Resource Links:CaseFuel Website (http://casefuel.com/)Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)Webinars have existed for more than ten years. It is a proven effective marketing tool when selling information products and services. But, as all tools do, it does not deliver the same results for all kinds of users. Taking the experience of Ken as an example, we discuss on today’s episode, how webinars may not be beneficial for certain kinds of businesses. In today’s episode, we talk about how overexposure of your advertisement materials result in your consumers’ ad fatigue which eventually leads to low turnover of leads. I’ll also discuss how a firm’s tools depend on its focus and revenue. As a matter of fact, certain practice areas gain more from webinars than others. Also, we’ll be touching on some trends and challenges for first-time webinar users and how to deal with them effectively. Know more about our experience with webinars and the benefits we got from investing in it by listening to today’s podcast episode!We’ll be talking about:The pitfall of Ken’s decision [01:52]Existence and effectiveness of webinars [03:57]Selling information product [04:35]The challenge of ad fatigue [05:58]Legal marketers face webinar problems [09:32]Eugene Schwartz’ levels of awareness [10:29]Good days and bad days lawyers need different tools [11:16]Revenue of firms per practice area [12:44]Clients’ tendency to price shop [14:45]Trend and challenges among first time webinar users [15:15]Expensive cost per lead [15:45]Trends with show rates [16:52]Distractions and length of attention spans [18:18]About Our Host:Jan Roos is the CEO of CaseFuel agency, helping 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 practicesIf 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.

Resource Links:CaseFuel Website (http://casefuel.com/)Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)Perform Law Website (https://www.performlaw.com/)Do you have a rainmaker in your firm?Or if you don’t like that word  -  someone who’s responsible for bringing in the lion’s share of new clients or high-ticket clients.Sounds like a rainmaker is great to have, right?Well… it’s not that simple.Brian Kennel of Perform Law joins our podcast for a second time to make a case against the rainmaker mindset.He argues putting too much emphasis on serving individual rainmakers can be a potential tumor for the firm and can actually limit business growth.In this week’s podcast, Brian talks about the rainmaker mindset, how it can negatively affect overall growth and what you should do instead.While listening, you’ll learn how to adopt a new mindset approach that encourages the overall growth of your firm. Bingo.We’ll be covering a lot of ground in this episode, so tune in now!We’ll be talking about: Brian provides a bit of background about rainmakers and the firm [01:31 ]Serving rainmakers can be a potential tumor for the firm [04:41 ]The bad codependent relationship between rainmakers and the firm [06:48 ]Steps on freeing yourself from these dynamics [08:57 ]Branding in the legal practice [12:05 ]Understanding what branding is [14:04 ]Learning from how rainmakers brand themselves [18:10]Transitioning from a rainmaker oriented firm into a collaborative one [21:37]Implementing the system in your law firm [24:10]Setting up your firm for content syndicating [26:52] Removing triple threats in your system [31:04]Adding value to your law firm with this system [34:08]Bottom line, build a good team and stop relying on rainmakers [36:41]About Brian:Brian Kennel is the Lead Adviser to Perform Law, which helps law firms and managers make management decisions quickly. He has over 30 years of experience in law firms and shares his expertise with clients who need insightful analysis and business advice in management and finance.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.

Resource Links:CaseFuel Website (http://casefuel.com/)Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)It’s the most wonderful time of the year, isn’t it?Thanksgiving, Christmas, NYE are on the horizon. The weather is colder, people are merrier and businesses are taking advantage of the season by taking some time off. After all, holidays are usually a time when there’s less client intake, downturns usually happen, and incomes shrink.Business owners think it’s probably not a great time to do business. So they hit “pause”.But I’m here to tell you that’s not the case.  The holidays can be your shining opportunity to make it big this year. I’ll tell you why you shouldn’t hit pause on your business this holiday season.In this week’s podcast, I’ll explain why you should keep your doors open while everyone else is taking a break. We’ll also cover some tactics that you can use to make the season worth your while. We’ll be talking about:What’s with the holiday season [00:28]Looking further back [01:15]The mentality of seven figure businesses [01:53]Why you should keep your doors open during holidays [03:38]Holidays means more motivated clients and less competition [04:11]A little bit of tactics of getting the goal line of these deals [04:53] How to handle the classic holiday objection [05:11] Leveraging clients into taking action [07:53]Separating smokescreens and actual logistics problems [08:27]Closing the deal with a proper follow up [09:08]Putting all these things together [09:53]About Jan:Jan Roos is the CEO of CaseFuel agency, helping 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 practicesIf 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.

