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Secrets of Attorney Marketing with Richard Jacobs of Speakeasy Marketing Inc.

Updated 2 months ago

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Being a great attorney doesn't mean you'll retain quality clients or build a successful, respected law practice. In fact, if you don't have a significant online presence, positive reviews, and a powerful website, you're going to lose out to young, aggressive, web-savvy attorneys with a third of your experience. Richard Jacobs of Speakeasy Marketing offers the unvarnished truth about how to market your solo or small law firm to become the pre-eminent firm in your metro and practice areas. Subcribe for frequent updates of secrets of attorney marketing.

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Being a great attorney doesn't mean you'll retain quality clients or build a successful, respected law practice. In fact, if you don't have a significant online presence, positive reviews, and a powerful website, you're going to lose out to young, aggressive, web-savvy attorneys with a third of your experience. Richard Jacobs of Speakeasy Marketing offers the unvarnished truth about how to market your solo or small law firm to become the pre-eminent firm in your metro and practice areas. Subcribe for frequent updates of secrets of attorney marketing.

iTunes Ratings

6 Ratings
Average Ratings
5
0
0
0
1

I love this podcast

By dandimit - Oct 19 2018
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Last week I was searching for podcasts for lawyers and was pleasantly surprised. Now I’m going thru the backlog. Perfect for the morning and afternoon commute.

Thx so much for the great podcast!

By Kelly_Waggoner - Jul 12 2016
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Thx so much for the great podcast! Not a specific episode … almost all of them! Every episode is a must listen. Rich is awesome … the more the better. Thx for the effort you put into it … much appreciated.

iTunes Ratings

6 Ratings
Average Ratings
5
0
0
0
1

I love this podcast

By dandimit - Oct 19 2018
Read more
Last week I was searching for podcasts for lawyers and was pleasantly surprised. Now I’m going thru the backlog. Perfect for the morning and afternoon commute.

Thx so much for the great podcast!

By Kelly_Waggoner - Jul 12 2016
Read more
Thx so much for the great podcast! Not a specific episode … almost all of them! Every episode is a must listen. Rich is awesome … the more the better. Thx for the effort you put into it … much appreciated.
Cover image of Secrets of Attorney Marketing with Richard Jacobs of Speakeasy Marketing Inc.

Secrets of Attorney Marketing with Richard Jacobs of Speakeasy Marketing Inc.

Latest release on Aug 07, 2020

Read more

Being a great attorney doesn't mean you'll retain quality clients or build a successful, respected law practice. In fact, if you don't have a significant online presence, positive reviews, and a powerful website, you're going to lose out to young, aggressive, web-savvy attorneys with a third of your experience. Richard Jacobs of Speakeasy Marketing offers the unvarnished truth about how to market your solo or small law firm to become the pre-eminent firm in your metro and practice areas. Subcribe for frequent updates of secrets of attorney marketing.

Rank #1: Episode 246 – Getting Reviews Made Easy For Your Law Firm

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No one can deny the importance of reviews and they have become super important for law firms especially. A lot of the people choose an attorney solely based on the positive reviews. In this podcast below I have shared the number one technique that we're using to get reviews for our attorney clients on places like Google+, Yelp, Avvo and on website. Listen to it or download it for later. https://media.blubrry.com/speakeasymarketinginc/p/content.blubrry.com/speakeasymarketinginc/Episode_246-Getting_Reviews_Made_Easy_For_Your_Law_Firm.mp3

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Aug 31 2017

6mins

Play

Rank #2: Episode 247 – Disruptive Advertising – Helping Your Law Firm Achieve Profitability With Online Advertising

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CEO of Disruptive Advertising, Jacob Baadsgaard, joins us for an in depth discussion on how his company is helping law firms advertise and market themselves profitably and efficiently on Google and Facebook by leveraging their software and team of marketers.

Bio: Jacob’s background as a senior consultant at Omniture/Adobe is where he learned the power of data in marketing. After breaking off as an independent, he helped his first client grow from 25 to over 350 employees by helping them leverage their data to know exactly how to invest their marketing dollars on Google and Facebook.

Seeing a huge gap in the market, as very few businesses had the bandwidth or expertise to leverage data in their marketing strategy, Jacob used the capital from his first business in software sales to start Disruptive Advertising in 2013.

Jacob has grown the business from just himself to over 60 employees and 9 million dollars in annual revenue in only 3.5 years with ZERO debt or outside funding. They have worked with over 1,000 businesses to date and have found that on average an astounding 76% of AdWords and Facebook Ad budgets are wasted.

Jacob is a regular contributor on sites like Forbes, Entrepreneur, SearchEngineLand, MarketingLand, SearchEngineJournal, Unbounce and KissMetrics.

For more information you can visit their website HERE.

https://media.blubrry.com/speakeasymarketinginc/p/content.blubrry.com/speakeasymarketinginc/Episode_247-Disruptive_Advertising-Helping_Your_Law_Firm_Achieve_Profitability_With_Online_Advertising.mp3

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Aug 31 2017

19mins

Play

Rank #3: Episode 287 - Turning Every Caller into a Client During the Current Coronavirus Period

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In this powerful podcast, Richard Jacobs, the president and founder of Speakeasy Marketing, Inc., continues his series on marketing as he outlines some valuable tips and strategies to get the most out of every client you have during this coronavirus period.

Richard Jacobs is a seasoned expert in the field of marketing, and his successful company, Speakeasy Marketing, Inc., has helped hundreds of attorneys improve their marketing efforts vastly, allowing them to bring in higher quality clients and increase profits.

Jacobs discusses conversion. As he states, business may be a bit slower for some attorneys right now as we weather this temporary coronavirus period, so it’s important to convert every caller into a client. You need a strategy to make those conversions because as business has slowed, every incoming call matters immensely. Jacobs mentions the Virtual Closing System that his company has developed, a system that will enable attorneys to make the most of every interaction with their clients virtually. But the point of this podcast is primarily about focusing on what’s important to the client. To successfully convert, you need to ask potential clients targeted questions, such as “What’s the single most important thing that you want to have happen in your case?” Getting this answer will help you to maintain focus on what’s important to them, which you can return to later in your call or virtual conference online. If you don’t close them right then and there, you can take some time to research their answer/issue, and call them back later. If you reach their voicemail, you can leave a message and tell them that you have information for them about X (whatever their issue was) and this will create interest. This will create a feeling in them that you care, that you have taken time to think about them and what’s important to them. And as no attorney ever really takes this kind of extra time with a potential client, you’ll stand out and this will help you convert!

