Kay Van Wey

Kay Van Wey is a  board-certified personal injury trial lawyer with over 30 years of experience. She is the principal owner and founder of Van Wey, Presby &amp; Williams, a Dallas, Texas-based personal injury litigation boutique firm. When Kay isn’t managing her firm or practicing law, she advocates for patient safety. Kay is a big believer in finding your "why", which is one of the things she credits for her ongoing enthusiasm for her work. Getting more news coverage- how do you take 1 high-profile case and get more than 15 minutes of fame? Publicity - high profile cases and were stories that needed to be told and developed relationships with reporters. How are you keeping up those relationships? Capitalizing on them?  Dr. Death/Dr. Duntsch  high profile case and got lots of PR spent lots of time &amp; money on that case Dr. Duntsch reached out to Kay to threaten and ask for a job. Dr. Oz show - thought she'd get tons of clients from that and didn't Dallas news organizations   Attorney At Law magazine articles  Small but Mighty article: https://attorneyatlawmagazine.com/kay-van-wey "Standing up for the little guy"   Marketing has been hard over the years and has involved a lot of patience and learning. When it comes to picking a marketing agency, Kay has been really picky about content, which makes the cost high from her time and her associates time perspective. 10 years prior to Dr. Dutch, Kay's firm represented a similar case and was on 60 minutes. Unfortuantely with no effect or results of getting clients. It just shows that big PR cases don't necessarily lead to more clients in your firm.  

Kay Van Wey is a  board-certified personal injury trial lawyer with over 30 years of experience. She is the principal owner and founder of Van Wey, Presby &amp; Williams, a Dallas, Texas-based personal injury litigation boutique firm. When Kay isn’t managing her firm or practicing law, she advocates for patient safety. Kay is a big believer in finding your "why", which is one of the things she credits for her ongoing enthusiasm for her work. Getting more news coverage- how do you take 1 high-profile case and get more than 15 minutes of fame? Publicity - high profile cases and were stories that needed to be told and developed relationships with reporters. How are you keeping up those relationships? Capitalizing on them? <ul> <li>Dr. Death/Dr. Duntsch <ul> <li>high profile case and got lots of PR</li> <li>spent lots of time &amp; money on that case</li> <li>Dr. Duntsch reached out to Kay to threaten and ask for a job.</li> <li>Dr. Oz show - thought she'd get tons of clients from that and didn't</li> <li>Dallas news organizations</li> </ul> </li> <li>Attorney At Law magazine articles <ul> <li>Small but Mighty article: <a href="https://attorneyatlawmagazine.com/kay-van-wey" rel="noopener nofollow" target="_blank">https://attorneyatlawmagazine.com/kay-van-wey</a></li> <li>"Standing up for the little guy"</li> </ul> </li> <li>Marketing has been hard over the years and has involved a lot of patience and learning.</li> <li>When it comes to picking a marketing agency, Kay has been really picky about content, which makes the cost high from her time and her associates time perspective.</li> <li>10 years prior to Dr. Dutch, Kay's firm represented a similar case and was on 60 minutes. Unfortuantely with no effect or results of getting clients. It just shows that big PR cases don't necessarily lead to more clients in your firm. </li> </ul>

Clienting #56: Kay Van Wey on National PR and Dr. Death

Discussion of ways lawyers can be there for clients (and potential clients) in the uncertain COVID-19 environment. We also say congratulations, farewell, good luck, and until next time to Kelly as she embarks on her new venture.

Discussion of ways lawyers can be there for clients (and potential clients) in the uncertain COVID-19 environment. We also say congratulations, farewell, good luck, and until next time to Kelly as she embarks on her new venture.

Clienting - COVID-19 Special

This episode of Clienting is with a lawyer and podcasting powerhouse, Morris Lilienthal.  Mo is a lawyer at  Martinson &amp; Beason in Huntsville Alabama. The son of a judicial assistant, Mo is a passionate lawyer, advocate for March of Dimes and a passionate advocate for life &amp; sports in Alabama.  Podcast: The Mo Show (Live) on FB Live and then YouTube and then podcast - podcasting for 2 1/2 years We talk about Mo's Podcast process, the equipment he uses (it's easy and inexpensive), how Mo finds guests, and what he does once the podcast/Facebook Live is recorded.   What do you do with the podcast once it's recorded?  Blogs, links, repurpose content, eNewsletter   Personal Brand --&gt; pushed through the firm  Share your Why? March of Dimes, Family team,   TV Appearances   Building an interest base in Alabama  Rotary, MADD, sports  Trash Pandas     Local links/SEO  Rocket City Moms      Other shows that you can hear Mo talk about his "Why's" and marketing efforts.  National President of Mother’s Against Drunk Driving:  http://bit.ly/MoShow-MADD-FB   National President of Rotary International:  http://bit.ly/MoShow-Rotary-MarkMaloney-FB Former NFL &amp; Alabama &amp; Auburn FTBL Players Tony Dixon and Courtney Taylor:  http://bit.ly/MoShow-Dixon-Taylor-FB Madison Mayor Paul Findley:  http://bit.ly/MoShow-PaulFinley-FB UAH Basketball Coach John Shulman: http://bit.ly/MoShow-CoachShulman-FB Voice of the Trash Pandas Josh Caray:  http://bit.ly/MoShow-TrashPandas-FB 

This episode of Clienting is with a lawyer and podcasting powerhouse, Morris Lilienthal.  Mo is a lawyer at <a href="https://www.martinsonandbeason.com/our-attorneys/morris-h-lilienthal/" rel="nofollow" target="_blank"> Martinson &amp; Beason</a> in Huntsville Alabama. The son of a judicial assistant, Mo is a passionate lawyer, advocate for March of Dimes and a passionate advocate for life &amp; sports in Alabama.  Podcast: The Mo Show (Live) on FB Live and then YouTube and then podcast - podcasting for 2 1/2 years We talk about Mo's Podcast process, the equipment he uses (it's easy and inexpensive), how Mo finds guests, and what he does once the podcast/Facebook Live is recorded.  <ul> <li>What do you do with the podcast once it's recorded? <ul> <li>Blogs, links, repurpose content, eNewsletter</li> </ul> </li> <li>Personal Brand --&gt; pushed through the firm <ul> <li>Share your Why?</li> <li>March of Dimes, Family team,  <ul> <li>TV Appearances</li> </ul> </li> <li>Building an interest base in Alabama <ul> <li>Rotary, MADD, sports <ul> <li>Trash Pandas</li> </ul> </li> </ul> </li> <li>Local links/SEO <ul> <li>Rocket City Moms</li> </ul> </li> </ul> </li> </ul> Other shows that you can hear Mo talk about his "Why's" and marketing efforts. <ul> <li>National President of Mother’s Against Drunk Driving:  <a href="http://bit.ly/MoShow-MADD-FB" rel="noopener nofollow" target="_blank">http://bit.ly/MoShow-MADD-FB</a></li> </ul> <ul> <li>National President of Rotary International:  <a href="http://bit.ly/MoShow-Rotary-MarkMaloney-FB" rel="noopener nofollow" target="_blank">http://bit.ly/MoShow-Rotary-MarkMaloney-FB</a></li> <li>Former NFL &amp; Alabama &amp; Auburn FTBL Players Tony Dixon and Courtney Taylor:  <a href="http://bit.ly/MoShow-Dixon-Taylor-FB" rel="noopener nofollow" target="_blank">http://bit.ly/MoShow-Dixon-Taylor-FB</a></li> <li>Madison Mayor Paul Findley:  <a href="http://bit.ly/MoShow-PaulFinley-FB" rel="noopener nofollow" target="_blank">http://bit.ly/MoShow-PaulFinley-FB</a></li> <li>UAH Basketball Coach John Shulman: <a href="http://bit.ly/MoShow-CoachShulman-FB" rel="noopener nofollow" target="_blank">http://bit.ly/MoShow-CoachShulman-FB</a></li> <li>Voice of the Trash Pandas Josh Caray:  <a href="http://bit.ly/MoShow-TrashPandas-FB" rel="noopener nofollow" target="_blank">http://bit.ly/MoShow-TrashPandas-FB</a></li> </ul>

Clienting #55: Mo Lilienthal- Lawyer, Podcaster & Local Link-Builder

Megan Zavieh

Megan Zavieh focuses exclusively on attorney ethics, representing California attorneys facing State Bar disciplinary action and providing tools for lawyers to defend themselves through ethics investigations and prosecutions.  She also provides resources to practicing lawyers to structure their firms to minimize their ethics exposure.  She writes about ethics at CaliforniaStateBarDefense.com and AttorneyatWork.com. Megan is a mother of four, an avid Spartan racer, and a distance runner.  She earned her JD from Boalt Hall of the University of California, graduating Order of the Coif.  She is admitted to the United States Supreme Court, and the state courts and several Federal district courts of California, New York, New Jersey and Georgia. This episode covers tools for ease in Client Development, getting more out of marketing, making sure your firm is using the right technology, and ethics changes in reform - but where to start? CONTENT  Content repurposing; write a blog and turn that into a podcast, then break that down into social media posts. Take 3-5 questions people have and turn each one into a blog post, a LinkedIn article, or social media posts and videos.  Technology &amp; Ethics  What server are you using?  How secure is your client data?  Ethics Changes in Reform  Mental Health Discipline Social Media- lawyers are no longer as scared as they have been in the past  Transparency in Information - lawyers need to be more transparent in marketing and client interactions becasue the internet can give some of the answers of cause mistrust.    How are you marketing your law firm/services?  Start implementing:   Content repurposing: content blog to podcast to social media posts in bite-sized form.  Take the top 3-5 questions people have and turn them into blog posts   Podcast - Lawyers Gone Ethical Speaking engagements Social Media   Will Hornsby - Attorney At Work - What didn't happen in legal ethics reform in 2019?

Megan Zavieh focuses exclusively on attorney ethics, representing California attorneys facing State Bar disciplinary action and providing tools for lawyers to defend themselves through ethics investigations and prosecutions.  She also provides resources to practicing lawyers to structure their firms to minimize their ethics exposure.  She writes about ethics at <a href="http://CaliforniaStateBarDefense.com" rel="nofollow" target="_blank">CaliforniaStateBarDefense.com</a> and <a href="http://AttorneyatWork.com" rel="nofollow" target="_blank">AttorneyatWork.com</a>. Megan is a mother of four, an avid Spartan racer, and a distance runner.  She earned her JD from Boalt Hall of the University of California, graduating Order of the Coif.  She is admitted to the United States Supreme Court, and the state courts and several Federal district courts of California, New York, New Jersey and Georgia. This episode covers tools for ease in Client Development, getting more out of marketing, making sure your firm is using the right technology, and ethics changes in reform - but where to start? CONTENT <ul> <li>Content repurposing; write a blog and turn that into a podcast, then break that down into social media posts.</li> <li>Take 3-5 questions people have and turn each one into a blog post, a LinkedIn article, or social media posts and videos.</li> </ul> Technology &amp; Ethics <ul> <li>What server are you using? </li> <li>How secure is your client data?</li> </ul> Ethics Changes in Reform <ul> <li>Mental Health Discipline</li> <li>Social Media- lawyers are no longer as scared as they have been in the past <ul> <li>Transparency in Information - lawyers need to be more transparent in marketing and client interactions becasue the internet can give some of the answers of cause mistrust.</li> </ul> </li> </ul> How are you marketing your law firm/services? <ul> <li>Start implementing:  <ul> <li>Content repurposing: content blog to podcast to social media posts in bite-sized form. </li> <li>Take the top 3-5 questions people have and turn them into blog posts</li> </ul> </li> <li>Podcast - Lawyers Gone Ethical</li> <li>Speaking engagements</li> <li>Social Media</li> </ul> <a href="https://www.attorneyatwork.com/law-firm-marketing-regulatory-reform/" rel="nofollow" target="_blank"> Will Hornsby - Attorney At Work - What didn't happen in legal ethics reform in 2019?</a>