Resource Links:CaseFuel Website (http://casefuel.com/)Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)Download your free copy of Small Steps Manifesto (https://smallstepsgrowprofits.com/manifesto-confirmation/)Contact Tony through his website (MeetTonyG.com)Have you exhausted all of your legal marketing efforts and resources but still couldn’t find any method that improves your client intake? Well, maybe it’s high time to think outside the box and check out what’s working for other industries.This week, learn how you can be different from the rest of the competition with Small Business Growth Strategist Tony Guarnaccia. Find out more about what you can do when you are strained for resources, and also learn how you can overcome the global financial crisis happening today!Break the mold with your marketing strategies by tuning in to this episode now!We’ll be talking about:Tony’s background from e-commerce to marketing [00:47]What makes this crisis different from the previous ones [02:04]Roadblocks that people meet when trying to overcome the crisis [04:23]Are there resource constraints in law firms? [07:24]How to make the right decisions when there are resource constraints [08:33]Six factors that can grow any organization [11:00]How law firms can get more referrals [13:32]What gets people to open an email [15:27]Focus on the problem being solved and not the industry/company solving it  [18:09]Tony’s favorite influencers [21:26]How people can get through a cash crunch [23:20]The nitty-gritty of Big Fish Results [25:00]How people can make the best out of this crisis [27:33]About Our Guest:Being in the marketing industry for over 20 years, Tony Guarnaccia has become the best growth strategist in his field. He is the Founder and Owner of Big Fish Results, a digital marketing agency that helps small businesses grow and succeed. Starting out as an E-Commerce Cake Shop, he has then grown his company, serving large-scale businesses and Fortune 500 companies such as Microsoft and IBM.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.

Resource Links:CaseFuel Website (http://casefuel.com/)Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)Game theory is fundamental in the field of economics as it keeps track of how players or elements interact with one another in particular situations. This model is also extremely useful in consumer services.In today’s episode, we will talk about the importance of acknowledging the fact that every service provider is part of a large competition. We will also discuss the presence of game theory in the process of raking in clients and how a certain way of thinking is going to affect our overall approach towards a possible client.Intrigued about how an economic concept fits right into growing the network of a law firm? Listen to today’s episode now.We’ll be talking about:An auction in consumer services [00:58]Consumers are the auctioneers [02:15]Acknowledge that you are in a game [04:26]Blackjack assumption [04:41]How to stand out in the field [07:14]Focusing on serving a niche market [08:43]About Our Host:Jan Roos is the CEO of CaseFuel agency, helping 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.