Whether your potential client is concerned about estate planning or DUI, or whatever it is, focus on what’s critically important to them and they’ll respect you for it, and will be more likely to work with you. Turn these issues into successes for you and your firm. When you’re mindful of your clients they’ll be mindful of you. Jacobs states that by utilizing these client-friendly strategies you can build up your client base and turn the global pandemic period into a prosperous one for your business.

Apr 16 2020

5mins

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Rank #4: Episode 277 - The 80/20, Finding Time to Create and Innovate - Secrets of Attorney Marketing with Richard Jacobs

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In this informative podcast, Ron Sheetz interviews Richard Jacobs, serial entrepreneur, inventor, and the president/founder of Speakeasy Marketing, Inc. Jacobs explains how to carve out important time to create, and ensure success.

Jacobs discusses the importance of freeing up your time, in order to fully realize all your ideas and implement your vision. This, as Jacobs bluntly states, requires that you systematize your business. While this task can be boring and arduous, it simply must be done, and once it’s done it will allow you to free up crucially important time to do more, to succeed more. To be a true visionary, and successful entrepreneur, you absolutely must systematize and reduce your work load, which will lead to more free time and allow you to maximize your potential and innovate. 

Jacobs goes on to state that once you step outside the daily functioning of your business, and get it running efficiently, you can attain an outside perspective that will allow you to find ways to tune it, tweak it, innovate it, and make it not only more efficient, but more profitable. Jacobs provides interesting and valuable examples of how he has done precisely this with several of his businesses, from a successful attorney marketing firm, to an ingenious sleep/bed/pillow company, to a thriving podcast venue that draws more and more listeners daily.

The successful entrepreneur talks in detail about the importance of letting things go, in order to just start. You have to let go of imperfections and just create. Once you establish a presence, a business, etc. you can then refine. Jacobs talks about the importance of utilizing the 80/20 principle, and using every tactic you can to simplify and release your time, time to take action and create. Jacobs explains how to understand and build systems, and provides a few reading recommendations that people can use to help them on their journey.

Dec 03 2019

22mins

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Rank #5: Episode 256 - Dan Jansen- Nextlaw Ventures- Reinventing the Practice of Law through Artificial Intelligence

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Just a few years ago, a large law firm by the name of Dentons realized the coming changes that an overlap between technology and lawmight create, and wanted to get ahead of the game. As a result, Dentons created Nextlaw Labs with the vision of reinventing thepractice of law using technology. As a subsidiary of Nextlaw Labs, Nextlaw Ventures emerged, which is an early-stage, legal-focused venture fund that invests in a variety of legal tech companies.

As the CEO and Managing Director of Nextlaw Ventures, Dan Jansen discusses just a few of the 10 legal tech companies currently in their fund, including ROSS Intelligence, which is an expert legal, research-driven tool that leverages AI to answer legal questions and create legal memos. Jansen believes that this technology will have a democratizing effect on the practice of law by allowing small firms to find the answers to complex questions that, otherwise, only larger firms might have the ability to answer. 

Tune in to hear the full discussion, and visit nextlawventures.com to read about all 10 companies in Nextlaw Venture’s portfolio.

Jun 25 2018

22mins

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Rank #6: Episode 219 – The Benefits Of Taking Great Care Of Your Clients

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Providing excellent service to your clients can help you get more business and also more genuine, positive reviews and testimonials. The benefits of taking great care of your clients are countless but the most important one is that you'll be able to get testimonials from your clients and the best part is that the case results won't even matter. I have talked about this in detail in the podcast below, listen to it or download it for later. Make sure to subscribe, review and share the podcast. https://media.blubrry.com/speakeasymarketinginc/p/content.blubrry.com/speakeasymarketinginc/Episode_219-The_Benefits_Of_Taking_Great_Care_Of_Your_Clients.mp3

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Jan 18 2017

7mins

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Rank #7: Episode 261 - Host a Mastermind, Change Your Life and Business—Gene Kelly—Napa Summit Mastermind

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Why host, or even attend a Mastermind? Wouldn’t this require giving away the ideas that have contributed to my professional success? Why get on a plane and travel for an in-person meeting when I could just email whoever I want from a LISTSERV? If you’ve had these questions, you’re definitely not alone, but that doesn’t mean you’re right.

On today’s podcast, long-term entrepreneur Gene Kelly shares his experiences and knowledge from over 20 years’ worth of being involved with Masterminds. “The Mastermind concept is multiple people in a room focusing all their energy…on one idea at a time. When a group is focusing all their energy on one idea—one business at a time and their problem—it creates…an extra mind,” says Kelly. He explains the benefit of having people who aren’t inside your box making suggestions, and the breakthrough, life and business-changing moments this can lead to. According to Kelly, the energy that comes out of this type of environment is unparalleled. He discusses the difference between attending and actually hosting your own Mastermind, why competition isn’t a factor to be concerned about, and the hefty paycheck you could receive from giving it a go.

Kelly’s upcoming event slated for April 10-12 in Napa Valley will focus entirely on how to create your own regional Mastermind. Tune in for all the details and visit https://www.drivingforcecompany.com/napa-valley-event to learn more. 

Feb 18 2019

37mins

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Rank #8: Episode 241 – CEO of GoBeyond SEO Shares Marketing Tips For Your Law Firm

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Recently I spoke with SEO guru Brian Saeman, of GoBeyond SEO, on how he is helping his clients go beyond their marketing limits. Brian shares effective techniques on how solo attorneys and large law firms can grow their practice and profitability by using trending and old-school online strategies. Listen in and pick up a few tips to help your firm along the way.

Bio:

Brian Saemann is CEO of the digital marketing agency, GoBeyond SEO and the Co-Creator of the Legal Marketing Blueprint. Brian, and his agency team, help attorneys and law firms grow their practice and profitability by using magnetic online lead generating funnels.

https://media.blubrry.com/speakeasymarketinginc/p/content.blubrry.com/speakeasymarketinginc/Episode_241_-_CEO_of_GoBeyond_SEO_Shares_Marketing_Tips_For_Your_Law_Firm.mp3

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Jun 22 2017

24mins

Play

Rank #9: Episode 289 - Should You Put "Chalk Talks" on Your Practice's Website?

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Richard Jacobs, the president and founder of Speakeasy Marketing, Inc., provides valuable information that will help you get more marketing value out of your existing marketing budget.

