience Professional with extensive training, from top schools like Stanford and Northwestern, and experience in the following areas:

Creative Problem Solving
Strategic Planning
Business Model Canvas
Blue Ocean Strategy
Innovation
Marketing Research
Journey Mapping
Analytics (including Big Data)
Segmentation and Targeting
Marketing Communications
Social Media
Ideation
Design Thinking
Six Sigma
Lean Methods
Change Management
Training and Development
Product and Service Development
Portfolio Management

He partners with other colleagues with similar backgrounds to provide you with extensive value for your organization.

What you'll learn about in this episode:

What is a KPI
The history of KPIs
Do you have the right KPIs and are you using them correctly
What a SMARTT KPI is
Should you incentivize - the pros and cons
The 5 steps to determining great KPIs
Why you should know your Net Promoter Score
How to align and assign KPIs in your law firm
The 5 KPIs essential to most firms
Lagging indicators vs. leading indicators

Resources:

Website: https://www.thenobleconsultinggroup.com/
LinkedIn: www.linkedin.com/in/shawn-noble-phd-52203b65
Facebook: https://www.facebook.com/thenobleconsult
Twitter: https://twitter.com/TheNobleConsult
Email: shawn@thenobleconsultinggroup.com

Additional Resources:

PILMMA's Super Summit https://learn.pilmma.org/pilmma-super-summit-2021
The Mastermind Effect: https://www.pilmma.org/the-mastermind-effect/
PILMMA's free Coronavirus Survival Kit: www.pilmma.org/free-resources/
PILMMA Join Page: https://pilmma.kartra.com/page/join-pilmma

The Vital Metrics You Need to Assess Your Law Firm's Health, with Chad Dudley May 28, 2021

Show notes

The Vital Metrics You Need to Assess Your Law Firm's Health, with Chad Dudley

In 2009, Chad founded Dudley DeBosier Injury Lawyers with partners Steven DeBosier and James Peltier. Chad continuously fights for injured people and brings a vast knowledge of automobile accidents, personal injuries, toxic torts, securities litigation, and class action lawsuits to the legal team. His management and leadership skills help make Dudley DeBosier operate efficiently, which allows the firm to maintain focus on clients.

Additionally, in 2009, he also founded Vista Consulting, a consulting firm dedicated to helping other plaintiff personal injury law firms run more efficiently. For nearly a decade, Chad has worked with almost 100 personal injury law firms, becoming an expert on the topic of law firm management and a frequent speaker at national conferences. In 2017, Chad left Vista Consulting to take on the role of CEO at CJ Advertising.

Under Chad's leadership, CJ Advertising continues to launch a variety of new product offerings and improvements that merge the agency's nearly 25 years of personal injury marketing experience with industry consulting expertise and the latest digital and broadcast marketing strategies.

The Honolulu native migrated to Baton Rouge after earning a scholarship to play tennis at Louisiana State University. Chad received a bachelor's degree in marketing in 1996 from LSU before he attended LSU Paul M. Hebert Law Center, where he received his Juris Doctorate in 2000. Chad was selected as a Louisiana Super Lawyer and Rising Star for three years.

What you'll learn about in this episode:

The metrics you should be tracking to assess your law firm's health
What each attorney in a PI firm should produce in case fees
How and why you should examine your case rate
What your case rate should be
What percentage your labor costs should be
How to know if you have a healthy profit margin
How to evaluate the effectiveness of your marketing spend
Where AI will likely touch the legal industry first
What direction law firm television advertising is trending

Resources:

Website: www.dudleydebosier.com
LinkedIn: https://www.linkedin.com/company/dudley-debosier-injury-lawyers/
Facebook: https://www.facebook.com/DudleyDeBosier/
Twitter: https://twitter.com/DudleyDeBosier
Email: cdudley@dudleydebosier.com

Additional Resources:

PILMMA's Super Summit https://learn.pilmma.org/pilmma-super-summit-2021
The Mastermind Effect: https://www.pilmma.org/the-mastermind-effect/
PILMMA's free Coronavirus Survival Kit: www.pilmma.org/free-resources/
PILMMA Join Page: https://pilmma.kartra.com/page/join-pilmma

Increasing Your Average Case Fee and Average Case Settlement Value, with Micki Love May 21, 2021

Show notes

Increasing Your Average Case Fee and Average Case Settlement Value, with Micki Love

Past Experience

Micki began her career as a runner for Hughes & Coleman, a small personal injury law firm in Kentucky, while attending school. For more than 23 years, she was involved in all aspects of marketing and managing at the firm, and she eventually led the firm as their Chief Operating Officer.