Clienting #54: Megan Zavieh on Ethics, Technology & Marketing

Marco Brown

Marco Brown is the lead attorney at Brown Law, a Utah Family Law Firm focusing on providing affordable, flat-rate divorce services. Marco is a husband, father, and divorce attorney in Salt Lake City, Utah. Nothing makes him happier than cooking, eating, and traveling, except maybe reading. This episode focuses on capturing the low-hanging fruit of more money without necessarily spending money. We talk about creating a flywheel - the cyclical process of client experience. As a small business owner, Marco also shares how he has been able to find and have money to market his firm AND learn how to attract the clients that his law firm wants to serve.  Automation- what can you automate to help create less friction and more money. Following Marco's rules:  Setting up systems, especially payment. Fire your worst client this week. Get rid of that person, you will make more money. Specialization in one area of the law.    Marco's technology to use:  Google suite, Clio, Scheduling, Zapier 

Marco Brown is the lead attorney at <a href="https://www.utdivorceattorney.com/" rel="nofollow" target="_blank">Brown Law</a>, a Utah Family Law Firm focusing on providing affordable, flat-rate divorce services. Marco is a husband, father, and divorce attorney in Salt Lake City, Utah. Nothing makes him happier than cooking, eating, and traveling, except maybe reading. This episode focuses on capturing the low-hanging fruit of more money without necessarily spending money. We talk about creating a flywheel - the cyclical process of client experience. As a small business owner, Marco also shares how he has been able to find and have money to market his firm AND learn how to attract the clients that his law firm wants to serve. <ul> <li>Automation- what can you automate to help create less friction and more money.</li> <li>Following Marco's rules: <ul> <li>Setting up systems, especially payment.</li> <li>Fire your worst client this week. Get rid of that person, you will make more money.</li> <li>Specialization in one area of the law.</li> </ul> </li> </ul> Marco's technology to use: <ul> <li>Google suite,</li> <li>Clio,</li> <li>Scheduling,</li> <li>Zapier</li> </ul>

Clienting #53: Marco Brown on Finding the Money to Market

Josh Gerben

Josh Gerben is a trademark attorney and founder of Gerben Law Firm, PLLC. The law firm was created by Mr. Gerben to help small and large businesses alike have access to trademark lawyers who are affordable and responsive to their needs. Mr. Gerben represents a wide range of clients, ranging from small start-up businesses to large multinational corporations. Since beginning his practice, Mr. Gerben has represented clients in over 4,000 trademark matters. Marketing your law firm vs. the business of law What to ask a marketing agency:  What budget is necessary and is needed to move the needle and get results. Without understanding what the time and budget investment are, honestly, you may not spend enough or get results? What kind of work will the agency do? Content, on-site work, types and amount of link-building (and links are super important), Monitor your agency and make sure you get reports on the things that are important to your law firm’s growth.  LinkedIn  Great for building a network and increasing visibility in your field. Haven’t gotten clients as of yet but Josh is working on getting there!  Direct Mail  Josh and Gerben Law have tried to incorporate direct mailer boxes to increase their network but those haven’t panned out thus far.  Positioning yourself against commoditized legal services. Try not to sell the unsellable.  Competing with LegalZoom, quality and pricing, managing pressure on fees  Business of Law Using this aspect to get referrals, speaking engagements, create a public image and PR Josh has been featured on Fox News, NPR, New York Times, Wall Street Journal - how are those things happening?   Leads that go unresponded to and why- practical daily business Understanding who your clients are and how to attract them Selling to someone who isn't going to buy- how to manage this when feeling 'desperate'  Templates for responses?   

Josh Gerben is a trademark attorney and founder of Gerben Law Firm, PLLC. The law firm was created by Mr. Gerben to help small and large businesses alike have access to trademark lawyers who are affordable and responsive to their needs. Mr. Gerben represents a wide range of clients, ranging from small start-up businesses to large multinational corporations. Since beginning his practice, Mr. Gerben has represented clients in over 4,000 trademark matters. Marketing your law firm vs. the business of law What to ask a marketing agency: <ul> <li>What budget is necessary and is needed to move the needle and get results. Without understanding what the time and budget investment are, honestly, you may not spend enough or get results?</li> <li>What kind of work will the agency do? Content, on-site work, types and amount of link-building (and links are super important),</li> <li>Monitor your agency and make sure you get reports on the things that are important to your law firm’s growth.</li> </ul> LinkedIn <ul> <li>Great for building a network and increasing visibility in your field.</li> <li>Haven’t gotten clients as of yet but Josh is working on getting there!</li> </ul> Direct Mail <ul> <li>Josh and Gerben Law have tried to incorporate direct mailer boxes to increase their network but those haven’t panned out thus far.</li> </ul> Positioning yourself against commoditized legal services. Try not to sell the unsellable. <ul> <li>Competing with LegalZoom, quality and pricing, managing pressure on fees</li> </ul> Business of Law Using this aspect to get referrals, speaking engagements, create a public image and PR Josh has been featured on Fox News, NPR, New York Times, Wall Street Journal - how are those things happening?  <ul> <li>Leads that go unresponded to and why- practical daily business</li> <li>Understanding who your clients are and how to attract them</li> <li>Selling to someone who isn't going to buy- how to manage this when feeling 'desperate' <ul> <li>Templates for responses?</li> </ul> </li> </ul>

Clienting #52: Josh Gerben on Learning to Market His Law Firm

Gyi and Kelly are here for their 3rd Annual Legal Marketing Trends episode.   Voice Search - any updates here? Influencer marketing - Lawyers as Influencers https://www.instagram.com/iamcaez/ https://www.aimclearblog.com/wave-bye-bye-to-these-digital-marketing-trends-pubcon-speakers-speak-out/ https://marketinginsidergroup.com/marketing-strategy/2020-marketing-trends-you-need-to-know/ 

Gyi and Kelly are here for their 3rd Annual Legal Marketing Trends episode.  <ul> <li>Voice Search - any updates here?</li> <li>Influencer marketing - Lawyers as Influencers <a href="https://www.instagram.com/iamcaez/" rel="noopener nofollow" target="_blank">https://www.instagram.com/iamcaez/</a></li> <li><a href="https://www.aimclearblog.com/wave-bye-bye-to-these-digital-marketing-trends-pubcon-speakers-speak-out/" rel="noopener nofollow" target="_blank">https://www.aimclearblog.com/wave-bye-bye-to-these-digital-marketing-trends-pubcon-speakers-speak-out/</a></li> <li><a href="https://marketinginsidergroup.com/marketing-strategy/2020-marketing-trends-you-need-to-know/" rel="noopener nofollow" target="_blank">https://marketinginsidergroup.com/marketing-strategy/2020-marketing-trends-you-need-to-know/</a></li> </ul>

Clienting #51: 2020 Legal Marketing Trends 

Ryan McKeen

Hailey Rice

Who are Ryan McKeen and Hailey Rice?  Ryan is the CEO of Connecticut Trial Firm, LLC. In 2019, Connecticut Trial Firm was ranked #15 on the Law Firm 500 list of fastest growing law firms in the United States. Ryan is also a co-author of the best selling "Tiger Tactics: Powerful Strategies for Winning Law Firms". He speaks around the country helping lawyers build practices that transform the way law is practiced.  Hailey Rice is a Connecticut-based personal injury attorney, zealous social media participant, and host of the Woman on Top podcast.  Hailey approaches content generation and marketing through the lenses of leadership, modernizing law practice and the unique challenges faced by women in business.  How is your law firm getting clients?  Organically grown - slow and steady growth, which allowed them to build strategically over time.  Blogging since 2007 Working with a digital marketing agency:  This has become table stakes for a personal injury firm. Ryan discusses how it has become essential to the firm to have someone who is dedicated to understanding the chnages on Google and focus on link-building to keep their law firm top of mind with all of the algorithm changes.   Content Marketing  Web pages Book (Tiger Tactics) Social Media   Local link-building  movie rental   Videos LinkedIn for Lawyer referrals Lead tracking and Data  Lead docket Get FIrm Flex (social media management)    Hailey:  Woman On Top (iTunes) TikTok (@thehgr) - Hailey is experimenting with this social media platform to see how lawyers can leverage it by staying up on trends.   Links:  Ryan's blog Connecticut Trial Law Facebook Page Ryan's LinkedIn Page Tiger Tactics  Ryan - 5 Point Friday 

Who are Ryan McKeen and Hailey Rice? <ul> <li>Ryan is the CEO of Connecticut Trial Firm, LLC. In 2019, Connecticut Trial Firm was ranked #15 on the Law Firm 500 list of fastest growing law firms in the United States. Ryan is also a co-author of the best selling "Tiger Tactics: Powerful Strategies for Winning Law Firms". He speaks around the country helping lawyers build practices that transform the way law is practiced. </li> <li>Hailey Rice is a Connecticut-based personal injury attorney, zealous social media participant, and host of the Woman on Top podcast.  Hailey approaches content generation and marketing through the lenses of leadership, modernizing law practice and the unique challenges faced by women in business.</li> </ul> How is your law firm getting clients? <ul> <li>Organically grown - slow and steady growth, which allowed them to build strategically over time. </li> <li>Blogging since 2007</li> <li>Working with a digital marketing agency: <ul> <li>This has become table stakes for a personal injury firm. Ryan discusses how it has become essential to the firm to have someone who is dedicated to understanding the chnages on Google and focus on link-building to keep their law firm top of mind with all of the algorithm changes.</li> </ul> </li> <li>Content Marketing <ul> <li>Web pages</li> <li>Book (Tiger Tactics)</li> <li>Social Media</li> </ul> </li> <li>Local link-building <ul> <li>movie rental</li> </ul> </li> <li>Videos</li> <li>LinkedIn for Lawyer referrals</li> <li>Lead tracking and Data <ul> <li>Lead docket</li> <li><a href="https://www.getfirmflex.com/" rel="noopener nofollow" target="_blank">Get FIrm Flex </a>(social media management)</li> </ul> </li> </ul> Hailey: <ul> <li><a href="https://podcasts.apple.com/us/podcast/woman-on-top/id1472880986" rel="noopener nofollow" target="_blank">Woman On Top (iTunes)</a></li> <li>TikTok (@thehgr) - Hailey is experimenting with this social media platform to see how lawyers can leverage it by staying up on trends. </li> </ul> Links: <ul> <li><a href="https://aconnecticutlawblog.com/" rel="noopener nofollow" target="_blank">Ryan's blog</a></li> <li><a href="https://www.facebook.com/cttrialfirm/" rel="noopener nofollow" target="_blank">Connecticut Trial Law Facebook Page</a></li> <li><a href="https://www.linkedin.com/in/ryanmckeen/" rel="noopener nofollow" target="_blank">Ryan's LinkedIn Page</a></li> <li><a href="https://tigertacticsbook.com/" rel="noopener nofollow" target="_blank">Tiger Tactics</a> </li> <li><a href="https://ryanmckeen.com/" rel="noopener nofollow" target="_blank">Ryan - 5 Point Friday</a></li> </ul>

Clienting #50: Ryan McKeen & Hailey Rice are Masters of Content!

