Law Firm Growth Podcast

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:Learn how to close more online leads with our Double Your Case Files MasterclassGet access to our Estate Planning Masterclass when you join our Law Firm Growth Secrets Facebook groupEstate planning attorney? Ditch toxic revenue and get better clients with Seminar 3.0Marketing a brand new practice area can be very exciting, however…There’s a potential problem that people often overlook:When your marketing outpaces your product, you’re more likely to self-sabotage a sale.To quote the Joker in The Dark Knight:“I'm like a dog chasing cars, I wouldn't know what to do if I caught one.”What does that mean, exactly? Well, for example…If you’re confident in your marketing, but not confident in your new practice area yet…You’ll subconsciously find a way to lose a sale if you aren’t sold on the process.As a result, you end up burning the first few clients you get, and those “wins” become toxic.So how can you introduce a new service without disrupting the rest of your firm?In this week’s podcast, Jan discusses the simple steps you can take to have an effective marketing strategy in a new practice area without the common hurdles most firms run into.There’s much more to learn in this episode about ethically scaling your firm, so tune in now!In this episode: 1:38 - A new practice area with effective marketing on day 12:28 - Intentional self-sabotage3:09 - An old sales proverb5:37 - Unethical marketing6:00 - How to introduce a new service8:21 - The big takeawayAbout 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 how you can combine traditional and digital media to reach any generation at Mosaic MediaClose more of your ideal clients with our Double Your Case Files MasterclassEstate planning attorney? Plug into a proven system for consistent revenue with Seminar 3.0As we have all experienced, the pandemic has changed our world completely.Most of us spent a significant amount of time at home, which completely transformed the media industry overnight…And now digital media consumption is at an all-time high.The current volume of traffic seen online was predicted to happen in 10 years and instead, happened in 2.What does that mean for your law firm?It means you have to be more strategic about how you’re doing marketing to stand out from your competitors.Knowing where to focus your budget is the ONLY way to scale to the next level.Luckily, you don’t have to waste a bunch of time and money trying to figure it all out yourself…Because there are already dedicated experts who can simplify your process and get it right the first time around.Tune into this week’s value-packed episode for insight into what experts like MaryAnn Pruitt are discovering during the current media overhaul.MaryAnn discusses how media consumption has changed across all generations along with the type of ripe opportunities that have opened up for your target audience.There’s much more to learn in this episode about scaling your firm and your budget, so tune in now!In this episode: 4:38 - How MaryAnn got here6:21 - Media channels people should be paying attention to9:27 - When to consider an option like programmatic advertising13:36 - How many different places can you show up on a programmatic ad?16:46 - How to keep track of what’s happening on social media20:04 - How multiple social media channels affect each other23:10 - Common things people are doing incorrectly26:57 - Transitioning from a small marketing budget to a large marketing budget30:26 - What makes it hard to win on social media?35:12 - How you should be thinking about ROIAbout MayAnn Pruitt:MaryAnn Pruitt is the CEO and President at Mosaic Media, a collection of media buying experts and creative strategists who negotiate, purchase, and monitor advertising space and airtime. Mary Ann started her career in media by working as a senior sales executive for some of the nation’s largest media outlets. After discovering her talent and love for all things media strategy, she founded Mosaic as a way to provide niche expert experience to agencies and marketing departments across the country. She is passionate about passing on the experience that she has gained to eager professionals looking for actionable marketing tips.