Grow Your Law Firm

If You Can’t Measure It, You Can’t Manage It, with Eric Sanchez Eric has a well-earned reputation for law firm logistics, efficiency and innovation, born from his diverse background and nearly two decades as an executive in what has become the largest plaintiffs practice in North Carolina, the Law Offices of James Scott Farrin, where Eric currently serves as the Vice President of Strategy and Innovation. Eric is the Founder of GrowPath the ultimate software for personal injury firms. Learn more about how GrowPath can help your firm at https://learn.pilmma.org/growpath-vendor-directory What you’ll learn about in this episode: The importance of identifying each “phase” of case management What you should be measuring in your law firm Why you should stop looking at yourself as a law firm, and start looking at yourself as a business that sells legal services KPIs that are appropriate for paralegals The top 5 KPIs for PI lawyers The optimal amount of time it takes to follow up on a medical record Dealing with attorneys and employees who are resistant to policies and procedures The PI firm’s biggest time savers and time-wasters Managing remote employees Where to start when implementing KPI measurements Eric’s opinion on non-lawyer ownership of law firms Resources: Website: https://www.farrin.com/ Website: https://growpath.com/ Facebook: https://www.facebook.com/GoGrowPath/ Facebook: https://www.facebook.com/LawOfficesofJamesScottFarrin Twitter: https://twitter.com/FarrinLaw LinkedIn:  https://www.linkedin.com/in/ericjsanchez/ Email: esanchez@farrin.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://learn.pilmma.org/join-pilmma

Pull Marketing vs. Push Marketing, with Jan Roos Jan has generated millions in revenue for law firms through digital advertising through his agency, CaseFuel, and his bestselling book on the subject, The Legal Marketing Fastlane. After seeing the success of his largest clients, he has added helping firms double their case files without increasing spend through focusing on the intake process in addition to innovating in new ways to bring clients using paid traffic. What you’ll learn about in this episode: The difference between pull marketing and push marketing Which category Facebook and YouTube each fall into The value of education-based marketing The biggest problem attorneys have with getting a return on their marketing investment The challenges of intake and the dangers of overlooking process issues there What to expect in the near future for legal marketing online Resources: Website: https://contact.casefuel.com/home/ LinkedIn: https://www.linkedin.com/in/jan-roos-legal-marketing-expert-and-bestselling-author-27078732/ Facebook:https://www.facebook.com/casefuel0/ Email: jan@casefuel.com Additional Resources: The Mastermind Effect: https://www.pilmma.org/the-mastermind-effect/  PILMMA’s free Coronavirus Survival Kit: www.pilmma.org/free-resources/  Strategic Attorney Coach: https://www.pilmma.org/strategic-attorney-coach/  PILMMA Join Page: https://pilmma.kartra.com/page/join-pilmma 

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 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 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