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Grow Your Law Firm

The Grow Your Law Firm podcast deploys the most innovative legal marketing and management tactics available to get more cases and more free time for yourself. Our law firm growth podcast can help scale your firm by 250% growth with less stress and more free time in the week by exploring the hottest topics and trends in legal marketing and management. This law firm podcast will teach you what the Law Schools don’t. Start your law firm growth NOW.

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The best episodes ranked using user listens.

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Strategies for Successful Online Marketing, with Tanner Jones

As the Vice President of Business Development at Consultwebs, Tanner Jones oversees all business development opportunities for Consultwebs and their clients. He has the privilege of speaking with virtually every law firm that contacts Consultwebs and working with them to determine how they may accomplish their digital marketing goals. Tanner frequently shares his insights on online marketing with the legal community, including speaking at PILMMA conferences held throughout the country. He has spoken at M&L Seminars and co-hosted webinars with Google, Avvo, LawMarketing.com Editor-in-Chief Cindy Greenway and Raleigh attorney / PILMMA founder Ken Hardison. In 2019, the Academy of Truck Accident Attorneys invited Tanner to speak at its Annual Symposium in Nashville. Additionally, Lawyers Weekly newspapers and Attorney at Law Magazine have interviewed Tanner numerous times. Tanner is a regular contributor to the Consultwebs online legal marketing blog. He has also appeared on the award-winning LAWsome podcast, discussing how law firms can measure their marketing ROI. A native of Waynesville, North Carolina, Tanner earned a degree in Business Management (with a minor in Economics) from Berea College in 2008. He has now returned to Waynesville, where he lives with his wife, daughter, and son and enjoys camping, hiking, fishing, hunting, golfing and playing “any other competitive sport available” in his free time. However, he admits that his goal for sports has gone from “win” to “don’t get injured.” What you’ll learn about in this episode: Why it is important to take a long-term approach to your law firm’s online marketing strategy and focus on consistency in your messaging and brand Why firms who invest in their brands typically do well in cost-per-lead and cost-per-case Why pay-per-click advertising is a complicated, competitive stream that may or may not get your firm the results you are looking for Why many firms have holes in their intake process they aren’t even aware of, and why strengthening your conversion process to nurture the contact relationship is key Why a rapid response to an incoming lead is the backbone of conversion, and why setting up an autoresponder can help you respond more quickly Why it can be helpful to submit contact forms for both your firm and your competitors to see how quickly you get a response Why online reviews are crucial for building your reputation, and why it is important to set reasonable benchmarks Why you should understand your firm’s metrics, track your advertising performance, and always be looking for ways to improve What tools firms should have available to track incoming leads and conversions, particularly call-tracking software and CRM software What topics Tanner will be discussing when he speaks at the PILMMA Super Summit 2020 from June 23-26 in New Orleans Additional Resources: Website: www.consultwebs.com Email: tjones@consultwebs.com LinkedIn: www.linkedin.com/in/tannerjonescw/ PILMMA Super Summit 2020 website: www.pilmmasummit.com

44mins

14 Feb 2020

Rank #1

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Secrets and Strategies for Getting More Referrals, with Kara Prior

Kara Prior has a strong social media and writing background, having worked for several newspapers and managing Entrepreneur magazine’s 100,000-member social network before joining James Publishing seven years ago. Now she directs James Publishing’s referral and conversion system for lawyers, explaining to law firms how it works, customizing the program for different law firms, guiding James Publishing’s implementation team, and testing and rolling out new lead generation conversion and referral strategies. She was captain of her Division One college swim team and competed in long-distance races. She brings the same work ethic, people skills, and deep effort for helping her lawyer clients obtain more referrals, leads, and new clients. What you’ll learn about in this episode: How Kara’s book How Small Law Firms Can Obtain More Referrals offers a detailed roadmap for getting more clients for your firm, and how to get a free copy of the book Why referrals can be a powerful tool for law firms to affordably obtain new high-quality clients, and why it is important to find the time to grow a referral network How Kara and her team help law firms develop strong referral networks, and how their simple and straightforward process works How branded consumer-facing FAQ booklets can be a great value-added way to start off a new relationship on a positive footing and showcase your firm’s expertise How Kara and her team target specific types of professionals as referral sources, such as drug rehabilitation clinics and mental health professionals for criminal defense firms Why past clients can be an incredible resource for referrals, and why newsletters can help past clients keep you in mind Why physical mail newsletters are cost-effective and are a better option than email for making an impact with past clients Why it is important to provide value and offer content to your past clients to help nurture relationships Why branded booklets and books are a fantastic way of helping past clients “break the ice” and make a referral What first steps to take to begin creating a referral network and build relationships with potential clients Additional Resources: How Small Law Firms Can Obtain More Referrals by Kara Prior and Jim Pawell: https://amzn.to/2FKyVwf Website: www.jamespublishing.com Website: www.jamesreferrals.com Kara’s Telephone: (714) 434-5926 Email: kprior@jamespublishing.com

