Unbundled Attorney Mastermind

Episode 34: Automate and Streamline Your Practice: A Discussion of How Legal Technology is Transforming the Practice of Law with Michael Chasin, CEO of Lexicata Michael Chasin joins us to give an overview of Lexicata, an all-in-one CRM and client intake solution for lawyers, and how legal technology is impacting the practice of law. He outlines the primary features of Lexicata, and how lawyers are using them to streamline their intake and client conversion process. We announce Unbundled Attorney’s brand new integration with Lexicata, which enables lawyers to have our leads delivered directly into their Lexicata account in real-time. We also discuss how merging lead generation with powerful intake and practice management tools will help lawyers grow their practice tremendously, while enabling them to deliver services in a more efficient and cost effective manner. In this episode, you’ll learn: The main features of Lexicata, how lawyers are using it, and the story behind why it was originally developed The primary benefits of utilizing a CRM (Client Relationship Management) to streamline your intake and client conversion process How the integration between Unbundled Attorney and Lexicata works, and how it will help you manage your leads more efficiently and significantly improve your contact rate. The value of electronic enrollments and online client intake, and how these features enable clients to enroll for your services faster and easier than ever before How to automate the follow up with your clients, enabling you to keep in touch with clients for months or even years with the single click of a button The power and impact of having lead generation (Unbundled Attorney), electronic intake and client conversion (Lexicata), online practice management (Clio) and automated billing (Clio Payments/LawPay) all seamlessly integrated together for the first time ever The benefits of offering flat fees instead of an hourly rate, and how technology enables attorneys to deliver flat rate services more profitably A vision for the future of legal technology, and how it will empower lawyers to be able to compete with emerging online form and document preparation software companies How data will help lawyers more intelligently price their services and make better decisions How legal technology transforms what used to be “high volume, low value” tasks into lucrative “high volume, high value” business And much more... If you enjoy this podcast, please head over to iTunes, subscribe to the show, and leave us a review. We love hearing from our listeners and look forward to reading your feedback! For more information about Unbundled Attorney and how our Lead Generation services help grow your practice, visit: https://www.unbundledattorney.com

Episode 33: Moving to a New City: How to Close Your Existing Practice and Start up a New One from Scratch, Tips for Hiring Staff, and the Benefits of Layaway Payments Have you ever considered moving to another city, but haven’t because you are reluctant to start a new practice from scratch? Maybe you want to be closer to family, or live in your dream community, but the pull of existing clients and income makes it difficult to pull the trigger? Last year, Aaron Walsch, took a leap of faith and moved from Columbia, SC to Nashville, TN after building a successful practice for over a decade. Today, Aaron shows us how to wind down your existing practice and launch a new one in a different community. We also discuss the importance of hiring great staff, how lead generation helps you grow a new practice, and the value of offering a layaway payment option for your clients. In this episode, you’ll learn: The steps involved in winding down an existing practice and then starting a new one in another community Why so many lawyers gravitate towards family law, and how it compares to the other areas of law Aaron has practiced How Unbundled Attorney lead generation helped Aaron launch his new practice in Nashville, TN How he was able to avoid taking the Tennessee bar by being admitted by motion The value of becoming familiar with local rules, and continuing to review them each year How to adapt your practice quickly after taking on a high volume of leads The best times of day to call leads, and how to identify those leads which need an office appointment to retain them The true value of an online presence and positive reviews The importance of hiring great staff, and some examples of the day-to-day tasks you can assign to them Why Aaron encourages lawyers to hire staff or contract out bookkeeping responsibilities Systems you can use for keeping track of all your clients What “layaway” payments are all about, and why Aaron feels offering this option is the single greatest improvement he has made to his practice this past year How to explain “layaway” to your clients, and examples of how he has offered it in his practice And much more... If you enjoy this podcast, please head over to iTunes, subscribe to the show, and leave us a review. We love hearing from our listeners and look forward to reading your feedback! For more information about Unbundled Attorney and how our Lead Generation services help grow your practice, visit: https://www.unbundledattorney.com