In this competitive marketplace, and especially now during this global pandemic, it’s critical to get the most value you can for every dollar you spend. Jacobs’ methods not only maximize the value of your current marketing efforts but can help you break through to ‘next level’ marketing to accomplish higher goals and reach better clients.

Jacobs discusses ‘Chalk Talks’ and Speakeasy Marketing’s Virtual Close System. Chalk Talks are white board presentations that attorneys can deliver virtually (Zoom, Join.me, etc.) for their clients and potential clients. And attorneys who have begun to use the system are happy with the results they are getting. Psychologically, the Chalk Talk can potentially produce better results because when you put an attorney in front of a white board… there is an association with teachers and chalk boards, and people listen to teachers. The idea of it being a sales pitch is further removed from the client’s mind, with them now focused on learning what is being presented. Chalk Talks can put you in a position of authority and get clients to listen, to pay attention to you.

Jacobs emphasizes that it is important to present to your clients and potential clients in a manner that shows you have the knowledge, you’re a teacher, not a salesperson. Jacobs explains some of the important topics and kinds of information you can deliver in a Chalk Talk, from case evaluations to future planning. From diagramming the scene of a traffic stop for a DUI client, to diagramming a family tree, with marriages and beneficiaries, for an estate planning client, etc., to diagramming for personal injury cases, and all other practice areas, there are many aspects of any client’s case that you can touch on in a Chalk Talk.

Case evaluation, Jacobs states, will be critical for attorneys going forward, especially in the time of coronavirus. Screenshots, video snippets, etc. from case evaluations you have done can be great marketing tools for your website, of course after you edit out any confidential client information. Jacobs explains the many ways you can push this information out to clients and potential clients. This is the future of closing, and the future is now.

Contact Richard and his team at Speakeasy and get started today on taking your firm’s business to the next level. Increase profits; get your message out there! Speakeasy Marketing can show you how; contact them at www.speakeasymarketinginc.com

Apr 21 2020

7mins

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Rank #10: Episode 278 - Being Consistent, Following Through, and Winning in Business

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In this interesting podcast from Richard Jacobs, the president and founder of Speakeasy Marketing, Inc., Jacobs discusses the essence of a brand and the importance of ‘consistency of message.’

Jacobs is a noted marketing professional, and throughout his successful career leading Speakeasy Marketing he has helped many law firms and private attorneys nail their marketing goals, helping them bring in more, and better, clients.

Jacobs recounts a story about a particular copywriter who had a client who was insistent that the copy written always be original, never repeated. This got Jacobs’ entrepreneurial, strategic mind thinking. Many of us do sell the same thing or things repeatedly to various clients and customers, and how we pitch it and sell it actually does need repetition; it needs continuity and consistency. Repetition of message is important. McDonalds, for example, is a brand that excels at consistency. When we walk in a McDonalds we know that there will be a sameness that we can count on… in taste of food, dining room, etc. And as professionals, we need to emanate that level of consistency. 

Find out what works and repeat it. While your pitch might become boring to you, it’s new to new clients, so be consistent in your pitch, but find new ways to keep it spicy so you can deliver it with excitement, to get your customers and clients excited about moving forward. Jacobs states that customers and clients enjoy having a company or professional they can count on. Consistency matters. No matter what practice area you work in, you must follow up, and be consistent.

Dec 24 2019

6mins

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Rank #11: Episode 262 - Secrets of Attorney Marketing — Richard Jacobs - Client Perception of Your Company & The Service You Provide

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In this insightful, insider-marketing tips podcast, Richard Jacobs, founder, and president of Speakeasy Marketing, Inc. discusses the many potential problems and road blocks that could be pushing your clients away and hurting your firm. 

As a ten-year veteran of attorney marketing, Richard Jacobs shares a few tips that can be invaluable for every law firm, big or small. As Jacobs states, problems may be happening that you are not even aware of. Customer service is paramount for every firm that wants to attract clients and keep them. How a customer or client perceives you and your business is vital to the survival of your business. A satisfied client is one who will stay with you and return for every legal issue or problem they have in the future. Jacobs explains that bad customer service, at any level of your business or organization, can sully your reputation and cause clients to drop you as their attorney.

The marketing expert recounts a personal story of renting a car while on a family trip. His initial point of contact, a knowledgeable and courteous salesperson, presented a membership plan that would allow Jacobs to get better perks and save money when transacting with the rental car company. In addition, she was aware and helpful as she noticed that Jacobs was with his family and thus offered to upgrade him to a larger vehicle. The services offered were outstanding, and the customer service was top-notch. Jacobs was pleased, on his way to becoming a dedicated customer. However, the goodwill that was built up by this one excellent employee was ruined a few days later, as Jacobs returned the car to a garage and the rental car company’s employees were inefficient, not helpful, and actually rude. In an instant, a satisfied customer turned into a disgruntled customer. There would be no future business… years and years of potential revenue to the rental car company—gone in sixty seconds.  

Jacobs underscores the lesson to be learned is that any employee, on any level in your company, can have a significant impact on whether your customer or client is happy and will return for future business. How a customer or client perceives you is critically important, and when they have a bad experience, not only do they leave you, but they may share this experience in social media, which could then sour multiple potential customers on your business.

Jacobs explains that every business needs to actively police themselves from top to bottom. Jacobs talks about the immense value of utilizing mystery shoppers to assess the kind of customer service your employees are providing. An impatient, unhelpful, or rude admin person answering the phone could cost you a client right then and there. A website that is written or designed poorly, or has faulty architecture, can turn potential clients away. There are so many possible problems that could occur with your systems, employees, and procedures, thus Jacobs encourages every firm to take a good, hard look at their company on a regular basis, to ensure that clients get the performance and service they expect and deserve, which will result in business success for you and your firm. 

Contact Richard Jacobs at Speakeasy Marketing, Inc. and let he and his team get to work. Maximize your potential. Call him at (888) 225-8594 today.

May 01 2019

5mins

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Rank #12: Day 4: 12 Days of Attorney Marketing Christmas—Systemization Success—Secrets of Attorney Marketing with Richard Jacobs

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Free time is important. It’s important for our health and happiness and should be enjoyed by everyone—especially those who’ve worked hard to get where they are. But for some, free time seems simply unattainable in light of all of the things on their list. 