Erin Gerstenzang

In a first for Clienting, we're bringing a guest back for a second episode. Erin Gerstenzang is a practicing Criminal Defense attorney based in Atlanta. We discuss future-focused law firms who are looking at where clients are going to come from tomorrow, not just today. In our last episode, we focused on how speaking engagements can build up your referral network and boost your online presence through links, videos, and more. Today, we're going to talk about how to look outside of traditional means to inform your client development, marketing, and your law firm as a business.   Revamped and updated your website:  Why? How did Erin decide on and work on the new look and feel- what informed her choices? What was the process? We discussed how the new version of the law firm website shows much more about the process of working with Erin and better reflects her as a lawyer.   Added Hemp Law:  How does someone go about diving into a new niche?  Forecasting your practice area   Where and how to market those services differently?    Erin's Online DUI Course:  Leveraging specialty knowledge in the law for marketing and client development, Adding alternative revenue streams in the practice if you're not "all law all the time" How lawyers are learning the business of law, beyond CLE's    Who is Erin Gerstenzang? Erin Gerstenzang is a trial attorney with a law practice in Atlanta, Georgia. She provides concierge-level service to clients facing drug and alcohol-related offenses. In addition to running her boutique criminal defense law practice in Atlanta, Georgia, Erin Gerstenzang is dedicated to helping other attorneys succeed in their practices. She is a regular speaker at CLE events across the country and helps lawyers understand legal ethics in a technology-enabled world. She also lectures on women mentoring women, design-thinking for law firms, and using social media to build a legal brand

In a first for Clienting, we're bringing a guest back for a second episode. Erin Gerstenzang is a practicing Criminal Defense attorney based in Atlanta. We discuss future-focused law firms who are looking at where clients are going to come from tomorrow, not just today. In our last episode, we focused on how speaking engagements can build up your referral network and boost your online presence through links, videos, and more. Today, we're going to talk about how to look outside of traditional means to inform your client development, marketing, and your law firm as a business.  <ul> <li>Revamped and updated your website: <ul> <li>Why?</li> <li>How did Erin decide on and work on the new look and feel- what informed her choices?</li> <li>What was the process?</li> <li>We discussed how the new version of the law firm website shows much more about the process of working with Erin and better reflects her as a lawyer.</li> </ul> </li> <li>Added Hemp Law: <ul> <li>How does someone go about diving into a new niche? <ul> <li>Forecasting your practice area</li> </ul> </li> <li>Where and how to market those services differently? </li> </ul> </li> <li>Erin's Online DUI Course: <ul> <li>Leveraging specialty knowledge in the law for marketing and client development,</li> <li>Adding alternative revenue streams in the practice if you're not "all law all the time"</li> <li>How lawyers are learning the business of law, beyond CLE's</li> </ul> </li> </ul> Who is Erin Gerstenzang? Erin Gerstenzang is a trial attorney with a <a href="http://www.ehglawfirm.com/" rel="noopener nofollow" target="_blank">law practice</a> in Atlanta, Georgia. She provides concierge-level service to clients facing drug and alcohol-related offenses. In addition to running her boutique criminal defense law practice in Atlanta, Georgia, Erin Gerstenzang is dedicated to helping other attorneys succeed in their practices. She is a <a href="http://www.eringerstenzang.com/" rel="noopener nofollow" target="_blank">regular speaker </a>at CLE events across the country and helps lawyers understand legal ethics in a technology-enabled world. She also lectures on women mentoring women, design-thinking for law firms, and using social media to build a legal brand

Clienting #49: Erin Gerstenzang is back to discuss the future!

Allison Shields

Allison Shields joins Gyi and Kelly to discuss the 2019 ABA Marketing Survey. We've deemed this episode "Random Acts of Marketing" because that's what the data shows are happening in the majority of small law firms. Allison C. Shields is the President of Legal Ease Consulting, Inc. where provides practice management, productivity, marketing, business development, and social media coaching and consulting for lawyers and law firms. As a former practicing lawyer, law firm manager and partner herself, Allison understands the unique challenges faced by lawyers today in trying to juggle practicing law, handling clients, and managing and growing their businesses. Allison is also the co-author of the brand-new book, Make LinkedIn Work for You: A Practical Handbook for Lawyers and Other Legal Professionals, now available on Amazon.com.  Introduction to the survey and survey methods. Marketing Methods in use:  The leading channels for marketing across all firm sizes are email (41%), Facebook (30%), and direct mail (19%).  Solos are more likely to use Avvo, with 25% of respondents reporting that they use the platform.   What are solos doing for marketing?  Solos most often use email (40%), followed by Facebook (26%) and Avvo (25%).  Facebook was the most popular channel for lawyers from firms of 2-9 lawyers at 39%, followed by print at 33%.  In firms of 10-49 lawyers, respondents reported using email most often (47%), followed by print (41%).   Law Firm Websites  86% of respondents have a website.  Only 57% of solos have a firm website Over 90% of respondents in all other firm sizes report having a firm website.   Who is doing the marketing?  9% of respondents, (60% of solos), said attorneys do the marketing.  31% of firms overall have internal marketing staff, 17% use outside consultants, and 16% report that administrative staff performs marketing functions for the firm.  13% of respondents say "no one" is responsible for marketing in their firms, including 30% of solos and 13% of respondents in firms of 2-9 lawyers. in 2019, more solos and firms with 2-9 lawyers report using an outside consultant (34% and 41% respectively) for their firm website than they have reported in previous years.   Larger firms rely more on marketing staff, IT staff, or a firm webmaster for managing their sites.  30% of all respondents report that their firm uses an outside consultant or agency for search engine optimization (SEO).     Website maintenance:   25% report their website is primarily managed by an outside consultant, 22% are managed by one lawyer within the firm, 18% by marketing staff, 12% by firm IT staff, and 9% by firm administrators.  (51%) and firms with between 2-9 lawyers (34%) were most likely to report that one lawyer was responsible for maintaining the firm’s website, which has remained steady since 2015.   What are the agencies doing? - Mostly SEO over Adwords/PPC  7% of all respondents indicated that their firms were using AdWords, but 9% report using an outside consultant or agency for AdWords or pay-per-click advertising (PPC).  80% of firms are participating in some sort of social media, only 26% use an outside consultant or agency for social media.  59% of respondents report that their firms do not use a consultant for SEO, AdWords/PPC, or social media. In firms of 2-9 lawyers, 40% of respondents reported using an outside consultant for SEO, 23% for social media, and 15% for AdWords/PPC.  35% of respondents from firms of 10-49 lawyers reported the use of an outside consultant for SEO, and 32% for social media.   How effective is law firm marketing?  ANALYTICS: 38% of respondents say they have access to analytics or reports to monitor the effectiveness of their website or blog. 41% do not have such access and 21% do not know.  Do agencies provide analytics? only 17% of respondents indicated that they work with external agencies who provide them regular reports on marketing performance. Another 11% use these agencies but do not get regular reports, and 48% do not use an external agency at all.    Lawyers confidence in their marketing efforts was a 2.9 out of 5. Blog effectiveness: 49% have gotten clients as a result of blogging and another 34% do not know whether they have gotten a client or not.  Social media effectiveness: 31% report having gotten clients as a result, 44% say they did not, and 24% did not know.   

Allison Shields joins Gyi and Kelly to discuss the 2019 ABA Marketing Survey. We've deemed this episode "Random Acts of Marketing" because that's what the data shows are happening in the majority of small law firms. Allison C. Shields is the President of Legal Ease Consulting, Inc. where provides practice management, productivity, marketing, business development, and social media coaching and consulting for lawyers and law firms. As a former practicing lawyer, law firm manager and partner herself, Allison understands the unique challenges faced by lawyers today in trying to juggle practicing law, handling clients, and managing and growing their businesses. Allison is also the co-author of the brand-new book, Make LinkedIn Work for You: A Practical Handbook for Lawyers and Other Legal Professionals, now available on <a href="http://Amazon.com" rel="nofollow" target="_blank">Amazon.com</a>. <ul> <li>Introduction to the survey and survey methods.</li> <li>Marketing Methods in use: <ul> <li>The leading channels for marketing across all firm sizes are email (41%), Facebook (30%), and direct mail (19%). </li> <li>Solos are more likely to use Avvo, with 25% of respondents reporting that they use the platform.</li> </ul> </li> <li>What are solos doing for marketing? <ul> <li>Solos most often use email (40%), followed by Facebook (26%) and Avvo (25%). </li> <li>Facebook was the most popular channel for lawyers from firms of 2-9 lawyers at 39%, followed by print at 33%. </li> <li>In firms of 10-49 lawyers, respondents reported using email most often (47%), followed by print (41%).</li> </ul> </li> <li>Law Firm Websites <ul> <li>86% of respondents have a website. </li> <li>Only 57% of solos have a firm website</li> <li>Over 90% of respondents in all other firm sizes report having a firm website.</li> </ul> </li> <li>Who is doing the marketing? <ul> <li>9% of respondents, (60% of solos), said attorneys do the marketing. </li> <li>31% of firms overall have internal marketing staff, 17% use outside consultants, and 16% report that administrative staff performs marketing functions for the firm. </li> <li>13% of respondents say "no one" is responsible for marketing in their firms, including 30% of solos and 13% of respondents in firms of 2-9 lawyers.</li> <li>in 2019, more solos and firms with 2-9 lawyers report using an outside consultant (34% and 41% respectively) for their firm website than they have reported in previous years.  <ul> <li>Larger firms rely more on marketing staff, IT staff, or a firm webmaster for managing their sites. </li> <li>30% of all respondents report that their firm uses an outside consultant or agency for search engine optimization (SEO).</li> </ul> </li> </ul> </li> <li>Website maintenance:  <ul> <li>25% report their website is primarily managed by an outside consultant, 22% are managed by one lawyer within the firm, 18% by marketing staff, 12% by firm IT staff, and 9% by firm administrators. </li> <li>(51%) and firms with between 2-9 lawyers (34%) were most likely to report that one lawyer was responsible for maintaining the firm’s website, which has remained steady since 2015.</li> </ul> </li> <li>What are the agencies doing? - Mostly SEO over Adwords/PPC <ul> <li>7% of all respondents indicated that their firms were using AdWords, but 9% report using an outside consultant or agency for AdWords or pay-per-click advertising (PPC). </li> <li>80% of firms are participating in some sort of social media, only 26% use an outside consultant or agency for social media. </li> <li>59% of respondents report that their firms do not use a consultant for SEO, AdWords/PPC, or social media.</li> <li>In firms of 2-9 lawyers, 40% of respondents reported using an outside consultant for SEO, 23% for social media, and 15% for AdWords/PPC. </li> <li>35% of respondents from firms of 10-49 lawyers reported the use of an outside consultant for SEO, and 32% for social media.</li> </ul> </li> <li>How effective is law firm marketing? <ul> <li>ANALYTICS: 38% of respondents say they have access to analytics or reports to monitor the effectiveness of their website or blog. 41% do not have such access and 21% do not know. <ul> <li>Do agencies provide analytics? only 17% of respondents indicated that they work with external agencies who provide them regular reports on marketing performance. Another 11% use these agencies but do not get regular reports, and 48% do not use an external agency at all. </li> </ul> </li> <li>Lawyers confidence in their marketing efforts was a 2.9 out of 5.</li> <li>Blog effectiveness: 49% have gotten clients as a result of blogging and another 34% do not know whether they have gotten a client or not. </li> <li>Social media effectiveness: 31% report having gotten clients as a result, 44% say they did not, and 24% did not know.</li> </ul> </li> </ul>

Clienting #48: Allison Shields and the 2019 ABA Marketing Survey

Your place to get information about legal marketing in the digital age. Talking about all things client development, digital marketing and ethical implications of these topics in the legal field.

Well worth a listen if you want inspiration for building your own practice.

Terrific podcast - great guests

This is a great podcast. I really hope my competition is NOT listening. Thanks Gyi and Kelly!

