OwlTail

Cover image of Building a Law Firm

Building a Law Firm

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.

Popular episodes

All episodes

The best episodes ranked using user listens.

Podcast cover

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

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: How to start a law firm right; The one thing that can take your law firm over that $500K a year level; What separates mediocre law firms from great ones; The 4 stages of law firm growth; and 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

1hr 19mins

1 Jun 2015

Rank #1

Podcast cover

001: Welcome to Building a Law Firm

This is the first episode of the Building a Law Firm Podcast, but it’s not just a throwaway episode. There is a little actionable content mixed in with an overview of who I am and what you can expect from the show. And, to entice you to actually come here to the site and check everything out, we’re going to give you a thorough overview of each episode. We’re going to start you with a quote from the show, although today we are just going to include one of my favorite quotes of all time: “We are what we repeatedly do. Excellence, then, is not an act, but a habit.”-Aristotle Show notes and links are below! Cheers, Christopher Small Show Notes 1:28My legal career 5:18My law firm startup stories 15:20The point of the Building a Law Firm Podcast 17:58The format of the show Links Building a Law Firm Facebook Page Free Facebook Training Registration

21mins

2 Jan 2017

Rank #2

Similar Podcasts

Podcast cover

AOL 100: 5 Ways to Start a Law Firm Fast

We made it to episode 100! I’m not doing anything special for this, because I think I’m the only one that cares about this milestone. All I ask is that you leave a comment below and tell me how the show has helped you. Today’s topic is one I am near and dear to. It is the reason I started this website, this podcast, and everything else associated with The Art of Lawyering. To start a law firm fast you only need a few basic foundational elements. I’m going to give you those today. 5 Ways to Start a Law Firm Fast Here are the ways: Network your butt off; Create a strong web presence; Create a strong sales funnel; Focus on what matters; and Get help. As always, if you want to know what each of these really means, you need to listen to the episode. Also, if you want to know what “fast” means, you’ve got to listen in (and listen almost all the way to the end because I forgot to talk about it at the beginning). Show Resources How to Start a Law Firm in 30 Days Law Firm Confidential Podcast Enjoy! 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.

31mins

22 Jan 2016

Rank #3

Podcast cover

034: Starting a Law Firm is Hard

In this episode of the podcast we get real. Starting a law firm is hard. Just like any other business. If you think it’s going to be all rainbows and roses you are kidding yourself. Even if you are leaving a firm and taking clients with you it’s not going to be easy. So get used to it. And get ready for it. It’s okay to admit that starting a law firm is hard. It’s the truth. And that’s why there are a bunch of struggling law firm owners out there. It is not an easy thing to do. If you are thinking about starting a law firm, or you’re already in it and you’re feeling frustrated. Don’t worry. That’s normal. Get used to it. Links Mentioned in the Show Building a Law Firm Website Free Starting a Law Firm Training Christopher’s Instagram Account Free Building a Law Firm Facebook Group Christopher Small knows how to start and build successful law firms. He is the owner of CMS Law Firm, a Bellevue estate planning firm, and Building a Law Firm, a site dedicated to teaching lawyers how to start a law firm.