On this episode of the 12 Days of Attorney Marketing Christmas series, Richard Jacobs doesn’t discuss how to check off the boxes faster, but simply how to have FEWER boxes to check off, without sacrificing business. Imagine working 20 hours a week instead of 60, and imagine that doing so would be the best business move you’ve yet to make. 

Tune in to learn how and why the key lies within the systems and procedures you establish.

Nov 14 2019

5mins

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Rank #13: Episode 259-Legal Loyalty – Paul A. Samakow, P.C., Noted Lecturer, Legal Expert – Personal Injury Law—Earning the Trust of a Community and Taking Pride in Helping Others

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Paul A. Samakow, P.C. (samakowlaw.com), discusses his long, successful career as an attorney, and the rewarding work of assisting people with their personal injury cases.

Paul Samakow is an attorney with a long track record of success, solving problems, and helping each client reach their goal, whatever their issue or case may be. Samakow and his team at The Law Offices of Paul A. Samakow, P.C., pride themselves on going the extra mile for every client. Their office takes on standard cases, of course, but they extend themselves further helping clients resolve associated issues with their cases that other attorney firms often do not. As an example, regarding an auto collision case, most firms will not assist their clients with associated matters such as car rental or car repair—Samakow and his team do and are happy to help. When they take on a new client, their philosophy is to help that client in every way they possibly can.

Samakow talks about his early years, cutting his teeth in the courts working on all kinds of cases. He discusses the cost-prohibitive marketing that he saw most attorneys putting out, and figured there was a better way to make his mark in the industry. Armed with a basic knowledge of Spanish, Samakow offered his services to the Hispanic community and earned a reputation quickly that started his phone ringing nonstop, and the rest, as they say, is history. From small newspaper advertising to radio, and eventually TV, Samakow broadened his marketing efforts and the Hispanic community took to him enthusiastically. 

Samakow details how the Hispanic community truly appreciates his work, and the sense of pride he gets when he earns trust and becomes a confidant for life. Samakow began his practice in 1980 and immediately went to work as a solo attorney assisting clients with criminal cases, family law, bankruptcy, small business representation, real estate settlements, and others. Over the years, Samakow has intensified his focus in the area of personal injury law almost exclusively as he saw the devastation that injuries brought to individuals and families in regard to their physical and emotional well being, and with respect to their financial matters as well. Samakow decided this was an area in which he could offer significant help to those who were suffering in personal injury cases.

Samakow talks about marketing seminars and his goals when attending, as he focuses on learning. And he discusses how he enjoys sharing all that he learns with others in his own presentations and seminars. Specifically, he outlines the many marketing and advertising tips and tricks that he has learned over nearly 40 years of active practice. Samakow has a wealth of knowledge to share, and he covers many topics, from in-office administration documents and forms; to advertising dos and don’ts; to flighting, which is an advertising scheduling strategy that alternates between a normal schedule of advertising and a complete cessation of all runs after several weeks; and more. Ultimately, Samakow states that the goal is to go into a community that you intend to serve and be real, not plastic, to show the community that you are there for them. This type of honest integrity will work with communities regardless of location, anywhere in the country. 

The legal expert talks about different cultures and he underscores that the methods to succeed in gaining a community’s trust in one community may not necessarily work in another. He talks about the many ethnic festivals that offer opportunities to those looking to make an entry into a particular community, to earn their trust, and work with the people of the community. Samakow talks about working with languages, and hiring those who speak specific languages to help gain entry into a community. Finally, Samakow details some of the specifics regarding his upcoming seminars and events, and how to reach out to him to register. 

Paul Samakow is a proud member of multiple plaintiff organizations that focus on educating and helping victims. And he is a frequent lecturer to the community, school, civic, and professional groups. 

Jan 08 2019

42mins

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Rank #14: Episode 272-Secrets of Attorney Marketing–Carrie Chitsey, Co-Founder & CEO of One Touch Video Chat – The Power of Video Chat

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Carrie Chitsey, Co-Founder & Chief Executive Officer of One Touch Video Chat, provides an overview of her company’s innovative video chat software.

Chitsey and her team are passionate about communication and interaction. The One Touch Video Chat system helps create customer loyalty by creating memorable customer experiences. By strengthening the customer experience and boosting sales through bold communication, their system provides customer satisfaction and convenience and is a driving force in the exciting mobile video chat industry.

Chitsey talks about the formation of her company and her background in technology innovation. She recounts her work with attorneys and her passion for getting attorney firms up to speed on current technologies. She explains that we enjoy and seek out personal connections, and video chat can provide business owners an opportunity to connect face to face through technology, which enhances the user/customer satisfaction experience while increasing efficiency and saving money.

The technology innovator discusses the many outdated methods of ‘getting in touch’ and connecting that are truly relics in today’s technology-oriented business world. From the email contact form to appointment scheduling, etc., many businesses are using outdated methods to connect with customers. Chitsey discusses some of the best practices for utilizing video to enhance their overall business profile. She explains that while video chat is exciting and efficient, you still need to market this service and let your customers know that they can use it. You need to promote it on your social media, blogs, etc. to get the message out. But the bottom line is you need to get these potential customers to the video experience because once you do… the conversion rate is significantly higher. In short, the video connection really brings in new clients and customers in a way that other methods simply do not. 

With Chitsey’s One Touch Video Chat you can empower customer connections right from your website. While many potential customers already utilize the ‘text now’ options on websites, to initiate a text chat with a person or a chatbot, imagine how bigger and more impressive the experience would be with actual video chat. Imagine a scalable B2C solution that utilizes far superior technology to create a powerful user/customer experience. That is what Chitsey’s One Touch Video Chat provides, and it’s the reason why video chat is exploding in the B2C support market.

Chitsey discusses some of the particulars regarding how to use One Touch Video Chat, and she expounds upon the various options and packages that consumers can choose from when they make the decision to step forward into current technology connectivity. And in regard to attorney firms, she discusses how video often weeds out the ‘free phone call’ types who really just want to get a bit of free legal advice but aren’t serious about becoming clients.

Sep 18 2019

30mins

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Rank #15: Episode 274 - Richard Jacobs of Speakeasy Marketing, Inc - Achieving Primary Goals and Reducing Anxiety About Secondary and Tertiary Goal Setbacks

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In this informative podcast, Richard Jacobs, the president and founder of Speakeasy Marketing, Inc., continues his discussion series on marketing, as he delivers powerful information that can help attorneys bring in not only more clients, but the higher quality clients every attorney wants to serve. 