Resource Links:CaseFuel Website (http://casefuel.com/)Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)Lawvex Website (https://lawvex.com/)Can You Sell Your Law Practice? With Roy Ginsburg (https://shows.acast.com/the-law-firm-growth-podcast/episodes/can-you-sell-your-law-practice-with-roy-ginsburg)Intake strategies vary for every type of service. And promoting your law firm’s services can be quite challenging, especially when it comes to tracking down leads and converting them to actual clients.In today’s episode, we will discuss how Lawvex successfully came up with a holy grail marketing strategy and how it affected the growth of their business. Together with Gary Winter and Rikki Walther, we will discuss the company’s philosophy when it comes to reaching out to their prospects and how they take care of their referrals.If you are looking for ways to build your law firm’s reach and network, you can learn a thing or two from today’s episode. Tune in today!We’ll be talking about:Prioritizing intake as a priority for the law firm [01:32]Tracking major stages [04:45]Beginning of the marketing process [07:05]What to look out for in cold calls [10:28]Process after the initial call until the office visitation [16:12]Major traffic drivers for Lawvex [18:13]Dealing with tire kickers [24:31]Price leaders, market rates, or premium? [27:42]Why does Lawvex stand out with its organizational structure? [29:17]The non-traditional set-up attracts partners in [34:12]A salable law practice is a healthy law practice [35:38]Lawvex’s philosophy for follow-ups and no-shows [37:36]Handling objections in achieving close rates [40:40]Consultation framework [43:19]Lawvex’s focus on a referral system [45:52]About Our Guest:Gary Winter is the CEO of Lawvex. Winter is a lawyer by profession but with Lawvex, he focuses on handling the business side of the company. He founded Lawvex with a premise that law should be less frustrating for clients, lawyers, and staff. Rikki Walther is an experienced intake coordinator of Lawvex. With an educational background of paralegal studies, Walther fits right in with Lawvex. She is responsible for the initial contact and follow-up of the client. With her work in the front lines, she is one of the main pillars of the marketing strategies of Lawvex.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.

Resource Links:CaseFuel Website (http://casefuel.com/)Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)Most service providers, especially up and coming lawyers have difficulty ranging the fees for their services because of a particular toxic mindset. This mindset traps an individual into thinking that their worth is always tied down to the amount of effort they pour into it. However, that kind of thinking needs to end. Today, I’ll talk about how to frame situations and perspectives properly, especially when it comes to providing the right value for your legal services. Also, we’ll go into the details on why it is not a wise decision to fixate your value on your hours. People pay you for your expertise and not specifically your hours. If you are still in the dark and can’t decide on the worth of your services, listen to this episode today!We’ll be talking about:Eye-opening conversation with a prospect [00:41]Toxic belief system [01:22]Value based pricing [02:08]Visible practice in personal injury [02:27]Value is not dictated by the hours [04:14]Focus more on the value, not on the input [05:21]Learn to communicate the value effectively [07:15]Build the consultation process brick by brick [09:16]Focus on presenting the outcome, not the context [11:02]About Our Host:Jan Roos is the CEO of CaseFuel agency, helping 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:Visit the LEX Reception Website (https://www.lexreception.com/)Learn more about CalendlyConnect with Jonathan Feniak on LinkedIn Growth-minded firm owner? Join our Facebook group and get access to the Close Your Next Consultation trainingEstate planning attorney? Supercharge your firm growth online with Seminar 2.0Is it really possible to run a fully automated, fully remote law practice without compromising some of its most important aspects?Lawyers need to be good at building rapport with their clients, and that’s easy when you get to meet clients face-to-face. But building rapport and trying to win clients over the phone is a different story. In this day and age, plus given the situation we are in right now, most people would rather do transactions at home without the need to commute and becoming fully automated may just be what your practice needs. You might be surprised to find out how much traction you can gain by doing so!Today, we’ll learn about how you can scale your practice by automating your process with Partner of Colorado Online Attorney and Cloud Peak Law Group, Jonathan N. Feniak. We’ll also talk about what you can do to avoid the tricky trap of scope creep.Let’s take a deep dive into going virtual with your law practice. Tune in to this episode now!We’ll be talking about:The nitty-gritty of Colorado Online Attorney, PLLC [00:44]Why they chose to tap into registered agent services [02:44]Ranking high in the search results without paying for it [07:49]How to become a price leader and avoid scope creep [12:56]Fully automating their process to improve client intake [19:22]What the customer experience looks like in that client intake process [23:27]Do you have to be a rainmaker to work in a fully automated environment? [29:37]What’s next for Colorado Online Attorney, PLLC [34:08]Who can reach out to Jonathan [38:33]About Our Guest:Jonathan N. Feniak is a Partner at Cloud Law Peak Group and its subsidiary, Colorado Online Attorney. He has a wide array of experiences including corporations, estate planning, limited partnerships, real estate, etc. Based in Denver, Colorado, he has also co-founded the Colorado Investment Group which has been in business for more than 11 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.