Episode 32: How Cultivating a Deep Understanding of Your Clients’ Emotional, Cultural and Political Context Can Help You Deliver Exceptional Service and Build a More Profitable Practice Originally from Cuba, Moises Kaba has been providing immigration, family law, and estate representation in southern Florida for over 30 years. Today, Moises joins us on the show to talk about the importance of cultivating an understanding of the cultural history and emotional fears of your clients. He explains how this empathy helps you become an exceptional communicator. This is one element of Moises’s three-part service philosophy which not only dictates how he relates to clients, but also determines the types of flexible payment options he offers. He breaks down the profitability of intelligently structured payment plans, and explains why so many attorneys not currently offering these options could be missing out on a tremendous amount of additional revenue. In this episode, you’ll learn: Major differences between the Cuban and United States legal system How having a basic understanding of the laws in your clients’ countries of origin can help you better serve them How Trump has impacted the immigration system, and how to adapt to these changes to better communicate and relate to your clients Why Moises chose to use lead generation, and how Unbundled Attorney compares to the other companies he has worked with The importance of understanding your local market to better position and price your services Moises’s 3-part service philosophy, and how incorporating his tenets helps you instill trust and credibility with your clients The value of letting clients vent and express their feelings and concerns on the initial call Useful analogies and suggestions for how to explain unbundled legal services to your clients How Moises uses Clio Payments (LawPay) to automate the billing of his clients’ payment plans Why Moises believes customizing payment plans for your clients is an art and requires a great deal of practice and attention Some important questions Moises asks clients to better determine how much they can afford to invest in their case Why Moises believes in having faith in his clients when it comes to making good on their payment plans The benefits of quoting flat fees whenever possible, especially for Unbundled service options How to leverage virtual offices to expand into new regions without taking on a lot of new overhead And much more... If you enjoy this podcast, please head over to iTunes, subscribe to the show, and leave us a review. We love hearing from our listeners and look forward to reading your feedback! For more information about Unbundled Attorney and how our Lead Generation services help grow your practice, visit: https://www.unbundledattorney.com

Episode 31: Starting a Brand New Law Firm After 18 Years of Practice: A Step-by-Step Blueprint for a Successful Launch and Expansion, Hiring Virtual Contract Lawyers, and Empathetic Pricing After 18 years of practice, Maria Aguila decided to go back out on her own and start a new law firm. Today, Maria joins us on the show and walks us through the phases of growth and expansion she experienced during the successful launch of her new practice six months ago. She tells us why she hired a virtual assistant and virtual contract attorney to help build the new practice, and how she pays for their services. Maria also gives us a complete pricing breakdown and comparison between her full representation and Unbundled legal service options for immigration and family law. She explains the importance of cultivating empathy for the unique legal needs and special financial circumstances of your clients, and how that sensitivity will naturally give rise to implementation of flexible service options that meets clients’ needs affordably. In this episode, you’ll learn: The benefit of utilizing a co-working space to meet with clients during the early stages of your new practice A step-by-step walkthrough of how she launched and then expanded her new law practice How to hire a virtual contract lawyer to help with document drafting and other legal work How Maria utilizes a virtual assistant in Singapore to help organize her work more efficiently What Maria pays each of her contractors, and see a comparison of flat rate task work versus paying by the hour Maria’s complete intake procedure, including how she enrolls clients and accepts payments online with a couple clicks The importance of responding to new leads right away, and why this simple courtesy sets you apart from other law firms The distinctions between Unbundled and full representation pricing options that she offers to both family law and immigration clients Why enrolling clients initially with lower-priced options can lead to more repeat business and referrals What international adoptions are all about, and why Maria handles these types of cases despite some occasionally complex issues How cultivating trust and empathy with clients has allowed Maria to offer affordable payment plans without any serious concern about clients not paying How document automation software enables you to prepare legal documents faster and more efficiently And much more... If you enjoy this podcast, please head over to iTunes, subscribe to the show, and leave us a review. We love hearing from our listeners and look forward to reading your feedback! For more information about Unbundled Attorney and how our Lead Generation services help grow your practice, visit: https://www.unbundledattorney.com