Richard Jacobs is a well-known authority in the marketing world. His company, Speakeasy Marketing, Inc., regularly assists hundreds of attorneys as they seek to maximize profits. Jacobs discusses a personal experience, a car accident, that ultimately led to the discovery that he had thyroid cancer. Going through his treatment, he made a promise to himself to find less stress in the daily anxieties we all face, because, he thought, if he could get through cancer treatment, everything else should pale in comparison. But as life settled in, he found that eventually, he moved back into old patterns, of getting upset about the small stuff. By trying to make his way back to the positive energy, he discovered that there were great parallels between his personal experience and what happens in the business world. 

Jacobs explains that if we think about our business, our law firm, in a way in which we focus on achieving a primary goal and not getting upset about the lesser goals if we do not have success up and down on all fronts, that we will be making a positive step toward fulfillment and an overall sense of accomplishment. Jacobs explains that we all need to make that promise to ourselves, to take advantage of the ‘now’ and enjoy the daily moments and successes, staying positive. If we are aware of how we feel each day and stay in the moment, we can have a higher purpose and clarity as we achieve daily, weekly, and long term goals. 

Oct 23 2019

5mins

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Rank #16: Episode 263-Secrets of Attorney Marketing–Richard Jacobs of Speakeasy Marketing, Inc-Texting Your Clients for Better Communication&Retention

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In this interesting marketing tips podcast, Richard Jacobs, the founder, and president of Speakeasy Marketing, Inc. discusses the value of texting your clients.

Jacobs has over a decade of solid experience specifically in the area of attorney marketing. His company has its finger on the pulse of what is current in attorney marketing strategies, and also what is on the horizon. As Jacobs states, in regard to texting clients, attorneys might initially think about potential problems with ethical and disclosure issues. And of course, there is also the issue of annoyance… why would I want my clients texting me at two in the morning? These are issues to consider, absolutely, and Jacobs does not advocate setting up a texting strategy via an attorney’s personal cell phone, but how can you get the benefit of texting and avoid all the aforementioned problems?

Jacobs acknowledges that while some clients might enjoy texting, others prefer calls, and some may only respond via email. The point is, you have to be flexible and respond to your clients’ needs, connecting with them in their preferred mode of communication. Communicating with your clients in the manner they prefer reduces friction, increases client satisfaction, and… increases client retention! Clients enjoy being able to get their questions answered quickly and easily via the method of communication they prefer; it’s good customer service. And customer service is an essential part of the value that most successful attorney firms deliver. 

Jacobs outlines how attorneys can set up the texting service option for clients, and make their clients aware that they can reach out via text with a question. And even though you’ll have to let clients know that some information cannot be shared via text due to the reasons mentioned earlier, the initial text will get the ball rolling for the client. It will facilitate the process, and move their question quickly forward, in front of the eyes of the attorney who can get back to them quickly via a confidential means of communication. 

Jacobs recommends setting up a new line, a separate phone number that allows incoming and outgoing texting. After set up, attorneys will need to have clients sign off on a very brief disclosure form, alerting them of the service, and their options, and of course, getting their approval. But this is a small amount of work for the attorney that could potentially be a big boost to their firm. Jacobs states that many attorney firms still use fax machines and other outdated methods of communication; texting could be a great leap forward. Many clients will appreciate the option of texting, and your younger clients may actually expect it, as the younger generation largely prefers texting. We are connected to our smartphones and texting is a way that your firm can communicate better, and keep clients happy. 

Contact Richard Jacobs at Speakeasy Marketing, Inc. and let he and his team assist you with marketing strategies that will accelerate your firm’s outreach and maximize your potential. Call him at (888) 225-8594 today. 

May 08 2019

4mins

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Rank #17: Episode 283 - Practice Areas That Are Positively Affected By Covid19

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In this podcast, Richard offers advice on how your practice will be affected by the CoronaVirus.  He reminds listeners of the importance of flexibility in the face of the CoronaVirus, advising criminal attorneys, for example, who focus solely on DUIs to consider opening themselves up to general criminal defense and/or looking into expungements.

He establishes that actually the need for lawyers will go up and explains why for several practice areas, including:

  • Criminal Defense: because of the closer quarters, domestic violence cases will most likely be on the rise. Furthermore, job losses may increase crimes.
  • Family Law: again, because of the stress and increased time together, divorces may be on the rise.
  • Estate Planning: because of the CoronaVirus, more estates will have to be administered and this may engender more conflicts.

He touches on additional practice areas and also tell listeners about the changing competitive landscape for lawyers normally dependent on in-office selling of their services. To help listeners up their phone-selling game, Speakeasy has developed a program on video chatting.

The program will be released Monday, March 23rd. It includes some great video-conferencing innovations, e-signing, and docu-signing techniques, and information about speak-a-book. 

For information and questions, email us at support@speakeasymarketinginc.com, visit our web site at https://www.speakeasymarketinginc.com/, or call 1-888-225-8594.

Mar 19 2020

9mins

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Rank #18: Episode 273 - Secrets of Attorney Marketing–Richard Jacobs of Speakeasy Marketing, Inc. – Getting More Bang Out of Your Marketing Bucks

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In this informative podcast from Richard Jacobs, the president and founder of Speakeasy Marketing, Inc., Jacobs explains how to get more marketing value out of the marketing budget you are already spending. 

Everyone wants to get the most value they can for every dollar spent, and Jacobs has a way to not only maximize the value of your marketing efforts but expand them, without spending even one more penny than you already have been. 

Jacobs discusses how everyone needs a skilled attorney from time to time, to handle a traffic ticket issue or auto accident, a divorce, estate plan, DUI, etc. It’s inevitable that every now and again most everyone will need some legal help. As Jacobs’ mission is to help attorneys improve their businesses, get more quality clients, and make more money, he and his team are constantly testing their theories, seeking to find every area where an attorney can improve their business in some way. When Jacobs has a real issue himself and needs to hire an attorney, he’ll have his assistant call attorneys, mystery shopping, to see what kind of response or service they get. In a recent situation, 30 attorneys were called, and only 5 answered. Surprisingly, of those 25 who didn’t answer, most never even reached back out, even after they were left an extensive message that explained the legal matter, and requested a return call. The bottom line: if you aren’t answering calls and questions, or at least returning calls or following up via email, then you’re missing out on new, potentially great clients. 

If you want to make more money without spending more money, Jacobs states that you simply must answer calls, respond to your voicemails, follow up with emails, etc. If you’re not doing that, then your marketing dollars are going down the drain. As Jacobs explains, if you don’t have the time to do that yourself, then you need to hire someone who can. 