26mins

24 Jan 2020

Rank #2

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Building and Keeping a Great Team, with Bertrand Parnall

Ever since launching Parnall Law Firm, LLC in 2009, Bertrand Parnall has focused on trying to make lives better for people who have been injured through no fault of their own. He ultimately joined forces with attorney Alan Malott, representing victims. When Malott was named to a judgeship on the Second Judicial District Court in 2009, Parnall took over the firm. Since then, Parnall and the other lawyers in the firm have helped to recover more than $65 million for clients. While his firm has expanded in size, it has retained its focus on providing excellent service to clients. In part, this commitment to teamwork and tenacity is a product of Parnall’s own athletic background. He was co-captain of the Albuquerque High School Bulldogs district football champions in 1988, and in subsequent years participated in competitive boxing and judo, in which he holds a second-degree black belt. In 2018, Parnall assumed the presidency of the Rotary Club of Albuquerque after serving on the service club’s board of directors for several years. He looks forward to working with his fellow Rotarians to identify community needs in Albuquerque and to find innovative ways to address them. Parnall is also on the board of Popejoy, a local venue for plays and musicals, and is a board member of the New Mexico Law School Alumni Association. In addition, he is on the advisory board of Mothers Against Drunk Driving and is a frequent media spokesperson for the group. His favorite activities away from the office and his other professional and community involvements are raising his kids, hiking, camping, skiing, and judo. What you’ll learn about in this episode: How growing up in many different countries and his father’s background in law had a profound influence on Bert’s world view How Bert’s firm started small before experiencing dramatic growth, and what challenges Bert faced over that period of growth Why it is crucial for the success of your firm to surround yourself with the right people hired into in the right positions How Bert developed a remarkable recruiting, hiring and training process to attract the right candidates, and how Bert uses “position scorecards” as a big part of the process Why the best way to find great employees is to tap into your own network of contacts, and how Bert’s team processes new applicants How Bert uses group interviews, personality tests, key questions, employee shadowing and other methods to “weed out” the wrong applicants Why Bert looks for strong character, talent and mental acuity in new applicants over prior experience Why appreciation and recognition is the primary reason employees stay, and why the lack of those things is why employees leave What books Bert would recommend to lawyers to help develop their management skills and improve their hiring strategies Additional Resources: Website: www.hurtcallbert.com

38mins

31 Jan 2020

Rank #3

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Survive and Thrive During the Coronavirus Pandemic, with Ken Hardison

Ken Hardison has fought for people’s rights as a trusted personal injury lawyer for over 35 years. His ethics, integrity, and passion for his clients helped to build one of North Carolina’s most successful firms, Hardison & Cochran, and a successful Social Security disability firm, Carolina Disability Lawyers, in Myrtle Beach, South Carolina. Now, as owner and publisher of the law firm management website, Law Practice Advisor, and founder and president of PILMMA, Ken devotes his time to helping attorneys build their own preeminent law practices with proven marketing strategies and management resources. Ken has been recognized as one of the top 100 Trial Lawyers in North Carolina and is a member of the exclusive Million Dollar Advocates Forum. Systematic Marketing is his tenth book. Ken has authored 5 books on marketing and managing law firms. He is a sought-after speaker throughout the country on marketing and managing law firms. Ken is known as the “Millionaire Maker” due to his coaching clients doubling and quadrupling their law practices and income following Ken’s practice growing advice and insights. Ken lives in North Myrtle Beach, SC where he enjoys playing golf and fishing when he is not helping lawyers grow their practices. What you’ll learn about in this episode: How your law firm can survive and thrive during the Coronavirus pandemic How to be proactive and keep your clients happy amidst all the economic chaos Where to find PILMMA’s law firm survival kit for the Coronavirus pandemic What law firms can do to set up their servers for remote access, and how they can manage their staff remotely Why these trying times are actually an opportunity to grow your practice Different tools that will help law firm teams communicate with each other and their clients during the lockdown Additional Resources: Website: www.pilmma.org/pcoach Email: ken@pilmma.org Coronavirus Survival Kit: https://www.pilmma.org/free-resources/

