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Building a Law Firm

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Building a Law Firm with Christopher Small is all about how to start, build, market, grow, scale, sell, manage, lead and create the life of your dreams with a law firm. Episodes will include interviews with successful law firm owners, social media experts, Facebook marketing experts, Google adwords experts, leadership experts, management experts, and anyone that can help us accomplish the goal of making your life as a law firm owner more profitable and enjoyable. Some of the people I’d love to have on the show include Gary Vaynerchuk, Amy Porterfield, Lewis Howes, Russell Brunson, Mike Dillard, Tim Ferris, Jordan Harbinger, James Altucher, and anyone else that’s got a powerful message. I have started two law firms successfully and know how hard it is to learn how to do things right. My number one goal is to fast track your success by taking the guess work out of starting and marketing a law firm.

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Building a Law Firm with Christopher Small is all about how to start, build, market, grow, scale, sell, manage, lead and create the life of your dreams with a law firm. Episodes will include interviews with successful law firm owners, social media experts, Facebook marketing experts, Google adwords experts, leadership experts, management experts, and anyone that can help us accomplish the goal of making your life as a law firm owner more profitable and enjoyable. Some of the people I’d love to have on the show include Gary Vaynerchuk, Amy Porterfield, Lewis Howes, Russell Brunson, Mike Dillard, Tim Ferris, Jordan Harbinger, James Altucher, and anyone else that’s got a powerful message. I have started two law firms successfully and know how hard it is to learn how to do things right. My number one goal is to fast track your success by taking the guess work out of starting and marketing a law firm.

iTunes Ratings

22 Ratings
Average Ratings
18
1
0
1
2

Awesome info!

By snoringnow - Oct 20 2019
Read more
Different approach and highly functional information!!

This dude knows how to market

By THE Relentelss Podcast - Apr 17 2019
Read more
I dont anything about law, but I know a good marketer when I see one

iTunes Ratings

22 Ratings
Average Ratings
18
1
0
1
2

Awesome info!

By snoringnow - Oct 20 2019
Read more
Different approach and highly functional information!!

This dude knows how to market

By THE Relentelss Podcast - Apr 17 2019
Read more
I dont anything about law, but I know a good marketer when I see one
Cover image of Building a Law Firm

Building a Law Firm

Latest release on Jun 01, 2019

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Building a Law Firm with Christopher Small is all about how to start, build, market, grow, scale, sell, manage, lead and create the life of your dreams with a law firm. Episodes will include interviews with successful law firm owners, social media experts, Facebook marketing experts, Google adwords experts, leadership experts, management experts, and anyone that can help us accomplish the goal of making your life as a law firm owner more profitable and enjoyable. Some of the people I’d love to have on the show include Gary Vaynerchuk, Amy Porterfield, Lewis Howes, Russell Brunson, Mike Dillard, Tim Ferris, Jordan Harbinger, James Altucher, and anyone else that’s got a powerful message. I have started two law firms successfully and know how hard it is to learn how to do things right. My number one goal is to fast track your success by taking the guess work out of starting and marketing a law firm.

Rank #1: AOL 035: RJon Robins – How to Start a Law Firm Right

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Today’s guest on The Art of Lawyering Podcast is someone I’ve spoken to several times on my old podcast and I’m excited to be able to have him on again to talk about how to start a law firm the right way.

If you don’t know anything about RJon, here’s the short and sweet version. He used to be a lawyer but didn’t really like it. He stumbled upon the Law Office Management section of the Florida Bar and started working there. After a couple of years he started his own company and released a product called The Law Firm Revenue Doubler. That’s where I first met RJon.

I used his system not to double my law firm best site buy diazepam revenue, but to start my law firm. And it worked out quite nicely. From that moment on we’ve always kept in touch and I’ve been impressed by how he’s been able to grow his business.

How to Start a Law Firm Right

In this show we talk about all kinds of stuff, including:

  1. How to start a law firm right;
  2. The one thing that can take your law firm over that $500K a year level;
  3. What separates mediocre law firms from great ones;
  4. The 4 stages of law firm growth; and
  5. Much much more!

Show Resources

How to Manage a Small Law Firm

How to Market a Small Law Firm

Book Recommendation: Think and Grow Rich by Napoleon Hill

Jun 01 2015

1hr 19mins

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Rank #2: AOL 014: What to do First when Starting a Law Firm

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When starting a law firm it is very difficult to know where to start first. There are business cards, business licenses, business structures, networking, advertising, office space, and all other sorts of things to do.

But, it’s always tough to know, of all of the things on your list for starting a law firm, what is that thing you should do first?

That’s what I talk about in this week’s Five Minute Friday The Art of Lawyering Podcast.

[leadplayer_vid id=”550C9AA95EE67″]

What did you do first? Would you suggest something else?

Leave a comment and tell me your thoughts. Think of how you felt when you were first starting your law firm. What if someone had told you that one thing that fast forwarded your success?

Now’s your chance to do that for someone…

Mar 20 2015

6mins

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Rank #3: 025: How to Hire a Law Firm Associate (then and now…)

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I was recently asked in the Building a Law Firm Facebook Group about when I decided it was the right time to hire my first law firm associate, and if I would use those same criteria again to decide when to hire a law firm associate now.

After thinking about it for about 5 seconds I thought to myself “this would be a great topic for a podcast!”

And here we are.

A couple of notes here to try to get you to listen in, if you were on the fence.

I talk about not just what the criteria are for hiring, but lessons learned from my first hires and how that has affected the way I’d hire a law firm associate today (here’s a hint – it’s going to take A LOT for me to hire a law firm associate).

Enjoy the show!

Christopher Small knows how to start and build successful law firms. He is the owner of CMS Law Firm, a Kirkland estate planning firm, and Building a Law Firm, a site dedicated to teaching lawyers how to start a successful law firm.

Apr 07 2017

22mins

Play

Rank #4: The #AskChristopherSmall Show 9: How to Automate Law Firm Marketing

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On this episode of The #AskChristopherSmall Show, all about law firm marketing, starting a law firm, and living the life of your dreams, I talk about automating your law firm marketing, plus all sorts of other cool stuff.

This week’s questions:

01:03 – what is love?

02:27 – why can’t a person get help when they really need it?

03:39 – how do I systematize and automate my marketing?

05:00 – why does the supreme court continue to allow unconstitutional bills to be written into law?

The Art of Lawyering | How to Start a Law Firm | Law Firm Marketing | Leadership | Mindset | Productivity

http://theartoflawyering.com/

MY NEWEST PODCAST – http://theartoflawyering.com/the-art-of-lawyering-podcast-episode-70-how-to-stop-doing-appointed-legal-work/

MY NEWEST ARTICLE – http://theartoflawyering.com/why-do-you-want-to-start-a-law-firm/

FOLLOW ME ON INSTAGRAM – https://instagram.com/theartoflawyering/

FOLLOW ME ON FACEBOOK – http://facebook.com/theartoflawyering

Christopher Small knows how to build profitable law firms. When he started his law firm in 2009 he looked around for resources to help, found none, and created his own based on the lessons he learned from books, courses, mentors, and the street.

That resource is The Art of Lawyering. This is his way of providing amazing value and relevant tips and tricks to help you market your law firm, start your law firm, and build your law firm the right way.

Christopher found that people wanted more, so he created Law Firm Confidential, a place where lawyers can go to discuss business, learn about building a profitable law firm, and talk to other lawyers interested in doing the same.

Find Christopher here:
Website: http://theartoflawyering.com
Facebook: http://facebook.com/theartoflawyering
Twitter: http://twitter.com/artoflawyering
Instagram: http://instagram.com/artoflawyering
Newsletter: http://theartoflawyering.com/newsletter
Law Firm Confidential: http://lawfirmconfidential.net

Oct 04 2015

7mins

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Rank #5: 013: What Do I Do First?

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All the time I get asked “what do I do first?”

Today I answered that question…

Christopher Small knows how to start and build successful law firms. He is the owner of CMS Law Firm, a Seattle estate planning firm, and Building a Law Firm, a site dedicated to teaching lawyers how to start a successful law firm.

Feb 19 2017

5mins

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Rank #6: 010: Recipe for My Best Law Firm Day Ever

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Today was my best law firm day ever. How did it happen?

I followed a simple recipe for success.

Here it is:

1 cup of hustle;

2 tablespoons of perseverance;

12 ounces of hard work;

An entire bag of trust – in the process;

A dash of community;

A sprinkle of support; and

Let the thing cook for 11 months

It’s that hard and that easy all at the same time. To dive deeper make sure you listen to the podcast!

Christopher Small knows how to start and build successful law firms. He is the owner of CMS Law Firm, a Seattle estate planning firm, and Building a Law Firm, a site dedicated to teaching lawyers how to start a successful law firm.

Feb 02 2017

19mins

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Rank #7: 5 Law Firm Website Must Haves

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When you are starting a law firm there is no more important asset than your law firm website.

It creates credibility.

It creates trust.

It establishes expertise.

And, if done right, it can generate a TON of clients.

Here are five elements every successful website has. And if your law firm website does not have these things, you are going to lose in the end.

1. Home page/landing page.

2. Blog.

3. Projects.

4. Testimonials.

5. Contact.

Cheers.

Christopher Small

If this isn’t enough for you, if you want MORE, then come and check out The Backroom, a place I created to divulge what’s working for me now (and what isn’t), to give you motivation and support, and to provide you a safe place to talk about your business.

Membership is only $27/month (but that price won’t last forever) and with that you get access to The Backroom facebook group, The Vault, a content hub where I show you how everything in my firm works, step-by-step, and The Winner’s Review, a monthly newsletter I write to break down the prior month and deep dive on a book that’s made a difference in my business and life.

If you want to take your law firm to the next level, click the link below and come and join us (first week is free!).

https://buildingalawfirm.com/go

Nov 07 2018

9mins

Play

Rank #8: LFMM 089: The Farewell Podcast!

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They say that all good things must come to an end, and so it is for the Law Firm Marketing Mastery Podcast.

[leadplayer_vid id=”54E261AB8D646″]

This isn’t the end, though, but a time for a new beginning.

To get the new podcast and all of it’s glory you can CLICK HERE and be taken to The Art of Lawyering, my new podcast.

You can also find the new podcast on iTunes by CLICKING HERE.

Why am I doing something different?

You’ll have to listen to the podcast to find out, but I promise you’ll like it!

And, before I go, I want to give all of you who listened, commented, reviewed, and participated a heartfelt thank you. I do this not just to scratch my own itch but to make life easier for all of you lawyers out there trying to make a go of it on your own.

See you at The Art of Lawyering!