Very Valuable

Clienting: Digital Legal Marketing

Sam Mollaei

Sam's Bio: In 2013, I took the leap to start a virtual law firm right after law school so I could help entrepreneurs start their business and so that I could work online from anywhere in the world at the same time. Since then I've served 3,000 entrepreneurs start their business and I'm the only lawyer with more than 1,000 Google reviews.   I recently became the first lawyer in the ClickFunnels 2CommaClub ($1M generated with a funnel). I founded LegalFunnel which builds and manages automated and scalable funnels to generate legal clients so that other lawyers can find the same success with their own law firm!   ✅ First Lawyer with more than 1,000 5-Star Google reviews ✅ First Lawyer in ClickFunnels 2CommaClub ✅ Served 3,000+ entrepreneurs start their business in 4 years   Topics We Discuss 1. What's a Legal Funnel and how lawyers can get started with building their own automated client-generating funnel   Legal Funnel is a system that allows you to generate clients for your law firm on an automated-basis where a prospect enters a funnel and at the end of the funnel is converted to a retained client. Here’s the 4 essential parts of a Legal Funnel: 1. Traffic with either Google Ads, Facebook ads, or YouTube videos (videos) 2. Landing Page to convert the potential clients to leads (lawyers are not doing it correctly, keep it simple) 3. Content (Automated Email Series, Videos, Blog Valuable Content to nurture relationship and maintain communication to close clients over the phone (provide value before selling) 4. Retargeting on Facebook, YouTube, and Google to bring back potential clients.   2. How to consistently get Google reviews from your clients   3. 3 tools to automate your law firm   1. Upwork 2. Calendly 3. MixMax   4.  Valuable lessons I've learned in the past 4 years as an attorney  1. 80/20 principle: 80 of your results come from 20% of your effort, I urge you to find what’s working for you and double down on it, 2. Clients like working with PEOPLE and not companies so make your face and story prominent on your website — don’t make your website all about you, but make sure they know what you look like and your story before they call you. 3. Follow up is EVERYTHING — 80-90% of my sales are done through the follow up. I use MixMax for my email follow-up.

Clienting #45: Sam Mollaei on How to Use Legal Funnels to Generate Legal Clients Online

SEO: We know it stands for Search Engine Optimization, but what does it mean and how do you do it successfully? This episode has a little bit for legal SEO beginners, intermediates and beyond.  What is SEO? Do you need to know how to code for SEO? Why does link-building matter/what are links? Local SEO vs. Traditional SEO  How to do local SEO w/multiple offices   Should you buy links? How many keywords should I use on my pages? Why do you need ALT tags on images? SEO Goals Should you hire someone to help with SEO? How much does SEO cost?  References:  How To Use HTML How much does SEO cost? - see slides on post Do you need to hire an SEO? 

SEO: We know it stands for Search Engine Optimization, but what does it mean and how do you do it successfully? This episode has a little bit for legal SEO beginners, intermediates and beyond. <ul> <li>What is SEO?</li> <li>Do you need to know how to code for SEO?</li> <li>Why does link-building matter/what are links?</li> <li>Local SEO vs. Traditional SEO <ul> <li>How to do local SEO w/multiple offices</li> </ul> </li> <li>Should you buy links?</li> <li>How many keywords should I use on my pages?</li> <li>Why do you need ALT tags on images?</li> <li>SEO Goals</li> <li>Should you hire someone to help with SEO?</li> <li>How much does SEO cost?</li> </ul> References: <ul> <li><a href="https://hallanalysis.com/html-for-seo/" rel="nofollow" target="_blank">How To Use HTML</a></li> <li>How much does SEO cost? - see slides on post</li> <li><a href="https://support.google.com/webmasters/answer/35291?hl=en" rel="nofollow" target="_blank">Do you need to hire an SEO?</a></li> </ul>

Clienting #16: All Your SEO Questions, Answered

Gyi and Kelly took a break from recording in August and they're super excited to be back, talking tech tools for internet marketing! When it comes to marketing tools, make sure that you understand how to use them and that you are getting added ROI by using the tool. Tools for PPC - Make sure to have tools for Speed, Mobile, and A/B testing.  Unbounce - landing pages Optimizely for landing page testing Keyword research tools  Answer The Public Clearscope    Tools for SEO  Ask clients or non-lawyers how they would describe the searches they would do to get help for that issue. Ahrefs Keyword Planner Google Search Console- check the impression data SEMRush Google Analytics  Tracking Tools  Whitespark Brightlocal  Tools for Everything Else  Automation &amp; social media planning tools:  Meet Edgar, Sendible, Hootsuite Buffer Later Sprout- more expensive but has more options for larger firms Mention   Social Media Ads:  AdEspresso   Image tools:   Biteable, Canva, Ripple, Over, Clipomatic for story captions.   Reviews:  GatherUp Podium   Email Tools:  MailChimp  Facebook &amp; Instagram Ads  Automation     

Gyi and Kelly took a break from recording in August and they're super excited to be back, talking tech tools for internet marketing! When it comes to marketing tools, make sure that you understand how to use them and that you are getting added ROI by using the tool. Tools for PPC - Make sure to have tools for Speed, Mobile, and A/B testing. <ul> <li>Unbounce - landing pages</li> <li>Optimizely for landing page testing</li> <li>Keyword research tools <ul> <li>Answer The Public</li> <li>Clearscope</li> </ul> </li> </ul> Tools for SEO <ul> <li>Ask clients or non-lawyers how they would describe the searches they would do to get help for that issue.</li> <li>Ahrefs</li> <li>Keyword Planner</li> <li>Google Search Console- check the impression data</li> <li>SEMRush</li> <li>Google Analytics</li> </ul> Tracking Tools <ul> <li>Whitespark</li> <li>Brightlocal</li> </ul> Tools for Everything Else <ul> <li>Automation &amp; social media planning tools: <ul> <li>Meet Edgar,</li> <li>Sendible,</li> <li>Hootsuite</li> <li>Buffer</li> <li>Later</li> <li>Sprout- more expensive but has more options for larger firms</li> <li>Mention</li> </ul> </li> <li>Social Media Ads: <ul> <li>AdEspresso</li> </ul> </li> <li>Image tools:  <ul> <li>Biteable, Canva, Ripple, Over, Clipomatic for story captions.</li> </ul> </li> <li>Reviews: <ul> <li>GatherUp</li> <li>Podium</li> </ul> </li> <li>Email Tools: <ul> <li>MailChimp <ul> <li>Facebook &amp; Instagram Ads </li> <li>Automation</li> </ul> </li> </ul> </li> </ul>

Clienting #42: Tech Tools For Marketing

On episode 12 of Clienting, Gyi Tsakalakis and Kelly Street were joined by Alex Barthet, a Miami Construction Lawyer with a growing practice that focuses on marketing via content and referrals to get clients. Alex shares his 9 tips for legal marketing based on 10 years of marketing mistakes his firm made before they got things right.  Here are Alex's 9 tips: 1. Claim your online profiles Claim and complete profiles on Google, Yelp, and Avvo. (All of these platforms have the potential to be highly visible when people search your firm.) Don’t forget the pictures.  2. Get online reviews Work hard to get online reviews on all of these platforms from friends, clients, and colleagues. Having reviews will immediately separate you from 98% of your competition who probably have no reviews. Think about it, when you Google a service you need, which of the businesses that pop up are you going to use: the one with no reviews, or the one with good reviews?  Google "Miami construction lawyer" and see how we stack up.  3. Do not move on before completing steps one and two Only when you finish the above, work on the rest. 4. Start blogging and create resource sites Either on your site or on a separate site, start blogging to your potential clients. Make sure your site is mobile-first.  You don’t need anything complicated—simple is better.  You need to blog at least once a week to even be in the game. If you are not going to be consistent, don’t waste your time. We blog weekly at www.TheLienZone.com and www.ContractorConflicts.com.  Not interested in blogging, then maybe a resource site is your thing. We created two resource sites, www.MiamiConstructionForum.com, and www.ConstructionLawyersAlliance.org.  These are hubs for other marketing and networking we do.  They are not as good as the blogs, but they help support our overall marketing strategy. 5. Use video and keep it short You can get fancy by shooting videos that you then transcribe for blog posts (we use www.rev.com). You can also use the audio for podcasts (https://www.thelienzone.com/podcast/). That’s three uses for the same content—not bad. We shoot videos with a camera, mic, lighting, and background setup that cost, in total, about $800 from Amazon. Your face and the content sells, not the fancy graphics in post-production that cost a fortune.  And keep it short.  Our videos range from 3 to 7 minutes. And they are very actionable – they ask and answer a very specific question.  Can you say long-tail keywords? 6. Focus on solving the client’s problems No one cares about you, so don’t talk about you.  All they care about is how to solve their problem, so talk about that.  We keep track of the questions clients ask and answer them weekly on our videos.  How easy – we don’t even come up with the questions we answer! 7. Use pay-per-click (PPC) carefully PPC is okay and we have used it. If you do use it, keep it hyper-focused on your area of law in your county. Use lots of negative keywords to exclude results you don’t want and avoid wasted clicks. For example, we don’t do anything with "accidents" or "injuries", so we blocked those words.  8. Claim your social profiles Claim all the available social profiles for you and your business even if you won’t use them right away. We use LinkedIn primarily (https://www.linkedin.com/in/alexbarthet/), then Instagram (https://www.instagram.com/thelienzone/) and Twitter (https://twitter.com/thelienzone). We don’t do much on Facebook or other platforms. Only use networks you are going to check daily. Linking these networks to my phone has made them easier to keep track of. Actively post on each network (we post two to three times a day) and engage folks online by calling them out by their profile names. We use a service called Buffer (https://bufferapp.com/) to make posting to multiple networks easier: We queue up about two or three weeks of posts and it drips them out on each network three times a day. 9. Be very careful with paid profiles In my opinion, paid profiles are a waste. Claim what they have that is free, but divert what you’d spend on paid profiles to PPC on Google.

On episode 12 of Clienting, Gyi Tsakalakis and Kelly Street were joined by Alex Barthet, a Miami Construction Lawyer with a growing practice that focuses on marketing via content and referrals to get clients. Alex shares his 9 tips for legal marketing based on 10 years of marketing mistakes his firm made before they got things right.  Here are Alex's 9 tips: 1. Claim your online profiles Claim and complete profiles on Google, Yelp, and Avvo. (All of these platforms have the potential to be highly visible when people search your firm.) Don’t forget the pictures.  2. Get online reviews Work hard to get online reviews on all of these platforms from friends, clients, and colleagues. Having reviews will immediately separate you from 98% of your competition who probably have no reviews. Think about it, when you Google a service you need, which of the businesses that pop up are you going to use: the one with no reviews, or the one with good reviews?  Google "Miami construction lawyer" and see how we stack up.  3. Do not move on before completing steps one and two Only when you finish the above, work on the rest. 4. Start blogging and create resource sites Either on your site or on a separate site, start blogging to your potential clients. Make sure your site is mobile-first.  You don’t need anything complicated—simple is better.  You need to blog at least once a week to even be in the game. If you are not going to be consistent, don’t waste your time. We blog weekly at <a href="http://www.thelienzone.com/" rel="noopener nofollow" target="_blank">www.TheLienZone.com</a> and <a href="http://www.contractorconflicts.com/" rel="noopener nofollow" target="_blank">www.ContractorConflicts.com</a>.  Not interested in blogging, then maybe a resource site is your thing. We created two resource sites, <a href="http://www.miamiconstructionforum.com/" rel="noopener nofollow" target="_blank">www.MiamiConstructionForum.com</a>, and <a href="http://www.constructionlawyersalliance.org/" rel="noopener nofollow" target="_blank">www.ConstructionLawyersAlliance.org</a>.  These are hubs for other marketing and networking we do.  They are not as good as the blogs, but they help support our overall marketing strategy. 5. Use video and keep it short You can get fancy by shooting videos that you then transcribe for blog posts (we use <a href="http://www.rev.com/" rel="noopener nofollow" target="_blank">www.rev.com</a>). You can also use the audio for podcasts (<a href="https://www.thelienzone.com/podcast/" rel="noopener nofollow" target="_blank">https://www.thelienzone.com/podcast/</a>). That’s three uses for the same content—not bad. We shoot videos with a camera, mic, lighting, and background setup that cost, in total, about $800 from Amazon. Your face and the content sells, not the fancy graphics in post-production that cost a fortune.  And keep it short.  Our videos range from 3 to 7 minutes. And they are very actionable – they ask and answer a very specific question.  Can you say long-tail keywords? 6. Focus on solving the client’s problems No one cares about you, so don’t talk about you.  All they care about is how to solve their problem, so talk about that.  We keep track of the questions clients ask and answer them weekly on our videos.  How easy – we don’t even come up with the questions we answer! 7. Use pay-per-click (PPC) carefully PPC is okay and we have used it. If you do use it, keep it hyper-focused on your area of law in your county. Use lots of negative keywords to exclude results you don’t want and avoid wasted clicks. For example, we don’t do anything with "accidents" or "injuries", so we blocked those words.  8. Claim your social profiles Claim all the available social profiles for you and your business even if you won’t use them right away. We use LinkedIn primarily (<a href="https://www.linkedin.com/in/alexbarthet/" rel="noopener nofollow" target="_blank">https://www.linkedin.com/in/alexbarthet/</a>), then Instagram (<a href="https://www.instagram.com/thelienzone/" rel="noopener nofollow" target="_blank">https://www.instagram.com/thelienzone/</a>) and Twitter (<a href="https://twitter.com/thelienzone" rel="noopener nofollow" target="_blank">https://twitter.com/thelienzone</a>). We don’t do much on Facebook or other platforms. Only use networks you are going to check daily. Linking these networks to my phone has made them easier to keep track of. Actively post on each network (we post two to three times a day) and engage folks online by calling them out by their profile names. We use a service called Buffer (<a href="https://bufferapp.com/" rel="noopener nofollow" target="_blank">https://bufferapp.com/</a>) to make posting to multiple networks easier: We queue up about two or three weeks of posts and it drips them out on each network three times a day. 9. Be very careful with paid profiles In my opinion, paid profiles are a waste. Claim what they have that is free, but divert what you’d spend on paid profiles to PPC on Google.