Jacobs talks about the kinds of ‘answering’ options that exist, and he underscores that if you simply answer the call and then grill the potential client with endless questions, but don’t make a connection, then you may miss an opportunity. Also, if you answer the call and tell the potential client that a particular attorney is ‘out of the office’ and don’t follow up, then you’re not really effectively answering those calls. You must be friendly, and you must follow up. But as Jacobs states, if you follow up and really connect, it will be shockingly effective. 

Sep 26 2019

5mins

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Episode 304 - Corona Update

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Aug 07 2020

5mins

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Episode 303 - Lessons on the Practice of Law in the Age of COVID-19

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On today’s show, Richard Jacobs welcomes AV Preeminent rated attorney Francisco “Frank” Ramos, Jr., managing partner of Clarke Silverglate and practitioner of commercial litigation, drug, and medical device products liability, and catastrophic personal injury law. He shares his perspective on and experience within the changing landscape of law amid COVID-19.

“If COVID taught us anything, it taught us that we could all work remotely…and once things return to normal…I suspect you’re going to find a lot of firms taking up less of a real estate footprint and sharing offices…with a lot more remote work and flextime,” says Ramos. He says he’s saving about 10 hours per week just by virtue of not having to travel to and from his law office, hearings, depositions, etc. In this regard, the situation has made things simpler, but it’s certainly created challenges as well. Ramos shares what he believes is one of the most difficult aspects of the required adjustments, and how to mitigate it.

He also discusses remote jury trials, tips for keeping clients engaged and continuing to bring in new clients, what areas of law may be particularly affected by COVID-19 (e.g. employment, bankruptcy, business insurance, product liability related to personal protective equipment, civil rights matters), and more.

Tune in for all the details, and reach out to Ramos through LinkedIn or by email at framos@cspalaw.com

Aug 06 2020

24mins

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Episode 302 - A Spoonful of Zoom: Take your Medicine for Better Business

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Richard shares that we've increased our client base through some great zoom techniques, but we're hearing that our attorney clients aren't using zoom to increase their own business. He reminds attorneys of some effective ways zoom can reach clients, describes how well it has worked to increase Speakeasy's business and adds details about Speakeasy's Virtual Closing System program. It's a start-to-finish system that goes over everything you need to pitch, how to defeat price objections, how to get a retainer signed, and more. If you don't want to buy it and just have questions, please still reach out to us. We want you to succeed! Call us at (888) 225-8594, email rj@speakeasymarketinginc.com, or find us at speakeasymarketinginc.com.

Jul 27 2020

5mins

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Episode 301 - Planning for Power with Richard's New Book

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In this podcast, Richard reads a selection from his new book, 12 Powerful Principles of Prosperous Law Practices, and tells you how to get a complimentary copy. The book brings together years of wisdom and experience that make for a prosperous law firm in lockstep with the challenges 2020 has unleashed. He reads Principal 12, which describes motivations and strategies for an effective planning technique. He provides examples of what you can accomplish with his system and possible business impacts. At its heart, this chapter ensures outside forces aren't making plans for you; rather, he puts you in the captain's chair of your business plan and offers concrete benefits to such an approach that leads to a prosperous law firm. He also directs listeners to a complimentary copy by following instructions in the email, going to speakeasymarketinginc.com, or calling us at (888) 225-8594.

Jul 27 2020

10mins

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Episode 300 - Lessons in Law Advertising from the Battle of Thermopylae

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In 480 BC, a monstrous army of Persians tried to invade Greece, which could defend itself only with a fraction of the Persian army. Despite this, Sparta won. How? And why does it matter?

In this episode, Richard Jacobs explains how the Battle of Thermopylae can be compared to the current state of advertising in law. Countless attorneys wonder how they can possibly compete against the large firms that spend tens of thousands of dollars every month on advertising everywhere you look. That may be true, but what’s their downfall? Jacobs says it’s their reliance on commercial keywords as opposed to advice-seeking keywords.

Incorporating advice-seeking keywords will not only increase your chances of drawing in potential clients but drawing in the right kind of clients—the ones who have shown an effort to research their case and a motivation to win. When these types of potential clients search the web for advice-seeking questions, you need your website to pop up with the answer. This is what will allow you to avoid the battle altogether by outsmarting the opponent and grabbing the good clients before they even enter the arena.

Visit www.speakeasymarketinginc.com  or call (888) 225 8594 for help making this happen for your firm

Jul 24 2020

7mins

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A Look at How COVID-19 is Changing the Legal Landscape

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During these extremely uncertain times, businesses are under a tremendous amount of stress. Some have remained closed entirely, some are only offering curbside pick-ups, and others have strict mask mandates. Most business owners desperately want and need some form of insurance to protect them from liability so that they can once again open their doors.

In this episode, Richard Jacobs discusses what you, as an attorney, can do to relieve some of this pressure, such as create a compliance program for local businesses. He also talks about the possible legal ramifications of schools forcing practices on kids that may be detrimental to their mental health, and how many people in nursing facilities may be receiving substandard care while being kept separate from the loved ones who would advocate for them.

Tune in for a fresh take on how COVID-19 is changing the legal landscape and how to adapt to it.

Jul 24 2020

9mins

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Episode 299 - StoryTelling

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Jul 06 2020

4mins

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Episode 298 - How to Build a Barrier Against Bad Reviews

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Bad reviews are inevitable—there’s no way around them. But this doesn’t mean they have to negatively impact you or your firm’s reputation, and it certainly doesn’t mean that you should avoid asking for reviews for fear you’ll receive a negative one. The more positive reviews you have, the less those occasional bad reviews will have an impact on your overall rating, and more importantly, on the overall perception of you formed in the minds of prospective clients.

So, how do you get positive reviews…how do you begin building a barrier against the effects of bad ones? According to Richard, it’s pretty simple: just ask for them, but make sure you ask at the right time. He explains when that time is and why, and how to implement a system for making sure you get good reviews on a continual basis.

Don’t let less-experienced attorneys take your clients simply because they have more reviews than you. Want help? Call (888) 225-8594 or visit speakeasymarketinginc.com.

Jun 11 2020

10mins

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Episode 297 - A Method to Preempt Price Objections

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The bane of every attorney's business: the price objection! In this podcast, Richard shows you how you can use human psychology and the goldilocks principal to forgo these objections from your clients. He uses an accompanying set of pictures and video to illustrate his points.