Feb 16 2015

7mins

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Rank #9: AOL 049: 5 Ways to Get More Done

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In this episode of The Art of Lawyering Podcast I talk about five ways to get more done.

The funny thing about starting a law firm is you have a lot of time to do whatever you want – sometimes that time is spent productively, but often it’s spent doing things that feel productive but in reality are huge time wasters.

I wish I wasn’t speaking from experience. I can certainly think of those days when I got a ton done. When I think about what was different on that day from those days when I run frantically and get nothing done I came up with a few key factors.

That’s what we’re talking about today…

Jul 23 2015

21mins

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Rank #10: AOL 045: How to Crush It with Steve Dashiak

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This is a pretty cool episode of The Art of Lawyering Podcast. Usually I talk to high performing law firm owners about how to start a law firm and law firm marketing, but rarely do I come across a guy who’s attitude is “screw it, let’s do it.”

Steve is the epitome of that, and he drops hints on his philosophy time and time again in our interview. The bottom line is, if you want to succeed as a law firm owner, it won’t hurt to follow the exact blueprint Steve lays out for you.

To get the full scoop, just listen to the podcast!

Show Resources

The Art of Lawyering Podcast 007: Scott Weitz

Washington Law Center

Book Recommendation: How to Start & Build a Law Practice

Leave a Comment!
What did you think of the show? Let me know!

Jul 07 2015

59mins

Play

Rank #11: AOL 134: How I Use Insightly for Law Firm Project Management

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If you are starting a law firm or have owned a law firm for any significant amount of time, you’ve probably considered using project management software to help make managing your law firm easier.

I know I have.

The hard thing is, when you look around, there are a ton of different options out there, and it’s difficult to know which is good and which is bad.

I can’t speak to all of the other options out there, but today I’m going to tell you not just what I use – insightly – but how I use it.

Law Firm Project Management Needs

There is one thing you need to know about me when it comes to technology – I hate using stuff build specifically for law firms.

I think it’s too complicated.

I think it’s too cumbersome.

And I think it’s designed with too many features – they are trying to be everything to everyone, and it doesn’t work.

So I look outside of the legal world for my technology, and that’s where I found insightly.

Insightly meets the three basic needs I have:

  1. Contact management;
  2. Lead management;
  3. Case management.

Here’s how I use it for each.

Law Firm Contact Management with Insightly

Contact management for me isn’t just about keeping people’s information up to date.

It’s about documenting each and every contact.

It’s about keeping detailed notes on their interests, family, and work.

It’s about making sure I am intentional about keeping in touch with the people that are important to my personal and professional life.

Insightly allows me to do that.

First, there is a space in each contact for all of your basic information.

Second, you can create custom questions that you can see within their basic profile information. I use this section to ask basic estate planning questions:

  • Do you currently have a will?
  • Are you married?
  • Do you have kids?
  • Do you have property out of state?
  • What is your approximate net worth?

Third, I can tag all of my contacts with a tag that allows me to organize and quickly see at a glance certain people. These are the tags I use:

  • Prospect
  • Financial planner
  • Family attorney
  • Personal injury attorney
  • Client-Potential
  • Client-Current
  • Client-Closed
  • Happy Hour
  • Database
  • Pro-Newsletter
  • Family-Appreciation

Fourth, and finally, there is a notes section and an easy email integration so I can keep everything that happens related to that contact a couple of mouse clicks away.

Law Firm Lead Management

I bet if you took the time to really look at how many leads you have come into your office that slip through the cracks it would blow your mind.

I know because I’ve started using insightly to track all of our leads and it’s mind blowing how many I would have forgotten if not for them being in the system.

For me, when a lead comes in, whether it is a referral from someone, a cold call, or anything else, it gets entered in the system as an opportunity.

Within opportunities we have four states:

  1. white
  2. red
  3. yellow
  4. green

A white opportunity is one that we’ve had no contact with yet. Our goal is to have as few white contacts as possible. They are just floating out there in the ether. We want a response.

A red contact has declined our help.

A yellow opportunity has made contact with us and set a meeting.

A green opportunity is one that has a fee agreement out waiting for it to be returned.

Can you see how easy this makes managing your leads?

We know every day we need to contact every white opportunity until we get in touch with that person to change it’s state.

We know every week we need to reach out to yellow and green opportunities to give them the nudge they need to sign up.

Once an opportunity signs up it becomes a project.

Law Firm Case Management

For me case management isn’t just about making sure a client’s documents get completed and signed. It’s about providing an amazing experience every time.

What I love about insightly is that it allows you to break up each project into stages, create specific tasks within each stage that can be assigned and given due dates based off of specific project dates, and then monitor the progress of the project as it moves from stage to stage.

Within our estate planning will project we have seven stages:

  1. New client experience
  2. Information sheet out
  3. Information sheet received
  4. Draft out
  5. Edits received
  6. Signing date set
  7. Client close out

The cool thing is within each of these stages we can create milestones for the work and we can also create milestones for the experience.

For example, once a new client enters the picture they immediately get a thank you card from me, put into an email drip thanking them and letting them know again what to expect, and a series of emails reminding them to fill out the info sheet and return it.

At the client close out stage we have a set of things we do to make sure they keep coming back to us forever and rave about us to their friends and family.

To conclude, choosing a law firm project management solution is a very individual decision. It must meet your needs specifically. Don’t be afraid to try a couple out to see what fits.

But, and this is a big but, understand that for your law firm project management system to work you are going to have to put some leg work in at the beginning to make it function the way you want and then you are going to have to be diligent about making sure that you are using it and everyone else is using it for as long as your firm is around.

Cheers,

Christopher Small

P.S. – curious about what I do on a daily basis to create and build my successful law firm? Now you can find out first hand (and steal some of my secrets). It’s called the Law Firm Confidential Podcast, and you can get access to the first 5 episodes for free by clicking right here.

Who am I? I am an expert on starting a law firm and law firm marketing. I’ve started two successful law firms (you can see my latest one here and love sharing what I’ve learned so you can do it too.

How I Use Insightly for Law Firm Project Management Transcript

Hey everybody this is Christopher Small and this is episode one thirty four of The Art of Lawyering podcast. As you can see we have actually made it back to two episodes in a week. A bit of a hiatus there. I think maybe two weeks. I was sick and I was sick I had a huge cold and then I was trying to catch up and I just didn’t have the time. A new baby you know I’ve got a hundred million excuses. If you want some more I can give to you but nevertheless we’re back. I am organized. I’m ahead of the curve. So we should be pumping these out at our regularly scheduled time from here on into the future. Another thing too is that I can tell you that I am planning on being a little bit more organized with these podcasts and what that means is I want to try to give you some really great information and some great ideas and insight and that means I’m going to come at you with a little bit more organization.

So that’s good for you. I really want to help you start and build your law firm. I wanna help you start and build your professional profile and business. What I mean by that is you know every attorney whether you believe this or not. You are your own business. You are your own law firm. You have the ability to generate your own leads. Generate your own clients with even if you are just an associate within your law firm. And the ability to do that creates a great deal of leverage and power for you in your firm or with your business. That’s what this is all about teaching you how to do that basically showing you what I’ve been doing to make it work myself. I can tell you, if you are not on my newsletter list you want to be there because I am pumping up all great content within there as well things I’m not sharing here. Things that you know, you might want to know. For example this week’s newsletter, I talked a little bit about a new kickboxing class that I’m taking and boxing at this legit like for real in my gym.

I never had any sort of combat training in my life. So it’s kind of crazy going in there. These dudes are like stone cold killers and I talk a little bit about their experience and what that means and why I’m doing it and how does my law firm and how it can help you too. So if you’re interested in getting on newsletter, you can just go to thartoflawyering.com/newsletter and you can sign up right there. One of the other interesting or cool things about that is that those are the people I’m going to let know when new opportunities arise for new training and we are about to start the third quarter of 2016. And my plan is to really ramp up the offerings on Law Firm Confidential to really ramp up the courses that I’m offering and if you want the inside scoop on those then you know you want to be on the newsletter. For example I’m just talking gosh, I shouldn’t even disclose this but you know with Law Firm Confidential, I’m planning on rolling out a sort of a new improved version. They’re going to be a brand new back in, like the new platform for all the content is going to be awesome super easy to get to and manage.

We have a Law Firm Confidential Podcast which is my daily podcast where I talk about what I’m doing today specifically to build my firm. It’s kind of a sneak peek into what it really takes to start a law firm. You know, because you know in this podcast all you get are the big brush strokes. You don’t get to see what the work that goes in into building a firm on a daily basis. You know the ups the downs, trials and tribulations. All that kind of stuff. I’m going to have a monthly office hour. Office hours where we can I was going to get on I can go hang out. You can pop in, ask me questions, we can chat, you can learn from everyone and that’s going to be fantastic and then we’re going to be releasing a, I’m going to be releasing a new course every quarter as I always have. These things are going to be super in depth you know, we’ve already got courses on Google ads, Facebook ads, networking and these things make people money.

Thousands and thousands of dollars which is great. We’ve also got a private Facebook group which is pretty amazing. It is the place that we go to ask up to the minute questions, get feedback from everyone on what’s going on or stumped. It’s a great place to go to get on stumped super fun. So you know that’s the newsletter, we’ll get you sort of inside scoop on our part. I talked about it here from time to time but what I can tell you is that if you’re in the newsletter you’re much more likely just to sort of get information when there’s a deal. You know or an opportunity that’s not going to talk about anywhere else. So go check it out. Okay now, enough about that. I wouldn’t put on talking about that but I’m really really excited about it. So, let’s talk about today’s content which is how I use Insightly for law firm project management.

If you’re starting a law firm or have owned a law firm for any significant amount of time. You’ve probably considered using project management software to help make managing your law firm easier. I know I have and I do. The hard thing about that though is that when you look around, there are a ton of different options out there and it’s difficult to know which is good and which is bad, right. And I can’t speak to all the other options out there but they’re going to tell you not just what I use in which is Insightly, I-N-S-I-G-H-T-L-Y you can go to insightly.com to check it out but I’m also going to talk about specifically how I use it, right. Which is I think sort of the holy grail. That’s everybody wants to know because there’s all these platforms out there. They all kind of suck and you know I’ve got some together that’s working for me well. So, I decided to choose Insightly because it meets a lot of my needs and there’s one thing that Insightly does or is that meets my number one need and that is that it’s not built specifically for law firms.