Clienting #12: 10 Years of Marketing Mistakes I Made So You Don’t Have To w/Alex Barthet

Justie Nicol

Gyi Tsakalakis and Kelly Street were joined by Justie Nicol, owner of Nicol Law Offices, a Criminal Defense Attorney in Fort Collins, Colorado. She is a savvier than average solo attorney who used technology tools to make her practice run smoother and create better work/life balance.  Justie has even taught a CLE on tech tools as a solo to boost client experience! When you look at the list of tools below and listen, keep in mind that Justie is a regular lawyer who implemented these tools over time, as she saw a need. She starts with a low-cost or free solution What Justie uses to streamline her firm and client experience:  Wisestamp for email signature (appt scheduler, tweets, etc)    Copper CRM  Connects with Zapier to her email and more   Typeform for intake/conflict check  Prior to client consultations, have them fill this out. Send a post-consultation form to see why a potential client didn't choose your law firm Send a post-case form to get client feedback for reviews   Zapier, to connect apps and services Acuity for appointments  Set expectations with clients so they know when and how appointments should go; filling out a conflict check prior, etc. Consult with everyone who wants one or send them referral sources; just don't let them feel ignored   Square for payments  Easily end to collect payment at the time of engagement Justie includes a credit card charge policy in her engagement letter, so clients know how payments work   Docusign for document signing  Engagement letters, etc. AttorneySync uses PandaDoc for document sharing and signing   Buffer for social media Trello for content management Outsourcing marketing efforts  Content creation  Schedule posts, draft one month at a time Use an attorney or an agency who understands legal ethics Posts for referrals and posts for clients   Digital marketing  Pay-per-click  Cost per click, and customer acquisition cost   SEO  Monitor ad copy to make sure it complies with your state's ethics rules     Website updates and buildout Make sure to track Return On Investment for all marketing efforts; Justie likes to try one new method at a time   Smith.ai for after-hours receptionist and chatbots for website communication  Receptionist service for inbound and outbound calls, filling out the intake form and helping schedule appointments or court reminders for clients. Using a chatbot as an option for communication, even if it isn't something you would want to use.   Non-tech: Engagement Letters to set client expectations  How you will communicate with them and when it is appropriate to contact you Your lawyer-style; aggressive or not?   Quickbooks for firm accounting methods  Manually reimbursing credit card charge fees Square &amp; Quickbooks connections   Ethics Issues:  Engagement letter includes a section about the technology used for information and document security    Contact Justie at justieforjustice@gmail.com or find her on social media: #officedogs Contact Kelly for more information on Clienting at kelly@attorneysync.com 

Gyi Tsakalakis and Kelly Street were joined by Justie Nicol, owner of <a href="https://nicollawoffices.com/" rel="nofollow" target="_blank">Nicol Law Offices</a>, a Criminal Defense Attorney in Fort Collins, Colorado. She is a savvier than average solo attorney who used technology tools to make her practice run smoother and create better work/life balance.  Justie has even taught a CLE on tech tools as a solo to boost client experience! When you look at the list of tools below and listen, keep in mind that Justie is a regular lawyer who implemented these tools over time, as she saw a need. She starts with a low-cost or free solution What Justie uses to streamline her firm and client experience: <ul> <li><a href="https://www.wisestamp.com/" rel="nofollow" target="_blank">Wisestamp</a> for email signature (appt scheduler, tweets, etc)</li> </ul> <ul> <li><a href="https://www.copper.com/" rel="nofollow" target="_blank">Copper CRM</a> <ul> <li>Connects with Zapier to her email and more</li> </ul> </li> <li><a href="https://www.typeform.com/" rel="nofollow" target="_blank">Typeform</a> for intake/conflict check <ul> <li>Prior to client consultations, have them fill this out.</li> <li>Send a post-consultation form to see why a potential client didn't choose your law firm</li> <li>Send a post-case form to get client feedback for reviews</li> </ul> </li> <li><a href="https://zapier.com/" rel="nofollow" target="_blank">Zapier</a>, to connect apps and services</li> <li><a href="https://acuityscheduling.com/" rel="nofollow" target="_blank">Acuity</a> for appointments <ul> <li>Set expectations with clients so they know when and how appointments should go; filling out a conflict check prior, etc.</li> <li>Consult with everyone who wants one or send them referral sources; just don't let them feel ignored</li> </ul> </li> <li><a href="https://squareup.com/us/en" rel="nofollow" target="_blank">Square</a> for payments <ul> <li>Easily end to collect payment at the time of engagement</li> <li>Justie includes a credit card charge policy in her engagement letter, so clients know how payments work</li> </ul> </li> <li><a href="https://www.docusign.com/" rel="nofollow" target="_blank">Docusign</a> for document signing <ul> <li>Engagement letters, etc.</li> <li>AttorneySync uses PandaDoc for document sharing and signing</li> </ul> </li> <li><a href="https://buffer.com/" rel="nofollow" target="_blank">Buffer</a> for social media</li> <li>Trello for content management</li> <li>Outsourcing marketing efforts <ul> <li>Content creation <ul> <li>Schedule posts, draft one month at a time</li> <li>Use an attorney or an agency who understands legal ethics</li> <li>Posts for referrals and posts for clients</li> </ul> </li> <li>Digital marketing <ul> <li>Pay-per-click <ul> <li>Cost per click, and customer acquisition cost</li> </ul> </li> <li>SEO <ul> <li>Monitor ad copy to make sure it complies with your state's ethics rules</li> </ul> </li> </ul> </li> <li>Website updates and buildout</li> <li>Make sure to track Return On Investment for all marketing efforts; Justie likes to try one new method at a time</li> </ul> </li> <li><a href="https://smith.ai/" rel="nofollow" target="_blank">Smith.ai</a> for after-hours receptionist and chatbots for website communication <ul> <li>Receptionist service for inbound and outbound calls, filling out the intake form and helping schedule appointments or court reminders for clients.</li> <li>Using a chatbot as an option for communication, even if it isn't something you would want to use.</li> </ul> </li> <li>Non-tech: Engagement Letters to set client expectations <ul> <li>How you will communicate with them and when it is appropriate to contact you</li> <li>Your lawyer-style; aggressive or not?</li> </ul> </li> <li><a href="https://quickbooks.intuit.com/" rel="nofollow" target="_blank">Quickbooks</a> for firm accounting methods <ul> <li>Manually reimbursing credit card charge fees</li> <li>Square &amp; Quickbooks connections</li> </ul> </li> <li>Ethics Issues: <ul> <li>Engagement letter includes a section about the technology used for information and document security</li> </ul> </li> </ul> Contact Justie at <a href="mailto:justieforjustice@gmail.com">justieforjustice@gmail.com</a> or find her on social media: #officedogs Contact Kelly for more information on Clienting at <a href="mailto:kelly@attorneysync.com">kelly@attorneysync.com</a>

Clienting #33: Justie Nicol on Tech Tools for Client Development

Chris Gober

Gyi and Kelly talk with Chris Gober about his unique practice areas and clientele.  Most of The Gober Firm's clients come through referrals and PR appearances, which holds interesting challenges for marketing. To help with this, Chris has used TV appearances to become a go-to Republican legal commentator and boost his credentials while reinforcing his brand.  Chris shares his perspective on Networking vs. Development and how he does both to add different elements to his life and business.  Chris uses Twitter and social media to share his political perspective and do authority marketing, newsjacking, create authenticity and maintain relevancy.  Chris Gober is the founder of The Gober Group, a 3-time Inc. 5000 law firm that represents changemaking companies, causes, and influencers across the United States. The firm’s clients include dozens of U.S. Senators and Representatives, professional sports franchises and leagues such as the Houston Texans, NBA, and PGA Tour, and disruptive companies and organizations such as DraftKings and the Blockchain Association. References: Keith Ferazzi, GuestBooker.com, EO- Entrepreneur's Organization

Gyi and Kelly talk with Chris Gober about his unique practice areas and clientele.  Most of The Gober Firm's clients come through referrals and PR appearances, which holds interesting challenges for marketing. To help with this, Chris has used TV appearances to become a go-to Republican legal commentator and boost his credentials while reinforcing his brand.  Chris shares his perspective on Networking vs. Development and how he does both to add different elements to his life and business.  Chris uses Twitter and social media to share his political perspective and do authority marketing, newsjacking, create authenticity and maintain relevancy.  Chris Gober is the founder of The Gober Group, a 3-time Inc. 5000 law firm that represents changemaking companies, causes, and influencers across the United States. The firm’s clients include dozens of U.S. Senators and Representatives, professional sports franchises and leagues such as the Houston Texans, NBA, and PGA Tour, and disruptive companies and organizations such as DraftKings and the Blockchain Association. References: Keith Ferazzi, <a href="http://GuestBooker.com" rel="nofollow" target="_blank">GuestBooker.com</a>, EO- Entrepreneur's Organization

Clienting #24: Chris Gober on Marketing a Niche Practice

Clio

Gyi and Kelly dig into the Clio Trends report and break down the pieces of the study. They also have some constructive criticism and suggestions for improvements Clio can make for next year's report.  We covered these sections:  Referrals:  In 2019's report, 59% of clients sought a referral from someone they know or have been in contact with, but 57% searched on their own through some other means—and 16% did both. Compared to 2017's report, which showed that 62% of clients sought a referral from someone they know and only 37% used a search engine.   What do clients want in a lawyer? Millennials &amp; Lawyers Shopping For a Lawyer What do clients want for Client Experience? Responsiveness 

Gyi and Kelly dig into the Clio Trends report and break down the pieces of the study. They also have some constructive criticism and suggestions for improvements Clio can make for next year's report.  We covered these sections: <ul> <li>Referrals: <ul> <li>In 2019's report, 59% of clients sought a referral from someone they know or have been in contact with, but 57% searched on their own through some other means—and 16% did both. Compared to 2017's report, which showed that 62% of clients sought a referral from someone they know and only 37% used a search engine.</li> </ul> </li> <li>What do clients want in a lawyer?</li> <li>Millennials &amp; Lawyers</li> <li>Shopping For a Lawyer</li> <li>What do clients want for Client Experience?</li> <li>Responsiveness</li> </ul>

Clienting #46: Gyi and Kelly discuss the 2019 Clio Trends Report

In this episode, we discuss how to take your leads and nurture them into clients. The resources we mentioned were: - Client Relationship/Management Systems - Virtual Receptions, such as Call Ruby, and Alert Communications - Lead source tracking using Call Rail and dynamic number insertion For questions or comments, contact Gyi at: gyi@attorneysync.com or Kelly at: kelly@attorneysync.com