Over the course of her tenure with Hughes & Coleman, the firm grew to over 175 team members with nine offices in four states. Throughout this time, she helped organize the M&L Legal Marketing and Management seminars, conducted financial comparison groups, and helped implement a cutting-edge intake department and operational efficiency system.

Mickis next step was working with Vista Consulting, where she helped law firms maximize their potential by solving operational obstacles.

Present Role

In 2018, Micki left Vista to join cj as President and Chief Brand Strategist, where she oversees all agency accounts and launched cj Consulting. Her insight on marketing, strategy, management, and leadership helps guide our agency and our family of clients toward a bright and successful future.

Outside of the agency, she enjoys watching her children, Caleb and Ava, grow up and be passionate about the sports or activities with which they are involved.

Moving Ahead

Our agency and our clients are rallying behind Micki, and the potential for growth at cj has never been higher.

What you'll learn about in this episode:

Why you should do an honest evaluation of your firm before you even consider increasing your marketing spend
The correct way to evaluate your fees by case type
Why rule #1 is always, communicate regularly with your clients
How to track and manage your client communications
How to implement a grading system for your cases
What is a settlement committee and why your firm should have one
What the Pareto Principle is and why how your firm lines up
Why you should know and have a good relationship with the doctors in your area
If you should be taking more cases to trial

Resources:

Website: https://www.cjadvertising.com/
LinkedIn: https://www.linkedin.com/in/milove
Facebook: https://www.facebook.com/cjAdvertising
Twitter: https://twitter.com/cjAdvertising
Email: mlove@cjadvertising.com

Additional Resources:

PILMMA's Super Summit https://learn.pilmma.org/pilmma-super-summit-2021
The Mastermind Effect: https://www.pilmma.org/the-mastermind-effect/
PILMMA's free Coronavirus Survival Kit: www.pilmma.org/free-resources/
PILMMA Join Page: https://pilmma.kartra.com/page/join-pilmma

Developing an Empowered Team , with Molly McGrath May 14, 2021

Show notes

Developing an Empowered Team , with Molly McGrath

National Podcaster, decade long national blogger and 2 x Amazon #1 Best Selling Author. Since the late nineties, Molly has coached, consulted and directed presidents and founders of national organizations and over 4,000 small business owners in; executive-level leadership, continuous improvement, and team empowerment initiatives to infiltrate new markets, leveraging partner ecosystems and producing profitability. Molly has 25+ 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.

What you'll learn about in this episode:

The most common challenges that prevent lawyers from growing their book of business
What is a "book of business"
The value of developing your own book of business
Two ways two approach relationship building
Why you should consider admitting that you're uncomfortable requesting it, but ask your clients for referrals anyway
How business development coaching can help lawyers across all practice areas
3 sections of a good business development structure

Resources:

Website: www.hiringandempowering.com
Facebook: https://www.facebook.com/hiringandempowering
LinkedIn: https://www.linkedin.com/in/molly-hall/
Twitter: legalmarketingflow

Additional Resources:

The Mastermind Effect: https://www.pilmma.org/the-mastermind-effect/
PILMMA's free Coronavirus Survival Kit: www.pilmma.org/free-resources/

PILMMA's Super Summit: https://pilmma.mykajabi.com/pilmma-super-summit-2021

PILMMA Join Page: https://pilmma.kartra.com/page/join-pilmma

Improving Your Intake Conversion Rate, with Chris Mullins May 07, 2021

Show notes

Improving Your Intake Conversion Rate, with Chris Mullins

Chris Mullins, known as The Phone Sales Doctor for more than 25 years works with law firm Intake Specialists and Attorneys and has helped hundreds of law firms around the country convert more prospects into clients.

Perhaps you think your law firm is successful because the phone is ringing and some days, its ringing off the hook. However, you find you are still struggling to grow your firm or even be profitable. Here's the hard truth: A ringing phone only indicates that your marketing is successful. It's what happens when the phone is answered that will drive your success or failure. Chris Mullins will clearly help you understand the important role your intake specialist or call center or receptionist plays in converting phone calls to become clients along with the steps you need to take to ensure the right person is answering the phone and answering it correctly. You may think this is a small matter, but if a call is not handled well, nothing else happens. Great marketing is not enough if your prospects don't convert. Chris Mullins will help you to inspect what you expect.