Okay, I hate using stuff, project management software technology that’s built for specifically for law firms. I think it’s usually too complicated. I think it’s almost always too cumbersome and I think it’s designed with too many features. You know they’re trying to be everything to everyone and that just doesn’t work. So I look outside of the legal world for my technology needs and that’s where I found Insightly. I can tell you I used Insightly for my other law firm Emerald City Law Group. I use it now though actually much differently than I used to there, and we’re gonna talk about that. Insightly meets the three basic needs that I have for my firm. Need number one is contact management. Need number two is leader management and lead in lead. And need number three is case management. Let’s talk about how I used unsightly for each one.

First, law firm contact management with Insightly. Contact management for me isn’t just about keeping people’s information up to date. It’s not just about collecting data points and addresses and phone numbers and birthdays and things like that. It’s about documenting each and every contact. It’s about keeping the deal notes on their interests, family, and work. It’s about making sure I am intentional about keeping in touch with the people that are important to my personal and professional life. Insightly allows me to do exactly that first there’s a space in each contact for all their basic information. You know name, address, email, you know birthday, things like that. Second, you can create custom questions that you can see within their basic profile information and I have created these questions and use this section to ask a basic estate planning questions. Things like, do you currently have a will. Are you married? Do you have kids? Do you have property out of state? What is your approximate net worth? Why did you visit? Why are you here?

You know what is what sort of what brought you here. These are the things that I want to know with every client that calls and so we have those set so we don’t forget what questions we need to ask. Third, I can tag all of my clients or all my contacts with a tag that allows me to organize and quickly see at a glance certain groups of people. Because on the tags I use, I think these are all, maybe all of the tags that are used and I think the key here is to try to keep the number of tags that you have to the essentials to really what you need to organize. So I have prospects. Prospects are any people that I am trying to create a network with these are people that I have reached out to and sent coffees with or sent e-mails to but we haven’t yet spoken, we haven’t yet made a connection. I’m not sure yet if they’re a good fit for me but I’m trying to track them down. Prospects I reach out to every week. That’s what their prospects so I can pull that list up and know that I need to be reaching out these people every week.

Financial planners I think it’s obvious who they are. And the reason I want those on there is because I’m trying to reach out to them at least once a month. These people in my network, in my database I want to make sure I’m reaching out saying hello once a month. Family law attorney, again, same thing when I try to reach out once a month. Personal injury attorneys, same thing once a month. These three people, these three groups of people are some of my major referral sources. Next, we have clients-potential. I think we know that means these are potential clients. And so they are people have called that have not yet signed up. We have client that is current right. These are people that we work, currently working on their cases, on their estate plans. And they have client closed. These are clients that have we finished with them, right. But we still would be able to see them and talk to them that kind of stuff.

The next tag I have is happy hour. So I do a monthly happy hour for my network and what I do is I tag all these people happy hour and that makes it easy for me to make sure that my e-mail list for the happy hour is up to date. It also makes it easy for me just to see who’s on the happy hour. And I can modify that if I need to. A database. Everybody in my contacts is a database. All my database except for prospects, all my contacts go into, all my database contacts go into my weekly e-mail newsletter. That’s critical. Whether you’re in the network, potential client, current client, anything it doesn’t matter as long as you’re not a prospect you go into the database. Pro newsletter. The pro newsletter is a different weekly email that I send out that goes more in the weeds. Legally it gets a little bit more in-depth and it’s meant to demonstrate expertise and analysis, thought leadership. This goes out to my network.

So my financial planners, my family law attorney, and my personal injury attorneys, I want them to believe and see that I have the expertise necessary or that they want to trust me with their clients. So those people get two newsletters a week. They get the pro newsletter and they get a database newsletter. They get the database newsletter because I want them to get experience and see what it’s like to be a client. Excuse me. In my firm. So I want them to see what their clients are saying every week as well. Last but not least, then we have family appreciation. Family appreciation is, I do I’m doing a family appreciation of it. So every quarter, I’m going to do a client appreciation event. One is going to be one quarter family oriented, one quarter non family oriented, which means like you know like a wine tasting or something like that. So I have that there for that and then the last tag that I have that I forgot to mention is members or subscribers. It’s going to be that have subscribed to my document storage slash membership.

I’m offering a bunch of different things with that. Maybe we’ll talk about that sometime soon but maybe talk about the next time give a more depth on that. And then fourth, there is actually a what’s really cool about this too is that there, you have the ability to sort of its connect other, you can connect contacts within each other and make it really easy to track all sorts of different stuff. So for example, if one of my financial planners refers me a client. I can connect to those two and show down below very quickly that you know Joe referred me Judy. I can see that down there. I can see that Joe is married to Frieda. You know I can see that Joe works out blah blah blah. And I can connect and then view people based on that kind of information. So I can connect a whole bunch of different people all together and then see all those connections at a glance which is really cool. And then fifth and finally there’s a notes section and an easy email integration. So I can keep everything that happens related to that contact a couple of mouse clicks away. This is important for me because I always want to make sure that I am not the only one that knows what’s going on in my law firm.

I want to make sure that if I hire somebody, they can start quickly. If I am injured and someone has to come over, come in and sort of help me for a little bit. That they can do that easily. They can get to speed with everything and see what’s going on and that allows me to do that. The same thing I like about Insightly is law firm lead management. I bet if you took the time to really look at how many leads you have come in your office that slip through the cracks. It would blow your mind. Think about those times that someone calls you and says hey I got this guy. You forget to write it down you never follow up. That’s I’m talking about here. I know that there’s a tremendous amount of leads that fall through the cracks because I started using Insightly to track all of our leads and it’s been crazy to me how many I would have forgotten. If not for them being in the systems. For me when a lead comes in where there’s a referral from someone on a cold call or anything else that gets entered into Insightly as an opportunity and within entirely, there are contacts, there are leads, opportunities and projects.

I like to call minor error in my leads as opportunities for a bunch of different reasons just because the way the software works but when some one becomes an opportunity there are four different states that they can be. They can be white, red, yellow, or green. A white opportunity is one that we’ve had no contact with yet. Our goal here is to have as few white contacts as possible. That’s because they are just floating out there in the ether. You know we want a response, we want to know what’s going on with them. A red contact has declined our help. A yellow opportunity has made contact with us and set a meeting. And then a green opportunity is one that has a free agreement out waiting for it to be returned. So can you see how easy this makes managing your leads. You know that every day we need to contact every white opportunity until we get in touch with that person to change their status to one of the other colors.

We know every week we need to reach out to yellow and green opportunities to give them the nudge they need to sign up with us. And then once an opportunity does sign up then they become a project. For me and this is the way a case manager comes into play. And for me case management isn’t just about making sure our clients’ documents get completed, are all compiled in the same way and place or like that. It’s about providing an amazing experience every time. What I love about Insightly is they allows you to break up each project into stages. Create specific tasks, within each stage that can be assigned in a given due dates. Based off of specific project dates and then monitor the progress of the project as it moves from stage to stage. Within our estate planning will project, we have different projects depending on what people are signing up for. So we have like, we have a will project. We have a trust project. We have a land trust project because of these things are all different.

We have sort of your basic LLC. Sort of real estate project only a few as soon as things that come in foregoing. Within our state planning will project, we have seven stages. First we have the new client experience. Second we have the information sheet out. Third information sheet received. Fourth draft out. Fifth that it’s received. Five signing, or Six signing date set and seven client close out. The cool thing is that within each of these stages we can create milestones for the work and we can also create milestones for the experience. For example once a new client enters the picture. They immediately give thank you card from me. They get put into an e-mail drip thanking them and letting them know again what to expect and then they’re put on to a series of emails reminding them to fill out the info sheet and return it.

This is great and it helps expedite the process and helps keep us in touch with the client. It helps us just move things along. It’s fantastic. It also reminds me to do these things that I may forget about, right. So seem to think you know for the client or signing up. You know welcome to our firm. We’re so excited to help you. We’re honored that you chose us. That goes a long way. Because you know one of the things that you want to combat is that, that new client let down. You know this is like after you buy a car. You take it home a day or two later. You get that adrenaline is gone, the endorphins are gone you need something to take you back up and push through that you made the right choice. At the client close out stage then we have a set of things that we do to make sure they keep coming back to us forever and rave about us to their friends and family. To conclude choosing a law firm project management solution is a very individual decision. Okay, don’t just go choosing Insightly because I did. You know, it must meet your needs specifically. Don’t be afraid to try out a couple to see what fits. I can tell you I’ve tried Insightly. I’ve tried Asana. I’ve tried Trello. I’ve tried Highrise. I have tried Cleo I believe. I’ve tried a whole bunch of different ones.

To get here and the key really is to do before you even try these things out to take a step back and think about what your needs are. But and this is a big but, I understand that for your law firm project management system to work. You’re going to have some, to put some legwork in the beginning to make it function the way you want and then you’re going to have to be diligent about making sure that you are using it and everyone else is using it for as long as your firm is around, right. It’s going to take making sure that when people don’t check their tasks off or they don’t remember to blind copy. In e-mail to unsightly or put a note in or follow up with a white contact that they do that kind of stuff. You have to be diligent about that forever until it becomes habit for everyone and just flows. So that’s it for today, right. Hope this one was action packed like I said I’m taking more time here to put together things that work for you. With the twenty minute mark and I think it’s probably just about perfect. So enjoy the rest your week, hit this weekend hard and don’t forget to go sign up for the newsletter if you want theartoflawyering.com/newsletter catch you later.

Jun 30 2016

21mins

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Rank #12: AOL 89: The 80/20 Rule of Law Firm Marketing with David Ward

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Today’s guest was sworn into the practice of law at 23 and started his own law firm shortly thereafter. He had no experience, no contacts, no secretary, and no clients. After five years of struggle he started to figure it all out. After 20 years of practice he switched gears and began teaching lawyers what he’d struggled to learn.

He is now the owner of The Attorney generic valium florida Marketing Center and the David Ward Group. You can find him at attorneymarketing.com.

We talk about some really cool stuff today, including:

  • The foundational elements of good law firm marketing;
  • The elements of a good law firm website;
  • The power of referrals;
  • How to overcome the struggle of starting a law firm; and
  • Much much more!

Resources

attorneymarketing.com

Book recommendation: The 80/20 Principle: The Secret to Achieving More with Less

Using story to sell.

Dec 08 2015

1hr

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Rank #13: 066: 10 Tips To Use Social Media To Get Law Firm Clients

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10 Tips To Use Social Media To Get Law Firm Clients

I must admit, I’m really tired of seeing law firm owners use social media entirely the wrong way.

Everyone I talk to tries out social media for a few weeks, gets no new law firm clients, and then writes it off as broken.

The truth is, social media is a great tool to get new clients. The problem is that you are using it all wrong.

Here are 10 tips to use social media to get law firm clients (if you want the details listen to the podcast).