In this episode, we discuss how to take your leads and nurture them into clients. The resources we mentioned were: - Client Relationship/Management Systems - Virtual Receptions, such as <a href="https://www.callruby.com/" rel="nofollow" target="_blank">Call Ruby,</a> and <a href="http://www.alertcommunications.com/" rel="nofollow" target="_blank">Alert Communications</a> - Lead source tracking using <a href="https://www.callrail.com/" rel="nofollow" target="_blank">Call Rail</a> and dynamic number insertion For questions or comments, contact Gyi at: gyi@attorneysync.com or Kelly at: kelly@attorneysync.com

Clienting Episode #3: Turning Leads into Clients

Gyi and Kelly celebrate their first year as podcasters and talk about the trends from last year and what to expect in 2019 as you market your law firm.   Flashback to 2018, what we talked about then:   Voice search Mobile-friendly everything GMB updates Visual Search (video results) Changes to Google  proximity, hyperlocal     2019 Marketing Trends:   AI &amp; intentional advertising (FB/Instagram algorithms)  Messenger Ads Video Ads Smarter, targeted content   Personalization   More data-driven content Ad copy segmented more to specific groups or interests as a response to Social Media Ad algorithms Chatbots, the digital concierge  Disclosing that your chatbot is not a human when people interact with it     Voice Search: By 2020, it’s expected that 50 percent of all searches will be voice searches, and by 2022, voice commerce sales will reach $40 billion. - Chief Marketer  Rand Fishkin Google marketshare article   Video  It's still a thing and evolving to Instagram and FB TV, and Live videos Video search results: Kelly predicts that Google will start adding video results for non-celebrity searches to the Knowledge Panel in 1-5 years Caption your videos, 85% of videos watched on Facebook are without sound on.   Email is making a resurgence  Gyi argues that email never went away but we need to change how we use it Keep in touch with former clients by sending birthday or holiday emails Don't spam and look at your email data to make sure people are getting a benefit out of your emails:   open rates, spam reports, etc.     Influencer Marketing  Are law firms using influencers to market their firms? Mitch Jackson's book got tweeted &amp; retweeted from Gary Vaynerchuk     

Gyi and Kelly celebrate their first year as podcasters and talk about the trends from last year and what to expect in 2019 as you market your law firm.  <ul> <li>Flashback to 2018, what we talked about then:  <ul> <li>Voice search</li> <li>Mobile-friendly everything</li> <li>GMB updates</li> <li>Visual Search (video results)</li> <li>Changes to Google <ul> <li>proximity, hyperlocal</li> </ul> </li> </ul> </li> <li>2019 Marketing Trends:  <ul> <li>AI &amp; intentional advertising (FB/Instagram algorithms) <ul> <li>Messenger Ads</li> <li>Video Ads</li> <li>Smarter, targeted content</li> </ul> </li> <li>Personalization  <ul> <li>More data-driven content</li> <li>Ad copy segmented more to specific groups or interests as a response to Social Media Ad algorithms</li> <li>Chatbots, the digital concierge <ul> <li>Disclosing that your chatbot is not a human when people interact with it</li> </ul> </li> </ul> </li> <li>Voice Search: By 2020, it’s expected that 50 percent of all searches will be voice searches, and by 2022, voice commerce sales will reach $40 billion. - Chief Marketer <ul> <li>Rand Fishkin Google marketshare article</li> </ul> </li> <li>Video <ul> <li>It's still a thing and evolving to Instagram and FB TV, and Live videos</li> <li>Video search results: Kelly predicts that Google will start adding video results for non-celebrity searches to the Knowledge Panel in 1-5 years</li> <li>Caption your videos, 85% of videos watched on Facebook are without sound on.</li> </ul> </li> <li>Email is making a resurgence <ul> <li>Gyi argues that email never went away but we need to change how we use it</li> <li>Keep in touch with former clients by sending birthday or holiday emails</li> <li>Don't spam and look at your email data to make sure people are getting a benefit out of your emails:  <ul> <li>open rates, spam reports, etc.</li> </ul> </li> </ul> </li> <li>Influencer Marketing <ul> <li>Are law firms using influencers to market their firms?</li> <li>Mitch Jackson's book got tweeted &amp; retweeted from Gary Vaynerchuk</li> </ul> </li> </ul> </li> </ul>

Clienting #30: 2019 Marketing Trends

For this episode of Clienting, Gyi and Kelly answered marketing questions from former Clienting guests. Audio questions:   Alex Barthet-  Blog called the Lien Zone about construction topics- trying to show up on SERP's as the featured snippet. Single best thing to do to appear in the snippets? Should he care about showing up in the snippets?   How? The content should answer a question, must be high-quality (comprehensive, entertaining/engaging, etc), has to be 'the best answer.'   Search for what you want to rank for, see what comes up. Also look at the People Also Ask box Create something better Already showing up in page 1 is a good place to start Keep paragraphs short (40-50 words) and structure the content with bullets, etc.   Should you care? https://moz.com/blog/optimize-featured-snippets     Jared Correia-    Lawyers are flummoxed by social media- can lawyers pick one medium for social media and which one should they choose?   Jared's son, Joe: How do I get other kids to trade me their good pokemon cards for my weak pokemon cards?    Jason Beahm-   Are there any tricks to running successful PPC campaigns without spending tons of money? For example, I have heard that this can work with long tail keywords, is this true? :)  PPC Hero Brad Geddes Kirk Williams - PPC Kirk    If you could only recommend one or two kinds of content to create and market, what would that look like? Where to put your energy right now if you feel like maybe this is an area that has been lacking.     Written questions:   Sam Glover-   What Yoast SEO plugin settings should I check or change after installing it on a new website? And is the pro version worth paying for?   Erin Levine-   What platform do you use to build sites for clients? WordPress? Wix? Why? If a client has a limited budget and wants to work with you, what do you suggest that they start with first? Updating website? SM presence? Do your copywriter services including pitching to media? If not, do you have a go to resource to help guide us on that endeavor? When planning marketing services for a particular client, what factors do you consider besides the obvious (budget)? Size of firm? Where the clients are? How are you able to satisfy your taco craving when you live in the mid-west? Is there really any good Mexican food there?    Jordan Couch-   What’s the best way for attorneys to gather data and measure return on investment in social media marketing? It seems like just measuring social media engagement isn’t sufficient since you could have a very active following without any of them converting into clients.  Likes, comments shares (vanity metrics) Reach Audience engagement Site traffic Leads generated Sign-ups and conversions Revenue generated downloads   Tracking: FB Pixel, UTM parameters  https://www.searchenginejournal.com/measure-roi-social-media-efforts/263259/   

For this episode of Clienting, Gyi and Kelly answered marketing questions from former Clienting guests. Audio questions:  <ul> <li>Alex Barthet- <ul> <li>Blog called the Lien Zone about construction topics- trying to show up on SERP's as the featured snippet. Single best thing to do to appear in the snippets? Should he care about showing up in the snippets?  <ul> <li>How? The content should answer a question, must be high-quality (comprehensive, entertaining/engaging, etc), has to be 'the best answer.'  <ul> <li>Search for what you want to rank for, see what comes up. Also look at the People Also Ask box</li> <li>Create something better</li> <li>Already showing up in page 1 is a good place to start</li> <li>Keep paragraphs short (40-50 words) and structure the content with bullets, etc.</li> </ul> </li> <li>Should you care?</li> <li><a href="https://moz.com/blog/optimize-featured-snippets" rel="nofollow" target="_blank">https://moz.com/blog/optimize-featured-snippets</a></li> </ul> </li> </ul> </li> <li>Jared Correia-   <ul> <li>Lawyers are flummoxed by social media- can lawyers pick one medium for social media and which one should they choose?  </li> <li>Jared's son, Joe: How do I get other kids to trade me their good pokemon cards for my weak pokemon cards? </li> </ul> </li> <li>Jason Beahm- <ul> <li> Are there any tricks to running successful PPC campaigns without spending tons of money? For example, I have heard that this can work with long tail keywords, is this true? :) <ul> <li>PPC Hero</li> <li>Brad Geddes</li> <li>Kirk Williams - PPC Kirk</li> </ul> </li> <li> If you could only recommend one or two kinds of content to create and market, what would that look like? Where to put your energy right now if you feel like maybe this is an area that has been lacking. </li> </ul> </li> </ul> Written questions:  <ul> <li>Sam Glover-  <ul> <li>What Yoast SEO plugin settings should I check or change after installing it on a new website? And is the pro version worth paying for?</li> </ul> </li> <li>Erin Levine-  <ul> <li>What platform do you use to build sites for clients? WordPress? Wix? Why?</li> <li>If a client has a limited budget and wants to work with you, what do you suggest that they start with first? Updating website? SM presence?</li> <li>Do your copywriter services including pitching to media? If not, do you have a go to resource to help guide us on that endeavor?</li> <li>When planning marketing services for a particular client, what factors do you consider besides the obvious (budget)? Size of firm? Where the clients are?</li> <li>How are you able to satisfy your taco craving when you live in the mid-west? Is there really any good Mexican food there? </li> </ul> </li> <li>Jordan Couch-  <ul> <li>What’s the best way for attorneys to gather data and measure return on investment in social media marketing? It seems like just measuring social media engagement isn’t sufficient since you could have a very active following without any of them converting into clients. <ul> <li>Likes, comments shares (vanity metrics)</li> <li>Reach</li> <li>Audience engagement</li> <li>Site traffic</li> <li>Leads generated</li> <li>Sign-ups and conversions</li> <li>Revenue generated</li> <li>downloads</li> </ul> </li> <li>Tracking: FB Pixel, UTM parameters</li> <li><a href="https://www.searchenginejournal.com/measure-roi-social-media-efforts/263259/" rel="nofollow" target="_blank"> https://www.searchenginejournal.com/measure-roi-social-media-efforts/263259/</a></li> </ul> </li> </ul>

Clienting #27: Gyi & Kelly take Guest Questions

In this episode, Gyi and Kelly talk with David Bitton about how to automate your law firm for a streamlined client experience and boosting your marketing.  David announced his book, "The Secrets to Marketing and Automating Your Firm" and shared that he will be giving away copies at Techshow 2018.  How to start your own firm:  - Get an EIN number for free online - Use Quickbooks and invest in Practice management software as soon as you can afford to.  - Try working remote and hold off on paying for office space or try a coworking space instead.  Automation tips:  - Automate your intake forms, agreements and invoicing process for a smoother client experience and removing this from your time. Marketing tips:  - Make sure your phone number is easily seen and accessed on your website. - Try a live chat or chatbot service, so clients can reach someone quickly - Claim your listings online - Blog regularly and often, with relatable topics - Try automating your marketing with Hubspot, Active Campaign, Agile CRM, Zapier plugins, Google Forms, or Infusion Soft - Step up your email marketing with Mail Chimp. Monitor your open rate, click-through rate, and unsubscribe rate. A/B test subject lines and in-email content for click rates.  VISIT US AT TECHSHOW: Stop by Practice Panther's booth for their free book giveaway! Stop by AttorneySync's booth (#1010) for a free competitive analysis or website assessment!

In this episode, Gyi and Kelly talk with David Bitton about how to automate your law firm for a streamlined client experience and boosting your marketing.  David announced his book, "The Secrets to Marketing and Automating Your Firm" and shared that he will be giving away copies at Techshow 2018.  How to start your own firm:  - Get an EIN number for free online - Use Quickbooks and invest in Practice management software as soon as you can afford to.  - Try working remote and hold off on paying for office space or try a coworking space instead.  Automation tips:  - Automate your intake forms, agreements and invoicing process for a smoother client experience and removing this from your time. Marketing tips:  - Make sure your phone number is easily seen and accessed on your website. - Try a live chat or chatbot service, so clients can reach someone quickly - Claim your listings online - Blog regularly and often, with relatable topics - Try automating your marketing with Hubspot, Active Campaign, Agile CRM, Zapier plugins, Google Forms, or Infusion Soft - Step up your email marketing with Mail Chimp. Monitor your open rate, click-through rate, and unsubscribe rate. A/B test subject lines and in-email content for click rates.  VISIT US AT TECHSHOW: Stop by Practice Panther's booth for their free book giveaway! Stop by AttorneySync's booth (#1010) for a free competitive analysis or website assessment!

