Grow Your Law Firm

Welcome to episode 227 of the Grow Your Law Firm podcast, hosted by Ken Hardison. In this episode, Ken sits down with Brooke Lively, President of Cathedral Capital. Brooke emphasizes the importance of data-driven strategies like EOS and scaling up and highlights the crucial steps to prepare a law firm for sale, focusing on clean financials, efficient operations, and staff training. The conversation delves into hiring the right people, implementing proper procedures, and fostering a deliberate culture to ensure consistency, efficiency, and growth within a law firm.   Brooke discovered her passion for helping entrepreneurial lawyers build their firms by working with her father. After getting her MBA in Corporate Finance and Investments at TCU and a quick stint at a hedge fund, Brooke found herself helping her family establish a new firm, which hit the 7-figure mark within 18 months.  Soon thereafter, she started talking to other lawyers who asked, “Can you do for us what you do for your family?”.    That was when she realized that most attorneys aren’t running their firms by the numbers.  They are making decisions based on their gut and that causes a lot of anxiety – not to mention a loss of profitability. With that insight, Brooke started Cathcap, a fractional CFO company designed to maximize law firm profitability.   Over the past decade, Brooke and her team have helped hundreds of firms make data driven decisions to drive faster growth and more predictability in their businesses. As a CFO, Brooke looks at every part of a firm that touches the money – and that’s the whole firm. This eventually led her to become an EOS® Implementer. Through EOS, Brooke helps firms get clarity on their vision, discipline and accountability to increase traction, and a healthy functional leadership team.   Brooke weaves the technical knowledge of her MBA with her real-world experience to create entertaining speeches that have been heard around the world for groups such as Entrepreneur’s Organization, Bar Associations, and at conferences like PILMMA, 360 Advocacy, and the Louisiana Association of Justice. She has written numerous books, including her international best-selling series From Panic to Profit and her latest, Exit On Top. Brooke has been featured in Forbes, CNBC, US News and World Report and has a monthly financial column in Attorney at Work.  She is a frequently requested podcast guest.   1. The Importance of Vision, People, and Data in EOS:         - Ensuring everyone is on the same page about the firm's direction.         - Having the right individuals in the right roles. 2. Addressing Issues and Improving Procedures:         - Identifying and solving problems permanently.         - Documenting processes for consistency and efficiency. 3. Achieving Traction and Alignment:         - Getting everyone aligned and rowing together towards the vision.         - Bringing the vision down to practical implementation. 4. Preparation for Law Firm Sale:         - Creating a timeline for Sale Readiness for clean financials and profitability.         - Creating characteristics of a firm that's a joy to own. 5. Transitioning from Working in the Firm to Managing the Firm:         - Being able to manage the firm with minimal effort.         - Reaching a stage where you're managing managers and not day-to-day operations.   Resources:  cathcap.com https://www.facebook.com/CathedralCapital https://www.linkedin.com/in/brookelively/   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 226 of the Grow Your Law Firm podcast, hosted by Ken Hardison. In this episode, Ken sits down with Hamid Kohan, President and CEO of Legal Soft. Hamid and Ken discuss how AI and automation transform the legal industry, improving client interactions and retention. They delve into the importance of leveraging technology for client acquisition, personalized communication, and nurturing lasting relationships to boost law firm profitability and efficiency while adapting to the evolving landscape of legal practice.   Distinguished Serial Entrepreneur, Author, and Legal Tech Innovator Hamid Kohan is a dynamic force in the business world, celebrated for his exceptional ability to scale law firms of all sizes. His journey began in Silicon Valley, where he served as the Director of Business Development at Sun Microsystems, collaborating with prominent figures like Eric Schmidt (Google CEO) and Carol Bartz (Yahoo CEO). From there, he took on the role of President at Web Radio, orchestrating a remarkable ascent to a valuation of $1 billion and leading the company to a successful IPO on the New York Stock Exchange. Currently, Hamid stands as the President and CEO of Legal Soft, spearheading the revolution of the legal industry and virtual legal staffing. His visionary leadership has propelled Legal Soft to the forefront of legal tech innovation, optimizing law firm operations and driving efficiency. Moreover, Hamid is the esteemed founder of Magic Law Group, a prestigious national law firm specializing in personal injury, lemon law, employment law, and workers' compensation. His entrepreneurial prowess has established Magic Law Group as a leading force in the legal landscape. Notably, Hamid is an award-winning author, with influential books like "How to Scale Your Stupid Law Firm," "How to Scale Your Stupid AI Law Firm," and the upcoming "How to Tune-Up Your Practice." These acclaimed works equip legal professionals with invaluable strategies, enabling them to achieve growth and success. With an unwavering commitment to legal tech innovation, Hamid Kohan is at the forefront of AI initiatives in the industry, further solidifying his position as a thought leader and trailblazer.   