Grow Your Law Firm

Delivering Exceptional Client Service, with Judd Shaw Judd Shaw founded Judd Shaw Injury Law (JSIL) and serves as the firm’s Brand Chief. Judd founded the firm on the premise that clients come first. Over the years, the success he attained for his clients helped JSIL grow significantly. Judd’s clients are not just another number to him or his law firm. Never losing sight of the firm’s core values, Judd is passionate, one could say obsessed, about client satisfaction. The weight of the responsibility he has in helping his clients has driven Judd to deliver the firm’s promise that clients deserve. When you contact the firm, Judd is confident that you’ll discover a seasoned team who share his commitment to excellence and to the health of his clients, first and foremost. As a skilled negotiator, Judd is widely respected for his industry knowledge and experience. He has recovered tens of millions of dollars for his clients and takes the time to build a relationship of trust with each client. He does more than take a case – he takes his clients’ side and fights hard. In addition to his firm’s personal injury practice group, Judd built one of the State’s largest no-fault medical collection law firms. Judd has a proven track record for both maximizing recovery and for his speed in resolving cases. His unwavering focus on his injury clients taps into Judd’s extensive network of expert medical professionals to ensure injury clients achieve their maximum medical improvement. His ultimate goal is to be the client’s legal hero – or as we call it – a Knight In Shining Armor. What you’ll learn about in this episode: How  to begin when creating a strategy focused on providing excellent client service The role of established core values in providing top-notch service Why getting the settlement value your customer expected is NOT the most important thing Using surveys to maintain and improve the client experience How to handle clients who just aren’t meshing well with their case manager Measuring how successful your client service has been Marketing to past clients Resources: Website: https://www.juddshawinjurylaw.com/ Facebook: https://m.facebook.com/JuddShawInjuryLaw/ LinkedIn: https://www.linkedin.com/company/juddshawinjurylaw Email: judd@juddshawinjurylaw.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

Malpractice Traps That Most Lawyers Haven’t Thought About, with Jason Lazarus Jason D. Lazarus, J.D., LL.M., CSSC, MSCC is the founder and Chief Executive Officer of Synergy Settlement Services. Synergy offers healthcare lien resolution, Medicare secondary payer compliance services, pooled trust services, settlement asset management services and structured settlements. He is also the managing partner and founder of the Special Needs Law Firm; a Florida law firm that provides legal services related to public benefit preservation, liens and Medicare Secondary Payer compliance. Jason is an Amazon Best-Selling author and his book; Art of Settlement, is a detailed guide for trial lawyers related to regulatory compliance when resolving catastrophic claims. His written work has been cited, as authoritative on Medicare compliance, by the Supreme Court of Florida and the United States Southern District of Florida. Mr. Lazarus received his B.A. from the University of Central Florida and his J.D. with high honors from Florida State University. He received his LLM in Elder Law with Distinction from Stetson University College of Law. What you’ll learn about in this episode: Medicare Advantage plans’ recovery rights Mandatory reporting requirements for insurers from Medicare Do any of these pitfalls apply to PI settlements Medicaid/SSI protected benefits The effect of the Supreme Court’s ruling in the McCutchen case on ARISA liens How qualified settlement can expedite the resolution of catastrophic and complicated cases Attorney fee deferrals to QSF Special needs trusts Jason’s book, “The Art of Settlement” Resources: Website: www.synergysettlements.com Website:www.triallawyerview.com Facebook: https://www.facebook.com/SynergySettlementServices Twitter: https://twitter.com/SynergySettle LinkedIn:  https://www.linkedin.com/in/jasondlazarus/ Email: jason@synergysettlements.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

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