Episode 30: 15 Years of Solo Practice in the Big Apple: Relating to an Ethnically Diverse Clientele, Tracking Key Metrics, and Effectively Leveraging Paralegals David Zaslavsky has had his own solo family law practice in New York City for over 15 years. Today, he joins our show to share his insights about how he has learned to develop rapport and relate to people from a wide variety of ethnic backgrounds and personality types whom he encounters in NYC. David also shares his experiences from working with many lead generation companies through the years. He discusses how they compare to Unbundled Attorney, and he outlines some of the strategies he has found most successful. David talks about the high costs involved in running a practice in NYC, one of the most expensive business environments anywhere in the world. He also explains how he structures fees to ensure he provides affordable services for his clients, while still covering his high overhead. In this episode, you’ll learn: The importance of closely tracking the important metrics and expenses in your practice The main benefits David has found with Unbundled Attorney compared to other lead companies he has worked with Tips and tactics to establish credibility and build client confidence in your expertise on the initial phone call How to relate to people with different personality types and ethnic backgrounds The value of “qualifying” each lead by asking questions about their case and their financial budget How to respond to clients that aren’t transparent about their ability to pay What it costs David to operate his practice in New York City How David structures his payment options to compete with typical rates of other attorneys while meeting the high cost of running a practice in NYC How he leverages the use of his paralegals to reduce the amount of time it takes to complete his documents and other legal work How to have your paralegal call leads when you are not available, and avoid losing clients in the process The typical learning curve involved with fielding leads, and why so many attorneys quit before they have a chance to start seeing results And much more... If you enjoy this podcast, please head over to iTunes, subscribe to the show, and leave us a review. We love hearing from our listeners and look forward to reading your feedback! For more information about Unbundled Attorney and how our Lead Generation services help grow your practice, visit: https://www.unbundledattorney.com

Episode 29: Developing a Virtual Immigration Practice: Electronic Enrollments, Document Automation and Unbundled Immigration Services After working as a public defender in Manhattan, NY and commuting for two hours each day, Vaneskha Wilson decided to move to Orlando with her family and start her own virtual immigration practice. Today she joins on the show to breakdown how she has been able to enroll and deliver immigration services to the majority of her clients without having to meet them in person. This includes a walk-through of each step in the process from the initial call and enrollment, to how she leverages an online client portal and document automation technology to efficiently prepare and deliver immigration forms electronically. Vaneskha also shares the unbundled and “pay-as-you-go” options she offers, and the typical fees she charges for each service. In this episode, you’ll learn: How the election of Donald Trump and the subsequent changes in the political climate have impacted her practice How Vaneskha was able to successfully launch a brand new immigration practice without acquiring a brick and mortar office The value of being able to run a law practice virtually when necessary, especially for attorneys that are parents and have young children The complete electronic sales and enrollment process of her virtual practice Valuable sales strategies, including the importance of continuing the enrollment process with clients, even when they don’t have all their necessary documents together yet What a client portal is, and how she uses it to empower her clients to be able to provide her the necessary information for their immigration paperwork themselves The document automation software she uses to dramatically reduce the amount of time it takes to prepare immigration forms The types of unbundled options Vaneskha offers, and the typical price points Some unique unbundled options that have not yet been shared on the podcast, such as "case investigation" and "attending the interview" The main benefits of offering unbundled services in an immigration practice, and how it has helped her compete against notaries and other “non-lawyer” immigration services A breakdown of the “pay-as-you-go” payment plans she offers to clients that retain her for full representation Why Vaneska eventually made the transition to opening a local office in Orlando and hiring an assistant And much more... If you enjoy this podcast, please head over to iTunes, subscribe to the show, and leave us a review. We love hearing from our listeners and look forward to reading your feedback! For more information about Unbundled Attorney and how our Lead Generation services help grow your practice, visit: https://www.unbundledattorney.com