What you’ll learn about in this episode:   1. How to leverage technology for client retention:         - Establishing formal programs for client retention         - Nurturing existing clients for referrals and repeat business   2. The AI Impact in Law Firms:         - Utilizing AI for client acquisition         - Enhancing marketing strategies with AI insights   3. Importance of Regulations in AI Implementation:         - Ensuring transparency and compliance with regulations         - Disclosing the use of AI tools to clients and audiences   4. Using AI in Case Management:         - Streamlining case management processes with AI         - Automating document collection and medical record summaries   5. Simplifying AI Adoption in Law Firms:         - Providing all-in-one AI solutions tailored to specific practice areas         - Making AI tools user-friendly and easy to navigate   Resources:  https://www.tiktok.com/@legal.soft?lang=en https://www.threads.net/@legal.soft https://www.instagram.com/legal.soft/?hl=en https://legalsoft.com/hamid-kohan/   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 225 of the Grow Your Law Firm podcast, hosted by Ken Hardison. In this episode, Ken sits down with Jon Cumberworth. They discuss the vital role of a fractional COO in law firms, emphasizing the importance of clarity in vision and communication for team alignment. They delve into leveraging technology, AI, and offshore resources to optimize efficiency and profitability, highlighting the transformative impact on business growth and success.   Jon Cumberworth's primary focus is on assisting service-based businesses in defining and implementing frameworks and systems that enable them to achieve their revenue, profit, and leadership development objectives. With over 19 years of experience in both international and domestic business operations and leadership, he appreciates the opportunities that have led to success in various roles across multiple industries. His achievements include progressing within a global sales team to become General Manager in Dubai for an 8-figure steel supply and manufacturing business and negotiating the successful acquisition of a bootstrapped company he co-founded. Having worked in both large corporations and bootstrapped startups, Jon has discovered the critical importance of intentional and sincere efforts in creating a positive company culture and investing in leadership development for long-term business success. He recognizes that achieving these goals demands consistent dedication and focus from the top down. Jon understands that a company's performance is largely influenced by its people. He prioritizes hiring individuals who align with the company's core values over those who merely fit the skillset and experience criteria. For Jon, it is essential to foster a culture where team members feel comfortable sharing ideas and concerns, as this openness is vital for their growth and development.   What you’ll learn about in this episode: 1.  Importance of Clarity in Vision: Having a clear vision of who you serve and what products/services you offer is crucial for strategic growth. Utilizing technology, AI, and automation can streamline processes, increase profitability, and save time for adding value. 2. Role of Fractional COO: Fractional COOs play a key role in implementing the firm's vision and building teams for growth. Businesses may struggle with finding and keeping great employees, emphasizing the need for effective hiring processes. 3. Execution is Key: Knowledge alone is insufficient; successful outcomes require putting knowledge into action effectively. Considering offshore resources and AI can enhance efficiency and profitability without the need for significant staff expansion. 4. Strategic Growth in Stages: Growth, profitability, and freedom often come in stages, with clarity being the foundation for progress. Empowering team members with technology to handle tasks like data analysis and call grading can increase efficiency and bottom-line growth. 5. Identifying Business Needs: Asking critical questions about business growth goals and team challenges can help determine the need for a fractional COO. Overcoming hiring difficulties and conveying a clear vision to employees is essential for business success and talent retention.   Resources:  https://www.linkedin.com/in/joncumberworth/ https://www.facebook.com/profile.php?id=100091565901209 https://twitter.com/ActingExecs   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 224 of the Grow Your Law Firm podcast, hosted by Ken Hardison. In this episode, Ken sits down with David Klein, Director of Business Development at ConsulTV. They discuss the benefits of Connected TV Advertising, offering a special deal for podcast listeners. David shares insights on tracking digital marketing campaigns and reflects on his experience with traditional TV advertising strategies.   