7mins

22 Jun 2017

Rank #4

Most Popular Podcasts

Podcast cover

AOL 049: 5 Ways to Get More Done

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…

21mins

23 Jul 2015

Rank #5

Podcast cover

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

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

7mins

4 Oct 2015

Rank #6

Podcast cover

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

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…

6mins

20 Mar 2015

Rank #7

Podcast cover

021: How to Start a Bankruptcy Law Firm Step-by-Step

Today we’re going to talk about how to start a bankruptcy law firm step-by-step to create a six-figure law firm. It’s actually a lot easier than you think. I’m not going to go through all of the details here because it will take too long, but I will summarize. Starting a Bankruptcy Law Firm Assumptions First things first, I’m assuming when talking about starting a bankruptcy law firm that you have no experience, no clients, no network, no nothing. Starting from scratch makes what I’m going to talk about easier. Second, I’m going to assume you’ve got at least $5,000 of capital. You need SOMETHING to get started. Third, I’m going to assume you’ve got 6 months of living expenses saved. If you want to know why, listen to the podcast. Fourth, and finally, I’m going to assume you’re able to work 60 hours a week. I never said this would be easy! Phase 1 of Starting an Bankruptcy Law Firm – Foundation If you are starting from nothing you’ve got to build your foundation first. This includes things like choosing a practice area, choosing an ideal client, choosing a law firm name, getting a URL, building a law firm website, setting up email and phones, and all of that stuff. There’s no reason to officially launch until you have all of this set up. This should take about a week. Phase 2 of Starting a Bankruptcy Law Firm – Marketing and Branding Now that you have created your bankruptcy law firm it’s time to let everyone know about it. This phase includes networking, content creation, content distribution, and pushing your message out to the world. This is where all the hard work starts and basically never stops. Phase 3 of Starting a Bankruptcy Law Firm – Contact Management If you actually follow through with phase two you are going to start meeting people, start getting referrals, and start having people reach out to you for help. The last thing you want to do is lose track of those people, lose track of those referrals, and lose track of those potential clients. I use Insightly and active campaign to manage my contacts and stay in touch with my people. It generates a lot of business for me and is integral to the success of my law firm. Phase 4 of Starting a Bankruptcy Law Firm – Selling Now that you have everything up and running, you’ve got some people that know who you are, and you’ve got some people calling, it’s time to sell. Don’t think of selling as a bad word. It is simply the process of demonstrating your value to your potential client. It is your duty to let them know you can help them and why they should choose you. That’s selling. If you want the full explanation of all of this listen to the show. Talk to you soon! Links Build a website Insightly CRM GoDaddy URL Purchase PandaDoc Calendly RingCentral ClickFunnels Google Apps Active Campaign Christopher Small knows how to start and build successful law firms. He is the owner of CMS Law Firm, a Bellevue estate planning firm, and Building a Law Firm, a site dedicated to teaching lawyers how to start a successful law firm.

20mins

23 Mar 2017

Rank #8

Podcast cover

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

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: Contact management; Lead management; 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: white red yellow 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: New client experience Information sheet out Information sheet received Draft out Edits received Signing date set 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.

21mins

30 Jun 2016

Rank #9

Podcast cover

ABC’s of Law Firm Marketing with Thom Singer (lfmm 087)

In this week’s podcast I talk to Thom Singer, professional speaker and law firm marketing expert. We talk about his secrets to success, a few of the ABC’s of law firm marketing, and the secret to getting new clients. Enjoy! [leadplayer_vid id=”54C495CD9C0FC”] Resources thomsinger.com Thom on Twitter The ABC’s of Entrepreneurs

52mins

26 Jan 2015

Rank #10

Podcast cover

063: Successful Law Firm Advertising Timelines

Your Law Firm Advertising Timeline Is Longer Than You Think… Yesterday I launched another Facebook Ads campaign, and I’m really excited about it. I’m excited to see if it works, I’m excited about the possibilities, and I’m excited for its success. But that excitement often results in making moves with my law firm advertising campaigns too quickly. This means I lose out on potential clients and potential feedback and data on my ads that could be invaluable moving forward. For that reason, today I want to talk about realistic timelines for your law firm advertising. To get right to the heart of it, you’re going to want to give yourself at a minimum thirty days, and in most cases 60-90 days. You want your minimum budget to be at least the minimum fee you could get for the kind of case you are pursuing. And, you want to make yourself sit there and wait a bit so you can get some feedback on your ads and then make an informed decision about what to do next. The goal of law firm advertising… Goal number one with any new law firm advertising campaign is to simply break even. If you can get someone to sign up from your ad then you can start to tweak and change what you are doing to increase the conversion rate, decrease the cost, and make more profit. Don’t expect to hit it out of the park on the first try (and if you do hit it out of the park don’t expect that every time). Have reasoned expectations and be excited when those expectations are exceeded. There you have it, a law firm advertising timeline that will help you keep from ripping your hair out, keep from changing things (or quitting to early), and give you the best chance for success.

18mins

23 Oct 2017

Rank #11

Podcast cover

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

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.

1hr

8 Dec 2015

Rank #12

Podcast cover

024: Law Firm Startup Q1 Lessons Learned

The first quarter of 2017 just ended and I wanted to share with you five lessons I learned this quarter. If you want a brief synopsis, here you go: Trust the process; Outsourcing is powerful; Things always take longer than you think; Persistence wins; Consistency wins; If you want to know what all of those actually mean, you’ll have to listen in! Links Conversational Reception RedButler Upwork Christopher Small knows how to start and build successful law firms. He is the owner of CMS Law Firm, a Bellevue estate planning firm, and Building a Law Firm, a site dedicated to teaching lawyers how to start a successful law firm.

10mins

5 Apr 2017

Rank #13

Podcast cover

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

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: The go giver Built to sell How to win friends and influence people 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.

14mins

28 Jun 2016

Rank #14

Podcast cover

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

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.

38mins

24 Aug 2015

Rank #15

Podcast cover

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

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.

