Cover image of Building a Law Firm
(22)
Business

Building a Law Firm

Updated 4 days ago

Business
Read more

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.

Read more

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

Listen to:

Cover image of Building a Law Firm

Building a Law Firm

Updated 4 days ago

Read more

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 98: 5 Law Firm Trends for 2016

Podcast cover
Read more

I was reading an article the other day on the technology trends for 2016 that someone was prophesizing and I thought it would be a great idea to do something like for law firms.

I believe that the legal industry is on the cusp of really big changes. I think it’s going to start being handled by people that have a lot more business savvy and those people are going to use 21st century technology to crush it.

And there’s a lot more I think is going to happen in 2016 for law firms.

To get the scoop, you’ve got to listen to the show.

5 Law Firm Trends for 2016

Okay, I’ll give you a little teaser.

As usual, though, there is no context with this list, so to get the full scoop you’re going to want to listen to the show.

  1. Virtual everything;
  2. Facebook advertising;
  3. Subscription services;
  4. Reality check with our place in the world;
  5. Move from associates to paralegals.

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.

Jan 15 2016

23mins

Play

Rank #2: AOL 035: RJon Robins – How to Start a Law Firm Right

Podcast cover
Read more

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

Play

Rank #3: AOL 014: What to do First when Starting a Law Firm

Podcast cover
Read more

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

Play

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

Podcast cover
Read more

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

Play

Rank #5: 017: How to Start an Estate Planning Law Firm Step-by-Step

Podcast cover
Read more

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

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.

Mar 03 2017

43mins

Play

Rank #6: 102: How to Create a Lifestyle Law Firm

Podcast cover
Read more

How to Create a Lifestyle Law Firm

I have good news and I have bad news.

The good news is, it is 100% possible to create a lifestyle law firm.

What is that?

It’s the thing that allows you to do EXACTLY what you want to do. Spend time with family. Golf. Make beer. Draw. Practice law.

Whatever that thing is that you want to do, the lifestyle law firm supports you in that endeavor.

The bad news is, there are no shortcuts, and if you do it wrong you get the OPPOSITE of the lifestyle law firm – you get trapped in a job that gives you anything but the life that you wanted.

So, how do you get there?

Easy. You get there the same way you get to a 7 figure law firm. You market. You niche down. You create systems. You utilize leverage. You network. You win.

The only difference is that you level off and just maintain when you get to where you want to be.

If you want to learn more, watch the video.

Cheers.

Christopher Small

P.S. – Have you seen all of the free resources I put together for law firm owners? Click here to check it out..

Mar 15 2018

9mins

Play

Rank #7: 092: Google Ads Secrets: Avoid This Costly Mistake

Podcast cover
Read more

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

Play

Rank #8: AOL 049: 5 Ways to Get More Done

Podcast cover
Read more

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

Play

Rank #9: AOL 045: How to Crush It with Steve Dashiak

Podcast cover
Read more

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

Podcast cover
Read more

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

Play

Rank #11: 084: Why Every Lawyer Should Operate as an LLC

Podcast cover
Read more

Why Every Lawyer Should Operate As An LLC

These new Trump tax changes have thrown every one for a real doozy, but it got me to thinking…

There’s this old song by Jay-Z and he says something to the effect of:

“I’m not a businessman, I’m a business, man.”

And with these new changes that is now more true than ever.

In today’s episode I talk all about why every lawyer should operate as an LLC. You don’t want to miss it.

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..

Jan 11 2018

10mins

Play

Rank #12: 037: Law Firm Marketing Machine 1st Component – Email

Podcast cover
Read more

This episode focuses on the corner stone of every law firm: Email Marketing. There are two parts in the marketing machine – Automation and Trust Building/Marketing/Sales. You can achieve this via Active Campaign or Aquity.

The automation starts with a series of follow up emails followed by scheduling a meeting. Through an automation system, you save time, increase the response rate and earn money at the same time.

I have all this scripted including the automation sequences in BLF Society. Registration only opens once a month. To learn more go to buildingalawfirm.com/society.

The second section is Trust Building/Marketing/Sales. This is a weekly email that goes out to the entire email list. It is a set of pre-written emails which would allow you to take people where you exactly want to go. The goal is to educate, inspire, entertain, and sell.

Remember that all the emails are available in BLF Society.

Links Mentioned in the Show

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.