Resource Links:CaseFuel Website (http://casefuel.com/)Get your copy of “Legal Marketing Fastlane” (https://www.amazon.com/Legal-Marketing-Fastlane-Roadmap-Generating-ebook/dp/B06X9B76QX)Get access to our free intake course—Double Your Case Files (https://contact.casefuel.com/double-your-case-files/)Every law firm gets prospects who call and ask us how much you offer for your service and then disappear without a trace. As confusing as it is, we can’t help but ask ourselves, “Is there any way these calls can be anything but a waste of time??”It’s tough to keep answering phone calls from price shoppers and not get anything from them. But by framing the right questions, you’ll be getting those prospects to open up to you in no time.Today is a special episode as I answer a question from one of our listeners that many may have been thinking about but few really know how to address: dealing with price shoppers. In this episode, you’ll learn what to say to your prospects and how to say it that will set your practice apart from the rest of the competition.Capture and convert that cold lead by tuning in to this episode!We’ll be talking about:The first step to do when dealing with price shoppers [02:04]Why consumers and prospects price shop [02:59]A great way to differentiate is to bank on empathy [06:31]How to handle your prospect’s price objections [08:31]Asking questions to qualify, recommend, and empathize [11:39]Price Objection Handling Script:“So I’ll give you a classic attorney answer and say, it depends. Ultimately, we really want to get the right plan for the right person. So, do you mind if I ask you a few questions about your situation so I can let you know what I think would be the best for you?Do you own a house or property? Do you have any minor children? Are you married? Do you have a second marriage? Do you have any children from a prior marriage? Are you self-employed? Or do you own a business?”About Our Host:Jan Roos is the CEO of CaseFuel agency, helping 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.

Resource Links:Law Office of Russell D. Knight - Chicago, IL (https://rdklegal.com/)Law Office of Russell D. Knight - Naples, FL (https://divorceattorneynaplesfl.com/)Want to Close Your Next Consultation? Get access to the masterclass by joining our Facebook groupEstate planning attorney? Supercharge your firm growth online with Seminar 2.0In today’s legal industry where everyone else seems to be doing the same thing to gain traction in the market, what else can you do to stand out and outperform your competitors?Nowadays, law firms make use of traditional lead generation methods to gain more clients. They either tap into lead generation services, reach their audiences through paid advertising, or get referrals from friends, families, and previous clients. However, if every other attorney in the next mile is doing exactly the same thing as you, chances are, you’ll either perform in exactly the same way as small law firms or perform poorly when big practices are present in the area.Did you know that you can do something different to be well-known in the community?Russell Knight from RDK Legal shares with us how he was able to top the family law search results in both Chicago and Florida. We’ll also be hearing his interesting story about how he got into the practice and what catapulted him into the success story that he is today.Choose to be different today than be part of the normal tomorrow.We’ll be talking about:Why Russell got into law and content creation [00:45]Dominating the family law online market [03:51]Experimenting with social media marketing [05:10]Russell’s process in content creation [07:01]Russell’s average number of clients per week [09:49]Maximizing semantic keyword research to appear on top of the search results [12:08]The power of backlinks in increasing website traffic [15:55]Exploring alternative content marketing [17:38]Can multilingualism help you serve different markets with the same strategy? [19:18]The role of writing in honing critical thinking skills [21:25]How to outdo do your competitors in content marketing [24:19]Russell’s advice to other lawyers on content creation [25:31]About Our Guest:Starting his journey as a computer programmer, Russell Knight found his calling in family law. Working in a small law firm, he decided to move away from it and start his own practice, becoming a premier firm in the Chicago area specializing in family law, divorce, child support, and child custody. Continuing to grow his business for the next decade, he had extended his practice all the way to Naples, Florida. He also writes legal content twice a week and enjoys researching family law topics in both Chicago and Florida.You can get in touch with Russel through his email.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.