David works with law firms and their agencies across the country helping them maximize the effectiveness of their programmatic media buying. After 15 years of managing pay-per-click advertising, SEO, targeted display ads, social media marketing, and website building, he joined ConsulTV in October 2021 to help digital advertisers move toward programmatic ad buying, especially in the OTT and online video arena.    What you’ll learn about in this episode: How to Allocate Sufficient Budget: Ensuring that enough budget is set aside for streaming ad campaigns is crucial, as underfunding can lead to poor outcomes. Just like direct mail campaigns require substantial investment for significant results, streaming ads need proper financial backing to be effective. Focus on Targeting and Frequency: The success of streaming TV ads heavily depends on how accurately audiences are targeted. Controlling how often ads are shown to the same viewer is essential to maximize impact without causing viewer fatigue. Understand Cost Differences: Although streaming ads might have higher costs per thousand impressions (CPMs) than traditional TV ads, the benefits of targeted reach and customization can justify the expense. Viewing the higher costs as an investment in more precise and impactful advertising can lead to better overall returns. Technological Advancements in TV: With more affordable smart TVs becoming common, the reach of streaming ads extends to a broader audience. Enhancements in TV technology not only improve user experience but also expand how advertisers can engage with potential clients. Strategic Advertising for Lead Generation: The primary objective of any advertising effort is to generate leads and drive business growth. Monitoring and analyzing the results of digital marketing campaigns ensures that law firms can adapt and optimize their strategies in an ever-changing media landscape.   Resources:  https://www.consult.tv/ https://www.facebook.com/Consult.tv https://twitter.com/ConsultvandOLV https://www.linkedin.com/in/davidkleinsalesleader/   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 223 of the Grow Your Law Firm podcast, hosted by Ken Hardison. In this episode, Ken sits down with Tanner Jones, VP of Business Development, and Matt Smyers, Senior Digital Advertising Advisor, at Consultwebs. They discuss essential strategies for optimizing Local Service Ads (LSAs) on Google, emphasizing the importance of quick response to calls and messages, consistent positive reviews, and effective use of the LSA dashboard. The discussion also touches on the significance of bid and budget management, lead nurturing and adapting marketing strategies to Google's evolving algorithms and AI influences.   As  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. Tanner earned a Bachelor of Science in Business Administration, with a concentration in Management, from Berea College in 2008. His journey with Consultwebs began in 2009, and he now has over a decade of experience consulting with law firms on case-driving online marketing strategies.   He was originally drawn to Consultwebs because of how we have remained a leader in the niche of legal marketing. Tanner often quotes the Canadian hockey player, Wayne Gretzky, when he says, “Skate to where the puck is going, not where it has been.” For Tanner, Consultwebs strives to do just that. He says, “I’ve always been drawn to companies with an intentional focus because it often breeds stronger results, efficiencies, and scalability.” When it comes to what sets Consultwebs apart, Tanner’s first thought is the distinctiveness of our team. “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.”   Tanner is a native of Waynesville, North Carolina, where he lives with his wife, daughter, and son. Aside from spending time with his family, Tanner also enjoys camping, hiking, fishing, hunting, golfing, and playing “any other competitive sport available.” However, he admits that his goal for sports has gone from “win” to “don’t get injured.”   Matt Smyers is a non-practicing attorney who brings more than 10 years of experience in the legal marketing industry to his role as a Senior Digital Advertising Advisor at Consultwebs. Matt helps law firms and clients connect through the strategic planning and execution of digital advertising campaigns, using Google Adwords, Facebook, Bing, Yahoo and other paid online advertising opportunities. “Law firm marketing requires a very specific set of skills and a deep understanding of the legal industry,” Matt says. “It is our commitment at Consultwebs to marketing exclusively for law firms that allows us to understand our clients so well and to deliver the results that we deliver.”   What you’ll learn about in this episode:   1. Optimizing LSA Effectiveness: Rapidly respond to calls and messages to improve user experience and enhance Google ranking. Focus on accumulating positive feedback on Google Business profiles while actively managing and responding to reviews.   