1. Stop getting technical.

2. Start telling stories.

3. Start doing it consistently.

4. Use Personal/Business/Groups.

5. Be YOU.

6. Get controversial.

7. Agitate.

8. Participate/contribute.

9. Lead.

10. Run the marathon.

That’s your secret to getting law firm clients from social media.

Now, if you want the step-by-step strategy I’ve got this laid out in one of the trainings inside the Infinity Clients Workshop (as well as an entire course on Facebook advertising). The only question is, are you going to take advantage of this or flounder around some more?

Nov 06 2017

26mins

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Rank #14: 092: Google Ads Secrets: Avoid This Costly Mistake

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Google Ads Secrets: Avoid This Costly Mistake

At some point after starting a law firm you are going to realize something: there is a ton of money to be made by using Google Ads.

Realizing it, and making it work for you are, unfortunately, very different things.

I know because I’ve seen this from law firm owners time and time again when it comes to google ads (and pretty much everything else that is new).

And avoiding this costly google ads mistake will not only save you money but it will MAKE you money.

What am I talking about?

I’m talking about trying to get too fancy too fast.

I’m talking about trying to have everything perfect before you hit the go button.

I’m talking about wasting time working on your law firm google ads campaign when you could have something out there actually attracting customers.

It’s often the difference between success and failure. It all comes down to action.

Cheers.

P.S. – Want more awesome Google Ads tips and strategies, including EVERYTHING I use in my own law firm advertising campaigns? All you have to do is join Infinity Clients Workshop, a place I created to house everything I do with my own successful law firm. Click here to learn more about ICW.

Feb 08 2018

8mins

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Rank #15: Art of Lawyering Podcast 060: How to Avoid "Slow" Months

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This week’s episode of The Art of Lawyering Podcast is a critical one.

If you can integrate this lesson into your practice the sky is the limit.

This podcast is all about how to avoid “slow” months.

The topic for this podcast came from a discussion I had with a member of Law Firm Confidential last week.

She was interested in hiring an assistant but was afraid because one the “slow periods” was coming up – that being November and December.

Once I heard that I had to stop her and talk to her about what that meant to her, how that type of mindset is dangerous when starting a law firm, and how to change her perspective to reach new revenue goals with her business.

And I wanted to share that conversation with you too.

Aug 28 2015

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Rank #16: Art of Lawyering Podcast 059: Law Firm Marketing Tactics I Used to Get My First Clients (Redux)

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This episode of The Art of Lawyering Podcast is a must listen if you are thinking about starting a law firm. It is also a must listen if you are a fan of the podcast.

And, if you are a fan, there’s a good chance you have actually listened to most of this episode before, though it was called something different at the time.

Today’s episode is actually a redux of one of my old episodes. I looked back at my stats from old episodes and took one of the most listened too.

And, there’s an added twist. This episode isn’t an old episode of The Art of Lawyering. It’s actually an old episode of Law Firm Marketing Mastery, which is what The Art of Lawyering used to be called.

So, sit back, relax, and enjoy!

Law Firm Marketing Tactics I Used to Get My First Clients

We all have to start out somewhere, right? Me? I started out at the bottom. No clients. No connections. No business. So I had to hustle my way to some business.

And that meant doing some out of the box law firm marketing. And in this episode of the podcast, I tell you all about it.

By the time you are done listening to this episode I guarantee you you’ll have some marketing ideas you have never heard of before (for example, check out the pic below – I did that!)

In this Episode I Talk About:

  • My Week in Review (including an update on my direct mail pieces);
  • The Law Firm Marketing Tactics I Use to Get My First Clients; and
  • Opportunities Lost…

Items Mentioned in the Podcast

Scientific Advertising – Claude Hopkins

The Ultimate Sales Letter – Dan Kennedy

The Robert Collier Letter Book – Robert Collier

How to Sell Anything to Anybody – Joe Girard

Preneurmarketing.com’s Podcast

RJon’s Website

My Twitter Feed

My Facebook Page

Google Analytics

Google Apps

What’s really great about this episode is that there are ideas here that I know you haven’t heard before that you can implement immediately after you are finished listening to the podcast. There’s value in this episode you can’t find anywhere else!

Check those links out to get some of the tools I use to make my law firm a success.

Aug 24 2015

38mins

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Rank #17: 080: The First Step To A Six Figure Law Firm

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The First Step To A Six-Figure Law Firm

Today I wanted to give you something that you could implement with your firm RIGHT now that will immediately add value to your day and your business.

I learned this lesson the hard way with my first law firm startup and it took me upwards of 12 months to execute this step.

With my new law firm it was the FIRST thing I did right out of the gate.

What was it?

I made sure I never had to answer the phone ever again. And I mean never.

Why is this so important?

First, it makes sure your work is never interrupted. Your efficiency is going to skyrocket.

Second, it makes sure I don’t ever have to talk to marketers – they are screened out and directed to email me.

Third, it makes sure I never play phone tag again.

I use Conversational Reception, but there are many other people out there (these are the best I’ve used, and I’ve tried a lot). Here’s a link to them (non-affiliate).

https://www.conversational.com/

When you take this step you will look more professional, you will NEVER miss a call, and you will never have to talk to a marketer again.

Don’t wait, take this step now.

What are you waiting for?

Want some FREE help with your law firm. I’ve put together a page with ALL of my free training on it. If you think it might help, click here and check it out..

Dec 28 2017

11mins

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Rank #18: AOL 133: 5 Keys to a Great Law Firm Assistant Start

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Here is a quick break down of the 5 keys to starting off the first full time week with your law firm assistant. To get all of the information, listen to the show!

And, don’t forget, to get my law firm assistant job description and interview questions just CLICK HERE.

1. Preparation = Success

Think of your time with your assistant as if you are a coach and they are a player. It is okay to script out their day.

Make a list of all of the things you want them to do, and then prioritize. Take time for them to learn the fundamentals of each one at a time.

Watch. Do. Teach.

Come up with a couple of projects that will lead to immediate success (filing, scanning, setting appointments, etc.) Here’s what my law firm assistant did on her first day:

  • Filing paperwork at courthouse
  • Kanban board from post its to white board
  • Close out a couple of files
  • Publication notice at courthouse
  • Reset happy hour

2. Full time does not equal work all the time.

Do not pressure yourself into making sure they are working on stuff all of the time.

The formula is that for every hour they work, you get to work on income producing work.

If worried about it, give them something to do for downtime. I give books. Here are my first three:

3. Take it slow – Rome wasn’t built in a day and neither will your law firm assistant.

I always emphasize “right not fast” at the beginning.

4. Encourage questions and communication.

Ask these questions:

How is everything?

Do you have any questions?

Did you have any problems with x?

Tell me about how you did y?

The sooner you can open the channel of communication and show that you aren’t going to get mad if something goes wrong, the better.

5. Lunch.

Take your law firm assistant out to lunch on day 1, no matter what. Just you and them.

Get to know them.

Take an interest in their life and interests.

To earn trust you have to give trust.

Cheers,

Christopher Small

P.S. – curious about what I do on a daily basis to create and build my successful law firm? Now you can find out first hand (and steal some of my secrets). It’s called the Law Firm Confidential Podcast, and you can get access to the first 5 episodes for free by clicking right here.

Who am I? I am an expert on starting a law firm and law firm marketing. I’ve started two successful law firms (you can see my latest one here and love sharing what I’ve learned so you can do it too.

Law Firm Assistant Great Start Transcript

Hey everybody, this is Christopher Small, this is episode one thirty three of The Art Of Lawyering Podcast. Hello. It’s been a while since I’ve been here. A couple of weeks, almost exactly I think in fact and there’s a reason for that. My son, my two year old son, brought home the plague. And he gave it to me. And I was, all I could do to stay upright for the last two weeks, I had a bunch of things scheduled. Meetings, presentations, events, and I did not want to break those and so what I ended up doing was just spending every open moment sleeping. Trying to get back to normal. You know, I have a six week old, seven week old at home. So we’re not sleeping through the night.

So it was really really difficult for me to get the kind of sleep I needed to heal from this cold. I still have it, I’m two weeks in. I’m on the downward end of it I think but it was brutal. So I missed, I missed those, I think it was two episodes that I missed three episodes that I missed. A Friday, a Tuesday, a Friday. So I apologize for that. Promise to be here now with you for the long haul and I’m really excited to talk about what’s going on today. Before I talk about, today what we’re going to talk about are the five keys to starting off the first full time week with your law firm assistant. Well before I get there. I want to sort of backtrack into what’s been happening the last two weeks. If you recall the last podcast episode was what I did with the first week with my new assistant. Excuse me. They’re going to be coughs on this one. It’s going to happen.

So I want to talk about that real quick. Just to sort of follow up with that we had another couple of weeks before she started full time and we just did kind of more the same. So we started by really going through and updating all of my contacts with tags and making sure that everything was listed right that it was all organized correctly, so that we could really identify the people that were going to be talking to so that we don’t miss anybody. We talked about and we formulated also a system within Insightly which is my contact and project management system. And I think in the next episode, I’m going to really go into detail about how we do that. But there’s a lead monitoring system, a project monitoring system, contact management system that’ll go in there. We spent some, a lot of time kind of talking about, working through how that is going to function for the firm. To make sure that we can keep on top of our leads that we can keep on top of our ongoing clients and just give everybody a great experience that we want to give them.

So that’s kind of what’s been really going on the last two weeks. Other than me being super sick, I had a bunch of meetings and all kinds of stuff. So well before we get into the topic for today, I want to remind you that I’ve put together some free stuff related to hiring a legal assistance and that is giving away my job description and interview questions. Which people have told me are super good, somebody in my coaching, one of my coaching clients I guess the best way to say it has used this information to find an amazing assistant himself. So I wanted to give this away to you for free. If you are interested in checking that out which even if you don’t think you’re going to hire someone right now, you can still get it and hold on to it because you’re going to someday. If you’re not, then you’re going to be stuck as an employee within your own firm forever. Go to theartoflawyering.com/assistant right? theartoflawyering.com/assistant. All right. It’s all there for free, super easy.

Okay let’s talk about the five keys starting off the first full time week with your law firm assistant. So I came in five things purchase valium online no prescription that I think are really important. These are both functional and also philosophical because I think that the way that you approach this whole thing is going to make a big difference in the effectiveness that you see from your system. So let’s just dive right in. Number one, the first key is that preparation equals success, alright. And the way that I approach is I think of my time with my assistant as if I’m a coach and they are a player especially at the beginning. Eventually they will sort of become a part of the coaching staff and they will help you strategize, they will know their role, they will do their thing. But until that time, it’s sort of a coach player relationship. What that means is, it’s okay for you to script out their day. It’s okay for you to think about the way that things are going to run. And if you’ve ever played sports you know I think a football analogy. This applies to all sports though. When you show up as a player, the coach, the coaching staff has already mapped out how the entire day is going to go.

