Grow Your Law Firm

Welcome to episode 300 of Grow Your Law Firm, hosted by Ken Hardison. On this episode, Ken welcomes back Micki Love, a personal injury law firm operations and marketing expert with decades of experience helping attorneys grow and scale their practices. Micki started her career as a runner at Hughes & Coleman, a small personal injury firm in Kentucky, and over 23 years rose to Chief Operating Officer, helping the firm expand to 175 staff across nine offices in three states. She organized M&L Legal Marketing and Management seminars, implemented advanced intake systems, and optimized operational efficiency. After Hughes & Coleman, Micki joined Vista Consulting to help law firms overcome operational challenges. Since 2018, Micki has served as President and Chief Brand Strategist at cj Advertising, leading agency accounts and launching cj Consulting to help hundreds of firms double revenue and profitability. Under her leadership, cj Advertising earned recognition as one of the Inc. 5000’s Fastest Growing Companies in 2024. Micki continues to guide law firms toward practical, results-driven strategies for growth while balancing her personal life, including traveling with her adult children. What you’ll learn about in this episode:   1. Law Firm Growth and Strategy: - The evolution of personal injury law firm operations over the last three decades - Key strategies for scaling firms and maintaining high operational standards 2. Intake and Client Experience: - Optimizing intake to improve client satisfaction and case outcomes - How AI can assist in intake, case management, and client communication  3. Technology and Efficiency: - Leveraging AI and other tools to streamline workflows and reduce administrative burden - Balancing technology adoption with maintaining high-quality client service 4. Financial Management and Metrics:  - Tracking true cost per case versus traditional metrics for smarter decision-making - Using historical data and financial benchmarks to set realistic goals and KPIs Practical Guidance for Law Firms: - How to implement new processes and technology gradually to ensure adoption - Tips for staying competitive in a rapidly evolving legal industry 5. Resources and Next Steps: - How to connect with Micki through cj Advertising for consulting or mentorship - Actionable advice for law firms to start improving intake, operations, and revenue today Resources: Website: www.cjadvertising.comLinkedIn: linkedin.com/company/cj-advertising Facebook: facebook.com/cjAdvertising Instagram: instagram.com/cjadvertising Additional Resources:    https://www.pilmma.org/aiworkshop https://www.pilmma.org/the-mastermind-effect https://www.pilmma.org/resources https://www.pilmma.org/mastermind AI for PI Expo:   www.pilmma.org/ai-for-pi-expo

Welcome to episode 299 of Grow Your Law Firm, hosted by Ken Hardison. In this episode, Ken is joined by David Arato of Lexicon Legal Content. David is the founder and CEO of Lexicon Legal Content, established in 2012 to address a critical need: law firms and marketing agencies often struggle to source high-quality, compliant content at scale. A 2009 graduate of St. Louis University School of Law, David combines legal expertise with content strategy to deliver precise, effective results. He currently resides in Breckenridge, Colorado, where he leads Lexicon alongside his wife and business partner, Erin, while enjoying the mountains with their two dogs, Scout and Sadie. What you’ll learn about in this episode:   1. AI and Legal Content Creation: - How AI can accelerate content production without sacrificing quality - The importance of human oversight to maintain accuracy and compliance 2. SEO and Google Ranking Strategies: - Techniques for ensuring legal content ranks at the top of search results - How to create content that adds unique value beyond AI-generated outputs 3. Compliance in Legal Marketing: - Avoiding ethical pitfalls when describing services, specialties, or outcomes - Understanding jurisdiction-specific rules and model ethics to prevent violations 4. Optimizing AI Workflows: - Using AI for topic ideation, outlines, and draft creation effectively - How to integrate AI into existing workflows to save time and improve results 5. Scaling Content for Agencies and Firms: - Leveraging expert-driven content to service multiple law firms or marketing agencies - Best practices for producing large volumes of content without compromising quality Resources:    Website: lexiconlegalcontent.com LinkedIn: linkedin.com/in/davidarato Facebook: facebook.com/lexiconlegalcontent/ Twitter (X): x.com/ContentLexicon/status/1904697056024801589 Additional Resources:    https://www.pilmma.org/aiworkshop https://www.pilmma.org/the-mastermind-effect https://www.pilmma.org/resources https://www.pilmma.org/mastermind AI for PI Expo:   www.pilmma.org/ai-for-pi-expo

