Grow Your Law Firm

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 

Using Technology to Create a Law Firm That Works for You, with Neil Tyra Neil W. Tyra is a solo practitioner and the driving force behind The Tyra Law Firm, LLC (www.tyralawfirm.com). His practice focuses primarily on estate planning, estate administration, selected family law cases, adoption and guardianship. Prior to creating The Tyra Law Firm, LLC, Mr. Tyra was an attorney with the Washington DC firm of Simeone & Miller, LLP. Before entering law school, Mr. Tyra had a long and successful career in information systems and technology management for some of Washington D.C.'s largest technology firms, including Computer Sciences Corporation. Mr. Tyra is admitted to practice in the State of Maryland and the District of Columbia. He is a member of the American Bar Association, Maryland State Bar Association, the District of Columbia Bar Association and the Montgomery County Bar Association. Mr. Tyra is a graduate of the Columbus School of Law at The Catholic University of America. He received his undergraduate degree in Information Systems Management from the University of Maryland. Mr. Tyra is also the creator and host of the popular podcast, The Law Entrepreneur. This podcast answers the questions “what they didn’t teach us about running a business in law school”. The podcast is available on iTunes and is heard throughout North America, the United Kingdom, and Australia to name a few countries. Mr. Tyra is a long time supporter of soccer in the Washington DC area. He was an original investor in Major League Soccer and sat on the Board of Directors for DC United for the first four years of the team’s existence. In addition, he is a former member of the Board of Directors for both Soccer ’94 and DC Scores (the predecessor of America Scores). He is also the founder of the Kenshin Karate School and has been an active practicing black belt in Japanese karate for over twenty-five years. What you’ll learn about in this episode: How Neil’s total of 8 different careers led him to the practice of law, and how each of those careers has helped to build a practice that works for him The evolution of technology in law firms Using technology to reduce your work time Why you shouldn’t necessarily consider yourself locked into your current area of practice What the future setup of law offices may look like Advances in documentation preparation systems How artificial intelligence might affect the practice of law Resources: Website: http://thelawentrepreneur.com LinkedIn: www.linkedin.com/in/tyralawfirm Twitter:https://twitter.com/lawentrepreneur Email: neil@thelawentrepreneur.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 

Scaling Up Your Law Firm with Solid Execution, with Chuck Kocher Chuck spent 21 years working in the corporate world in a variety of capacities.  After being exposed to all kinds of businesses from manufacturing to high tech and to virtually every aspect of business, Chuck decided that he wanted to become a real entrepreneur and start his own business serving and helping other businesses grow. Chuck has coached, trained, and spoken to thousands of business leaders from a wide variety of industries across the globe and has helped them successfully transform. In addition to his 40 years of experience helping entrepreneurial leaders successfully change the way they operate, Chuck is also a passionate learner himself. Each year he commits more than 250 hours to improving his own knowledge and skills so that he can pass that on to businesses that don’t just want to be good, but want to be great! To do that, Chuck has earned certifications and accreditations from some of the best high-growth business training organizations in the world, including Scaling Up Coaches, John Maxwell Leadership Coaches, Wiley (DISC & 5 Cohesive Behaviors) and Flippen Leadership Profiles. He is a voracious reader and also attends four learning and development conferences every year.  Chuck brings significant experience, a track record of client success, proven world-class best practices/models/tools and a passion for helping others succeed!  What you’ll learn about in this episode: The most common issues that keep business owners from successfully executing and achieving goals How saying “no” can actually contribute to your law firm’s growth The role that meetings should play when trying to scale up your law firm How to structure your firm’s meetings, so that they fuel your team’s ability to execute What types of questions you team SHOULD be asking when they’re engaged The importance of valuing honest feedback from your team Resources: Website: https://thetransformation.company/ LinkedIn: linkedin.com/in/chuckkocher Twitter:https://twitter.com/chuckkocher Email: chuck@thetransformation.company Additional Resources: 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 

