"Sales is the most important part of your business. It's more important than your financial controls because without sales, there's no finances to control. It's more important than your policies and procedures because without sales, there's no need for policies and procedures because there's no work to do."Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label, this content can be explicit and is for serious entrepreneurs only.In this lesson from the July 2018 Live Quarterly Meeting, RJon reveals the foundational role of sales competency and confidence in law firm growth. When law firm owners improve their sales skills and mindset (even marginally), they can dramatically improve their firm's trajectory. RJon demonstrates how converting just two additional prospects per month creates capital that can be systematically reinvested to build a thriving practice.Key Takeaways:1. Why improving sales skills is more effective than seeking more leads2. The dangers of making assumptions about client motivations3. The financial impact of small improvements in conversion4. Strategic and systematic reinvestment of increased revenue for growthThis episode provides law firm owners with both the technical skills and mindset framework needed to transform their sales conversations. Let's go to the vault!----------Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp

"The value of your services has got nothing to do with where you went to law school. It's got nothing to do with how hard you work. It's got nothing to do with how much you care. The value of your services has to do with how the client values their future."Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label, this content can be explicit and is for serious entrepreneurs only.In this lesson from July 2018, RJon speaks with law firm owners about the essential elements of value driven sales conversations. First he sets the foundation of where the sales ecosystem belongs within How To MANAGE a Small Law Firm's 7 Main Parts of Every Successful Law Firm. Then he demonstrates how to uncover a client's true motivations by repeatedly asking simple, yet powerful, questions. Finally, he reveals how the value of your services is not determined by your credentials, but by how much your clients value the change they want to see in their own lives. Key Takeaways:1. Understanding sales within the broader law firm ecosystem2. The structure of value-driven sales conversations3. How to uncover what clients truly value4. The importance of asking "why" multiple times5. The relationship between client self-valuation and service valueThis episode provides law firm owners with a framework for conducting powerful conversations that reveal the true value of your services to clients.Let's go to the vault!----------Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp

"Do not confuse the media for the strategy. How is TikTok any different from a newspaper...a billboard... everything that everyone was doing a hundred years ago? It's just a new way of doing the same thing."Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label, this content can be explicit and is for serious entrepreneurs only.In this lesson, RJon addresses real marketing questions from How To MANAGE a Small Law Firm members. Through detailed Q&A, he helps law firm owners evaluate vendor performance, determine what makes a qualified lead, and understand why the fundamentals of marketing remain constant even as technology changes. Key Takeaways:1. How to evaluate marketing vendor effectiveness2. Measuring meaningful marketing metrics3. Understanding the practical difference between what makes a lead qualified or unqualifiedThis episode provides law firm owners with practical answers to their marketing implementation questions. To learn more, check out the Automatic Marketing Machine book.Let's go to the vault!----------Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp

"You need someone who all they do is eat, sleep, and breathe marketing. They need to be taking SEO classes, and PPC classes...staying up to date on the latest trends...because that changes every day."Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label – this content can be explicit and is for serious entrepreneurs only.In this lesson, RJon offers a step-by-step process to manage a coordinated, strategic, and accountable marketing team. He explains how campaign alignment, proper delegation, and quarterly marketing meetings can transform individual vendors into a cohesive marketing machine. For law firm owners trying to be their own Chief Marketing Officer (CMO), the responsibilities are extensive: staying current with rapidly changing trends, managing multiple vendors, and coordinating data-driven campaigns across PPC, SEO, social media, funnel and lead generation teams. If this sounds overwhelming, you're not alone. This is one of the many reasons why members rely on How To MANAGE a Small Law Firm's proven systems for their marketing success.Key Takeaways:1. Why individual vendors need coordination2. How to run effective quarterly marketing meetings3. Setting and tracking meaningful performance metrics4. Maximizing marketing spend across vendors5. Creating integrated marketing campaignsThis episode provides law firm owners with a practical blueprint for building an effective marketing team. To learn more, check out the Automatic Marketing Machine book.Let's go to the vault!----------Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp

"An automatic marketing machine can transform your life. Forget about your business... we're really talking about a choice of how you want to live your life."Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label – this content can be explicit and is for serious entrepreneurs only.In this lesson from the April 2022 Live Quarterly Meeting with How To MANAGE a Small Law Firm members, RJon reveals how an automatic marketing machine can transform your law firm and your life. He details why coordinated marketing efforts beat random acts of marketing. Most importantly, he shows how a reliable flow of prospects changes your relationship with clients, staff, and even yourself. Key Takeaways:1. The true benefits of an automatic marketing machine2. Why reliable income beats higher but unpredictable revenue3. How prospect flow affects the clients you choose to work with and firm culture4. The importance of coordinated marketing efforts5. The impact of breaking free from desperate decision-makingThis episode provides law firm owners with insight into why a coordinated plan is needed to build a sustainable marketing machine. For a complete blueprint, check out the Automatic Marketing Machine book.Let's go to the vault!----------Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp

"These are the strategic choices that we as the owners of the ship get to make...Otherwise we're going to abdicate our role of the owner to someone else. And then we'll wake up unhappy with the choices they make."Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label – this content can be explicit and is for serious entrepreneurs only.In this lesson, RJon leads How To MANAGE a Small Law Firm members through a visualization exercise to understand their role as strategic business owners. Through a ship analogy, he demonstrates the replicable strategic steps they can make to guide their firm's direction. Most importantly, he reveals the practical difference between an owner's strategic role and the tactical implementation by their team.Key Takeaways:1. Understanding the owner's strategic role2. The difference between strategic and tactical thinking3. How to make effective strategic decisions4. The importance of proper delegation5. Creating systems for implementationThis episode provides law firm owners with clarity about their role and a framework for making strategic decisions that drive business growth. Let's go to the vault!----------Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp

"Not paying attention to the financials doesn't change the truth of what's going on in your business. It just blinds you to the truth of what's going on in your business."Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label – this content can be explicit and is for serious entrepreneurs only.In this eye-opening lesson with How To MANAGE a Small Law Firm members, RJon tackles the truth about financial avoidance in law firms. He reveals how procrastination creates a cycle of dysfunction and why actions, not intentions, determine profitability. He also challenges law firm owners to raise their expectations and take consistent action with their financials.Key Takeaways:1. Why financial avoidance creates a cycle of dysfunction2. The importance of monthly financial reviews3. How expectations drive actions4. Why good intentions don't create profitability5. The role of consistent action in building a profitable businessThis episode provides law firm owners with a clear understanding of the importance of incorporating monthly financial reviews to build a profitable business. Let's go to the vault!----------Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp

"A strategy is a theory of preferences. Tactics are the steps you take... the things you do to put your theory of preferences to the test."Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label – this content can be explicit and is for serious entrepreneurs only.In this lesson, RJon breaks down the critical difference between strategy and tactics through practical demonstration. Using simple examples and direct instruction, he reveals how understanding this relationship can transform your approach to business decisions. Most importantly, he shows why failed tactics don't necessarily mean a failed strategy. Key Takeaways:1. Understanding the difference between strategy and tactics2. How to develop and test your theories3. The importance of clear tactical guidelines for employees4. The reasons why effective management includes creating systems for implementationThis episode provides law firm owners with a practical framework for turning strategic thinking into tactical action. Let's go to the vault!----------Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp

"This is how people have been building and running successful businesses for generations. It's not glamorous. It just produces amazingly great results."Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label – this content can be explicit and is for serious entrepreneurs only.In this lesson from January 2024, RJon takes How To MANAGE a Small Law Firm members through a fundamental SWOT analysis exercise for their business. Through practical examples and direct instruction, he demonstrates how this simple yet powerful method can create alignment, uncover opportunities, and drive strategic thinking in your law firm. Have a pen and paper ready to identify your law firm's business strengths, weaknesses, opportunities. and threats. It's time to make SWOT analysis a regular business practice in your law firm.Let's go to the vault!----------Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp

"To try to run a law firm or any business for that matter, without good financial controls, without intelligible financial reports, without the ability to analyze, interpret, understand, make rational, sane, intelligent decisions based on financial...that's not how an entrepreneur behaves who expects their business to be financially profitable."Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label – this content can be explicit and is for serious entrepreneurs only.In this lesson, RJon challenges law firm owners at the January 2024 Live Quarterly Meeting to examine their relationship with financial controls. Growing a law firm requires a different focus at different times – from gross revenue and profit margins to team efficiency and business independence, among other key areas. Just like shifting gears in a car, each mode serves its purpose, but financial controls are the road signs telling you when to shift. Let's go to the vault!----------Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp