Law Firm Growth Podcast

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:Why do our clients laugh when ad costs go up for their competition? They’re all avoiding the 3 biggest marketing mistakes, taught in our new trainingSupercharge your law firm growth and get access to free masterclasses and more when you join our Facebook groupEstate planning attorney? Grow your law firm your way and only pay with results with Seminar 3.0As an attorney, you have the opportunity to offer clarity to people.When your prospects have clarity, it gives you the ability to have greater command over whether somebody is going to close or not.Thus, it becomes very important to sell YOU as opposed to your services…Especially if your competitors have comparable services in place.And one of the best ways to do this is by building genuine rapport, not by simply talking about the weather or football game…But by talking about the things that are important to your prospectAfter all…a person cannot ask a question outside of their understanding of a challengePeople are less likely to shop around for other options when they have a deep personal connection.And some of the best questions you can ask on a deep dive are the “why” questions, because…You can get people to experience things and ask themselves questions that they likely haven’t asked themselves before.How does this help expand your understanding of what’s possible?In this week’s podcast, Jan discusses a few simple strategies to understand your prospect’s needs as deeply as possible, without giving them a chance to shop around for competitors. There’s much more to learn in this episode about scaling your firm and developing rapport, so tune in now!In this episode: 1:04 - The two ways rapport is built2:02 - The traditional rapport-building stage and the deep dive process3:40 - A huge win for one of our reps4:36 - Why this is so important to have on a consultation6:00 - Why asking the right questions is your moral obligation7:17 - Where a lot of people fall short on the discovery process7:50 - Examples of vertical and horizontal questioning 10:17 - The power of being good at consultationsAbout 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:Learn more about Ticora Davis and her growing team at https://creatorslawfirm.com/ticora-davisReady to improve your estate planning marketing? Make sure you’re avoiding the 3 biggest mistakes in our new trainingEstate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0Ticora Davis’s firm has grown by a whopping 724% in the last year…but how did she do it?It all started with leveraging social media back in 2017, simply because…She didn’t have money. As a result, she took on a new philosophy:“A lot of people say cash is king, but really, community is king.” For example…She was primarily educating instead of selling, which began with a simple Google search:“Why do people hate lawyers?”And she took everything that she found to become the “anti-lawyer,” speaking in SIMPLE terms and integrating relevant pop culture to educate and empower, not lecture.A lot of attorneys get in their own way trying to display a certain level of expertise…Reducing the impact they have on their clients as a result.So what can attorneys do to increase their impact and simplify their messaging at the same time?In this week’s podcast, Ticora discusses how you can speak to prospects using a culturally relevant lens to share important information.There’s much more to learn in this episode about scaling your firm and charging what you’re worth, so tune in now!In this episode: 1:00 - How Ticora’s social media presence fits into her overall strategy5:16 - The impact of being inside of Ticora’s social media orbit8:11 - Turning into the “anti-lawyer”12:44 -  Utilizing expertise outside of legal training15:29 - The trial-by-fire path to becoming an attorney18:14 - Becoming an environmental sponge20:43 - Ticora’s team25:00 - First priority hires before scaling32:42 - Charging what you’re worth for services38:30 - What it takes to run an effective marketing operation42:04 - Surveying your audience to create relevant content44:10 - Where to connect with TicoraAbout Ticora Davis:Ticora Davis helps Black entrepreneurs and women business owners bulletproof their brands. In 2017, the intellectual property attorney founded The Creator's Law Firm, which specializes in trademarks and copyright, to help people protect their "products, programs, and profits." Her all-female team of 9 employees has served around 850 clients and was awarded a $10,000 Beyonce's BeyGood x NAACP Small Business Impact Fund grant.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:Learn exactly how to close more online leads with our new free Estate Planning Marketing trainingGet access to our Estate Planning Masterclass when you join our Law Firm Growth Secrets Facebook groupEstate planning attorney? Stop sacrificing work-life balance and get more clients with Seminar 3.0A lot of people go into business for themselves in the pursuit of freedom, right?Freedom can mean a lot of different things to a lot of people, but for most people…Being able to do what they want comes down to money at the end of the day.In the process of pursuing freedom, a lot of people end up letting go of freedom, because…They’re beholden to investors or public opinion on social media. However…If you can create so much value that you and the other person both come out on top…Then you will win, because you’re both making a profit during the interaction taking place.So, what are you currently beholden to, and what would you need to do to not have to worry about it?In this week’s podcast, Jan discusses how to never be dependent on someone else’s favor again, simply by being positioned to profit from mutual self-interests by creating value.There’s much more to learn in this episode about scaling your firm, so tune in now!In this episode: 1:20 - The concept of “F U” money2:30 - A story about pursuing freedom 4:44 - The investor trap and the partnership trap6:13 - Pros and cons of BNI8:10 - Being dependent on public opinion9:22 - Pursuing the ultimate freedom without giving up freedom12:13 - F U Money formula15:17 - Having an offer that people can’t say no to 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:Learn more about Rocco Cozza and his growing team at https://www.cozzalaw.com/Boost your case count just by avoiding the 3 biggest marketing mistakesEstate planning attorney? Grow your law firm your way and only pay for results with Seminar 3.0If you had to focus on ONE thing to grow your firm…what would it be?A lot of lawyers focus on time and money.And when the pandemic hit…Most firms were playing defense, but while they zigged…attorney Rocco Cozza zagged.So how was he able to have such exponential growth during an unpredictably tough time?He instead puts his focus on seeing if he can help people…Even if that’s connecting them to somebody else who can actually help them.(Did I mention he has the #2 law firm on the Law Firm 500 for 2021?)To grow a successful firm, you have to understand people…Yes it requires effort, but it’s an effort that matters, both inside your firm with your employees, and outside with your clients and prospects.But don’t just take my word for it…Take it from the man who grew his firm by a whopping 2064% over a few years.In this week’s podcast, Rocco discusses how a little bit of extra effort building relationships has allowed him to work with Fortune 100 companies, even as a small firm. There’s much more to learn in this episode about scaling your firm by prioritizing people, so tune in now!In this episode: 0:41 - Rocco’s impressive accomplishment2:04 - How Rocco hit his stride in the middle of the pandemic4:09 - Capitalizing on every opportunity5:30 - Getting the foot in the door with the right clients8:18 - Building good referral sources9:16 - How to keep track of and manage relationships11:01 - Intuitive hiring during a massive growth period17:22 - How much of the company culture is taught vs hired?19:45 - Rocco’s content recommendations21:17 - Where to connect with RoccoAbout Rocco E. Cozza:Rocco Cozza is a sought-after business and sports/entertainment lawyer and the founder of the Cozza Law Group PLLC. He has been practicing law since 2003. During this time, he has worked with a multitude of businesses, entrepreneurs, athletes, entertainers, and influencers helping them solve the business and legal challenges they face.In addition to practicing law, Rocco frequently speaks at conferences on the topics of leadership, motivation, and the art of kindness in business. In January 2019, he stepped on a TEDx stage to share his talk called “Radical Kindness: Why the Unbillable Hour Matters Most in Business.” Rocco has sat on various non-profit boards and currently sits on the Board of Directors of Alpha House, Inc., a behavioral rehabilitation center located in Pittsburgh, PA.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:Are your marketing methods inconsistent? Avoid the 3 biggest marketing mistakesGet access to our Estate Planning Masterclass when you join our Law Firm Growth Secrets Facebook groupEstate planning attorney? Implement a client-generating and closing system with our Seminar 3.0 systemAre you open to new ideas?In almost every scenario…being highly intelligent and open-minded is looked upon favorably.So how on earth could these traits ever work against you?Well, to put it plainly…What you choose to focus on is the filter in which you view the world. That means…If your mindset is tuned to the wrong areas, you’re going to be stuck on hurdles for everything you do. For example…A plane flying just 1% off course for too long will end up miles off course when it reaches its final destination.It doesn’t matter how hard you’re working if you’re doing the wrong thing entirely, right?So how can you identify the right time and place for the appropriate mindset?In this week’s podcast, Jan compares the unique advantages of deliberative and implemental mindsets and why understanding their individual uses can keep you from focusing on the wrong things.There’s much more to learn in this episode about scaling your firm, so tune in now!In this episode: 1:10 - Why mindset is so important1:50 - The distinction between deliberative vs. implemental 3:26 - Breaking the distinction down in layman's terms 6:20 - Ways you can potentially get burned on both of these mindsets8:10 - Which mindset do the most successful people have in sales?10:01 - Wisdom from Zig Ziglar11:42 - Example of why some people end up staying small13:17 - One of Jan’s favorite quotesAbout 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:Learn more from Molly McGrath at Hiring & Marketing Solutions: The Podcast Crack the code to your estate planning marketing and avoid common mistakes with our free online trainingEstate planning attorney? Stop sacrificing work-life balance and get