Welcome to episode 298 of Grow Your Law Firm, hosted by Ken Hardison. In this episode, Ken is joined by Seth Price, founder of BluShark Digital and managing partner at Price Benowitz LLP. An accomplished attorney and transformational thought leader, Seth is a founding partner and the business backbone of Price Benowitz LLP, as well as the founder and CEO of BluShark Digital. Seth scaled a two-person law firm to 45 lawyers and leveraged that same digital expertise to create a best-in-class agency focused on legal marketing. He frequently speaks at major U.S. law conferences on topics including firm growth, ethics, operational best practices, SEO, and digital marketing strategies for law firms. What you’ll learn about in this episode: 1. AI and SEO Strategy: - How law firms can optimize for AI-driven search results without losing monetizable traffic - Using mentions and strategic placement in AI indexing to maintain visibility 2. Local Search and Google Maps: - How expanding Google My Business listings and satellite offices increases local reach - The role of review velocity in improving rankings and attracting clients 3. Balancing AI Efforts with Revenue: - Allocating marketing budget to AI results while maintaining ROI from proven channels - Understanding which AI-driven initiatives provide social proof versus actual revenue 4. LSA and PPC Strategies: - Why Local Service Ads often outperform traditional PPC for cost-effective lead generation - Ensuring intake processes are dialed in to maximize the value of LSA leads 5. Digital Marketing Best Practices: - The importance of owning digital assets, websites, social profiles, and ad accounts - Leveraging content from podcasts, videos, and other organic sources for long-term SEO   Resources:    Website: blusharkdigital.com LinkedIn: linkedin.com/in/sethprice/ Twitter (X): x.com/blusharkdigital   Additional Resources:    https://www.pilmma.org/aiworkshop https://www.pilmma.org/the-mastermind-effect https://www.pilmma.org/resources https://www.pilmma.org/mastermind   AI for PI Expo:   www.pilmma.org/ai-for-pi-expo

Welcome to episode 297 of Grow Your Law Firm, hosted by Ken Hardison. In this episode, Ken is joined by Sean Garner, Founder and CEO of Sean Garner Consulting, to explore the critical role of digital marketing for local service businesses, especially in law firms.   Sean Garner is an entrepreneur, marketing strategist, and fractional CMO with over a decade of experience. As the founder of Sean Garner Consulting, he partners with local service businesses, including law firms, helping them simplify their marketing strategies and become trusted leaders in their communities. Sean's expertise spans StoryBrand messaging, website design, and sales funnel strategies, empowering business owners to take control of their marketing and generate consistent leads.   What you’ll learn about in this episode:   AI and SEO Strategy: - The growing importance of optimizing for AI-driven search results - How to leverage backlinks and citations for SEO success Local Service Ads vs. PPC: - Benefits of Local Service Ads for lead generation over traditional PPC - How LSAs help law firms save money while boosting profile visibility The Power of Digital Asset Ownership: - Why owning and controlling your online presence is crucial for long-term growth - Treating digital assets with the same importance as a physical storefront Retargeting and Organic Growth: - How retargeting strategies can increase conversion rates and visibility - The role of organic content in sustaining and growing law firm marketing Building Trust Through Professional Relationships: - The importance of fostering genuine, personal connections with clients - How respect and understanding in business relationships drive success Resources:    Website: www.seangarner.co/ LinkedIn: www.linkedin.com/in/seanagarner/ Facebook: www.facebook.com/SeanGarnerConsulting/   Additional Resources:    https://www.pilmma.org/aiworkshop https://www.pilmma.org/the-mastermind-effect https://www.pilmma.org/resources https://www.pilmma.org/mastermind     AI for PI Expo:   www.pilmma.org/ai-for-pi-expo

Welcome to episode 296 of Grow Your Law Firm, hosted by Ken Hardison. In this episode, Ken sits down with Eric Morgan, President and CEO of Roux Advertising, to discuss how law firms can develop authentic brand positioning that attracts ideal clients, even when competing against the biggest advertisers in the market. Eric Morgan leads Roux Advertising, a New Orleans-based agency that helps law firms build differentiated, sustainable brands. With decades of experience in media strategy, campaign development, and analytics, Eric specializes in uncovering what makes a firm truly unique - and turning that into marketing that delivers real growth.      What you’ll learn about in this episode:   Brand Positioning for Competitive Markets: – Why smaller law firms don’t need to “out-yell” or outspend big competitors – How to stand out by identifying and owning a unique brand message Using Client Insights to Shape Strategy: – The value of interviewing past clients to uncover real differentiators – Leveraging referrals and testimonials as brand-building tools Identifying Your Firm’s Audience Sweet Spot: – Mapping competitor messaging to find open market space – Aligning your message with your ideal client’s values and mindset Operational Alignment with Brand Identity: – How client service philosophies can drive both marketing and internal systems – Building processes and team culture around brand promises Avoiding the Data Overload Trap: – Why over-analyzing attribution can hurt more than help – Embracing a media mix and measuring success holistically   Resources:  Website: www.rouxadvertising.com/ LinkedIn: www.linkedin.com/in/eric-morgan-b6a6042/ Facebook: www.facebook.com/RouxAdvertising/ Twitter (X): twitter.com/RouxAdvertising   Additional Resources:    https://www.pilmma.org/aiworkshop https://www.pilmma.org/the-mastermind-effect https://www.pilmma.org/resources https://www.pilmma.org/mastermind