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:Boost your case count without using a packet with the Double Your Case Files MasterclassGet access to our Estate Planning Masterclass when you join our Law Firm Growth Secrets Facebook groupEstate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0Is it time for you to consider scaling beyond just referrals and into marketing?If so, you’re headed in the right direction, because…Growing from referrals to marketing is a jump almost all successful firms will need to make.But first, you must understand this…When you scale into marketing, the more you go into direct-to-market (where people don’t know you), the less effective relying on a packet will be.So what can you do to implement a sales process that continues to close deals?Well, it starts with building rapport, accommodating people as they are, and making note of feedback. After all…A sales process is only as useful as its ability to deliver results.Learn how our clients continue to get consistent results without packets on this week's episode.In this week’s podcast, Jan discusses where using a packet succeeds, where it fails, and the opportunities that get left on the table using any one-size-fits-all approach.There’s much more to learn in this episode about scaling your firm, so tune in now!In this episode: 1:59 - Thoughts on “the packet”3:04 - Why you'd need a packet4:50 - Where the packet will be easier5:39 - Building rapport7:05 - Real-time feedback9:33 - Higher efficiency 10:36 - Scalability12:08 - Accountability14:20 - Uncomfortable conversations15:54 - My goal for all of youAbout 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 how you can get more business and higher conversions with Paul’s Smart Marketing.Growth-minded firm owner? Join our Facebook group and get access to the Close Your Next Consultation trainingEstate planning attorney? Stretch your ad dollars further and get more clients with Seminar 3.0Your firm is always being shopped and looked at online by potential clients...But what are those customers looking at before they make a buying decision?Your competitorsYour reviewsYour overall online presenceIf you run an ad and a competitor pops up too, but they have 5 stars, and you have 3…You’re basically paying for THEM to get traffic because that comparison is taking you out of the conversation for many prospects.How can you solve this dilemma?Well, there’s plenty of attorneys out there, so when somebody works with you…You have the right to ask them for a review after you’ve solved their issues.Not only does it take about 30 seconds of their time…It benefits you for years and years to come.So what’s the quickest, hassle-free way to get reviews out of your happy clients?Tune into today’s episode to find out, where Paul discusses how you can integrate ZMOT (Zero Moment of Truth) into your marketing and how this concept can be used to put you at the forefront of your future clients.There’s much more to learn in this episode about scaling your firm, so tune in now!In this episode: 0:55 - What is ZMOT and why should attorneys care about it?7:25 - Improving your online reputation12:50 - When to ask a client for a review20:03 - How to allocate your time and energy into making a process for receiving reviews28:52 - Allocating enough mental bandwidth to optimize your online presence39:44 - Leveraging software to make tasks easier45:56 - Where to connect with PaulAbout Paul Mackiewicz:Paul Mackiewicz is an Army Veteran and experienced marketing professional. He opened his digital marketing agency to provide professional service businesses with a trustworthy and knowledgeable team in their corner who live up to the values he learned in the military. Paul truly enjoys offering up actionable tips that can be put into place right away to help small businesses grow. He specializes in helping medical professionals, lawyers/attorneys, accountants, and others within the professional services space get their digital marketing efforts off the ground.Before starting his company, Paul served in an executive role at two different INC 5000 fastest growing companies in the digital marketing industry. He was once a Golf Professional and small business owner, fueling his passion for fellow entrepreneurs and the struggles they face marketing their businesses today.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:Boost your case count and stop stressing about leads with the Double Your Case Files MasterclassGet access to Close Your Next Consultation training and other valuable resources when you join our Facebook groupEstate planning attorney? Eliminate your constraints and plug into a proven system for consistent revenue with Seminar 3.0If you were prepared for Thanksgiving the day it arrived...You did better than most families (including mine), so kudos to you.Over the years, I’ve concluded that Thanksgiving falls into one of these categories:PeacefulStressfulChaoticBecause so many (hungry) people are gathering together, Thanksgiving tends to include some degree of normalized chaos for a lot of families.While I took a step and observed that chaos, my mind kept going back to the Theory of Constraints...but how did it help?Well, the solution became simple…The more structure you can give to something, the more efficiency you have, with less stress.We got organized by writing everything down and organizing it by the most anxiety-inducing stuff. For example…What meals needed to be prepared first, what needed to be cleaned, etc.Now, for some, the Theory of Constraint can save a Thanksgiving dinner...And for others, it