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 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 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   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 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 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 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 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 

Marketing to Past Clients: The Most Underutilized Source of New Cases, with Ken and Tiana Hardison Ken Hardison has fought for people’s rights as a trusted personal injury lawyer for over 35 years. His ethics, integrity, and passion for his clients helped to build one of North Carolina’s most successful firms, Hardison & Cochran, and a successful Social Security disability firm, Carolina Disability Lawyers, in Myrtle Beach, South Carolina. Now, as owner and publisher of the law firm management website, Law Practice Advisor, and founder and president of PILMMA, the Personal Injury Lawyers Marketing & Management Association, Ken devotes his time to helping attorneys build their own preeminent law practices with proven marketing strategies and management resources. Ken has been recognized as one of the top 100 Trial Lawyers in North Carolina and is a member of the exclusive Million Dollar Advocates Forum. Systematic Marketing is his tenth book. Ken has authored 5 books on marketing and managing law firms. He is a sought-after speaker throughout the country on marketing and managing law firms. Ken is known as the “Millionaire Maker” due to his coaching clients doubling and quadrupling their law practices and income following Ken’s practice growing advice and insights. Tiana practiced law for more than 27 years, with an emphasis on personal injury and disability law. She now balances her time and energies between practicing law and working with PILMMA. What you’ll learn about in this episode: The 3 distinct phases of marketing to clients The phase of marketing that most lawyers underutilize Why you shouldn’t count on clients to remember your name, post-representation What you should be doing today to create top-of-mind awareness How to build a successful referral system Why you should send more than just Christmas cards to your clients Where to begin with grassroots marketing Why you should write a book...or have one written for you What does and does not make up a good newsletter Resources: Website: www.pilmma.org LinkedIn: https://www.linkedin.com/company/pilmma Facebook: https://www.facebook.com/PILMMA Twitter: https://twitter.com/PILMMAorg Email: info@pilmma.org   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 

Important Changes in the SEO Landscape, with Tanner Jones As our Vice President of Business Development, Tanner Jones oversees all business development opportunities for Consultwebs and our clients. He has the privilege of speaking with virtually every law firm that contacts Consultwebs and working with them to determine how we may accomplish their digital marketing goals. “We are proud to have built one of the strongest teams in the country, ranging from licensed attorney content writers, innovative social media consultants and award-winning designers to expert programmers and highly experienced search marketing consultants. We know that we are only as strong as our individual team members, and we hire accordingly.” “Consultwebs has been in business since 1999 and has been singularly focused on law firm Web marketing. We do not dabble in other areas in which we lack talent and resources. We focus on what we know best: Internet marketing for attorneys,” Tanner says. Tanner frequently shares his insights on online marketing with the legal community, including speaking at PILMMA conferences held throughout the country. He has spoken at M&L Seminars and co-hosted webinars with Google, Avvo, LawMarketing.com Editor-in-Chief Cindy Greenway and Raleigh attorney / PILMMA founder Ken Hardison. In 2019, the Academy of Truck Accident Attorneys invited Tanner to speak at its Annual Symposium in Nashville. Additionally, Lawyers Weekly newspapers and Attorney at Law Magazine have interviewed Tanner numerous times. Tanner is a regular contributor to the Consultwebs online legal marketing blog. He has also appeared on our award-winning LAWsome podcast, discussing how law firms can measure their marketing ROI. A native of Waynesville, North Carolina, Tanner earned a degree in Business Management (with a minor in Economics) from Berea College in 2008. He has now returned to Waynesville, where he lives with his wife, daughter and son and enjoys camping, hiking, fishing, hunting, golfing and playing “any other competitive sport available” in his free time. However, he admits that his goal for sports has gone from “win” to “don’t get injured.”   What you’ll learn about in this episode: How to realistically set your expectations when working with a digital marketing agency What’s changing in the world of SEO Where you need to be with Google, in order to see the BEST case-driving flow Why strategic office locations are now playing an important role in SEO The value of CONSISTENTLY receiving positive reviews Why your Google Business profile should be as complete as possible What is longtail search The online buyer’s journey 6 of the most common biases that influence consumer decision making Resources: Website: https://www.consultwebs.com LinkedIn: https://www.linkedin.com/in/tannerjonescw/ Facebook: https://www.facebook.com/tanner.jones.37 Email: tjones@consultwebs-email.com Additional info: https://www.thelawsomepodcast.com/ Legal trends report: https://www.pilmma.org/blog/2021/02/2021_legal_marketing_trends_and_predictions/ Additional report: 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