Episode 28: Strategies Developed from Fielding More Than 50 Leads a Week: Text Messaging, Layaway Payments, and Relating Well with Clients Sean Lynch currently receives about 200 leads each month from Unbundled Attorney. Not only has he been receiving a high volume of leads since first starting back in September 2016, he converts over 40% of our leads into new paying clients. Today, Sean joins us on the show to share some of the strategies he has developed, as well as some creative payment options he offers that enable him to provide affordable services for so many of his leads. Sean explains when and how he offers “layaway” payments for clients who cannot afford his flexible up front retainer. He also shares some valuable lessons learned from his father that he uses to communicate effectively and relate well with clients. In this episode, you’ll learn: How Sean uses text-messaging to set up initial phone and in-office consultations, without disclosing his cell phone number The process Sean uses on initial calls to leads that produces a high number of office appointments The flexible retainer and payment plans Sean offers to clients who cannot afford to pay a high up front retainer How he manages payment plans, and the importance he attaches to staying in close communication with clients How he and the other attorney in his firm manage their heavy case-load, and how they employ a “tag-team” approach in their work with each client How to find a balance during the day between working on active cases and responding to new leads What “layaway” payments are, when Sean offers this option, and how this helps his clients that otherwise could not afford his flexible starting retainer The lessons Sean took from his father on how to adapt to changes in the market and relate well with clients The long-term value from taking extra time to listen to and assist each client thoroughly, even if it doesn’t appear likely they will hire your services The importance of staying diligent in making calls to each lead in real time, especially when you are receiving a high volume of leads And much more... If you enjoy this podcast, please head over to iTunes, subscribe to the show, and leave us a review. We love hearing from our listeners and look forward to reading your feedback! For more information about Unbundled Attorney and how our Lead Generation services help grow your practice, visit: https://www.unbundledattorney.com

Episode 27: How Shifting Away from a “Big Retainer Mentality” Can Transform Your Firm Brian Winters’ experience while working for a big law firm included what he calls a “big retainer mentality.” Success there was measured by how large the initial retainer would be. After some convincing, Brian started offering more affordable services including unbundled “isolated task” work to his clients, and this change in his mentality and approach helped transform his practice. Today, Brian shares how he went about making this important change, the kinds of options he offers now, and how he talks about them with his clients. He also talks about his expansion into other parts of his state, and how he manages his mobile practice from the road. In this episode, you’ll learn: How Brian overcame his self-described “snobbery” of wanting to charge a big retainer as a requirement to feel successful, and how this shift in mentality transformed his practice How he explains unbundled options for clients by describing how he can help with “isolated tasks” The value of quoting a flat fee in combination with a reasonable payment plan that is tailored to the client’s budget The importance of using words like “lower cost” and “less expensive” versus “cheap” and “low cost,” plus the value of explaining these distinctions to your clients How servicing a high volume of Unbundled leads helps Brian and his staff become more efficient and streamline workflows Why Brian personally calls every lead himself, and why his conversion rate plummets every time his staff makes those calls The WOW factor from calling leads in real time, and why you should position your firm to be ready to respond to leads immediately What Contact -> Relationship -> Sale means, and how this shift in approach will result in more clients retaining your firm How Brian uses the offices of attorneys in other counties as meeting places for his own clients, and how this has allowed him to expand his coverage area How he avoids case overload or having work slip through the cracks by completing and filing each case immediately after he is retained And much more... If you enjoy this podcast, please head over to iTunes, subscribe to the show, and leave us a review. We love hearing from our listeners and look forward to reading your feedback! For more information about Unbundled Attorney and how our Lead Generation services help grow your practice, visit: https://www.unbundledattorney.com