Welcome to episode 295 of Grow Your Law Firm, hosted by Ken Hardison. In this episode, Ken sits down with Dirk Derrick, founder of The Derrick Law Firm, to discuss how data-driven strategies and focus group insights are transforming case valuation, negotiation leverage, and trial outcomes. Dirk shares the evolution of his practice, how he escaped the "insurance matrix," and how his firm now helps attorneys nationwide unlock the true value of their cases. Dirk Derrick is the founder of The Derrick Law Firm in South Carolina. He pioneered the use of large-scale focus groups and data analytics to shift the power dynamic away from insurance companies and in favor of injured clients. Dirk’s approach has helped double his average case value and is now used by plaintiff attorneys nationwide.     What you’ll learn about in this episode:   1. Escaping the Insurance Matrix: – Why traditional case valuation methods undervalue claims – How Dirk’s data-driven approach creates new leverage with insurers 2. Running Focus Groups at Scale: – How Dirk built in-house courtrooms and ran 850+ mock juries – Using juror data to improve presentations and trial outcomes 3. Leveraging AI and Analytics: – The role of AI-generated reports in legal strategy – Turning juror data into case valuation and negotiation tools 4. Creating Client-Centered Service Models: – How Dirk’s team builds lifetime fans through intentional relationship-building – The impact of communication cadence and client touchpoints 5. Expanding with Purpose: – How Dirk scaled to 10 offices and 30+ attorneys without losing quality – The leadership model he uses to maintain consistency firm-wide Resources:    Website: www.derricklawfirm.com LinkedIn: www.linkedin.com/company/the-derrick-law-firm/ Facebook: www.facebook.com/derricklawfirm Twitter (X): x.com/DerrickLawFirm   Additional Resources:    https://www.pilmma.org/aiworkshop https://www.pilmma.org/the-mastermind-effect https://www.pilmma.org/resources https://www.pilmma.org/mastermind

Welcome to episode 294 of Grow Your Law Firm, hosted by Ken Hardison. In this episode, Ken is joined by Stuart Foster, co-founder of Law Firm Fractional CMOs, to explore how law firms can modernize their marketing and stand out in today’s hyper-competitive legal landscape. Stuart brings decades of experience leading global marketing for brands like L’Oréal, Moët Hennessy, Hilton, and Topgolf. As a seasoned fractional CMO, he now helps small and midsize law firms develop winning strategies, manage agency relationships, and create sustainable growth—without the overhead of hiring in-house. If you’re tired of random marketing tactics and ready to build a system that works, this episode is for you. What you’ll learn about in this episode:   Why execution without strategy leads to wasted marketing spend  – Most law firms jump into tactics like SEO or PPC without a clear plan  – A solid marketing strategy must align with business goals and target audiences How to differentiate your firm in a saturated legal market  – Generic messaging like “we win big” no longer cuts through the noise  – Law firms must find unique positioning and voice that resonates with clients The importance of client-centered messaging over firm credentials  – Clients care more about outcomes and empathy than awards or titles  – Speak to what your clients are worried about—not just what you’ve achieved Simple ways to analyze your client base and adjust targeting  – Data on demographics, case types, and referral sources reveals key patterns  – Many firms are surprised to find they’re speaking to the wrong audience What fractional CMOs actually do—and why your firm might need one  – Fractional CMOs provide strategic leadership and manage execution  – They bring executive-level marketing expertise at a fraction of the cost   Resources:  Website: www.lawfirm-cmo.comLinkedIn: www.linkedin.com/in/hstuartfoster  Facebook: www.facebook.com/profile.php?id=61576919995052    Additional Resources:    https://www.pilmma.org/aiworkshop https://www.pilmma.org/the-mastermind-effect https://www.pilmma.org/resources https://www.pilmma.org/mastermind