2. Strategic Use of LSA Dashboard: Use the dashboard to detect useful patterns and keywords for more accurate targeting. Employ the notes section for adding pertinent keywords and additional details for each lead to refine targeting.   3. Enhancing Lead Engagement: Gain a comprehensive understanding of various lead stages, such as 'Booked' within the LSA dashboard. Maintain regular activity and interactions with leads to demonstrate engagement and improve visibility.   4. Budgeting and Bidding Strategies: Evaluate the benefits of automatic bidding versus manual adjustments to optimize ad performance. Experiment with different budgeting strategies to discover the most cost-effective approach for your firm.   5. Prioritizing Responsive Communication: Ensure phone calls are answered immediately to capture every opportunity. Enable and utilize the message function to provide swift responses to potential clients' inquiries.   Resources:  https://www.consultwebs.com/ Business Facebook: https://www.facebook.com/consultwebs/ Twitter/X: https://twitter.com/Consultwebs LinkedIn: https://www.linkedin.com/company/consultwebs/   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 222 of the Grow Your Law Firm podcast, hosted by Ken Hardison. In this episode, Ken was interviewed by Lawrence LeBrocq on his podcast Victim to Victory: The Personal Injury Playbook. Ken shares his fascinating journey into personal injury law, including how he got involved in the personal injury law field. Hardison's personal experience with his mother's car accident led him to pursue a career in helping people who needed to be helped.    Coming from humble beginnings, Lawrence A. LeBrocq, Esq. knew from an early age that he wanted to be an advocate for those who needed it most. This desire to help others motivated him to become the first person in his family to go to college.   What you’ll learn about in this episode:   1. Client-Centered Communication: Keeping clients informed about the status of their cases builds trust and alleviates anxiety. Being available to answer questions and provide explanations ensures clients feel supported throughout the legal process. 2. Attention to Detail: Collecting and analyzing all relevant facts and evidence strengthens the case. Accurate application of laws and legal procedures can significantly impact the outcome. 3. Client Referrals: Positive client experiences and successful case resolutions encourage referrals. Developing lasting relationships with clients fosters trust and ongoing loyalty, which can lead to more referrals. 4. Compassion and Empathy: Recognizing the emotional and physical challenges clients face can enhance the attorney-client relationship. Implementing supportive communication and legal strategies helps clients feel valued and respected. 5. Continual Learning and Growth: Keeping abreast of new laws and legal trends is crucial for providing competent legal representation. Engaging in ongoing education and skill enhancement ensures competitiveness in the field.   Resources:    https://www.garcesgrabler.com https://www.facebook.com/GarcesGrablerLebrocq/ https://twitter.com/ggl_njlaw https://www.youtube.com/channel/UC1Y-uofxcHnnLPDVHzRGWgw   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 221 of the Grow Your Law Firm podcast, hosted by Ken Hardison. In this episode, Ken sits down with Tom Conlon, the founder and CEO of North Street.   Tom Conlon, the founder of North Street, is a seasoned professional with over two decades of expertise spanning design, web programming, copywriting, operations, and team leadership. Tom's journey began in the consumer publishing sector, where he honed his skills as a web designer, developer, and later as a writer and editor for esteemed media platforms such as Wired, Men’s Journal, AOL, and Popular Science. A graduate in Communications with a minor in History from Fordham University, Tom is deeply involved in fostering entrepreneurship. He is a valued member of the New York City chapter of the Entrepreneurs’ Organization, where he contributed significantly as chair of the Accelerator program, supporting small businesses. Reflecting on his career trajectory, Tom's entrepreneurial spirit was ignited after experiencing a major setback in his twenties. Following the closure of a beloved magazine he worked for, he transitioned into freelancing as a writer and web designer, ultimately evolving into a business owner with a dedicated team. Today, as the CEO of North Street, Tom leads a dynamic team specializing in branding, strategy, and design solutions. Tom's passion for creativity, coupled with his hands-on experience and leadership, ensures that North Street delivers impactful and innovative solutions to their clients.   