more clients with Seminar 3.0There’s a massive gap in the legal space between having a system and process to overcommunicate with attorneys and clients…A process that, when done properly, gives everyone involved the confidence to perform at their best.Of course, that process can always break and require improvement, but…Being able to quickly find that break and how it will get fixed is the most important part.Without a clear process, you run the risk of scaring employees away, not closing clients, or having anxiety…And the root of all that anxiety boils down to a lack of information.So when you put the right people in place with the right communication…You multiply productivity, reduce stress, and magic happens.After consulting over 4000 law firms on this topic, Molly McGrath is more than qualified to share the best tactics for the most effective style of communication.In this week’s podcast, Molly discusses simple communication tactics that can transform difficult or dull conversations with both your team and clients into informative, entertaining conversations that leave lasting results. There’s much more to learn in this episode about proper communication within your firm, so tune in now!In this episode: 1:15 - Molly’s upcoming book, Fix My Employees4:45 - Empowering, strategic way to uncover employee gaps11:33 - Biggest mistakes with meeting structures16:14 - A summary of the Kolbe index and how it can be useful21:05 - The challenge with finding people who are “Kolbe diverse”23:11 - When would the Kolbe index be introduced in a hiring process?27:12 - Building a business without being a visionary, quick start type of person32:17 - How to find an integrator that works best with you38:21 - How should people think about when to hire from a financial perspective?45:45 - Where to find Molly McGrathAbout Molly McGrath:Since the late nineties, Molly has coached, consulted and directed presidents and founders of national organizations and over 4,000 law firms in; executive-level leadership, continuous improvement, and team empowerment initiatives to infiltrate new markets, leveraging partner ecosystems and producing profitability. Molly has 23 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.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:Avoid the 3 biggest Estate Planning marketing mistakes with our free online trainingSupercharge your law firm growth and get access to free masterclasses and more when you join our Facebook groupEstate Planning attorney? Get online leads without worry, along with sales coaching with Seminar 3.0Have you ever spent serious money on Facebook ads? Well, if so…Then you’ve likely experienced the rollercoaster difference in ad costs over the last few years.(Also known as “Mark Zuckerberg’s death beams.”)Covid, the election, and iOS updates combined to make a deadly combination…One that caused our ad costs to jump 300%.It became our most expensive investment, which taught us a very important lesson…NEVER be dependent on a single source for leads.Diversifying your sources guarantees that you aren’t stuck with the inevitable rising cost of Facebook ads.So how can you ensure that your results remain consistent during these challenges?In this week’s podcast, Jan discusses why Facebook ads can turn from a money printer into a flaming pile of garbage overnight, and how you can shield yourself from these unexpected situations.There’s much more to learn in this episode about scaling your firm, so tune in now!In this episode: 1:25 - Why our client ad costs went up 200-300% when covid started3:36 - Valuable lesson from our most expensive company investment to date4:27 - 3 most popular paid options for new business in estate planning7:26 - Simple equation for determining lead volume9:53 - Do YouTube ads perform as well as Facebook ads?11:51 - Why we can laugh when ad costs go up on FacebookAbout 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:Want to dive deeper into the world of creative thinking? Check out Daniel’s podcast, Completely CreativeClose more of your ideal clients with our Double Your Case Files MasterclassEstate planning attorney? Grow your law firm YOUR way and only pay with results with Seminar 3.0These days, firms often encounter constantly changing environments. As a result…The most successful firms act as a combination of creativity and business.Challenging norms and old ways of thinking can be the difference between a “no” and a “yes” during a consultation.If you hear “no” from your prospects a lot…It’s informing what you can change in your messaging to prevent more of them in the future.Eventually, you begin to crack the code…And what remains are the things that work, because success leaves clues.Getting to that point DOES require a little bit of creative energy, however…Daniel Reece, CaseFuel’s Creative Director and all-around expert on creativity, provides practical concepts designed for you to connect more deeply with yourself and your prospects.By tapping into this energy, you open the doors to significantly quicker innovation and pivoting…The exact shift that was required for many when the pandemic began.In this week’s podcast, Daniel discusses why creativity, in general, is absolutely necessary, and what the outcomes can look like for both your firm and the clients you serve.  