So you know that from you know let’s say you have a two hour practice that from 2:00 to 2:15 you’re going to warm up. From 2:15 to 2:25 you’re gonna work on defense in your own position groups. From 2:25 to 3:00 you’re going to have a team activity. From 3:00 to 3:15 you’re going to do special teams. From 3:15 to 3:30 you may break up again into individual groups and work. You know in the from 3:30 to 4:00 you may scrimmage. Something like that but even in it’s scripted. So that if the players may come, they know they’re going to get a lot of direction. On where they’re going and what they’re doing. It’s going to specific time for teaching. There gonna be specific time for execution and you should try to think about how to structure your day to do that same thing. And so you’re probably like, okay great but how do I do that, where do I start, what I would do first is make a list of all the things that you want your new assistant to do. The easiest way to do that is in the weeks before you, they start, you just start writing down all of the things that you have to do.

And you make two columns, a columns, one column is the stuff that you should be doing and one column is the stuff they should not be doing. So answering the phone, you should not be doing. Setting meetings, you should not be doing. You know all these other things just make a list, right. Filing, mailing, should be doing in the stuff. So come up with all those things and then you know, the way that you really should go through it to make sure that they do it right and learning can actually grasp the fundamentals is watch. They watch you do it, then they do it and they teach it back. And they also then write all this down into a process that you can save and put in your training manual. Okay and then so the next thing to do. That you want to do, is you’re going to have all these things that you want to do. You’re going to pick you know, one or two of those things that will give you the most value immediately. Of the teachable skills, right.

And that’s what you’re going to teach them for like maybe the first week, in the first couple days. You want them to really grasp the fundamentals and learn these things before you move on to the next thing then on top of that, you want to come up with a couple of projects that will lead to immediate success. These would be things like filing, scanning, you know answer, you know setting appointments, maybe answering the phone. Things like that. To give you an example, yesterday was Emily’s first day for me, this is what she did. She filed some paperwork at the courthouse. She moved stuff from my condo on board that was all post it notes to a white board. She closed out a couple files for me. She put together and sort of figured out how to do a publication notice for a newspaper. She reached out to some of my partners, business partners and reset happy hour. Among some other things and then we also talked about how we want to structure or how the close up process should be structured and the things that we’re trying to accomplish.

All right, so that again, those are a bunch of projects that are pretty easy, right. They don’t require any legal knowledge. They don’t require anything like that. but they got some immediate success. Got some things done for me that I wanted to get off my to do list that I was going to probably do myself and that’s a good first day. That’s key number one. Key number two, full time does not equal work all the time. All right do not pressure yourself into making sure your assistant is working on stuff all the time. Downtime is okay. Your job is not to fill up their schedule, their job is to take away the things off of your schedule that you should be doing all right. You will work up to full time work for them very quickly in no time but at the beginning don’t be afraid of giving, of leaving some open time and you just have to remember the formula really works in your favor, right. For every hour of the things that they take off your plate. That’s an hour that you have back and you can put into income generating activities.

Okay, if you’re worried about it then you can also come up with a down time activity. I have, for me it’s books. I love reading. I think that we should always be learning, that includes everybody on my team. So I actually gave Emily an assignment to read ten pages of a book every day before she comes to the office or when she goes to bed either way but then she can also read these books while she’s here. If she runs of things to do. So far we’ve gone through and I started this before yesterday. So I started this in the last few weeks before she came on full time. I started in a given time a number, my number one book was The Go Giver. I gave her that book number one because that really sort of explains my philosophy in the way that I approach business and life. I want her to know that. Number two is Built To Sell. Built To Sell, I’ve done a podcast on these books. I don’t know where but there are there. Built To Sell really explains, it’s the story format, the importance of process, procedure, and creating a business that you can pull away from. If you choose to.

Number three, the one that she goes around today How to Win Friends and Influence People. I mean it’s a classic, I just think it’s a book that everyone should read and so she’s going to read it. Key number three, take it slow. Remember that Rome wasn’t built in the day and your law firm assistant will also not be built in a day, right. So when she’s here, when we’re talking, when I’m giving her projects. I always emphasize right, not fast at the beginning, right. Do it right, you want to do it fast now you should get faster over time, the more that you do it. But for now just take the time to do it right. It’s not a race. You know we’re not the goal there is not to just race through these tasks to get them done to move on to the next one. The goal is to really think about why we’re doing them, how we’re doing them, and then make sure that we do it right. Key number four, encourage questions and communication. I probably ask her ten times a day at least. How is everything? Do you have any questions? Do you have any problems with X? Tell me about how you did why, right. My goal here is really just to make sure that we are communicating. That I’m not giving her something to do, locking her away and making her feel like she can’t ask me questions and learn.

Because the quicker that she learns, the quicker that she’ll be able to take over a lot of these tasks and projects with a lot more control and a lot less oversight by me and I just figure the sooner that I can open a chain of communication and I can show they’re not going to get mad if something goes wrong, then the quicker, then the better it will be. You know the faster she will trust me, the faster that I can trust her and then the faster everything just works together. And number five. Number five key to success is this. This is probably the easiest one but it’s also really really important is lunch. Okay, take your lot from assistant out to lunch on day one no matter what. It’s just you and them. Just a one on one lunch. Let them pick take them wherever they want but put on your calendar. Okay, you have a couple weeks of advance time to know when they’re going to start put it on your calendar and make that happen. You know the best thing that you can do for your new assistant is to make them feel like they are a member of the team, that they are important and valuable and that you care about them.

And lunch is an easy way to do that. You know take them out and get to know them right. Ask questions about their life and their interests and what they’re doing and where they want to go and who they are and what they’re into. Even if you’re not interested in to learn, take a little bit of time to learn about some of the things that they want to do. You know if they’re into paintball, ask them about paintball. If they’re into you know, eighteenth century French literature, you know just find out why. Hear their stories, learn about them and you’ll be better for it, they will be better for it and you will start to A) make that communication channel open up and B) you know you’ll start to earn their trust because you know as much as they have to earn your trust you also have to earn their trust.

You know you want them to be able to bend over backwards and work really hard for you when they have to trust that you’re going to take care of them over the long haul and that’s an easy way to do that. Alright that’s today, for today. That’s a good one I think and okay I’m about thirteen, fourteen minutes in that’s plenty of time for the drive to work for most of you. Hopefully you enjoy this remember, if you want to get that job description and interview questions go to theartoflawyering.com/assistant. Catch you tomorrow.

Jun 28 2016

14mins

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Rank #19: AOL 87: Law Firm Marketing Like a Pro with Stephen Fairley

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Today’s guest is the CEO of The Rainmaker Institute, a law firm marketing company specializing in lead conversion for small to medium sized law firms.

He is an international best selling author. He a Registered Corporate Coach, has a masters degree in Counseling and a second masters in clinical psychology.

He works exclusively with attorneys to find new clients fast using online and offline legal marketing strategist and to convert more prospects into paying clients using automated marketing and by fixing their follow up systems.

I must say, this turned out to be a pretty cool episode. Stephen was down to earth and shared a lot of knowledge and insight not just into the right way to attack law firm marketing, but the way that his business works (which in and of itself is a great lesson).

Instead of continuing to talk about how good the interview, was, why don’t you just go listen to it?

Resources

The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It

Endless Referrals by Bob Burg

Built to Sell: Creating a Business That Can Thrive Without You

4 stages of a law firm owner

  1. JOB ($0-$500K)
  2. Practice ($500K-$1MM)
  3. Business ($1MM-$5MM)
  4. Enterprise ($5MM+)

rainmakerretreat.com

therainmakerblog.com

Dec 01 2015

1hr 2mins

Play

Rank #20: 067: Should I Quit My Job and Start a Law Firm?

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Should I Quit My Job and Start a Law Firm?

I was asked this question the other day inside the Building a Law Firm Facebook Group (what? you’re not there? click here for access) and thought it would be a great podcast episode.

The question basically is “I have a good job. I could just ride it out for another 20 years and then retire. Should I do that? Can you really make money starting a law firm?”

I’m sure you know what my answer is (though it’s probably not exactly what you’d think).

The only way to get the full scoop is to listen in!

If you aren’t a member of Infinity Clients Workshop yet then you are missing out on a ton of training and step-by-step help for your law firm AND a group of law firm owners just killing it. To check it out click here.

Nov 09 2017

11mins

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Out with the old… in with the new.

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Here are all the new places you need to go…

Like the new Facebook page to get access to the daily recordings – https://www.facebook.com/thechristophersmall/

Follow me on instagram to get a live peek into my life PLUS other super fun content (i.e. this is likely the place I’ll do my rants…) – https://instagram.com/thechristophersmall

The podcast – subscribe and review to be entered to win my top 10 influential books of all time – https://podcasts.apple.com/us/podcast/the-unconventional-attorney/id1465832495

The website! This is where access to the training, contact info, etc. is… https://theunconventionalattorney.com

Jun 01 2019

10mins

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LinkedIn Magic with Steven Perchikov | BLF 137

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Got a real treat here for you all today. Steven Perchikov the LinkedIn master comes onto the show to talk about how law firm owners can use LinkedIn to get new clients.

And, if you want to go farther, faster, click the link below to check out a cool masterclass he put together:

https://buildingalawfirm.com/linkedin
Enjoy!

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The perfect law firm has four elements:

1. consistent quality leads
2. proven replicable sales process
3. processes and systems
4. owner scarcity or expansion

If you can master those four pillars you can start a law firm and build a law firm that will give you EVERYTHING you want in life.

These videos will get you there. BUT, if you want more, there is more.

THE BACKROOM is for those of you interested in do-it-yourself. You can join for free for 7 days and try it out here:

https://buildingalawfirm.com/go

THE SYNDICATE is for those of you that want one-on-one help, accountability, and to go FAST. You can apply to be a Syndicate member here:

https://callwithsmall.com

And, if you just want to get this amazing free content, that’s okay too. The key to success, no matter what, is TAKING ACTION.

May 08 2019

54mins

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How Heather Increased Revenue 33% Instantly | BLF 136

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Today’s episode is a special one because the advice in here is IMMEDIATELY actionable.

I know this to be the case because Heather implemented the advice and on the same day saw results!

To find out exactly what I’m talking about, listen to the show!

The perfect law firm has four elements:

1. consistent quality leads
2. proven replicable sales process
3. processes and systems
4. owner scarcity or expansion

If you can master those four pillars you can start a law firm and build a law firm that will give you EVERYTHING you want in life.