What you’ll learn about in this episode:   Clear Calls to Action are Fundamental: Guiding Potential Clients: A clear CTA directs potential clients towards actionable steps, facilitating their journey from interest to engagement. Lead Generation and Conversion: Crafting compelling CTAs with the help of specialized agencies can significantly boost lead generation and conversion rates for firms. Establishing Expertise Attracts Engaged Audiences: Showcasing Knowledge and Experience: Through thought leadership and educational content, firms can demonstrate their expertise, gaining trust and credibility. Building a Loyal Client Base: By positioning themselves as authorities in their field, firms attract an audience that values their expertise, leading to a more engaged and loyal client base. Differentiation is Key in a Saturated Market: Identifying Unique Value Propositions: Understanding and communicating what sets a firm apart from its competitors is crucial for market differentiation. Effective Communication Strategy: Specialized agencies can help firms articulate their unique selling points clearly to target audiences, enhancing market positioning. Partnering with Specialized Agencies Elevates Brand Identity: Access to Expertise and Insight: Agencies provide valuable expertise and insights tailored to the unique challenges of the legal and financial sectors. Strategic Marketing Approaches: A specialized approach to branding and marketing can help firms navigate the competitive landscape more effectively, setting the stage for growth and success. A Strategic Approach is Essential for Growth: Comprehensive Branding and Marketing Strategy: Integrating a well-thought-out strategy into branding and marketing efforts is vital for attracting and retaining clients. Long-term Success and Industry Leadership: Firms that adopt a strategic approach are better positioned to achieve long-term success, establish themselves as industry leaders, and differentiate themselves in a crowded market.     Resources:  https://northstreetcreative.com/   Social Media https://x.com/NorthStCreative?s=20 https://www.linkedin.com/in/thomas-conlon/   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 220 of the Grow Your Law Firm podcast, hosted by Ken Hardison. In this episode, Ken sits down with Dana Brooks, a partner at Fasig Brooks in Tallahassee, Florida. Dana shared valuable tips on cash flow management and scaling a law firm while prioritizing client service.   Dana Brooks, a resident of Tallahassee for over 30 years, hails from the Florida Panhandle. As the first in her family to achieve a college degree, Dana transitioned from a career as a clinical social worker and family law mediator to become a medical malpractice trial lawyer. Her fervor lies in advocating for and safeguarding the rights of women and girls, a cause she actively champions through her social media and professional platforms. In collaboration with her law partner, Dana has overseen the expansion of their personal injury law firm, growing from three to nine lawyers and employing fifty staff across three cities. This success has been achieved by placing a premium on fostering strong relationships with clients, staff, and referral sources.   What you’ll learn about in this episode:   Discover the power of consistency in your firm’s growth Gain insights into understanding and managing your firm’s average costs and expenses. Explore how the unique backgrounds and skills of your team members can become your firm's strongest asset in scaling operations.   Resources:  http://www.fasigbrooks.com/ http://www.functionalfeminism.com/Facebook: FasigBrooks Dana's Social Media:  Facebook: dana.n.brooks1 Instagram: dana.n.brooks Twitter: @DanaNBrooks   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 219 of the Grow Your Law Firm podcast, hosted by Ken Hardison. In this episode, Ken sits down with Eric Morgan, the President/CEO of Roux Advertising in New Orleans. Eric discusses the importance of social media marketing for lawyers. They delve into strategies for building brand awareness, engaging with audiences, and utilizing platforms like YouTube to boost visibility and growth. The conversation highlights the significance of a solid content strategy, creative messaging, and community involvement for law firms looking to maximize their online presence.   As the President/CEO of Roux Advertising, Eric takes a strategy-first approach to building marketing campaigns that grow call and case volume for his law firm clients around the U.S. In this method, his 29 years of strategy mapping, account management, media buying, creative production, and analytics across legal marketing and other categories, brings clarity, accountability, and a healthy return to marketing campaigns. He applies his award-winning data-driven campaign building to client initiatives across offline, online, non-traditional, and community outreach advertising efforts. His insights and approach have helped deliver successful marketing strategies and media campaigns for brands across the U.S., including Morris Bart, LLC, Frank D. Azar & Associates, The Law Office of Craig Goldenfarb, Wayne Wright Injury Lawyers, Shelly Leeke, Harrah’s Casino, Louisiana Office of Tourism, Hotel Monteleone, and Visit Baton Rouge.     Eric earned an M.B.A. at Tulane University and a B.A. from Loyola University in Advertising Communications with a minor in Marketing. With over 29 years of marketing, strategy, advertising and media buying experience, Eric regularly speaks on the topics at conferences. In 2009, he was named Top Executive of the Year by the Advertising Club of New Orleans. He has taught Advertising Media Planning in Loyola University’s Communications Department and is a fellow of Loyola’s Institute for Environmental Communications and the Institute of Politics. Eric sits on the Board of Directors of the Go.Be., supporting entrepreneurial minority small business owners, and is a past board member of Louisiana Chapter of the Entrepreneurs’ Organization and the Tulane Association of Business Alumni.    