Dan Kennedy says Chris Mullins expertly and ably attacks a very significant problem area costing almost every law firm large sums: the handling of inbound and outbound sales telephone calls. Law firms Attorneys spend huge amounts of money making the phone ring, and then invest little or no serious effort at ensuring each type of call is handled properly and professionally. I have urged clients of mine to utilize Chris Mullins and see the profitable results.

Call Chris Mullins at 603-249-5878 and email: phonesuccessdoctor@gmail.com for more information on how to convert more prospects to clients.

What you'll learn about in this episode:

The most important thing law firm owners should do to increase their intake conversion rate
The correct way to review Ghost Calls and/or recorded intake calls with your team and how to fix it
How to get your team involved and motivated in improving their case intake processes
The value of having a dedicated intake person/staff
Why you should have someone give your rejected files a second look
How to coach your team to successfully improve their intake conversion rate
What metrics you should be tracking for your intake staff and why you should always share the numbers with them
What is "sales language" and how should your intake team be using it
The one question that all intake specialists should know the answer to

Resources:

LinkedIn: https://www.linkedin.com/in/chrismullinsphonesalesdoctor/
Facebook: https://www.linkedin.com/in/chrismullinsphonesalesdoctor/
Email: phonesuccessdoctor@gmail.com

Additional Resources:

PILMMA's Super Summit: https://pilmma.mykajabi.com/pilmma-super-summit-2021

The Mastermind Effect: https://www.pilmma.org/the-mastermind-effect/
PILMMA's free Coronavirus Survival Kit: www.pilmma.org/free-resources/
PILMMA Join Page: https://pilmma.kartra.com/page/join-pilmma

Client-Centric Marketing, with Mark Schaefer Apr 30, 2021

Show notes

Client-Centric Marketing, with Mark Schaefer

Mark W. Schaefer is a globally-recognized author, speaker, podcaster, and business consultant who blogs at {grow} — one of the top five marketing blogs of the world. He teaches graduate marketing classes at Rutgers University and has written eight best-selling books. Mark's new book Cumulative Advantage: How to Build Momentum for Your Ideas, Business and Life Against All Odds is an essential new path to being seen and heard in a busy world.

His many global clients include Pfizer, Cisco, Dell, Adidas, and the US Air Force. He has been a keynote speaker at prestigious events all over the world including SXSW, Marketing Summit Tokyo, and the Institute for International and European Affairs. He has appeared as a guest on media channels such as CNN, The Wall Street Journal, The New York Times and CBS News.

What you'll learn about in this episode:

Marketing lies: the battle between consumers and marketers
How emotional connection and marketing go hand-in-hand
Why you should always make your clients the "hero" of the story
The most effective methods of marketing in today's climate
Why being "of the community," instead of "from the community" makes a big difference to today's consumers
What is consensual marketing
What should you be doing to ensure your marketing is customer-centered

Resources:

Website: https://businessesgrow.com/blog/
Facebook: https://www.facebook.com/mark.schaefer3
LinkedIn: https://www.linkedin.com/in/markwschaefer/
Twitter: https://twitter.com/markwschaefer

Additional Resources:

The Mastermind Effect: https://www.pilmma.org/the-mastermind-effect/
PILMMA's free Coronavirus Survival Kit: www.pilmma.org/free-resources/
PILMMA's Super Summit: https://pilmma.mykajabi.com/pilmma-super-summit-2021
PILMMA Join Page: https://pilmma.kartra.com/page/join-pilmma

Building A Unfailing Book of Business, with Steve Fretzin Apr 23, 2021

Show notes

Building an Unfailing Book of Business, with Steve Fretzin

Driven, focused and passionate about helping attorneys to reach their full potential, Steve Fretzin is regarded as the premier coach, skills trainer and keynote speaker on business development for attorneys.

Over the past 16 years, Steve Fretzin has devoted his career to helping law firms and lawyers master the art of business development to achieve their business goals and the peace of mind that comes with developing a successful law practice.

In addition to writing three books on legal marketing and business development, Steve has been featured in the Chicago Tribune, Crains and Entrepreneur.com. He has appeared on NBC News, WGN Radio and has written articles for Attorney at Law Magazine, the National Law Review, the American Bar Association, and the Illinois State Bar Association. You can also find his monthly column in the Chicago Daily Law Bulletin.