These videos will get you there. BUT, if you want more, there is more.

THE BACKROOM is for those of you interested in do-it-yourself. You can join for free for 7 days and try it out here:

https://buildingalawfirm.com/go

THE SYNDICATE is for those of you that want one-on-one help, accountability, and to go FAST. You can apply to be a Syndicate member here:

https://callwithsmall.com

And, if you just want to get this amazing free content, that’s okay too. The key to success, no matter what, is TAKING ACTION.

May 02 2019

19mins

Play

3 Common Law Firm Marketing Video Mistakes | BLF 135

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I have been doing a bunch of law firm marketing recently in the form of video marketing.

I love it for many reasons, one of which is law firm SEO, and another of which is that it just gets us a ton of business.

And I see you all out there trying to do the same thing, However, I see a couple of the same mistakes happening over and over and over again, and I wanted to point them out to you today to save you the trouble.

First, making your law firm marketing videos on your personal Facebook page. Big no no.

Second, making your law firm marketing videos in bulk. What usually happens is they never all get edited and put up. Just do them one at a time, all the way through.

The third law firm marketing video strategy mistake I see is getting just a little fancy with what you’re doing. Don’t make the headlines too weird or interesting – you want the people to know what they are hearing about right off the bat.

To get all the insights, listen to the full episode!

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Building a Law Firm works on four core concepts:

1. Increasing leads
2. Making more sales
3. Incorporating systems
4. Leveraging your business for scale or scarcity.

If you can master those four concepts you can start a law firm and build a law firm that will give you EVERYTHING you want in life.

These videos will get you there. BUT, if you want to go faster, if you want my DIRECT HELP, there is more out there.

And it all starts with a conversation. If you’re interested go to:

https://callwithsmall.com

30 minutes jamming on your business and you’ll have a clear understanding of where you need to go next (and have an opportunity to have me come along for the ride if it’s a good fit).

And, if you just want to get this amazing free content, that’s okay too. The key to success, no matter what, is TAKING ACTION.

Apr 17 2019

12mins

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How to Use Content to Get Law Firm Clients Fast (the ENTIRE framework) | BLF 134

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Want more after listening to this? Go to http://q2workshop.com for information on joining me LIVE and in person to work through this process.

Ever wonder EXACTLY how I use content to get new clients to my law firm?

Well, today is your lucky day. I break it all down here.

————————————————-

Building a Law Firm works on three pillars:
1. consistent content
2. paid advertising
3. Mindset

If you can master those three pillars you can start a law firm and build a law firm that will give you EVERYTHING you want in life.

These videos will get you there. BUT, if you want more, there is more.

THE BACKROOM is for those of you interested in do-it-yourself. You can join for free for 7 days and try it out here:

https://buildingalawfirm.com/go

THE SYNDICATE is for those of you that want one-on-one help, accountability, and to go FAST. You can apply to be a Syndicate member here:

https://buildingalawfirm.com/syndicateregistration

Last, but not least, I host a LIVE EVENT every quarter (January, April, July, and October) to help you get more clients, build a better firm, and win at life.

If you’re interested in that, please go to the home page – https://buildingalawfirm.com

And, if you just want to get this amazing free content, that’s okay too. The key to success, no matter what, is TAKING ACTION.

If you want to know more… go to http://q2workshop.com> to find out how you can join me LIVE and get this entire framework handed to you on a silver platter.

Cheers,

Chris

Feb 27 2019

22mins

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What to do (and NOT do) when Business Slows Down | BLF 133

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You ever experience a slow down with your law firm? I have – many times. And I will again.

Here are some of the things I do to keep from going crazy AND break out of those slumps as fast as possible…

——————————————–

Building a Law Firm works on three pillars:

1. consistent content
2. paid advertising
3. Mindset

If you can master those three pillars you can start a law firm and build a law firm that will give you EVERYTHING you want in life.

These videos will get you there. BUT, if you want more, there is more.

THE BACKROOM is for those of you interested in do-it-yourself. You can join for free for 7 days and try it out here:

https://buildingalawfirm.com/go

THE SYNDICATE is for those of you that want one-on-one help, accountability, and to go FAST. You can apply to be a Syndicate member here:

https://buildingalawfirm.com/syndicate

Last, but not least, I host a LIVE EVENT every quarter (January, April, July, and October) to help you get more clients, build a better firm, and win at life.

If you’re interested in that, please go to the home page – https://buildingalawfirm.com

And, if you just want to get this amazing free content, that’s okay too. The key to success, no matter what, is TAKING ACTION.

When business slows down (and it will slow down from time to time) the thing you DON’T want to do is panic. The thing you do want to do is keep doing the things that you’ve been doing.

Learn about that and more, on this weeks episode.

Cheers.

Christopher Small

PS – want more? Go to q2workshop.com and see what we’ve got going on!

Feb 26 2019

12mins

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Fix Today’s Problems Today… | BLF 132

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Common “tomorrow problems”

1. “I need to work on my business and not in my business.”

2. I need to hire an attorney right now when you don’t have consistent revenue or client acquisition systems.

3. I need a new CRM/etc. when I don’t even have clients.

Today’s typical problems…

1. I need more potential clients at my door.

2. I need to sign up more of the potential clients that come through my door.

3. I need to be organized enough so that shit doesn’t fall through the cracks.

4. I need to work on recognizing the activities that will move my business forward as opposed to making me feel good…

———————————————————

Building a Law Firm works on three pillars:

1. consistent content
2. paid advertising
3. Mindset

If you can master those three pillars you can start a law firm and build a law firm that will give you EVERYTHING you want in life.

These videos will get you there. BUT, if you want more, there is more.

THE BACKROOM is for those of you interested in do-it-yourself. You can join for free for 7 days and try it out here:

https://buildingalawfirm.com/go

THE SYNDICATE is for those of you that want one-on-one help, accountability, and to go FAST. You can apply to be a Syndicate member here:

https://buildingalawfirm.com/syndicateregistration

Last, but not least, I host a LIVE EVENT every quarter (January, April, July, and October) to help you get more clients, build a better firm, and win at life.

If you’re interested in that, please go to the home page – https://buildingalawfirm.com

And, if you just want to get this amazing free content, that’s okay too. The key to success, no matter what, is TAKING ACTION.

Feb 05 2019

21mins

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The Difference Between Winners and Losers | BLF 131

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I listened to a podcast the other day that talked about the difference between winners and losers, and I decided to come up with my own list…

1. Winners do the thing when they don’t feel like it. Losers do the thing when it conveniences them.

2. Winners play the long game. Losers quit early.

3. Winners embrace failure. Losers run away from it.

4. Winners invest in themselves. Losers go it alone.

5. Winners don’t make excuses. Losers blame everyone and everything else.

6. Winners hang out with winners. Losers hang out with people that confirm their fears and excuses.

7. Winners delay gratification. Losers count their chickens before they are hatched.

8. Winners embrace the process. Losers look for shortcuts.

9. Winners take calculated risks. Losers play it unbelievably safe.

10. Winners get woo woo. Losers think it’s all a joke.

11. Winners take action. Losers plan.

If you’re a law firm owner or starting a law firm, don’t be a loser…

—————————————————–

Building a Law Firm works on three pillars:

1. consistent content
2. paid advertising
3. Mindset

If you can master those three pillars you can start a law firm and build a law firm that will give you EVERYTHING you want in life.

These videos will get you there. BUT, if you want more, there is more.

THE BACKROOM is for those of you interested in do-it-yourself. You can join for free for 7 days and try it out here:

https://buildingalawfirm.com/go

THE SYNDICATE is for those of you that want one-on-one help, accountability, and to go FAST. You can apply to be a Syndicate member here:

https://buildingalawfirm.com/syndicateregistration

Last, but not least, I host a LIVE EVENT every quarter (January, April, July, and October) to help you get more clients, build a better firm, and win at life.

If you’re interested in that, please go to the home page – https://buildingalawfirm.com

And, if you just want to get this amazing free content, that’s okay too. The key to success, no matter what, is TAKING ACTION.

Jan 30 2019

33mins

Play

How to Create Awesome Law Firm Videos…

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Jan 15 2019

9mins

Play

5 Law Firm Owner Lessons from My Visit to the Dentist | BLF 128

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I went to the dentist today. No cavities, but I learned a little about my business.

Here are the 5 law firm owner lessons from my visit to the dentist.

Cheers,

Christopher Small

Jan 08 2019

8mins

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Lessons from My Office Day in LA | Building a Law Firm 127

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Transcript Below…

Hey, everybody, and welcome to another episode of the Building a Law Firm Podcast. I’m your host, Christopher Small, and this is the Internet’s most passionate show about the business of law firms.

What is up everybody? Hopefully, you’re having a great day, a great week, a great month, a great year. The year is almost over. And, I’ve been doing some big things to get ready for next year and I’m going share some of those today.

But, before we get to that, I wanted to let you know that this episode of the Building a Law Firm Podcast is brought to you by The Back Room.

Now, you are probably wondering what exactly is The Back Room? The Back Room is a place I created for unlimited, uncensored law firm intelligence, a marketing device created by law firm owners for law firm owners.

The Back Room is a place where secrets are revealed and successful law firm owners are made. But, it’s more than just a group of successful law firm owners.

Back Room members also receive access to The Vault, a comprehensive compilation of step by step courses that will show you exactly how I do what I do behind the scenes. Information included in The Vault includes my networking secrets, my Google ad strategy, my content creation and distribution plan, and much, much more. It’s basically a law firm in a box.

And, with the information I provide, law firm owners have been able to add thousands of dollars of revenue to their bottom line year after year after year. And so have I. These are the same things I use in my firm every single day.

But that’s not all. I also hold a weekly live training and Q&A in our private Facebook group where I break down exactly what’s working for me right now and answer your most pressing questions. In these trainings, I’ve critiqued websites, gone through my processes and procedures, and helped people work through their most pressing challenges.

And, because I love my members so much, I also distribute a monthly e-newsletter called The Winners Review that summarizes my big lessons from the previous month and deep dives on one of my favorite business books. It’s basically a state of the firm every month.

Finally, and this is something new, it’s going be something new for 2019, I’m including a free office day for any new member every 90 days. All you do is you basically come into town, you sit down, and we’ll tear apart your business and build it back up.

I only let you do this every 90 days because I guarantee you’ll leave the office day with an action plan to crush your next 90 days. Becoming a member is super easy. Just go to buildingalawfirm.com/go to get more information and learn how to join the group.

Oh, and one last thing. The price is going up January 1. Every week that goes by… it’s going double, basically, on January 1.