can add serious clarity to a law firm.What simple tactics can you use to reduce overwhelm and gain focus on tasks that could take your law firm to the next level?In this week’s podcast, Jan discusses how to use structure in very specific ways to manage stress by giving those stress-related tasks a name.There’s much more to learn in this episode about scaling your firm and relaxing into a structured system, so tune in now!In this episode: 1:34 - Thanksgiving by the numbers2:50 - The lion tamer principle 4:37 - Project managing Thanksgiving tasks5:26 - The theory of constraints defined7:08 - The most hectic part7:40 - Closing the mental tabs in your mind10:06 - Structure, simplifiedAbout 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 how to set - and meet - internal sales goals with Double Your Case Files MasterclassSupercharge your law firm growth and get access to free masterclasses and more when you join our Facebook groupEstate planning attorney? Plug into a proven system for consistent revenue with Seminar 3.0If you want to scale your firm quickly...You have to look at the largest firms to see what they do differently than the rest.Most of them think about scaling and marketing the same way they think about law school.For example, most of those firms are initially looking to break even on their marketing...Much like people who finish law school are looking to break even with their educational investment.But after you’ve made your money back…What kind of ROI are you realistically expecting moving forward?At the end of the day, if you play your cards right...You’ll have enough data to determine if you have a winning marketing strategy or not.How does early marketing data set you up for success?In this week’s podcast, Jan discusses how to determine if you’ve found a good channel for marketing and how to use that marketing data to calculate the type of ROI you’re looking for.There’s much more to learn in this episode about scaling your firm, so tune in now! 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:Download your free copy of Melissa’s 5-Step Roadmap to Biz Finance Freedom: https://melissahoustoncpa.lpages.co/5-step-biz-finance-roadmapBoost your case count and revenue with the Double Your Case Files MasterclassEstate planning attorney? Ditch toxic revenue and get better clients with Seminar 3.0Every decision you make in your business impacts your bottom line, which is your profit.If you’re making decisions without understanding how you’re impacting your profit (like most people)…Then you may as well be driving with a blindfold on.The thing is, if you get in a wreck blindfolded, you don’t know what you hit or how to avoid it. When you can see clearly, even if you still get in a wreck, you have a CLEAR view of what happened and how to avoid it in the future.Less of a crystal ball, more of a GPS.So can we be your law firm’s GPS?Let’s begin by tuning into this week’s episode.In this week’s podcast, CPA Melissa Houston joins us to discuss finances within your firm, and how having clear visibility into where all your money is going will set you up for success in the future.There’s much more to learn in this episode about guiding your firm towards financial prosperity, so tune in now!In this episode: 1:13 - Financial hurdles in small businesses3:39 - When is the right time to start focusing on finances?8:15 - A common accounting problem9:45 - Why you need to understand your business finances10:57 - Common money blockers Melissa sees with people15:35 - Statistic for high-income earners18:45 - Why you need coaching20:57 - The 7 stages of financial literacy24:51 - From sole proprietor to running a business28:01 - When money is tight…30:20 - When to hire a bookkeeper35:56 - How should law firms be thinking about their pricing?38:46 - Untangling your business/personal accounts41:50 - Quick tipsAbout Melissa Houston:Melissa Houston is a Chartered Professional Accountant (CPA), a Financial Strategist for CEOs, a columnist at Forbes.com, and the host of The Business Society podcast. Melissa helps successful business owners increase their profit margins without having to increase revenue so that they keep more money in their pocket while increasing their personal wealth.