Richard tells you how to tailor an explanation of billing and charging to your client so they see it hits at the level of "just right." He walks listeners through exactly how to show clients three common levels of attorney pricing so that you fit into the ideal middle. He uses an effective method common to sales practices and goes through the conversation with your client for you. He gives specific examples of how to explain why you charge what you charge in a way that a client can't help but understand and find your pricing reasonable. 

Call us at (888) 225-8594, email rj@speakeasymarketinginc.com, or find us at speakeasymarketinginc.com with any questions.

Jun 09 2020

15mins

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Episode 296 - Pivoting Your Law Practice in a Downturn

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Richard explains how sometimes when forces hit, you have to pivot and change how you run your practice. He mentions that while in some states there are expungements or concealments, other states make it easier to post personal information online in different media forms that your client doesn’t want available.

You can offer as a service to your clients to have this information removed through several methods. Richard explains in further detail and also suggests ways to combine forces with lawyers in other states to bring in business.

Call us at (888) 225-8594, email rj@speakeasymarketinginc.com, or find us at speakeasymarketinginc.com with any questions.

Jun 01 2020

4mins

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Episode 295 - Insights From Using Virtual Closing System

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May 14 2020

3mins

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Episode 294 - New Practice Area or Service During Corona Virus

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May 13 2020

4mins

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Episode 293 - Why You Should NOT Use A Screenshare to Close Potentials

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In this podcast, Richard shares advice about how to close a deal with clients in a dynamic and much more client-friendly way. He also shares some feedback on our new and popular Virtual Closing System. He's done several mock case evaluations and noticed how much more effective it is to have a virtual meeting standing in front of a physical whiteboard, drawing on it, and taking notes as you talk to a client: you create the story of their case live over video. It's very powerful for the client and your services are more approachable and accessible. He also shares that he's heard from attorneys that use our Virtual Closing System reporting clients are much less resistant to moving forward and ready to sign the retainer at the end of the meeting. Call us at (888) 225-8594 or find us at https://www.speakeasymarketinginc.com/ with any questions.

May 04 2020

6mins

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Episode 292 - Payment Plans with Iqualify Lending - Jason Brown

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Money matters: it matters to you, and it matters to your clients. On today’s episode, Richard Jacobs discusses how to make more of it in the form of better client retention—47% better, while at the same time removing the financial burden from your clients. To achieve this, Jacobs has decided to implement the iQualify Lending system into the Virtual Closing system on a permanent basis. He is joined by President/CEO of iQualify Lending, Jason Brown, who discusses the ins and outs of the system and precisely how it will benefit you.

According to a survey conducted by Cleo and iQualify Lending, 63% of clients leave the first meeting with an attorney feeling confused or unsure about the next steps and how to pay for their case. iQualify Lending is honing in on this by meeting clients where they are financially, allowing them to say “yes” rather than “let me think about it.” They are doing this by offering three payment plan options for the client, which provides the attorney with full payment—less a 5% fee—within just 72 hours.

This allows the attorney to focus on the legal aspect of the case without a single worry about how or whether or not they’re going to get paid. If the client stops paying at any point, it will be an issue that’s managed by the lender rather than the attorney. This has the incredibly valuable effect of removing the emotional component of collecting money and entirely separating the attorney from the financial side of legal representation. This will yield more relaxed and better-behaved clients, as well as lower the chances of negative reviews fueled by money issues.

iQualify Lending is bar compliant in every state, has been providing loans for attorneys for five years, and is currently servicing attorneys in 47 states. Just last year alone, they gave offers to $357 million in fees. Brown explains all the nuances of the iQualify Lending system, including the steps of the application system and the details of the fee to the attorney.

To get started and be up and running within 24 hours, visit https://www.iqualifylending.com/.

Apr 27 2020

49mins

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Episode 291 - Honing in on Humanization—Secrets of Attorney Marketing Podcast with Richard Jacobs

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Apr 27 2020

8mins

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Episode 290 - How to Take Payment Plans AND STILL GET PAID IMMEDIATELY

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Richard Jacobs, the president/founder of Speakeasy Marketing, Inc., walks us through an easy method to let your clients pay on a payment plan, yet you can still get paid right away—a winning solution for all involved.

Jacobs is an experienced leader in the marketing business world. He has helped guide hundreds of law firms and private attorneys on their path to success, finding new ways to bring in better, more profitable clients.

Jacobs discusses a recent conversation he had with a friend who is an experienced lending associate. The program they discussed allows attorneys to accept payment plans with their clients, yet still, get paid in full within 48 to 72 hours. As Jacobs states, if you’re using the most advanced technological marketing tools, such as Speakeasy Marketing’s Virtual Close system, you’re still going to find that some clients, especially during this difficult economy, will not have the money to pay your retainer.

This is where iQualify Lending, LLC can step in and help. Jacobs is not compensated for his endorsement of their services; he just believes in their product and wants attorneys to be aware of it because everything that helps you get paid in a troubling economy is a good thing.

Jacobs explains the process, and the state bar compliance. As he states, you can qualify your clients for the program right away; it’s an easy process. The qualification level is not very high and offers will come back quickly, giving your clients many options to work with you. Jacobs explains some tweaks you can make to your retainer agreement that will allow you to control your interests, and also to withdraw from the case if you need to. You can even debit for the deposit. You’ll get notice of approval and funds movement. Jacobs explains the fine details of how it all works, but in essence, it is an easy process that gets you paid!

Fees for the process are nominal, and you can even increase your fee to cover it. Jacobs discusses how the program is a success for many attorneys who are already on board, and some attorneys have even offered it to all their clients. It’s a great way to bring in and secure more clients because clients are becoming aware of it, and if they can go to an attorney who will allow installment payments, they may use them and not you. The bottom line: you really need to consider this payment option for all your clients, or at least those who express a need for financial assistance. This is a tool that can help you to make more money and keep busy, even in an economy that is struggling.

Contact Speakeasy Marketing for more information, and get started with improving your entire marketing strategy!

Apr 22 2020

7mins

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Episode 289 - Should You Put "Chalk Talks" on Your Practice's Website?

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Richard Jacobs, the president and founder of Speakeasy Marketing, Inc., provides valuable information that will help you get more marketing value out of your existing marketing budget.

In this competitive marketplace, and especially now during this global pandemic, it’s critical to get the most value you can for every dollar you spend. Jacobs’ methods not only maximize the value of your current marketing efforts but can help you break through to ‘next level’ marketing to accomplish higher goals and reach better clients.

