>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:Got leads? Learn how to turn them into clients through better intake with our Double Your Case Files MasterclassGet access to the Estate Planning ‘Close Your Next Consultation’ training when you join our Facebook groupEstate planning attorney? Get online leads and sales coaching with Seminar 2.0We’re all familiar with the classic trope that lawyers are “bad” at sales. But why is this the case?It turns out that the skills that make a good attorney don't always make a good salesperson - at least in the traditional sense.But for attorneys who want to take control of their practice growth - and get away from overreliance on referrals - it’s imperative to become better at selling.So what if you could take control of growing your firm, without coming off as sleazy or resorting to shady sales tactics?In this week’s podcast, host Jan Roos discusses the three most common types of successful salespeople. He explains which attorneys you should strive to be and how connecting with this one “thing” can put you on the path to selling with ease. There’s much more to learn in this episode about scaling your firm, so tune in now!In this episode: 01:50 - The first type of successful salespeople 03:09 - The second type of successful salespeople 4:17 - The last type of successful salespeople06:15 - The most important thing to do to be better at sales06:36 - Why “smart” people are often at a disadvantage in salesAbout Our Host:Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:Accept and manage money easily for your law firm with Gravity LegalDownload Gravity Legal’s Payment Processing guideGet access to our Estate Planning Masterclass when you join our Law Firm Growth Secrets Facebook groupEstate planning attorney? Supercharge your firm growth online with Seminar 3.0 Growth SystemHiring an attorney is an expensive process. Yet, only maybe 2 or 3 out of every 10 firms accept credit cards as a payment option. As a whole, the legal industry has been resistant to technological changes. And while attorneys have to think about a lot of things on the job, many firms drop the ball when it comes to thinking about how to effectively collect and process payments.But what if you could implement a financial infrastructure that allows your firm to deliver legal services better - without worrying about getting paid?In this week’s podcast, Dan Lear of Gravity Legal joins us to talk about how firms can get a fresh take on payment processing to make their services more accessible and increase revenue.Dan discusses his thoughts on why the legal industry is slow to innovate, the state of payment processing for legal and how law firms can implement a better way to get paid.There’s much more to learn in this episode about scaling your firm, so tune in now!In this episode: 01:00 - Dan’s background05:20 - Thoughts on why the legal industry is resistant to change10:24 - Exciting trends in legal13:51 - The state of payment processing for law firms20:19 - Shifting credit card processing fees30:58 - Payment processing and your practice management system33:40 - Customer success examplesAbout Dan Lear:Dan Lear is a lawyer and legal industry gadfly and the Chief Instigator of Right Brain Law. As a practicing attorney he advised technology companies from startups to the Fortune 100. Since his transition from tech lawyer to legal technologist Dan’s been mentioned, featured, or published widely in the legal industry press and spoken to legal and non-legal audiences in a number of settings including at SXSW Interactive, Ignite Seattle, Georgetown University, Stanford University, ReInvent Law, and the National Conference of Bar Presidents. Most recently, Dan was the Director of Industry Relations for Avvo.If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:Episode mentioned: 100th Episode Special: Have You Paid Your Dues?Growth-minded firm owner? Join our Facebook group and get access to the Close Your Next Consultation trainingEstate planning attorney? Ditch the marketing hacks and get a system that works with Seminar 2.0This one weird hack will EXPLODE your law firm marketing… And you can take advantage of it before anyone else does. Want the secret?? We’ll tell you in THIS episode....not buying it? Us either. You’ve probably seen your fair share of hacks online. There’s hacks for everything from productivity to weight loss to sleep to marketing and much more.On the surface, hacks are sexy. They present you with an alternative where you can gain an advantage - just for finding something that other people haven’t.The problem? Hacks won’t get you far for long. If you want sustainable results from your marketing efforts, you’ll need to take a different approach.If you’ve been searching for the next big legal marketing hack to take your firm to the next level, you’ll want to hear what we have to say in today’s episode. In this week’s podcast, Jan discusses the problem