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:Boost your case count and scale the sustainable way with the Double Your Case Files MasterclassSupercharge your law firm growth and get access to free masterclasses and more when you join our Facebook groupYou’ve probably never been asked this question before.It’s a bit strange without context, but an important concept to grasp nonetheless.So the question is…If you were hungry, would you rather eat 100% of a grape or 75% of a watermelon?In this scenario, just about everybody would pick a watermelon since it’s more food, after all.So what the heck is the point of asking this question?Well, think of the grape as referral marketing, and think of the watermelon as paid marketing.Referrals are only a small percentage of what’s out there, so relying solely on referrals to scale your practice can be a bit challenging.None of the largest firms in the country scale without some form of paid marketing.Those firms understand that the more they make on their services, the more they can spend to acquire new business.In this week’s podcast, Jan discusses the mindset and approach necessary to grasp the nuances of scaling, and why you can’t have a customer acquisition cost that’s higher than your LTV.There’s much more to learn in this episode about structuring the framework of paid marketing in your firm, so tune in now!In this episode: 0:43 - A quote from one of the all-time greats2:20 - Breaking down the numbers4:43 - The “auction” algorithm behind scaling6:38 - Circling back to LTV9:12 - Referral based practicesAbout 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:Check out Liel’s book, Beyond Se Habla Español: How Lawyers Win the Hispanic Market hereClose more of your ideal clients after you’ve tapped into their market with our Double Your Case Files MasterclassEstate planning attorney? Tap into your Hispanic market quicker and only pay with results with Seminar 3.0If you have a law firm, it's hard to ignore this number.Why?Because it represents the purchasing power of the fastest growing ethnic group in the country......the Hispanic market.It’s an audience that you can no longer afford to ignore in 2021 and beyond.So, how can you tap into this market if you haven't already?Well, statistics show that online marketing is the best way to target them, by far.Is your firm ready to get a slice from that $1.5 trillion pie?Let's start by getting some practical advice from an expert on this subject.In this week’s podcast, Co-founder and Head of Partnerships at Nanato Media Liel Levy joins us to discuss why it's absolutely necessary to include marketing that specifically targets the massive US Hispanic market.There's much more to learn in this episode about why every law firm should have a better understanding of the rapid growth and opportunity in the Hispanic market, so tune in now!In this episode:0:59 - Hispanic market essentials3:54 - Consequences of no calibration6:00 - Hispanic market growth10:07 - Giving back to the community13:01 - First-time outreach to the Hispanic market17:21 - Big picture using the internet18:49 - Distinctive Hispanic demographics21:52 - Market recommendations26:46 - A difficult traffic source to master30:40 - Social media strategy for Hispanic markets36:41 - Where to reach Liel LevyAbout Liel Levy:Liel Levy is the Co-founder and Head of Partnerships at Nanato Media, a bilingual digital marketing agency specializing in the US Hispanic market. Nanato Media specializes in helping law firms across the country run marketing campaigns that target local Hispanic markets.Liel is also the co-author of the book Beyond Se Habla Español: How Lawyers Win the Hispanic Market and the Co-host of the In Camera Podcast. After a career in the food and hospitality space, Liel entered the marketing industry, working as the Assistant Food and Beverage Director and MUZE Restaurant Manager at Mandarin Oriental and Restaurants Manager at Meliá Hotels International. 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 how to set - and meet - internal sales goals with confidence and clarity using our Double Your Case Files MasterclassEstate planning attorney? Stop guessing how to get results from online ads and plug into a process that already works with our client-generating Seminar 3.0Back in high school, my teacher said something that blew my mind:"If you were building a bridge, what's the best type of bridge you could build?"Without thought, most people answered "the strongest bridge.""You'll never worry about it collapsing. Strength is the purpose of the bridge."But that wasn't the answer. Instead, the answer was..."The best type of bridge is one that's strong enough to withhold the strain it will encounter and no stronger."So what makes this such a profound idea?Well, if you put 100% of your resources into something that only requires 25% to fully function, you're wasting resources.You can always have more, but sometimes more comes at the cost of other areas too.The goal is to be strong in all areas so you don't "burn your bridges" with clients.You can't treat simple problems like they're complex, and you can't treat complex problems like they're simple.In this week’s podcast, Jan discusses why oftentimes, it's not about 'how' a process is done, but 'why.'There’s much more to learn in this episode about fine-tuning your decision-making processes, so tune in now!In this episode: 0:30 - What is epistemology?1:51 - Theory of knowledge2:26 - What's the best type of bridge you can have?4:02 - The truth about trade-offs6:50 - Breaking your SOPsAbout 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.