Jul 11 2017

16mins

Play

Rank #13: AOL 89: The 80/20 Rule of Law Firm Marketing with David Ward

Podcast cover
Read more

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

Play

Rank #14: 031 – How to Create Your First $100K or Your Next $100K At Your Law Firm

Podcast cover
Read more

Building a Law Firm exists for one reason – to help you create you first $100K or your next $100K in your law firm.

Today I thought I’d share with you the two-step process to get you there.

Step 1: Make the Right Plan

It’s not just about create A plan, it’s about creating THE RIGHT plan.

Here are a couple of ways to do that:

Hope and Pray…

Trial and Error…

Copy Someone’s Plan That’s Already Done It…

Hire Someone To Help You Make The Plan…

Me? I combine a little bit of two, three, and four to make it work.

The question you have to ask yourself is if speed is important.

How Do You Execute The Plan?

This is probably the hardest of the two steps.

Okay, now you have a plan – how do you put that plan into action and actually get stuff done?

Especially considering everything that jumps up in your way.

Fear.

Procrastination.

Doubt.

Life.

Here’s what I came up with:

Pure Grit/Will/Toughness…

Create A Plan of ACTION…

Put Some Skin In The Game…

Find Your Tribe…

If you want to know a little bit more about what those mean to me, listen to the episode.

And, as you might expect, I work with a combination of all of those to get the job done.

Each of those elements pushes me to a new level of production.

Remember, don’t leave here today without checking out my FREE Training.

Cheers.

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.

Jun 03 2017

28mins

Play

Rank #15: 067: Should I Quit My Job and Start a Law Firm?

Podcast cover
Read more

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

Play

Rank #16: 046: Successful Law Firm Essentials

Podcast cover
Read more

When you’re starting and building it’s important to just focus on the essentials and then add that other stuff if you need to and as you can afford it.

Essential number one is you’ve got to have a practice area. Niches get riches. If you aren’t focusing on one space, if you’re not letting everybody know that you’re good in one thing then you’re missing out in an amazing opportunity in the short and long term. When you can tell somebody that you are good in one thing and you are the best, people will come to you for that. If you do multiple things, you’re messages are weaker, vague and cloudy.

Essential number two is delving a little deeper and deciding you’re ideal client within that niche. For example, families with more than 3 million dollars in assets. Will you take other clients? Yes, you help everybody but your marketing, messaging, tone and advertising are geared towards your ideal client. The quicker you do this, the quicker you get clients because you’ll be able to speak specifically to the people that you want.

Essential number three is an email address that ends with your own dot com. You have to have your website. It doesn’t need to be awesome, it just needs to be clean. It just needs to be crisp.

Essential number four, you want to make sure you have your social medial profiles built out. You want to have a Facebook page with your business on it and you want to have a LinkedIn profile. Add Google plus which is really for your Google maps listing, Yelp, AVO, you got to have those. And you have to drive people to leave you reviews. Even if you have a networking partner, ask them to leave a review. Reviewers don’t need to be past clients, they could be networking partners that know how you role.

There are things that you don’t need. You don’t personally need to know accounting. It’s money in and money out at the moment. You don’t need an accountant but a bookkeeper can be nice. You don’t need an LLC yet if you’re starting. Practice insurance is still a maybe for now because you can always get it once you get your first client or you could get it after a while and everything’s gonna be fine. If you mess up without an insurance then you got to have a hit for that. However, if your clients are big money clients then get some insurance right when you sign them up. It’s super easy.

You need a phone number. But the really essential item is a plan to get clients. If you don’t know how to make the phone ring, it doesn’t matter how good you are, you’re not gonna be great at all. You’re gonna be poor.

Focus on the essentials. Don’t get into this, what kind of software to use, what name should you use. Nobody cares about the name of your firm, you can always change it later on. Just make it easy to spell. Fill the other stuff in on an as needed basis. Don’t chase shiny objects. Do what needs to be done to get clients in the door.

Links Mentioned in the Show

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 law firm marketing.

Aug 14 2017

11mins

Play

Rank #17: ABC’s of Law Firm Marketing with Thom Singer (lfmm 087)

Podcast cover
Read more

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

Jan 26 2015

52mins

Play

Rank #18: AOL 87: Law Firm Marketing Like a Pro with Stephen Fairley

Podcast cover
Read more

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

Podcast cover
Read more

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

Play

Rank #20: Art of Lawyering Podcast 060: How to Avoid "Slow" Months

Podcast cover
Read more

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

Play