What you’ll learn about in this episode:   Unlock the Personal Side of Legal Practice: Explore the impact of showcasing personal aspects, community involvement, and charity events in transforming lawyers into relatable figures. Discover how this approach significantly boosts engagement and visibility, giving your legal brand a human touch. Revamp Your Social Media Strategy through Experimentation: Dive into the world of crafting a powerful content strategy. Experiment with various content types, from staff highlights to community involvement, and tailor your approach dynamically based on audience reactions. Utilizing YouTube Shorts: Delve into the effectiveness, affordability, and scalability of YouTube advertising. Uncover the unique advantages of YouTube shorts, providing an accelerated path to growth and increased engagement for your legal brand. Navigating the Challenge of Multiple Social Media Profiles: Overcome the complexities of maintaining brand consistency and community engagement across various profiles. Establish clear guidelines and role delineation to streamline your social media presence effectively and make sure your audience understands. Social Media Mastery for Legal Success: Learn to harness the full potential of social media marketing and elevate your online presence for lasting client relationships. Explore personal engagement strategies, innovative content approaches, leverage YouTube advertising tools, and maintain a consistent brand message across profiles.    Resources:  https://rouxadvertising.com/ Social Media: https://www.facebook.com/RouxAdvertising/ https://twitter.com/RouxAdvertising https://www.linkedin.com/in/eric-morgan-b6a6042/   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 218 of the Grow Your Law Firm podcast, hosted by Ken Hardison. In this episode, Ken sits down with Chris Mullins, CEO of Mullins Media Group, LLC. Chris emphasizes treating intake teams like sales teams to improve conversion rates and revenue. They discuss strategies such as mystery calls, call scoring, and training new staff to enhance customer interactions and maximize success in converting calls to clients.   Chris Mullins is a thought leader in the legal world of intake and attorneys. As the preeminent sales and communications consultant in te legal industry, Chris is the go-to for all things intake nd attorneys. For decades, Chris has been a "phone sales decree" focusing on better communication skills, empathy, sales, intimacy, conversion, retention, and Clint control in the legal industry. As the host of the acclaimed podcast Lawyers Tell All™, Chris takes you on a deep dive that shows you the reality of the profession through powerful conversations with innovators in the trenches.   What you’ll learn about in this episode:   Discover the Power of Effective Intake for Law Firms’ Success Explore how inadequate intake procedures in personal injury law lead to significant financial losses and why enhancing intake strategies is crucial for maximizing conversion rates and revenue. Uncover the secrets to preventing financial setbacks by prioritizing effective intake processes, as highlighted in this eye-opening podcast episode. The Impact of Promoting Without Proper Training Learn about the common pitfall in law firms – promoting top-performing intake staff without adequate training – and the resulting loss of valuable conversion skills. Discover the importance of implementing a dedicated team member for feedback and performance scoring, ensuring continuous improvement in the intake process. Transform Your Intake Team with a Sales Mindset Dive into the concept of adopting a sales team mindset for your intake team, complete with commission-based incentives and career advancement opportunities to motivate staff. Hear how this approach not only boosts conversion rates but also attracts skilled professionals who excel in the nuanced art of sales and customer interactions. Unlock the Secrets of Mystery Calls and Call Scoring for Intake Success Explore the effectiveness of mystery calls and call scoring as powerful tools for evaluating and improving the intake process. Gain practical tips on how analyzing call recordings and assessing communication effectiveness can enhance customer interactions, ultimately increasing success rates. Embrace Continuous Improvement and Professionalism Embark on a journey of continuous improvement as the episode delves into the essential components of a successful intake strategy. Uncover the transformative impact of maintaining professionalism, active listening, and effective communication skills – elements that not only improve financial outcomes but also enhance the overall client experience and the reputation of your law firm.    Resources:  http://www.intakeacademy.com/ http://www.lawyerstellall.com/ LinkedIn: @chrismullinsphonesalesdoctor   Additional Resources:    https://www.pilmma.org/aiworkshop https://www.pilmma.org/the-mastermind-effect https://www.pilmma.org/resources https://www.pilmma.org/mastermind