Clienting #6: The Secrets to Marketing & Automating Your Firm

For this episode of Clienting, Gyi and Kelly talk about how you can reach a new set of potential clients by expanding your network and building new opportunities. The conversation is broken down into new lawyer marketing and tips for more established practices.  They discuss how you can use LinkedIn and their Slideshares, creating Youtube videos where you discuss legal changes, and building out your network with professional groups. For specifics, the conversation includes: creating a 90-day plan to focus on, account-based marketing tips, how to utilize a co-working space, and making sure you follow-up with leads by organizing them into a CRM (Customer Relationship Management System).  

For this episode of Clienting, Gyi and Kelly talk about how you can reach a new set of potential clients by expanding your network and building new opportunities. The conversation is broken down into new lawyer marketing and tips for more established practices.  They discuss how you can use LinkedIn and their <a href="https://www.slideshare.net/" rel="nofollow" target="_blank">Slideshares</a>, creating Youtube videos where you discuss legal changes, and building out your network with professional groups. For specifics, the conversation includes: creating a 90-day plan to focus on, account-based marketing tips, how to utilize a co-working space, and making sure you follow-up with leads by organizing them into a CRM (Customer Relationship Management System).

Clienting #9: Reaching New Clients

Gyi Tsakalakis and Kelly Street were joined by attorney Shreya Ley. Shreya Ley is half of the lawyer-human duo at the Lay Roots, an asset protection law firm based in Seattle, WA that focuses on estate planning, intellectual property, business law, and more.  Lay Roots and life-business partners Colin &amp; Shreya carefully thought about what their law practice should look like to work best within their lives and for their ideal clients.  Colin and Shreya have taken on the mantle of Lawyer-Humans both as a joke and as branding, to separate themselves from lawyers sitting behind mahogany desks in a law library.  Defining your clients through your marketing, instead of letting your clients define your marketing and firm. Shreya finds inspiration in Seth Godin and his perspective on finding your tribe. As a result, Lay Roots has built longer-term, deeper relationships with clients which have led to more referrals and repeat business.  Clients through volunteering and personal networking.  Lay Roots looked at podcasting in a different way- putting short audio clips and conversations into a 5-minute breakdown of what's happening in their heads for that day, instead of getting into legalese.  Online scheduling tool on their website for clients who know what they want, who they want to work with, and they're ready to get started.  Lay Roots uses service menus and bundled services for clarity with potential clients. 

Gyi Tsakalakis and Kelly Street were joined by attorney Shreya Ley. Shreya Ley is half of the lawyer-human duo at the Lay Roots, an asset protection law firm based in Seattle, WA that focuses on estate planning, intellectual property, business law, and more.  Lay Roots and life-business partners Colin &amp; Shreya carefully thought about what their law practice should look like to work best within their lives and for their ideal clients.  Colin and Shreya have taken on the mantle of Lawyer-Humans both as a joke and as branding, to separate themselves from lawyers sitting behind mahogany desks in a law library.  Defining your clients through your marketing, instead of letting your clients define your marketing and firm. Shreya finds inspiration in Seth Godin and his perspective on finding your tribe. As a result, Lay Roots has built longer-term, deeper relationships with clients which have led to more referrals and repeat business.  Clients through volunteering and personal networking.  Lay Roots looked at podcasting in a different way- putting short audio clips and conversations into a 5-minute breakdown of what's happening in their heads for that day, instead of getting into legalese.  Online scheduling tool on their website for clients who know what they want, who they want to work with, and they're ready to get started.  Lay Roots uses service menus and bundled services for clarity with potential clients.

Clienting #28: Shreya Lay on Marketing Your Firm, Your Way

Gyi Tsakalakis and Kelly Street have the pleasure of speaking with Patrick Palace about how his firm, Palace Law, uses data to have better client development and marketing.  What are they doing?   Created a custom PNC (Potential New Client) sheet to identify good potential clients. They partnered with Suffolk Law School and David Calaruso to figure out who their ideal client and cases are Using PatBot to give clients access to their case potential How you can increase access to justice (and get more clients) by offering information and breaking down barriers What watching your data can do- hint: increase the bottom line Building out a team of non-lawyers to help the business grow Marketing and business development must be a priority, in addition to practicing law  Try Patrick's wine! Sunken Cellars

Gyi Tsakalakis and Kelly Street have the pleasure of speaking with Patrick Palace about how his firm, <a href="https://www.palacelaw.com/" rel="nofollow" target="_blank">Palace Law</a>, uses data to have better client development and marketing.  What are they doing?  <ul> <li>Created a custom PNC (Potential New Client) sheet to identify good potential clients. They partnered with Suffolk Law School and David Calaruso to figure out who their ideal client and cases are</li> <li>Using PatBot to give clients access to their case potential</li> <li>How you can increase access to justice (and get more clients) by offering information and breaking down barriers</li> <li>What watching your data can do- hint: increase the bottom line</li> <li>Building out a team of non-lawyers to help the business grow</li> <li>Marketing and business development must be a priority, in addition to practicing law</li> </ul> Try Patrick's wine! <a href="https://www.sunkencellars.com/" rel="nofollow" target="_blank">Sunken Cellars</a>

Clienting #17: Data-Based Legal Marketing w/Patrick Palace

Kelly Street was joined this week by lawyer Erin Gerstenzang, a trial attorney with a law practice in Atlanta, Georgia. She provides concierge-level service to clients facing drug and alcohol-related offenses. In addition to running her boutique criminal defense law practice in Atlanta, Georgia, Erin Gerstenzang is dedicated to helping other attorneys succeed in their practices. She is a regular speaker at CLE events across the country and helps lawyers understand legal ethics in a technology-enabled world. She also lectures on women mentoring women, design-thinking for law firms, and using social media to build a legal brand. Erin Gerstanzang has been public speaking since before she had a trial and has legal in her blood as a second generation lawyer in a family full of lawyers.  Speaking has allowed Erin to introduce herself to new attorneys, gaining referrals and making a national name for herself and her firm. Erin speaks about everything from blood testing and criminal defense issues to women and diversity in the legal practice. Her perspective on public speaking is that it is a reputation builder. You can showcase expertise, being helpful, and teaching other attorneys to do their job better.  Erin gained traction in legal speaking by discussing legal ethics and has focused recently on social media, including in her talk at Clio 2018 with Kim Bennett.  Speaking tips:   Don't be boring. Present real tips, information, and advice. Less is more for your slides- your slides shouldn't be your presentation. Don't present sitting down. It's weird.  Show your personality in speaking and in lawyering. Refer to yourself 2-3 times during your presentation, (listen to hear why)  Branding your practice:  Step outside the lawyer box. You'll attract the kind of clients you want if you can create a strong brand.  Improving your public speaking:   Get comfortable on the stage by filming your talks and watching them to identify your crutches and fine-tune your talks.   Creative Live - public speaking courses Vanessa Van Edwards - hand gestures Ted Talks - speakers show their hands   Start off with an embarrassing story to create a connection with the audience, instead of wasting time thanking the audience. The first 30 seconds are vital to your talk.  Watching yourself speak requires an act of kindness. Watch with the understanding that you will develop a tough skin and get better over time.  Do lawyers only want to hear from lawyers? Kelly says yes, Erin says no. The legal world has a lot of learning and growth to do but is making strides to be open to non-legal experts for noon-legal topics.  Then Erin shares her thoughts on paying for speakers- to get quality content, legal organizations should consider paying for speakers. You get A-Level speakers when you are willing to pay for it. 

Kelly Street was joined this week by lawyer Erin Gerstenzang, a trial attorney with a <a href="http://www.ehglawfirm.com/" rel="noopener nofollow" target="_blank">law practice</a> in Atlanta, Georgia. She provides concierge-level service to clients facing drug and alcohol-related offenses. In addition to running her boutique criminal defense law practice in Atlanta, Georgia, Erin Gerstenzang is dedicated to helping other attorneys succeed in their practices. She is a <a href="http://www.eringerstenzang.com/" rel="noopener nofollow" target="_blank">regular speaker </a>at CLE events across the country and helps lawyers understand legal ethics in a technology-enabled world. She also lectures on women mentoring women, design-thinking for law firms, and using social media to build a legal brand. Erin Gerstanzang has been public speaking since before she had a trial and has legal in her blood as a second generation lawyer in a family full of lawyers.  Speaking has allowed Erin to introduce herself to new attorneys, gaining referrals and making a national name for herself and her firm. Erin speaks about everything from blood testing and criminal defense issues to women and diversity in the legal practice. Her perspective on public speaking is that it is a reputation builder. You can showcase expertise, being helpful, and teaching other attorneys to do their job better.  Erin gained traction in legal speaking by discussing legal ethics and has focused recently on social media, including in her talk at <a href="https://www.youtube.com/watch?v=c_QcO0P1GkA" rel="nofollow" target="_blank">Clio 2018</a> with Kim Bennett.  Speaking tips:  <ol> <li>Don't be boring.</li> <li>Present real tips, information, and advice.</li> <li>Less is more for your slides- your slides shouldn't be your presentation.</li> <li>Don't present sitting down. It's weird. </li> <li>Show your personality in speaking and in lawyering.</li> <li>Refer to yourself 2-3 times during your presentation, (listen to hear why)</li> </ol> Branding your practice: <ul> <li>Step outside the lawyer box.</li> <li>You'll attract the kind of clients you want if you can create a strong brand.</li> </ul> Improving your public speaking:  <ul> <li>Get comfortable on the stage by filming your talks and watching them to identify your crutches and fine-tune your talks.  <ul> <li>Creative Live - public speaking courses</li> <li>Vanessa Van Edwards - hand gestures</li> <li>Ted Talks - speakers show their hands</li> </ul> </li> <li>Start off with an embarrassing story to create a connection with the audience, instead of wasting time thanking the audience. The first 30 seconds are vital to your talk.</li> </ul> Watching yourself speak requires an act of kindness. Watch with the understanding that you will develop a tough skin and get better over time.  Do lawyers only want to hear from lawyers? Kelly says yes, Erin says no. The legal world has a lot of learning and growth to do but is making strides to be open to non-legal experts for noon-legal topics.  Then Erin shares her thoughts on paying for speakers- to get quality content, legal organizations should consider paying for speakers. You get A-Level speakers when you are willing to pay for it.

Clienting #37: Erin Gerstenzang on Building A Practice with Public Speaking

Greg Siskind

Gyi &amp; Kelly talked with immigration lawyer Greg Siskind about his firm's marketing efforts. Greg launched the first small law firm website by teaching himself HTML coding in the early 1990's.  Greg shared his process for breaking down legal content for blog posts, social media, and gaining PR.  Greg wisely points out that legal marketing doesn't have to be for potential clients only, you can target other lawyers, journalists, law schools, and more with your content.  Advocacy marketing works well for immigration and legislated fields of consumer-facing law.  Greg Siskind is a founding partner of Siskind Susser and has practiced immigration law since 1990. He writes several books including the annually published LexisNexis J-1 Visa Guidebook, the ABA’s Lawyers Guide to Marketing on the Internet, the Physician Immigration Handbook and the I-9 and E-Verify Handbook. In 1994, he created the first immigration law website and in 1998 he created the world’s first law blog. He was listed by ABC News as one of the top 20 people to follow on Twitter to keep up with the immigration debate. Greg has written numerous chapters for American Immigration Lawyers Association (AILA) publications, served on dozens of AILA CLE panels and been a member/chair of a number of AILA committees. He served for many years as the chair of the IMG Taskforce and now serves on the AILA Board of Governors.