There’s much more to learn in this episode about scaling your firm, so tune in now!In this episode: 1:18 - Daniel’s early days of creativity2:39 - How the creative path evolved over time4:31 - Wild encounter resulting from YouTube6:32 - The transition into a marketing agency11:00 - The connection between sales and copywriting15:04 - What’s working for estate planning webinars right now?18:26 - Helping attorneys look as good as possible12:56 - Advice for showing up to a webinar23:10 - Common introvert/extrovert misconceptions26:58 - Advice for attorneys stepping into sales for the first time31:16 - What attorneys should do more and less of with marketing35:30 - Daniel’s book recommendation on mindsetAbout Daniel Reece:Aside from being CaseFuel’s creative director, Daniel Reece is a serial entrepreneur, musician, and author. He's spent the majority of his life fighting to keep his creativity intact, naturally gravitating towards unconventional ideas, so every time he finds himself coasting towards the typical feeling of monotony, he disrupts his flow of life by drastically doing things differently to stay sharp. Sometimes those things work out...and sometimes they don't, but each of those moments shares one thing in common: They're moments carrying lessons he decided to experience on his own terms.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 MasterclassGet access to Close Your Next Consultation training and other valuable resources when you join our Facebook groupEstate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0Most attorneys know and understand that they need a very specific process within their firm…One that moves somebody from a prospect to a paid client. For example…CRMs easily allow you to manage prospect relationships before they sign on, but after they become a client…Their relationships are best nurtured using practice management software.CRM and practice management are so different that using only 1 for both creates friction in your firm.What are the differences between them, anyway?You can quickly understand why these systems (when used separately) can significantly boost your firm’s efficiency in this week's episode.In this week’s podcast, Jan discusses why your CRM should be different from your practice management software, along with the differences between these two types of software.There’s much more to learn in this episode about scaling your firm, so tune in now!In this episode: 1:16 - The purpose of a CRM3:13 - Why your CRM should be different from your relationship management software6:17 - How to acquire enough data to move forward with prospects who aren’t clients yet10:12 - Double your case files micro courseAbout 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:Ready to niche down in your firm? Learn more about Julie Steinbacher’s Million Dollar SolutionClose more of your ideal clients with our Double Your Case Files MasterclassEstate planning attorney? Ditch toxic revenue and get better clients with Seminar 3.0Do you have a general practice?A lot of people don’t realize how much staying general costs them in the long run.If you can move just 1 step closer towards a niche or specialty…It’s going to increase your profitability for a LOT of reasons, but here are a few:The ability to provide better solutions for the people you helpFewer systems to maintainMore satisfying work, less burnoutAt the end of the day, there’s no reason to build a firm that doesn’t fit your life, because you can’t be everything to everyone.Julie Steinbacher understands this more than anyone. After all…She started her law firm in the garage of her house and now…She has 4 locations with 40 employees across Pennsylvania.Want to know how her simple tactics can pave the way for YOUR growth?Find out how just a few simple tweaks can transform your client’s experience from good to great on today’s episode.In this week’s podcast, Julie discusses the importance of keeping your mindset aligned with your firm’s goals by niching down into the areas you are most passionate about. There’s much more to learn in this episode about scaling your firm, so tune in now!In this episode: 1:02 - How Julie got involved with elder planning8:07 - How specialization benefits your firm13:30 - Building up the skills to serve your niche over time18:05 - The Million Dollar Solution26:02 - The philosophy between 0 to 1 million vs 1 to 5 million32:24 - Helping people find what they’re good at39:20 - Where to take next stepsAbout Julie Steinbacher:Julieanne E. Steinbacher is the founding shareholder of Steinbacher, Goodall & Yurchak, an elder care and special needs planning law firm established in 2002. The firm also offers its clients quality representation in litigation matters. Julieanne is Certified as an Elder Law Attorney (CELA) by the National Elder Law Foundation and holds an LLM degree in elder law and estate planning from Western New England School of Law. She has a “Superb” AVVO Rating for attorneys and was named a Super Lawyers Rising Star. Julieanne is a recipient of a 2015 Pennsylvania Bar Association (PBA) Special Achievement Award, which recognized her dedication and commitment to the PBA’s Quality of Life /Balance Committee.Prior to becoming an attorney, Julieanne was employed by AARP and as a geriatric social worker at Valley View Nursing Facility. As a gerontologist and former social worker, she has seen the devastating effect a lack of planning for long-term care needs can have. As an attorney, her goal is to provide a bridge between legal services and the aging network. 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.