with hacks and what you should focus on instead when it comes to marketing your firm. There’s much more to learn in this episode about scaling your firm, so tune in now!In this episode: 01:49 - Why “hacks” aren’t something to focus on in the long run 03:00 - What the stock market can teach us about hacks05:18 - You can’t con an honest man 06:45 - From hacks to sustainable resultsAbout Our Host:Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:Get help finding your next new hire with Wilcox & Hackett Legal Talent Consulting Close more of your ideal clients with our Double Your Case Files MasterclassEstate planning attorney? Plug into a proven system for consistent revenue with Seminar 2.0If you’ve ever tried to hire the perfect candidate for your law firm (or find a new law firm to call home), you know how challenging it can be. So how can you make sure you’re finding the right fit? While there’s not always a straightforward answer, legal talent consultant Andrew Wilcox joins us to provide some expert insights.Andrew knows how to deliver top talent for law firms. He has recruited for big firms (like those in the AM Law Top 5) and small practices, alike. He’s an expert on the type of people you should bring into your law practice and his experience has given him a wealth of first-hand knowledge of knowing what to look for when hiring legal talent. If you’re hiring for your firm or seeking a new position, you won’t want to miss today’s episode. In this week’s podcast, Andrew Wilcox of Wilcox and Hackett Legal Talent Consulting joins us to discuss the top challenges in recruiting for law firms, the common red flags he avoids in candidates and why having a book of business as a candidate isn’t as important as you might think.There’s much more to learn in this episode about getting the right talent for your firm, so tune in now!In this episode: 00:54 - How Andrew got started in law firm recruiting 02:44 - Top challenges in recruiting for the legal field 06:46 - Characteristics to watch for in candidates10:24 - Can small firms have an advantage in recruiting candidates?17:09 - The three paths of succession planning and why you need it22:39 - Does having a ‘book of business’ matter for candidates?28:39 - Why firms should consider their business plan35:48 - Who should get in touch with AndrewAbout Andrew Wilcox:Andrew is the owner of Wilcox and Hackett, LLC, a legal talent search, performance measurement, client development, and storytelling/planning consulting firm since 2004 where he has worked with small law firms to firms in the AM Law Top 5. Over that time, Andrew has helped place shareholders, and associates and has worked extensively on firm mergers. Experience includes working from the discovery of interested firms, through merger, developing measurable business plans through training partners and associates on client development process. Get in touch with Andrew at andrew@Wilcox-legal.com.If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:Episode mentioned: From True Solo to Tripling The Practice every year with Elizabeth StephensonEpisode mentioned: From Process and Magic Statements to Running a Dream Practice With Todd VillarubiaEpisode mentioned: How to Become a Content Creation Machine with Russell KnightImplement a winning intake process in your firm - get access to our Double Your Case Files MasterclassEstate planning attorney? Get long-term growth wins for your firm with Seminar 2.0Solo Groundhog Day Series:Series Episode 1: How to Escape Solo Practice Groundhog DaySeries Episode 2: Is Toxic Revenue Poisoning Your Firm?----Every solo firm wants to win. Whether it’s bringing on a high-ticket client, implementing a profitable marketing strategy or creating a valuable relationship, these wins help prop your practice up for success.When it comes to getting wins, you will have more control over some than others. But if you want a law firm that’s successful in the long term, it will take more than just hoping for the best.They say when it happens to you once, it’s lucky, when it happens to you twice, it’s good.  If you want to escape the solo groundhogs day, you can’t rely on luck. Instead, you need a key ingredient: consistency.Because the truth is growth-minded firm owners don’t need to get a golden egg. They need to hatch a golden goose. So, how can you go from having a win to winning over and over again? We’ll tell you how in today’s episode. In this week’s podcast, we’re continuing our Solo Practice Groundhogs Day series with this value-packed episode that explores how solo firms can achieve success and stand the test of time. Jan discusses internal vs. external wins, why process is essential for consistent gains and the 3 major pitfalls that keep solo firms from getting wins consistently.There’s much more to learn in this episode about creating a winning firm, so tune in now!In this episode: 01:55 - Where most solos get their first wins02:45 - The importance