Proven Strategies to Acquire New Clients on Facebook, Instagram, & TikTok, with Ali Awad Ali Jamal Awad, Esq., MBA, founded his law firm in 2016 after successfully winning a wide variety of injury claims. In his first year of practice, Mr. Awad settled OVER $1 MILLION in personal injury cases. These included car wrecks, truck accidents, slip and fall cases, medical malpractice, and a highly disputed toxic mold exposure claim. Mr. Awad has the ability to communicate with clients from all walks of life, as he comes from an immigrant family. He has learned to speak five different languages through his many years of international studies, and takes pride in representing the underrepresented. In his spare time, Mr. Awad enjoys martial arts training, traveling, and learning new languages. He has a YouTube channel and social media presence (@ceolawyer) dedicated to empowering the public by providing free legal advice. He has held a black belt in Tae Kwon Do for over a decade, and particularly enjoys administering a swift back swing kick to his opponent’s face. When not fighting in the ring, he fights for his clients in the courtroom. After graduating from Georgia State University at the top of his class, Mr. Awad was one of the youngest attorneys to graduate in Georgia with a JD/MBA degree. This has set Mr. Awad apart from his colleagues because he has gained a deep understanding of negotiations and various business models, which has helped Mr. Awad receive TOP DOLLAR for his clients. Mr. Awad finds that the settlement process is much like a negotiation. By being 100% prepared and determined to win, Mr. Awad is able to secure consistently high settlements (often times the full amount of the entire insurance policy). Mr. Awad has been featured on FOX News and other major media outlets. He has over 50,000 followers on Instagram, Facebook, and Snapchat, where he provides free legal advice to the public. He is a sought-after speaker, particularly for international communities that are unaware of their rights. Mr. Awad became a published author on immigration law while in law school, and uses this knowledge to guide immigrants on personal injury cases across the country. He was recently awarded the Lead-Counsel rating by Thompson Reuters for his achievements in representing plaintiffs in personal injury matters. In his spare time, Mr. Awad enjoys martial arts training, traveling, and learning new languages. He has a YouTube channel and social media presence (@ceolawyer) dedicated to empowering the public by providing free legal advice. He has held a black belt in Tae Kwon Do for over a decade, and particularly enjoys administering a swift back swing kick to his opponent’s face. When not fighting in the ring, he fights for his clients in the courtroom. What you’ll learn about in this episode: How to get started with video marketing your firm on social media How to tell if your marketing efforts have failed Where you should begin when looking for ideas of what content to include in videos Ways to create content that will directly generate clients for your practice on social media The importance of a good hook The totally free way to create and edit videos that can be used across all social media platforms Using thumbnails to generate more views The secret method that grabs the viewer’s attention in the first 3 seconds of a video About the new social media platform, focused on live audio, that is up and coming The method to managing all the leads generated from social media Different types of YouTube ads available The most common mistakes lawyers make on social media What doesn’t work on social media Resources: Website: https://ceolawyer.com/ LinkedIn: https://www.linkedin.com/in/ceolawyer/ Facebook:https://www.facebook.com/theceolawyer Twitter: https://twitter.com/ceolawyer?lang=en Email: socialmedia@aliawadlaw.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   

How to Create Riches in Niches, with Ken 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. Ken lives in North Myrtle Beach, SC where he enjoys playing golf and fishing when he is not helping lawyers grow their practices. What you’ll learn about in this episode: Why trying to focus your marketing on a broad variety of case types isn’t a great idea. The variety of “niches”, or sub-categories available to choose from. How to select the right “niche” for you. The best way to separate yourself as the go-to authority in a category. How you can promote your “niche” area of practice to the RIGHT CLIENTS. 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/  Strategic Attorney Coach: https://www.pilmma.org/strategic-attorney-coach/  PILMMA Join Page: https://pilmma.kartra.com/page/join-pilmma 

Your Guide to Implementation, 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. Ken lives in North Myrtle Beach, SC where he enjoys playing golf and fishing when he is not helping lawyers grow their practices. 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 2 keys to successful law firm growth. How to approach goal setting. The value of setting quarterly goals. How to get your staff motivated and involved in meeting goals. Planning for accountability. Why everyone needs a coach. All about the new coaching program, made by lawyers for lawyers. The most common goals that lawyers have. 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/  Strategic Attorney Coach: https://www.pilmma.org/strategic-attorney-coach/  PILMMA Join Page: https://pilmma.kartra.com/page/join-pilmma