Jacobs discusses ‘Chalk Talks’ and Speakeasy Marketing’s Virtual Close System. Chalk Talks are white board presentations that attorneys can deliver virtually (Zoom, Join.me, etc.) for their clients and potential clients. And attorneys who have begun to use the system are happy with the results they are getting. Psychologically, the Chalk Talk can potentially produce better results because when you put an attorney in front of a white board… there is an association with teachers and chalk boards, and people listen to teachers. The idea of it being a sales pitch is further removed from the client’s mind, with them now focused on learning what is being presented. Chalk Talks can put you in a position of authority and get clients to listen, to pay attention to you.

Jacobs emphasizes that it is important to present to your clients and potential clients in a manner that shows you have the knowledge, you’re a teacher, not a salesperson. Jacobs explains some of the important topics and kinds of information you can deliver in a Chalk Talk, from case evaluations to future planning. From diagramming the scene of a traffic stop for a DUI client, to diagramming a family tree, with marriages and beneficiaries, for an estate planning client, etc., to diagramming for personal injury cases, and all other practice areas, there are many aspects of any client’s case that you can touch on in a Chalk Talk.

Case evaluation, Jacobs states, will be critical for attorneys going forward, especially in the time of coronavirus. Screenshots, video snippets, etc. from case evaluations you have done can be great marketing tools for your website, of course after you edit out any confidential client information. Jacobs explains the many ways you can push this information out to clients and potential clients. This is the future of closing, and the future is now.

Contact Richard and his team at Speakeasy and get started today on taking your firm’s business to the next level. Increase profits; get your message out there! Speakeasy Marketing can show you how; contact them at www.speakeasymarketinginc.com

Apr 21 2020

7mins

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Episode 288 - Positioning Authority And Brand

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Marketing expert, Richard Jacobs, the founder, and president of Speakeasy Marketing, Inc., discusses virtual closing in the time of coronavirus.

Richard Jacobs has years of experience in successful attorney marketing, and his company, Speakeasy Marketing, Inc., has worked with hundreds and hundreds of private office attorneys as well as big attorney firms, helping them to take their marketing strategies to the next level, for increased profits.

Jacobs talks about the concept of ‘positioning’ and how it plays a role in not only the flow of clients but also perhaps the kinds of clients you acquire. Jacobs states that while being very accommodating can be seen as a good thing, in that you are volunteering right away to be helpful, to go to court for your client so they don’t have to, handling their filings, etc., but it can also potentially put you in a weaker position with some potential clients. Consider instead presenting incoming potential clients with the fact that you are actually quite busy at current, that you are selective because you want to make sure there is a good match, and that if you take on their case it is because you know your expertise can truly help. Your positioning matters.

Jacobs recounts a recent podcast he enjoyed that frames the aforementioned points well. The podcast discussed college admissions. The general assumption is that it is incredibly difficult to get into Harvard or Yale, and applicants are even told that elite colleges reject as many as 93% of all applicants. Therefore, the path to acceptance is beyond demanding, with applicants jumping through hoops in hopes of admission success. This exclusivity allows these universities to charge extremely high tuitions; their ‘positioning’ is at the highest level. Their brands, their positioning is unrivaled.

But how does this relate to your firm? How does it relate to you as an attorney? Even if you’re not a ‘Harvard’ level firm, you can still benefit from good strategies and positioning. By presenting yourself or your firm in the kind of light that shows off your value, and how in-demand you are, you can leverage your positioning to gain the best clients. This is what Speakeasy Marketing can help you do with strategies and systems that have been proven to work. From scripts to SEO, to Speakeasy’s Virtual Close system and their Speak-a-Book Process that puts you in the driver seat as a respected, noted authority and author, good marketing means better clients.

Contact Richard and his team and get moving toward bigger profits.

Apr 17 2020

5mins

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Episode 287 - Turning Every Caller into a Client During the Current Coronavirus Period

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In this powerful podcast, Richard Jacobs, the president and founder of Speakeasy Marketing, Inc., continues his series on marketing as he outlines some valuable tips and strategies to get the most out of every client you have during this coronavirus period.

Richard Jacobs is a seasoned expert in the field of marketing, and his successful company, Speakeasy Marketing, Inc., has helped hundreds of attorneys improve their marketing efforts vastly, allowing them to bring in higher quality clients and increase profits.

Jacobs discusses conversion. As he states, business may be a bit slower for some attorneys right now as we weather this temporary coronavirus period, so it’s important to convert every caller into a client. You need a strategy to make those conversions because as business has slowed, every incoming call matters immensely. Jacobs mentions the Virtual Closing System that his company has developed, a system that will enable attorneys to make the most of every interaction with their clients virtually. But the point of this podcast is primarily about focusing on what’s important to the client. To successfully convert, you need to ask potential clients targeted questions, such as “What’s the single most important thing that you want to have happen in your case?” Getting this answer will help you to maintain focus on what’s important to them, which you can return to later in your call or virtual conference online. If you don’t close them right then and there, you can take some time to research their answer/issue, and call them back later. If you reach their voicemail, you can leave a message and tell them that you have information for them about X (whatever their issue was) and this will create interest. This will create a feeling in them that you care, that you have taken time to think about them and what’s important to them. And as no attorney ever really takes this kind of extra time with a potential client, you’ll stand out and this will help you convert!

Whether your potential client is concerned about estate planning or DUI, or whatever it is, focus on what’s critically important to them and they’ll respect you for it, and will be more likely to work with you. Turn these issues into successes for you and your firm. When you’re mindful of your clients they’ll be mindful of you. Jacobs states that by utilizing these client-friendly strategies you can build up your client base and turn the global pandemic period into a prosperous one for your business.

Apr 16 2020

5mins

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Episode 286 - Zoom Security & Attorney Client Privilege Issues when Virtual Closing

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Apr 07 2020

2mins

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iTunes Ratings

6 Ratings
Average Ratings
5
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1

I love this podcast

By dandimit - Oct 19 2018
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Last week I was searching for podcasts for lawyers and was pleasantly surprised. Now I’m going thru the backlog. Perfect for the morning and afternoon commute.

Thx so much for the great podcast!

By Kelly_Waggoner - Jul 12 2016
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Thx so much for the great podcast! Not a specific episode … almost all of them! Every episode is a must listen. Rich is awesome … the more the better. Thx for the effort you put into it … much appreciated.