Law Firm Growth Podcast

>> 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.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:Boost operation efficiency: Get expert legal tech training with WaythornSupercharge your law firm growth and get access to free masterclasses and more when you join our Facebook groupEstate planning attorney? Get online leads and sales coaching with Seminar 2.0Your firm probably needs a tech stack update - whether you know it or not. Many law firms that would benefit from better technology don’t realize they have a problem...But the fact is ignoring advances in technology is no longer an option for attorneys (or really anyone) anymore. Sean Dillman has always loved working with computers. After graduating from law school, he worked at 4 different law firms and frequently fielded questions from coworkers, paralegals and other lawyers about the way he used his office technology.After working various legal jobs and perfecting the tech at his own law firm, Sean increasingly saw how law firm operations would benefit from better tech. And when the pandemic exacerbated this problem last year, Sean decided to stop practicing law and switch focus.In this week’s podcast, Sean Dillman of Wayworth joins us to talk about how getting the right technology in place can be a game changer for your practice. Sean discusses the importance of cloud computing and integrating processes within a law firm, as well as how to set up a better work space.There’s much more to learn in this episode about scaling your firm, so tune in now!About Sean Dillman:Sean Dillman is a non-practicing lawyer, technology instructor, and videographer. In his most recent role as a lawyer, he was a co-managing partner of a law firm and practiced mainly in the areas of estate and incapacity planning, estate administration, real estate, and company and corporate law. Mr. Dillman has produced a course for the legal community which teaches technology-based practice management and productivity skills. Because he understands what legal professionals want and need, the goal of his work is to provide practical and accessible information that can be put into immediate use. His materials cover two broad subjects, computer hardware and software, and are accredited by numerous law societies and bars.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:Calculate your credibility in under 5 minutes with the Credibility CalculatorNeed a credibility boost? Create your own book without writing a word with Paperback ExpertsClose more of your ideal clients with our Double Your Case Files MasterclassEstate planning attorney? Supercharge your firm growth online with Seminar 2.0The truth is people don’t hire you because you’re a great lawyer. They hire you because of how well you can communicate that you’re a great lawyer. Clients are willing to pay premium prices for those they view as expert attorneys. The same can be said for any service-based business. But how do you get more people to see you as an expert in your field?When Michael DeLon first started out in marketing, he only had one client. And he struggled to get more because he didn’t have a way to showcase his expertise. But that all changed after he wrote a book.All of a sudden, potential clients viewed him as a marketing guru and wanted to hire him. After his own success as a published author, he decided to create a business to help professionals boost their credibility and get more of their ideal clients.Michael found that while most people don’t think they have enough to write a book, almost all professionals do. And by putting your story into words, you can reach more people and stand out from the competition.Ready to take on more of your ideal clients? If so, you won’t want to miss this episode on building credibility.In this week’s podcast, Michael DeLon of Paperback Expert joins us to discuss how you can make your story resonate with people in your target audience.Michael shares how you can use a book to precondition your audience to see you differently (so you can charge premium prices for your services!). He also shares three simple strategies you can use to leverage your book.There’s much more to learn in this episode about scaling your firm, so tune in now!About Michael DeLonMichael DeLon creates credibility. As the president of Paperback Expert, he helps business owners publish a book that positions them as the expert in their field. Business owners seek out Michael to clarify their brand strategy, make them bestselling authors, and set up their profitable podcast. They use his Credibility Marketing strategies to gain more clients, get more referrals, and grow their revenue. Michael is the #1 Amazon bestselling author of On Marketing. Since 2013, he has worked with business owners across the United States and internationally to establish and market their credibility. 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:Check out the first episode in the series: How to Escape Solo Practice Groundhog DayGet access to Close Your Next Consultation training and other valuable resources when you join our Facebook groupEstate planning attorney? Ditch toxic revenue and get better clients with Seminar 2.0On the surface, it may seem like all revenue is good revenue. But looks can be deceiving. Simmering under the surface are invisible but significant revenue costs that don’t show up on a profit and loss statement. These hidden costs poison a firm’s potential — and drain firm owners of their time and mental energy.If you feel like you're stuck in a time loop of stagnant growth, you can likely blame the effects of toxic revenue. And while it's present in firms of all sizes, it's especially problematic for solo firms.To escape the time loop and reach a higher level of growth, you'll need to ditch the offending income and shift focus. But how can you determine which revenue streams cost more than they’re worth?In this week’s podcast, Jan Roos discusses what toxic revenue looks like and how numbers don’t always reflect the true costs. He talks about how to identify toxic income and shines a light on the less obvious downsides of working with toxic clients.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.