What you'll learn about in this episode:

The most common challenges that prevent lawyers from growing their book of business
What is a "book of business"
The value of developing your own book of business
Two ways two approach relationship building
Why you should consider admitting that you're uncomfortable requesting it, but ask your clients for referrals anyway
How business development coaching can help lawyers across all practice areas
3 sections of a good business development structure

Resources:

Website: www.fretzin.com
LinkedIn: https://www.linkedin.com/in/stevefretzin/
Twitter: https://twitter.com/stevefretzin

Additional Resources:

The Mastermind Effect: https://www.pilmma.org/the-mastermind-effect/
PILMMA's free Coronavirus Survival Kit: www.pilmma.org/free-resources/
Internet Domination Bootcamp: https://www.pilmma.org/idb2021
PILMMA Join Page: https://pilmma.kartra.com/page/join-pilmma

How to Use Data to Get More Leads, with Adam Lundquist Apr 16, 2021

Show notes

How to Use Data to Get More Leads, with Adam Lundquist

When former Santa Barbara radio shock jock, Adam Lundquist, published one of his radio interviews on a newly-formed internet platform called YouTube, he became one of the first ever viral video creators. This sparked his initial interest in the power of the internet, as well as leveraging the internet as a marketing platform.

Adam has been featured on traditional media like MTV, VH1, and the Best Damn Sports Show. He's taken his knowledge of traditional media and translated it successfully into new media as a featured author in Search Engine Journal, PPC Hero, and WordStream, amongst others.

Today, Adam is the founder of digital marketing agency Nerds Do It Better, where he takes his media knowledge to even greater heights, delivering consistent and cost-effective paid search campaigns for companies around the world. He and his team excel at putting their clients' brands in front of the right eyes at the right time, with the right message, on the right device.

Utilizing an advanced ROI-driven statistical analysis methodology developed at Harvard (Adam's alma mater), Nerds Do It Better develops elegant strategies for their clients to leverage every available channel in interacting with potential customers. Adam collaborates with each of his clients to design a customized strategy aligned with their unique business goals, removing inefficiencies in their marketing efforts.

What you'll learn about in this episode:

The elements of data that you should be tracking with any digital marketing campaign
Why the cost-per-click for lawyers is more expensive than most other professions
The difference between keywords and search queries
Small variations in landing pages that can make a big difference in the success of your digital marketing
Click-to-call on Google vs. top-slot ranking
Google quality score: what is it and how can it affect your cost-per-click
How to get granular with your data

Resources:

Website: https://nerdsdoitbetter.com/
LinkedIn: https://www.linkedin.com/company/nerds-do-it-better/
Facebook: https://www.facebook.com/nerdsdoitbettermarketing/
Twitter: https://twitter.com/ndibmarketing

Additional Resources:

The Mastermind Effect: https://www.pilmma.org/the-mastermind-effect/
PILMMA's free Coronavirus Survival Kit: www.pilmma.org/free-resources/
Internet Domination Bootcamp: https://www.pilmma.org/idb2021
PILMMA Join Page: https://pilmma.kartra.com/page/join-pilmma

The Mistakes Lawyers Make When Choosing A Vendor Partner, with Julia Moreland Apr 09, 2021

Show notes

The Mistakes Lawyers Make When Choosing A Vendor Partner, with Julia Moreland

Julia Moreland is the owner of Marketing Partners Unlimited. She has over 37 years of Marketing, Sales, and Business Consulting experience. Julia's understanding of personal injury and mass tort firms provides the experience to convert your intake and referrals to cases.

What you'll learn about in this episode:

Why you should always research multiple vendors for a project, before deciding who to partner with
What you must identify about your law firm before deciding what you should outsource
Why you should consider partnering with a marketing firm to harvest referral cases from your past clients
The importance of a good case management system
How Julia's company, Marketing Partners Unlimited, is helping law firms across the country with everything from advertising to lead follow-up and intakes

Resources:

Website: www.marketingpartnersultd.com
LinkedIn: www.linkedin.com/in/julia-a-moreland/
Phone: 631-755-1041
Email: jmoreland@marketingpartnersultd.com

Additional Resources:

Internet Domination Bootcamp: https://www.pilmma.org/idb2021
The Mastermind Effect: https://www.pilmma.org/the-mastermind-effect/
PILMMA's free Coronavirus Survival Kit: www.pilmma.org/free-resources/
PILMMA Join Page: https://pilmma.kartra.com/page/join-pilmma

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