Episode 26: Deep Dive with Dave Aarons, CEO of Unbundled Attorney: How to Thrive in a Disrupted Legal Market and the Future of Unbundled Legal Services In our previous episodes, Dave Aarons, CEO of Unbundled Attorney, interviews the guests on our show. Today, the tables are turned, and one of the previous guests from the podcast, Sou Bounlutay, interviews Dave, and gets to the bottom of what Unbundled Attorney is really all about. Dave talks about the major changes that have occurred in the legal industry over the past 30 years, and how attorneys can adapt their practice in order to grow and thrive in the new legal landscape. Dave also describes some of the underlying values of the attorneys he works with, and the unique way they relate to their clients, as well as Dave’s vision for the future of unbundled legal services. To read the complete transcript of this interview, click here. In this episode, you’ll learn: The breakdown of what unbundled legal services are, and examples of the types of unbundled services attorneys can offer The genesis story of Unbundled Attorney, and it’s founding purpose Some of the major changes in the legal marketplace over the past 30 years, and how attorneys can adapt their practice accordingly The importance for attorneys to shift their focus toward serving their clients’ needs first, and how this change in perspective impacts how they relate to their clients How critical mass can transform our industry, and the major shifts that could occur in the legal marketplace when current trends reach market penetration Some initial fears and external influences many attorneys must overcome in order to transition their firm into serving low income clients A new perspective on the old story that success in law relates to the size of the cases attorneys acquire, with an invitation to hear a new story that is more aligned with the current legal market The value of having a consistent stream of new leads, and how this financial security empowers attorneys to relate to their clients in a fully authentic way The big-picture vision and mission of Unbundled Attorney and how we are seeking to impact the affordability and accessibility of legal services in North America And much more... If you enjoy this podcast, please head over to iTunes, subscribe to the show, and leave us a review. We love hearing from our listeners and look forward to reading your feedback! For more information about Unbundled Attorney and how our Lead Generation services help grow your practice, visit: https://www.unbundledattorney.com

Episode 25: Estate Planning Strategies Learned from 36 Years of Practice: Pay-As-You-Go and Fixed Fees, Probate Advice, and the Importance of Cultivating Empathy for Grieving Clients After over 36 years of legal practice, Robert Muehlenweg has developed a well-defined strategy that provides affordable and compassionate estate planning services for his clients. Today he joins us on the show to share some of the unique service options he has developed, including pay-as-you-go, fixed fees, full representation services, and how he prices these options. We talk about how he fields the estate leads we send him, including his approach to the initial consultation, and how it allows him to enroll many of his “new school” clients right over the phone. He also shares some of the emotional skills of estate planning and probate, and how important it is to relate to clients in an empathic and sensitive manner. In this episode, you’ll learn: The differences between formal and informal probate issues, and how Robert handles each of them The value of offering advice and coaching on an hour-by-hour basis, and some tips on how to do so effectively How to determine whether to quote an exact fee or a fee range, and some typical price points for both Questions to ask clients in order to determine the extent of their gifting, so you can determine the rate you wish to quote as a fixed fee How the client’s indecision can impact the cost of services, and how to set proper expectations with a client in advance to avoid misunderstandings The circumstances by which a simple transfer of death deed can accomplish your client’s goals more affordably The difference between “old school” versus “new school” clients, and how this determines whether you should meet them in the office to enroll, or if you can sign them up right over the phone The importance of appreciating the emotional components of estate planning and probate, and how to relate to your clients empathetically How Bob has cultivated his sensitivity for grieving clients, and some recommendations for how other attorneys can develop this skill as well And much more... If you enjoy this podcast, please head over to iTunes, subscribe to the show, and leave us a review. We love hearing from our listeners and look forward to reading your feedback! For more information about Unbundled Attorney and how our Lead Generation services help grow your practice, visit: https://www.unbundledattorney.com