of process04:30 - the first major pitfall that keeps firms from winning09:15 - the second major pitfall12:29 - the third major pitfallAbout Our Host:Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:Connect with David Johnson on LinkedInMentioned in this episode: Beyond the Deal: Wage a 'Negotiation Campaign' by James Sebenius; Bargaining for Advantage by G. Richard ShellNegotiation isn’t the only skill you need to close your next consultation. Get access to our free consultation masterclass when you join our Facebook group A hallmark of a great attorney is the ability to negotiate effectively. But great negotiation skills are vital beyond just the courtroom. Being able to convince and persuade can help you get what you want in both business and life.So, if someone wanted to become a better negotiator, they would probably seek out books on the topic or learn from a master negotiator. But today’s guest makes the case that you can learn a lot about this valuable skill from an entirely unrelated field. David Johnson, attorney and Stanford professor, argues that design thinking can give us a leg up in negotiations in numerous ways. In fact, David designed and taught an entire course around how design impacts negotiation. Today, he’s sharing some key insights that will help you become more persuasive and improve negotiation outcomes - for both you and your clients. In this week’s podcast, David Johnson of Stanford Law School joins us to discuss how to use design thinking to achieve your negotiation goals.David shares how design can help us navigate the ambiguity that comes with making a deal and why design as a field is not as “soft” or “fuzzy” as some may think.There’s much more to learn in this episode about the art of persuasion, so tune in now!In this episode: 01:06 - The problem with the BATNA negotiation tactic 04:40 - How design thinking impacts negotiation 12:23 - How to navigate ambiguity 19:30 - Using the empathy map 24:00 - Inferring motivations during the negotiation28:35 - Tips for going up against a skilled negotiator34:00 - Inventorying what you want before the negotiation39:34 - Tactical tips for first-time negotiators About David Johnson:David Johnson is a lawyer, writer and professor. He teaches Advanced Negotiation at Stanford Law School, and Design Thinking at the Hasso Plattner Institute of Design at Stanford. Across the last 20 years he has also practiced law in Silicon Valley, primarily as General Counsel for tech companies and, most recently, a non-profit foundation.If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:Taking our Close Your Next Consultation training is a great idea. Get access by joining our Facebook groupEstate planning attorney? Supercharge your firm growth online with Seminar 2.0Einstein’s theory of relativity. Gutenberg’s printing press. Steve Jobs’s iPhone. It’s no secret that people with big ideas have the capability to change the world. Idea guys and gals are always dreaming of the next big thing that will revolutionize their business, their industry or the world… But more often than not those ideas never materialize. The truth is most people just can’t seem to turn their ideas into reality.So what differentiates idea guys that change the world, from the idea guys that people avoid talking to at parties? If you’ve ever had a big idea for your law firm — but weren’t sure how to make it work — you won’t want to miss this episode. In this week’s podcast, host Jan Roos discusses the paradox of the “idea guys”. He also shares the one type of person idea guys need, or need to become, to execute their ideas.There’s much more to learn in this episode about executing ideas, so tune in now!In this episode: 01:50 - Understanding the psychology of “idea guys”02:57 - The paradox of the idea guy and the Dunning-Kruger Effect04:14 - How idea guys can execute, pt. 106:05 - How idea guys can execute, pt. 208:25 - How to solve the paradox About Our Host:Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign up for our Newsletter <<Resource Links:Create your best lifestyle with Laptop Lifestyle LawyerGet access to Close Your Next Consultation training and other valuable resources when you join our Facebook groupEstate planning attorney? Plug into a proven system for consistent revenue with Seminar 2.0Kara Vaval had an unusual rise to success as an attorney. After passing the bar exam, she was surprised to find out she was pregnant with her first child. With her new role as mom, Kara yearned for more freedom and flexibility.Her desire for work-life balance led her to take a job in direct sales, where she learned things that revolutionized the way she thought about running a business. Armed with this new knowledge, Kara opened a successful personal injury firm and a coaching program aimed at helping other attorneys - all from just a laptop. Today, we explore the lessons she learned from her unconventional climb to success and what they