Every week that goes by, more and more content is being added to the group. The group is getting more robust. It’s getting better. It’s growing. For that reason, the value of the group, the value of every new member for them is increasing. And so, as the value goes up, the price goes up. Don’t miss out. Lock in today’s price before it’s gone.

Now, we’ve got new lawyers us every single day, so don’t miss the boat. Go to buildingalawfirm.com/go today.

All right. That’s my pitch for The Back Room. Hope you join me. Super fun. And there’s a lot of law firm owners in there doing some really, really cool things. But, today, what I wanted to talk about was something I did last weekend, actually.

On Saturday morning, about 2 a.m., I woke up and got dressed and I went to the airport. At 5 a.m. I hopped on a flight to L. A., landed about 7:45, maybe 8 o’clock, got an Uber, took it to this sort of run of the mill sort of one story set of multiple offices, sort of in an office park, and went in there and had my business blown up.

This is where my new 2019 office day strategy is coming from. I basically just did my own. I went into this place and met with some guys that I’ve been sort of working with, collaborating with, and hanging out with online so that we could sort of break down my business. I could get sort of an outsider’s view of what I’m doing, that I could get some help, some advice, some support, some, I guess, feedback on what I’m doing, whether it’s I’m going in a good direction or not. And, it was amazing.

I spent about … the cool thing was, there were supposed to be two or three other people that were there for the office day, but they didn’t show up. So it was just me. And, I ended up sort of deep diving into my business for about five hours.

We talked about things ranging from who my ideal client is, what their ideal outcome is, what makes my business different from the other businesses out there, what kind of results I’ve been able to get. And then, we also strategized on marketing, on branding, on paid traffic, on collaborating with other people to get new ideas, new information, and go faster.

What I really wanted to spend today’s episode on was a couple minutes just really, I guess, trying to motivate you, trying to do whatever I can, to get you to find these opportunities out there and take advantage of them.

This is one of the deals where, with everything I do, I don’t just talk the talk. I walk the walk. So I’m not just hosting these office days for people. I’m actively always looking for other people out there that can help me in my business. These are people that are typically a level up from where I’m at.

One of the guys that was in the meeting, he owns a bunch of … well, he owned. He doesn’t own them anymore, he sold his interest. But, he started a company that helps start gyms, basically. And this company is making $40 million a year.

Another guy was one of the founders of HostGator, which is a web hosting company. He also does voice over internet, a phone company, he’s into eCommerce. He does all kinds of stuff.

And then the third guy is in charge of Biz Dev for a huge, huge, huge … what’s the word I’m looking for? Like, food company. He does sales for a food company and he sells like millions and millions and millions of dollars a year in meat and all kinds of … like seafood and all kinds of weird stuff.

So it was a diverse group of guys that were sort of there to act like the board, to sort of bounce ideas off of and fling questions at me. But, it also provided a very diverse range of ideas and feedback and criticism, in some ways, on what I was doing with my business.

And what’s really great about this is that no matter what, when you leave these kinds of situations, you feel better. You have ideas for how to improve things in the future. You have some support. These guys all promised to follow up with me and help me in any way that they could, including make some introductions that sort of came out as a part of this discussion.

One of the other things that happened is, you have some … a real … there’s no where to hide when people are asking you questions. So the weaknesses in your business or the lack of action that you’ve been taking in certain areas becomes evident because they start asking you about this and this and this and you say well, I’m not doing that. Or, I don’t know how to answer that question, I haven’t thought about it, or we don’t have that system in place, or I have no idea; right?

And, the point isn’t to sort of make you feel bad, but to say, like, okay, maybe I’ve been avoiding this for some reason. Either I don’t know about it or I’m not comfortable with it or I’m afraid of it for some reason. So maybe I should find some way to sort of get this part going because it’s going to aid in the overall development of my business and aid in the overall development of me.

So, as we sort of wind up 2018 and get into 2019, I really want to encourage you to consider finding these groups. If you’re going to be doing it with groups of people that are the same as you, that’s okay. It’s not terrible. But, if you can find a group of people that are sort of where you want to be, then that’s even better. Because they’re going bring a mindset, they’re going bring strategies and opportunities that you may not even be able to see, you may not even know about.

One of the things I’ve been thinking a lot about lately is the idea that what got you here won’t get you there. You know? So for me, the business is doing great. We’re going have basically doubled in size, again. But I know that if I want to keep growing this way, if I want to keep doing what I want to do to get to my goals, to reach my goals, I’m probably going have to do things differently than I have in the past. And that’s okay. But if I’m not doing that … my computer just went dark on me.

Okay. If I’m going keep doing that, I need to grow. I need to look for more opportunities. I need to find my weak spots and fill those holes with things. So, those are some of the things I’m going be doing. If you want to reel in [inaudible 00:09:56] you should become a member of The Back Room because this month’s newsletter is all about my experience and the lessons I learned and things like that, as well as sort of my plans for 2019 and my goals and what I’m going be working on.

So, I want to encourage you to come and join us. And you can go to buildingalawfirm.com/go or, I mean, you can just listen to this podcast. You’re going find out over the course of a year exactly what’s going on. But, it’s going happen slower for you. So, if you want to take that dive, if you want to take that look …

Oh, I also forgot to mention this. You get a week for free. All right? I’m letting everybody come into The Back Room for a week and check it out. That means you’ll get to go to at least of the weekly sessions. You’ll get to see all the content. You’ll get to get into our group and go look at the archives. You’ll be able to do the whole deal.

So, whether it’s with me or anybody else, though, I really, really want to encourage you to sort of get that group think involved if you can. Create your own group. Do whatever you gotta do. But, provide yourself a place where you can safely discuss what’s going on with your business, get great feedback, and get to the place that you want to go.

All right. That is it. As always, thank you so much for listening. I really appreciate it. This is the Building A Law Firm podcast. I am Christopher Small and I will talk to you again next week, maybe sooner. See ya.

Dec 04 2018

11mins

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How to Get More Law Firm Clients with Less Work

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If you own a law firm and take client meetings of any sort, you know the pain and frustration of actually getting a meeting set up and having it actually happen.

There tends to be a lot of back and forth, particularly when someone enters their information on your website on a fillable form.

In fact, I’m certain that most of the people that contact you that way you never even hear from again. You reach out to them with the information they provided but all you get in return is crickets.

Today I wanted to share with you my strategy for never having to do the back and forth potential client or client dance again.

The secret is using technology to eliminate barriers to entry and let people book directly to your calendar.

To hear more about it, listen to the show!

Acuity Scheduling Link

Cheers,

Christopher Small

If this isn’t enough for you, if you want MORE, then come and check out The Backroom, a place I created to divulge what’s working for me now (and what isn’t), to give you motivation and support, and to provide you a safe place to talk about your business.

Membership is only $27/month (but that price won’t last forever) and with that you get access to The Backroom facebook group, The Vault, a content hub where I show you how everything in my firm works, step-by-step, and The Winner’s Review, a monthly newsletter I write to break down the prior month and deep dive on a book that’s made a difference in my business and life.

If you want to take your law firm to the next level, click the link below and come and join us (first week is free!).

https://buildingalawfirm.com/go

Nov 20 2018

5mins

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5 Law Firm Website Must Haves

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When you are starting a law firm there is no more important asset than your law firm website.

It creates credibility.

It creates trust.

It establishes expertise.

And, if done right, it can generate a TON of clients.

Here are five elements every successful website has. And if your law firm website does not have these things, you are going to lose in the end.

1. Home page/landing page.

2. Blog.

3. Projects.

4. Testimonials.

5. Contact.

Cheers.

Christopher Small

If this isn’t enough for you, if you want MORE, then come and check out The Backroom, a place I created to divulge what’s working for me now (and what isn’t), to give you motivation and support, and to provide you a safe place to talk about your business.

Membership is only $27/month (but that price won’t last forever) and with that you get access to The Backroom facebook group, The Vault, a content hub where I show you how everything in my firm works, step-by-step, and The Winner’s Review, a monthly newsletter I write to break down the prior month and deep dive on a book that’s made a difference in my business and life.

If you want to take your law firm to the next level, click the link below and come and join us (first week is free!).

https://buildingalawfirm.com/go

Nov 07 2018

9mins

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Where Have I Been? | Building a Law Firm 124

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It has been quite some time since I last posted a podcast show here, and I wanted to end the drought and tell you a little bit about what I’ve been doing.

It all boils down to four main things.

First, the law firm got REALLY busy. So busy, in fact, that my manpower and systems were being pushed to the limit.

So… I had to do change something.

Second, I hired a new full time paralegal, expanded the office, and got her up and running.

Then, the personal life started kicking in.

Third, I had a kid start kindergarten and we tore down our house and started building a new one! (as if starting a law firm and doing all of that wasn’t enough)

Fourth, and finally, as part of my systems and processes update, I decided to update how I create this content. It’s made for some bumps along the way, and slowed down the process while it was being put together.

If you want all the details you have to listen to the show!

Cheers.

Christopher Small

If this isn’t enough for you, if you want MORE, then come and check out The Backroom, a place I created to divulge what’s working for me now (and what isn’t), to give you motivation and support, and to provide you a safe place to talk about your business.

Membership is only $27/month (but that price won’t last forever) and with that you get access to The Vault, a content hub where I show you how everything in my firm works, step-by-step. Productivity, email marketing, Facebook marketing, google ads, mindset, it’s all in there. So what are you waiting for? Click the link below and come and join us.

https://buildingalawfirm.com/go

Oct 26 2018

9mins

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Don’t Let August Slip Through the Cracks

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Don’t Let August Slip Through the Cracks

August is a month when most people take a vacation.

Not much work gets done.

It’s REAL easy to write August off and tell yourself “in September I’ll get back in the game.”

It’s REAL easy to say “my potential clients are taking August off so why even try?”

I’m here to tell you that that’s fine. Go ahead and do that. But know there are people like me who, although they are taking time off in August, still have their head down and are busting their butt to make things happen.

Vacations are great, but if you want to get to where you want to go, you’ve got to put the work in.

Cheers.

Christopher Small

P.S. – For a limited time you can join me and a ton of other successful law firm owners in The Backroom for a FREE 7 day trial (and it’s only $27/month after that) – so… if you’ve ever wished there was a place where everyone was sharing what was ACTUALLY working for their law firm AND doing it in real time, you need The Backroom – https://buildingalawfirm.com/go.

Sep 03 2018

8mins

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Three Law Firm Marketing Video Tips for Even Better Results | Building a Law Firm 122

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Three Law Firm Marketing Video Tips for Even Better Results

My two video shows, Estate Planning TV (see it at http://cmslawfirm.com) and WA Probate TV (see it at http://pain-free-probate.com) account for a tremendous amount of my business.