Welcome to episode 293 of Grow Your Law Firm, hosted by Ken Hardison. In this episode, Ken sits down with Ron Latz, the Founder of LegalFenix, a legal marketing consultancy offering fractional CMO services to growth-minded law firms. With over 15 years of experience in legal marketing, Ron has helped hundreds of firms strengthen their strategy, hold vendors accountable, and create consistent growth. He shares how smaller law firms can stand out in saturated markets, avoid common SEO pitfalls, and use AI strategically without losing authenticity or trust.     What you’ll learn about in this episode:   AI is reshaping legal marketing strategy - Law firms must learn how AI-driven search and content affects visibility - Firms that avoid AI tools risk falling behind in efficiency and reach Smaller firms can still compete with giants - Community involvement and personalized branding are powerful differentiators - Grassroots efforts like newsletters, and speaking gigs help smaller firms build trust Differentiation starts with messaging - Firms must clarify why a prospect should hire them instead of a competitor - Storytelling, clear positioning, and niche services help break through the noise AI is a tool- use it wisely - AI is great for content outlines and repurposing - but human oversight is essential - Abuse of AI can hurt search rankings and brand credibility Authenticity wins on social media - Static, outsourced posts often fall flat—audiences prefer real voices and stories - Ghostwriters can help lawyers find and refine their authentic tone for better impact Resources:  Website: www.legalfenix.com/ LinkedIn: www.linkedin.com/in/ronlatz/ Facebook: www.facebook.com/legalfenixmarketing YouTube: www.youtube.com/@LegalFenix Additional Resources:    https://www.pilmma.org/aiworkshop https://www.pilmma.org/the-mastermind-effect https://www.pilmma.org/resources https://www.pilmma.org/mastermind

Welcome to Episode 292 of the Grow Your Law Firm podcast, hosted by Ken Hardison. In this episode, Ken sits down with Michael Mills, founder of Business Design Corporation and creator of the TouchStone Business System, to explore how law firms can escape SOP chaos and achieve operational independence. With over 25 years of experience as an entrepreneur, software innovator, and Master Certified E-Myth Consultant, Michael has helped thousands of business owners turn disorganized operations into scalable, process-driven companies. His TouchStone platform is built specifically for implementing systems—not just documenting them—making it easier to train teams, maintain consistency, and grow without losing control. What you’ll learn about in this episode:   AI-generated videos support diverse learning styles - Touchstone uses AI videos to match how different people learn - Tools like HeyGen turn SOPs into clear, engaging video formats Keep processes simple and clear - Processes should be concise and easy to follow - Train staff to write clear, actionable instructions Structure processes by core business functions - Organize SOPs across sales, marketing, HR, and more - Avoid SOP chaos with a clear implementation plan Know when and what to systematize - Only write processes for tasks that are frequent and complex - Focus leadership on high-impact work, not routine tasks Boost training with video and written SOPs - AI videos make SOPs easier to absorb and retain - Use video and text together for stronger training outcomes     Resources:  Website: www.businessdesigncorp.com/  LinkedIn: www.linkedin.com/in/michael-mills-bdc/  Facebook: www.facebook.com/BusinessDesignCorp Twitter (X): x.com/TouchStoneBDC Additional Resources:    https://www.pilmma.org/aiworkshop https://www.pilmma.org/the-mastermind-effect https://www.pilmma.org/resources https://www.pilmma.org/mastermind

Welcome to episode 291 of Grow Your Law Firm, hosted by Ken Hardison. In this episode, Ken sits down with Eric Sanchez and Stacie Monahan, the powerhouse duo behind Maestro Strategic Partners, to discuss the leadership and delegation strategies that help law firms scale sustainably. Eric Sanchez, Managing Partner at Maestro Strategic Partners, brings decades of experience at the intersection of law, leadership, and technology. A U.S. Marine Corps veteran and graduate of Northwestern University, Eric was instrumental in a landmark case resulting in a $1.25 billion settlement and an invitation to the White House. He has also designed legal software that earned nearly 30 patents, all while helping law firms enhance efficiency, innovation, and internal culture. Stacie Monahan, Partner at Maestro Strategic Partners, spent 25 years as a senior executive in both a large law firm and the insurance industry. Known for her emotional intelligence and operational expertise, she specializes in systems management and mentoring future leaders. Stacie has a passion for developing teams and building scalable structures that allow law firms to thrive. What you’ll learn about in this episode:   Leverage your strengths—and delegate the rest - Importance of focusing on strengths in leadership roles - Surrounding oneself with individuals who complement strengths and address diverse needs Authenticity is the foundation of effective leadership - Recognizing and nurturing authentic leadership styles - Building a team that supports personal growth and business development Delegation is essential for scalability and sustainability - Emphasizing the significance of effective delegation in leadership - Encouraging leaders to empower their team members to prevent organizational vulnerabilities Invest in people to create future leaders - Encouraging leaders to invest in mentorship and personal development - Prioritizing creating an environment that fosters new leaders rather than hoarding power Culture thrives on vulnerability, communication, and care - Highlighting the value of open communication and vulnerability in leadership - Measuring leadership success by replicating leadership roles and positively impacting others' lives Resources:  Website: mstratpartners.comLinkedIn: linkedin.com/company/maestro-strategic-partners Facebook: facebook.com/maestrostrategic/   Additional Resources:    https://www.pilmma.org/aiworkshop https://www.pilmma.org/the-mastermind-effect https://www.pilmma.org/resources https://www.pilmma.org/mastermind