28 Aug 2015

Rank #16

Podcast cover

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

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 JOB ($0-$500K) Practice ($500K-$1MM) Business ($1MM-$5MM) Enterprise ($5MM+) rainmakerretreat.com therainmakerblog.com

1hr 2mins

1 Dec 2015

Rank #17

Podcast cover

AOL 111: How Lawyer Anita Dhake Retired from Her Law Firm at 33 Years Old

Today’s guest has a story like none other before. Yes she is a lawyer, or should I say, was a lawyer, just like us. She graduated in 2009, took a big law corporate job, and started grinding away. Except, that she wasn’t like us. She had other plans. She refused to lead a life controlled by other’s expectations. One year after starting her legal career, all of her 100K plus student loan was paid off. And in August, 2015, at just 33 years old, she retired from the practice of law to chase her dreams and travel the world. Resources Your Money or Your Life: 9 Steps to Transforming Your Relationship with Money and Achieving Financial Independence thepowerofthrift.com Book Rec: The Happiness Project: Or, Why I Spent a Year Trying to Sing in the Morning, Clean My Closets, Fight Right, Read Aristotle, and Generally Have More Fun 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 check out my current law firm here) and love sharing what I’ve learned so you can do it too.

1hr 3mins

29 Feb 2016

Rank #18

Podcast cover

017: How to Start an Estate Planning Law Firm Step-by-Step

Today we’re going to talk about how to start an estate planning law firm step-by-step to create a six-figure law firm. It’s actually a lot easier than you think. I’m not going to go through all of the details here because it will take too long, but I will summarize. Starting a Law Firm Assumptions First things first, I’m assuming when talking about starting an estate planning law firm that you have no experience, no clients, no network, no nothing. Starting from scratch makes what I’m going to talk about easier. Second, I’m going to assume you’ve got at least $5,000 of capital. You need SOMETHING to get started. Third, I’m going to assume you’ve got 6 months of living expenses saved. If you want to know why, listen to the podcast. Fourth, and finally, I’m going to assume you’re able to work 60 hours a week. I never said this would be easy! Phase 1 of Starting an Estate Planning Law Firm – Foundation If you are starting from nothing you’ve got to build your foundation first. This includes things like choosing a practice area, choosing an ideal client, choosing a law firm name, getting a URL, building a law firm website, setting up email and phones, and all of that stuff. There’s no reason to officially launch until you have all of this set up. This should take about a week. Phase 2 of Starting an Estate Planning Law Firm – Marketing and Branding Now that you have created your estate planning law firm it’s time to let everyone know about it. This phase includes networking, content creation, content distribution, and pushing your message out to the world. This is where all the hard work starts and basically never stops. Phase 3 of Starting an Estate Planning Law Firm – Contact Management If you actually follow through with phase two you are going to start meeting people, start getting referrals, and start having people reach out to you for help. The last thing you want to do is lose track of those people, lose track of those referrals, and lose track of those potential clients. I use insightly and active campaign to manage my contacts and stay in touch with my people. It generates a lot of business for me and is integral to the success of my law firm. Phase 4 of Starting an Estate Planning Law Firm – Selling Now that you have everything up and running, you’ve got some people that know who you are, and you’ve got some people calling, it’s time to sell. Don’t think of selling as a bad word. It is simply the process of demonstrating your value to your potential client. It is your duty to let them know you can help them and why they should choose you. That’s selling. If you want the full explanation of all of this listen to the show. Talk to you soon! Links Build a website Insightly CRM GoDaddy URL Purchase PandaDoc Calendly RingCentral ClickFunnels Google Apps Active Campaign Christopher Small knows how to start and build successful law firms. He is the owner of CMS Law Firm, a Bellevue estate planning firm, and Building a Law Firm, a site dedicated to teaching lawyers how to start a successful law firm.

43mins

3 Mar 2017

Rank #19

Podcast cover

112: Your Lawyer Ego is Your Enemy

Your Lawyer Ego is Your Enemy Ever wonder why starting a law firm is so hard? Why your law firm marketing efforts don’t work? Why, no matter what you do you seem to always regress to the middle? The reason is simple – your ego is getting in the way. In this week’s episode I talk all about my conversation with my friend Ryan, a chiropractor and business owner, about why it’s so hard for professionals to get out of their own way when it comes to starting and running a successful business. A couple of things to consider: Are you worried how people view your skills as an attorney? Are you afraid of giving up control of your legal work to someone else (“no one can do it as good as I can” is a sign this is a yes for you)? Are you against marketing because you think it’s unprofessional? If any of these ring true then this is a must watch episode for you. Cheers. Christopher Small P.S. – Wish you could own a business that would make great money AND allow you to pursue your passions and live your best life? Well, I’ve got good news for you. IT IS POSSIBLE. I know because I’ve done it. If you want to find out the bedrock principles I have in place to create my lifestyle law firm,

7mins

26 Apr 2018

Rank #20