can teach you about creating your own work-life balance. In today’s episode, Kara Vaval of Vaval Law and InPowerment Institute joins us to discuss how you can take control of your lifestyle to achieve more flexibility and freedom. She discusses the lessons she’s learned from her direct sales experience, why you must shift focus on essential revenue-generating activities, plus much more. Kara reminds us that no one is getting out of here alive and makes a case on why you should create the lifestyle you want now. There’s much more to learn in this episode about creating your best life, so tune in now!In this episode: 01:20 - Background on Kara’s Book, 28,000 Days03:50 - How Kara’s outlook changed 09:53 - Discussing work-life balance 14:50 - Lessons learned from direct sales about building a business22:28 - Why you shouldn’t fear failure in business 26:00 - Who the Laptop Lifestyle Lawyer ® course is for 31:00 - How to build relationships to find clients 38:27 - How to determine what to keep vs. delegate in your firmAbout Kara Vaval:Kara Vaval is an Attorney known as The Laptop Lifestyle Lawyer ®. She is an author, keynote speaker, business development coach, and the President of Vaval Law, a personal injury law firm. Kara is also the CEO of the InPowerment Institute, LLC, an educational and empowerment platform geared towards delivering courses, training, and coaching services to students eager to create their best life. She is a mother of 2 amazing children who enjoys playing tennis in her free time. If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:See how your firm stacks up in the 2021 Legal Lead Capture Benchmark ReportCollect up to 35% more leads from your website with Juvo LeadsGrowth-minded firm owner? Join our Facebook group and get access to the Close Your Next Consultation trainingEstate planning attorney? Implement a client-generating and closing system with Seminar 2.0Ever wonder how many leads you should be getting compared to others in your legal niche? Or what lead conversion rate is considered average? Above average?After tracking leads across a bevvy of law firms, lead capture and tracking platform company Juvo Leads utilized their findings to create a benchmark for law firms.If you want to learn how you compare to others in your industry, find out which practice area has the highest level of conversion, and learn what type of lead converts into cases at the highest-rate…You won’t want to miss today’s episode. In this week’s podcast, Ted DeBettencourt of Juvo Leads joins us to discuss some of the findings from the 2021 Legal Lead Capture Benchmark Report. He also shares how chat can help attorneys get more leads (and hotter leads, at that) and what lead capture trends are making headway in 2021. In this episode: 00:53 - Introducing the Benchmark Report from Juvo Leads04:00 - Breaking down the Data12:20 - How the Juvo Platform Works to Get More Leads18:00 - How Many Chat Script Questions is Best for Your Site?22:30 - Segmenting Paid Search vs. Organic Traffic Leads 29:00 - Trending Shifts from the Report FindingsThere’s much more to learn in this episode about getting more leads for your firm, so tune in now!About Ted Debettencourt:Ted DeBettencourt is a co-founder at Juvo Leads, a chat service & lead tracking provider. Juvo Leads helps law firms get more phone calls, chats, SMS, and form submissions while also improving firms speed-to-lead. Ted is a 4th generation Martha's Vineyard native and has been working/learning in legal for over 10 years.If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:Got leads? Learn how to turn them into clients with our Double Your Case Files MasterclassEstate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 2.0In case you haven’t been keeping up, there have been some wacky things going on with Facebook lately. If you advertise on the platform, you’ve probably noticed your ad results look a little wonky. The reason? A little thing called the iOS 14 update. While your iPhone has updates all the time, this update is different... In fact, some would say it’s a declaration of war between Apple and Facebook. Apple users now have the option to opt out of tracking for iOS devices, which is already proving to mean big changes for how Facebook ads track and operate. So what will happen to Facebook ads in the long-term? And how will these changes affect Facebook advertisers now? We discuss the implications of the latest iOS update in today’s episode. In this week’s podcast, Jan Roos takes on a timely topic to address big changes in a major online advertising platform. He discusses what these changes mean for advertisers - both now and in the future, and what you can do to save your ad results.  There’s much more to learn in this episode about scaling your firm, so tune in now!About Our Host:Jan Roos is the CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. Hosted on Acast. See acast.com/privacy for more information.