There are brand building advantages.

There are law firm SEO advantages.

There are no like trust advantages.

And I’m always trying to get law firm owners to create a show for their law firm so they can get new clients on the regular.

Most of the time I tell people “just turn the camera on and get started.”

And that advice works, for the most part.

Once you get over the fear of talking to the camera (which is who that initial advice is geared toward) there are some things you can do to make your videos that much more persuasive and impactful.

Today we’re going to talk about three law firm marketing video tips.

1. Your Law Firm Marketing Video Background Matters

I know, I know, I told you to just turn the camera on and go.

But we’re better than that now, so it’s time to up your game.

Now, you don’t need a green screen. You don’t need some dramatic background. All you need is to have THOUGHT about your background.

What is not acceptable is the boring off-white office wall with your diploma on it.

Take 30 seconds, think about where you’re at, and make the background good.

I just made it easy and built some cool book shelves that I use as a background every time.

Whatever you do, make sure you think about it.

And, to go along with that, make sure you are shooting your videos at least at eye height. Don’t just set it on your desk and start talking.

Looks DO matter, a little. So, if you’re making a bunch of these videos, try to make each one look a little bit better than the last.

2. Chop The Front and Back of Your Law Firm Marketing Videos

I often see straight up raw videos posted on people’s law firm pages.

You can see them reaching up to turn the camera on.

You can see them reaching up to turn the camera off.

You can see them getting ready to talk.

Don’t do that!

There is free editing software out there (I think you can even do it on YouTube) that let’s you chop off the front and the back.

Take 5 minutes and do that.

3. Be Yourself in Your Law Firm Marketing Videos

This is the biggest problem I see in law firm marketing videos.

They get on camera and obviously know what they are talking about, but they are BORING.

Listen, if you aren’t offending half of the people that watch your video and making fans out of the other half, you aren’t doing it right.

Know that out there in the world are a certain set of people that are going to love you and a certain set that aren’t.

The ones that aren’t ARE NOT YOUR IDEAL CLIENTS.

You will have more fun, make more money, and have happier clients when you start acting like yourself on the daily.

Now get out there and make some videos!

Cheers.

Christopher Small

P.S. – For a limited time you can join me and a ton of other successful law firm owners in The Backroom for a FREE 7 day trial (and it’s only $27/month after that) – so… if you’ve ever wished there was a place where everyone was sharing what was ACTUALLY working for their law firm AND doing it in real time, you need The Backroom – https://buildingalawfirm.com/go.

Aug 06 2018

14mins

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Stop Listening to Law Firm Marketing Advice from Your Mother | Building a Law Firm 121

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Stop Listening to Law Firm Marketing Advice from Your Mother

I was playing golf with a guy last week that was not good.

He wasn’t terrible, but you could definitely tell he was a beginner.

As we made our way around the course one of the other guys that was with us, who was also not a good golfer, started giving him tips for changing his swing around.

After a few holes of listening to this I leaned over and said to the guy…

“If you actually want to get good go get a lesson from a pro. But whatever you do don’t pay any attention to what your fellow weekend duffer tells you about how to fix your swing.”

At the same time that this was happening (okay, not EXACTLY the same time) I was involved in a coaching call where someone was challenging some proposed strategies because of some feedback they’d received…

…from their mother (or spouse, or whatever blank you want to fill in).

What was interesting about these two stories was the ability of people with no expertise and experience in a given area to provide feedback and criticism of another’s action.

I understand and believe that both parties were trying to help.

But they weren’t.

And the same thing goes for you in your law firm.

Stop looking to your mother or your spouse for starting a law firm or law firm marketing advice and start looking to people who are in the trenches and SUCCEEDING at it.

The sooner you invest in some coaching and some help for your business, the sooner you’ll get it where you want it to be.

Cheers.

Christopher Small

P.S. – I have created just such a place for law firm owners who are looking for more. It is called The Backroom. And you are invited to join us for free for a week (and only $27/month after that). To check it out click the link – https://buildingalawfirm.com/go.

Jul 16 2018

10mins

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3 Hidden Reasons You Won’t Advertise Your Law Firm | Building a Law Firm 120

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3 Reasons You Won’t Advertise Your Law Firm

When I started my law firm I was 100% against law firm advertising. I thought it was unnecessary. I thought it was worthless. I thought I would never do it.

And then I realized I was an idiot.

As more and more time has gone by and I’ve talked to more and more law firm owners, I’ve realized most of us have some demons to exorcise when it comes to law firm advertising.

The best way to do that is to call out those hidden mental roadblocks holding you back.

1. SCARCITY MINDSET – you’d rather keep a stranglehold on a little money than make a lot (with what seems like risky behavior).

Most law firm owners begin their approach to advertising like it is a cost.

That would be wrong.

Thing about advertising like investing. When you put $100 dollars into the stock market, do you expect to lose it?

Of course not. You expect it to give you back $110.

Advertising works the same way, only on a much bigger scale. Instead of getting a 10/100 return you can get a 300/100 return, or even higher.

So what makes that so difficult?

We’re afraid of losing what we’ve got.

Maybe business is slow. Maybe it’s really slow. And you figure having a couple bucks in the bank is better than no bucks in the bank.

The solution here is two fold:

First, work on creating an abundance mindset (I’ve got some great help for that in The Backroom!).

Second, start spending a little money advertising your law firm so you can see it’s not that bad.

2. EGO

We’ve all heard in law school and out in the real world from the old folks that “lawyers don’t advertise” and “you don’t want to be seen as an ambulance chaser” and how you should “just work hard and the clients will come.”

All of this is complete bullshit, and the sooner you get over yourself and get over worrying about what other people think of you, the sooner you’ll be crushing it in your market.

The truth here is this: if you don’t advertise, NO ONE will know you exist.

The solution? First, get over yourself. Second, stop worrying about what everyone thinks and create an internal sense of self-worth. Third, decide if you’d rather be successful or have people think you’re cool.

3. YOU DON’T BELIEVE IN YOUR SERVICE

This is probably the most painful and the most prevalent of the hidden truths I see.

When you advertise you have to tell people you are good at what you do. You have to PICK something to focus on.

This creates two huge problems.

First, you aren’t sure WHAT it is exactly that you do. You take just about everything that comes in the door so having to commit to something seems scary (remember that scarcity mindset stuff from earlier?).

Second, you aren’t sure if you are good at what you do so there’s no certainty there. There’s no confidence.

The solution here is simple. Pick something and create great systems and processes so you can deliver great service. Then give the people what they want.

Hope this helps you pull the trigger on some ads. You can thank me for it later!

Want an inside look at how I’m building all of these systems and website tools, including step-by-step help and LIVE weekly training and Q&A? The Backroom is here for you, and you can try it out for FREE for one week (and only pay $27/month after that). To check it out click the link – https://buildingalawfirm.com/go.

Cheers.

Christopher Small

Jul 09 2018

27mins

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119: It’s Not Supposed to be Easy…

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It’s Not Supposed to Be Easy…

Systems and processes are necessary for efficiency, a consistent experience and work product, and effectiveness.

But make no mistake about it, you are still going to have to will yourself to success every day.

You are still going to have to push yourself to perform.

You will never truly be “comfortable.”

So, when you find yourself struggling through the day, don’t be disappointed. Rejoice in the fact that you have the guts to push through.

Okay, that’s it. Time to get to work.

Want an inside look at how I’m building all of these systems and website tools, including step-by-step help? Lifestyle Law Firm Accelerator is here for you, and you can try it out for FREE for one week (and only pay $27/month after that). To check it out click the link – https://buildingalawfirm.com/lifestyle.

Cheers.

Christopher Small

Jul 02 2018

7mins

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118: 5 Reasons Your Law Firm Website Sucks

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5 Reasons Your Law Firm Website Sucks

I have seen a lot of law firm websites in my day…

And most of them suck.

I thought I’d run down five reasons your law firm website sucks, and how to fix the problems, so you can get more clients, make more money, and have a better life.

Here we go.

1. Your Law Firm Website Is All About You

No one cares that you are aggressive or compassionate or dedicated, or that you have an LLM, graduated from Harvard, or are a member of the Rotary.

Humans are selfish.

People want to know what’s in it for them.

The sooner you stop talking about yourself and start talking about the transformation people are going to experience after they’ve hired you the sooner your law firm website will start crushing it for you.

2. You Hired the Wrong People to Build Your Site

If you hired some law firm website company to build your site for you because they have “SEO” and any other buzzword you want to throw in there, you’re not doing it right.

Those companies make all of their sites look the same.

They don’t have a lot of functionality.

They are CRAZY expensive.

And you can’t customize them the way you need to be able to.

The solution? Pick a wordpress theme off the internet, hire someone on upwork to build your site, and crush it.

3. Your Law Firm Website Contact Page Sucks

Let me guess, your contact page has some form field contact form that sends you an email with their information.

Then YOU have to call them back and try to set an appointment.

And no one ever responds…

Why not just cut out those middle steps and let someone schedule a meeting right from your website?

I use acuity scheduling, and they are amazing.

People book without calling. They show up in record numbers (there are automated follow up emails and people can reschedule with the click of a button). And they sign up.

Here’s a link to check them out – https://buildingalawfirm.com/acuity

4. Your Law Firm Website is Stale

If you want to be relevant, if you want people to like you, if you want people to like you, if you want people to sign up and pay your fees, you’ve got to have fresh content.

Oh, and if you want that coveted “Law Firm SEO” then you’ll want this too.

I’ve talked enough about this that I don’t need to go into crazy detail here, but if you’re not creating content on the regular then you’re just missing out on tremendous opportunity.

5. You Aren’t Giving the People What They Want

Think about the kind of law you practice.

What is THE ONE THING that people most want to know when they come to your website?

What is the BURNING QUESTION they are looking to get answered?

Is your website answering that, front and center?

Are you giving people an opportunity to go in depth on that question for their name and email address?

If not, they you are missing out on a golden opportunity.

Okay, that’s it. Time to get to work.

Want an inside look at how I’m building all of these systems and website tools, including step-by-step help? Lifestyle Law Firm Accelerator is here for you, and you can try it out for FREE for one week (and only pay $27/month after that). To check it out click the link – https://buildingalawfirm.com/lifestyle.

Cheers.

Christopher Small

Jun 25 2018

15mins

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Awesome info!

By snoringnow - Oct 20 2019
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Different approach and highly functional information!!

This dude knows how to market

By THE Relentelss Podcast - Apr 17 2019
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I dont anything about law, but I know a good marketer when I see one