Gyi &amp; Kelly talked with immigration lawyer Greg Siskind about his firm's marketing efforts. Greg launched the first small law firm website by teaching himself HTML coding in the early 1990's.  Greg shared his process for breaking down legal content for blog posts, social media, and gaining PR.  Greg wisely points out that legal marketing doesn't have to be for potential clients only, you can target other lawyers, journalists, law schools, and more with your content.  Advocacy marketing works well for immigration and legislated fields of consumer-facing law.  Greg Siskind is a founding partner of Siskind Susser and has practiced immigration law since 1990. He writes several books including the annually published LexisNexis J-1 Visa Guidebook, the ABA’s Lawyers Guide to Marketing on the Internet, the Physician Immigration Handbook and the I-9 and E-Verify Handbook. In 1994, he created the first immigration law website and in 1998 he created the world’s first law blog. He was listed by ABC News as one of the top 20 people to follow on Twitter to keep up with the immigration debate. Greg has written numerous chapters for American Immigration Lawyers Association (AILA) publications, served on dozens of AILA CLE panels and been a member/chair of a number of AILA committees. He served for many years as the chair of the IMG Taskforce and now serves on the AILA Board of Governors.

Clienting #23: Greg Siskind Literally Wrote the Book on Legal Marketing

Jared Correia

In this episode, Gyi and Kelly talk with Jared Correia of Red Cave Law Firm Consulting about Using Technology to Build Your Client Journey. We had a great time and got into some really great discussions on how to improve your intake process and use social media in a more effective and time efficient way.  We discussed:   What is the Client Journey (or Quest)?  Optimizing your intake process and make sure to create multiple contact opportunities with potential and current clients. Stay in touch with your clients, follow up every 6 weeks, even after the case is closed.  Develop and use templates or follow-up strategy. Write it down and perfect it before you set up automation in your CRM or practice management software.  An email drip campaign can be very effective in maintaining a connection to potential clients.  Automate your social media posts using Hootsuite, Raven tools, Tweet deck or others. Look into Zapier plugins that can connect your CRM or practice management software with your website intake forms or chatbots. 

In this episode, Gyi and Kelly talk with Jared Correia of <a href="http://redcavelegal.com/" rel="nofollow" target="_blank">Red Cave Law Firm Consulting</a> about Using Technology to Build Your Client Journey. We had a great time and got into some really great discussions on how to improve your intake process and use social media in a more effective and time efficient way.  We discussed:  <ul> <li>What is the Client Journey (or Quest)? </li> <li>Optimizing your intake process and make sure to create multiple contact opportunities with potential and current clients.</li> <li>Stay in touch with your clients, follow up every 6 weeks, even after the case is closed. </li> <li>Develop and use templates or follow-up strategy. Write it down and perfect it before you set up automation in your CRM or practice management software. </li> <li>An email drip campaign can be very effective in maintaining a connection to potential clients. </li> <li>Automate your social media posts using Hootsuite, Raven tools, Tweet deck or others.</li> <li>Look into Zapier plugins that can connect your CRM or practice management software with your website intake forms or chatbots.</li> </ul>

Clienting #8: The Client Journey with Jared Correia

This episode, Gyi and Kelly are joined by Attorney John Strohmeyer, to discuss what five-star customer service looks like in the legal profession.   Show notes:    Principles of Service   Friendly Connected Prepared Consistent Efficient Adaptive   Four Seasons Service Initialism   Smile Eye contact Recognize Voice Informed Clean Everyone   What can lawyers do to improve right now?   Smile Name usage, including during phone calls Systematize routine interactions  Empower your employees   Not "how are we doing?", but "what can we do better?" and "what are we doing well?"   Ask your clients.    Mentions:  - Trello - Jordan Furlong   More about John:  John Strohmeyer's practice focuses on tax and estate planning, and includes resolving international tax issues.     John is the Co-Chair of the International Tax Committee of the State Bar of Texas Tax Section, was named “Rookie of the Year” by the Tax Section of the State Bar of Texas, was a 2015-2017 Fellow of the American Bar Association Section of Real Property, Trust and Estate Law, and is a Young Leader of the American College of Trusts and Estates Counsel.     Between college and law school, he spent four years working for the Four Seasons Hotel in Austin, primarily as the Night Manager, before heading to law school.    When he’s not practicing law, he spends his time with his wife Emily and their rescued mutts Griswold and Molly, runs marathons (39 as of January 31, 2018), homebrews beer, and volunteers with the Boy Scouts. He is very active on Twitter, so follow him at @johnthelawyer 

This episode, Gyi and Kelly are joined by Attorney John Strohmeyer, to discuss what five-star customer service looks like in the legal profession.   Show notes:  <ul> <li>Principles of Service</li> </ul> <ol> <li>Friendly</li> <li>Connected</li> <li>Prepared</li> <li>Consistent</li> <li>Efficient</li> <li>Adaptive</li> </ol> <ul> <li>Four Seasons Service Initialism</li> </ul> <ol> <li>Smile</li> <li>Eye contact</li> <li>Recognize</li> <li>Voice</li> <li>Informed</li> <li>Clean</li> <li>Everyone</li> </ol> <ul> <li>What can lawyers do to improve right now?</li> </ul> <ol> <li>Smile</li> <li>Name usage, including during phone calls</li> <li>Systematize routine interactions </li> <li>Empower your employees  <ol> <li>Not "how are we doing?", but "what can we do better?" and "what are we doing well?"</li> </ol> </li> <li>Ask your clients. </li> </ol> Mentions:  - Trello - Jordan Furlong   More about John:  John Strohmeyer's practice focuses on tax and estate planning, and includes resolving international tax issues.     John is the Co-Chair of the International Tax Committee of the State Bar of Texas Tax Section, was named “Rookie of the Year” by the Tax Section of the State Bar of Texas, was a 2015-2017 Fellow of the American Bar Association Section of Real Property, Trust and Estate Law, and is a Young Leader of the American College of Trusts and Estates Counsel.    Between college and law school, he spent four years working for the Four Seasons Hotel in Austin, primarily as the Night Manager, before heading to law school.    When he’s not practicing law, he spends his time with his wife Emily and their rescued mutts Griswold and Molly, runs marathons (39 as of January 31, 2018), homebrews beer, and volunteers with the Boy Scouts. He is very active on Twitter, so follow him at <a href="https://twitter.com/johnthelawyer" rel="nofollow" target="_blank">@johnthelawyer </a>

Clienting Episode #4: Five-Star Customer Service w/John Strohmeyer

Wayne Pollock

Wayne Pollock is the founder and managing attorney of Copo Strategies (www.copostrategies.com), a national legal services and communications firm.   Wayne helps other attorneys and their clients ethically, strategically, and proactively engage the Court of Public Opinion to help those clients resolve their legal disputes favorably, and to help those attorneys build their practices.   Serving as a consultant to law firms or as limited scope co-counsel to clients, Wayne's counsel incorporates legal strategy, media strategy, ethics compliance, and defamation avoidance. How to get your message out in the court of public opinion. The public, your clients, and the media are not digging through court files so how do you get your client's story out of the courtroom? The answer: PR Ethics of PR:  Model Rule 1.6- not disclosing case or client information publicly; Ethics Opinion 480- must have client permission to publicly reveal any case-related information publicly Rule 3.6: Trial Publicity, cannot make statements outside of court that could prejudice a case.  (6 months has been ruled as enough time between media coverage and the case for the public to forget about the case).     Protecting your clients (from themselves). Litigation strategy and PR strategy run parallel to one another.  PR in the modern era of search engines- how to navigate technology ahead of the law.  Who needs PR? Criminal Defense, Trial Lawyers, Real Estate, or any other litigator that has or uses public documents.  How to work with reporters:   Create a reporter relationship, Connect with reporters and use comments or the media to your advantage Greg Siskind's reporter outreach via Twitter Help A Reporter Out  PR = phone calls, inquiries. They may not be clients but you can be an advocate for your practice area. Position yourself as an expert in your field and practice area.  PR + SEO = opinion summaries are a great way to get links, traffic and more.  Find reporters in your area, likely to cover your practice area. Email them and introduce yourself; who you are, what you do, and how you can help the reporter.  Lawyers have a PR problem and the public perception is often negative.  

Wayne Pollock is the founder and managing attorney of Copo Strategies (<a href="https://mailtrack.io/trace/link/41760c6ee39e123443b7550fdc928380ced104b5?url=http%3A%2F%2Fwww.copostrategies.com&amp;userId=2229189&amp;signature=4388d50efadccae9" rel="noopener nofollow" target="_blank">www.copostrategies.com</a>), a national legal services and communications firm.  Wayne helps other attorneys and their clients ethically, strategically, and proactively engage the Court of Public Opinion to help those clients resolve their legal disputes favorably, and to help those attorneys build their practices.  Serving as a consultant to law firms or as limited scope co-counsel to clients, Wayne's counsel incorporates legal strategy, media strategy, ethics compliance, and defamation avoidance. How to get your message out in the court of public opinion. The public, your clients, and the media are not digging through court files so how do you get your client's story out of the courtroom? The answer: PR Ethics of PR: <ul> <li>Model Rule 1.6- not disclosing case or client information publicly;</li> <li>Ethics Opinion 480- must have client permission to publicly reveal any case-related information publicly</li> <li>Rule 3.6: Trial Publicity, cannot make statements outside of court that could prejudice a case. <ul> <li>(6 months has been ruled as enough time between media coverage and the case for the public to forget about the case). </li> </ul> </li> </ul> Protecting your clients (from themselves). Litigation strategy and PR strategy run parallel to one another.  PR in the modern era of search engines- how to navigate technology ahead of the law.  Who needs PR? Criminal Defense, Trial Lawyers, Real Estate, or any other litigator that has or uses public documents.  How to work with reporters:  <ul> <li>Create a reporter relationship,</li> <li>Connect with reporters and use comments or the media to your advantage</li> <li>Greg Siskind's reporter outreach via Twitter</li> <li>Help A Reporter Out</li> </ul> PR = phone calls, inquiries. They may not be clients but you can be an advocate for your practice area. Position yourself as an expert in your field and practice area.  PR + SEO = opinion summaries are a great way to get links, traffic and more.  Find reporters in your area, likely to cover your practice area. Email them and introduce yourself; who you are, what you do, and how you can help the reporter.  Lawyers have a PR problem and the public perception is often negative.

Clienting #32: Wayne Pollock on PR for Lawyers

Delisi Friday- Marketing Director at Cowen | Rodriguez | Peacock What is it like to be an in-house marketer at a law firm? How does the law firm get clients? How do you avoid "the-all-things-to all people"- the idea that I have to be an expert at everything" scenario? Advice for people hiring an in-house marketer?  Delisi manages all of the firm's marketing and business development initiatives. Incorporating marketing and the client development process makes sure their potential and current clients have a seamless experience, and that expectations set in marketing are met in the office.  Off The Record- a monthly magazine exclusively for attorneys, Trial Lawyer Nation- a legal podcast for attorneys in over 70 countries,  Business development;  Nurturing of referral attorney relationships,   utilizing the corporate suite at the AT&amp;T Center and, planning CLE seminars for attorneys.      

Delisi Friday- Marketing Director at Cowen | Rodriguez | Peacock What is it like to be an in-house marketer at a law firm? How does the law firm get clients? How do you avoid "the-all-things-to all people"- the idea that I have to be an expert at everything" scenario? Advice for people hiring an in-house marketer? <ul> <li>Delisi manages all of the firm's marketing and business development initiatives. Incorporating marketing and the client development process makes sure their potential and current clients have a seamless experience, and that expectations set in marketing are met in the office. </li> <li>Off The Record- a monthly magazine exclusively for attorneys,</li> <li>Trial Lawyer Nation- a legal podcast for attorneys in over 70 countries, </li> <li>Business development; <ul> <li>Nurturing of referral attorney relationships,  <ul> <li>utilizing the corporate suite at the AT&amp;T Center and,</li> <li>planning CLE seminars for attorneys. </li> </ul> </li> </ul> </li> </ul>

Clienting #44: Delisi Friday, In-House Legal Marketer

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