10mins

23 Mar 2020

Rank #4

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Refining Your Messaging, with Tom Trush

Since October 2001, direct-response copywriter, author, and seminar speaker Tom Trush has been writing marketing materials that give entrepreneurs and executives in more than 120 industries an alternative to the typical corporate nonsense that makes most outreach efforts useless. From website content and direct mail to special reports and email campaigns, Tom shows clients how simply changing their perspective on prospects can help position them as an industry authority, deliver higher returns on their marketing investments, and allow them to reach larger audiences with less effort. What you’ll learn about in this episode: How Tom transitioned his interest in sports writing into a career working for a news wire service and then writing for marketing materials How branding and direct-response marketing differ, and why direct-response is a better option for getting your prospect to take action Why differentiating your law firm from your competitors is the key to effective branding and marketing Why it is important to ensure that your website contains words like “you” and “your” to show that you are focused on the prospect and their needs Why trying to force a single message to work for all audiences is ineffective, and why you need to tailor your messaging to the market you’re addressing Why your messaging should be clear and target your prospects’ needs and problems in an individualized way What steps Tom recommends you can take to create an interesting and attention-grabbing headline How to create a call-to-action that explains to your prospect what will happen and provides an incentive Why the language used on your landing page should mirror the language you use in your pay-per-click advertising Why the channel you choose doesn’t determine your marketing success, and why you need to focus on your market and message before you decide what channel to use Resources: Website: www.writewaysolutions.com The “You” Effect by Tom Trush: https://amzn.to/2WyRdKa Escape the Expected by Tom Trush: https://amzn.to/3a4hLH7 The Reluctant Writer’s Guide by Tom Trush: https://amzn.to/393iJCn Facebook: www.facebook.com/tomtrush LinkedIn: www.linkedin.com/in/tomtrush/ LinkedIn: www.linkedin.com/company/write-way-solutions/about/ Twitter: @tomtrush Additional Resources: PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/

26mins

27 Mar 2020

Rank #5

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10 Tips for Managing Remote Law Firm Employees During Social Distancing, with Tiana Hardison

Tiana Hinnant Hardison has practiced law for 29 years, with an emphasis in personal injury and disability law and now balances her time and energies between practicing law and working with PILMMA. You may contact Tiana at tianamhinnant@gmail.com. What you’ll learn about in this episode: Why it is important to help your employees make the adjustment to working remotely, and why you as the firm’s leader need guide and provide security and empathy Why strong communication will help you and your team address the new challenges that are cropping up every day Why tools like Slack and other collaborative video and audio conferencing programs are vital for helping to maintain strong connections despite the physical distance Why a “daily huddle meeting” helps your entire team coordinate their tasks and remain on the same page, and what three pieces of information each member should share Why you should set clear expectations for each team member’s role as well as the hours they should be at their computers Why systematic oversight can help offset fears that remote work won’t be done or won’t be done correctly, and why you should be looking at reports to track your team’s progress Why phone coverage 24/7 is critical, and why you should carefully plan your phone coverage by anticipating employees’ time needs and availability Why you should be conducting weekly team meetings to address problems and review metrics, KPIs as well as to reiterate core values and “rally the troops” Why you should be flexible and focus on the work being completed rather than what time of day it is getting done so that staff can work around their other responsibilities Why you should be focused on signing up clients remotely, and why software like DocuSign can help clients complete documentation remotely Additional Resources: PILMMA’s free Coronavirus Survival Kit: www.pilmma.org/free-resources/ Strategic Attorney Coach: https://www.pilmma.org/strategic-attorney-coach/ PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/

18mins

3 Apr 2020

Rank #6

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The Underutilized Advantage of Video Content in Legal Marketing, with Cindy Speaker

In 1999, after five years as Marketing Director for a multi-state personal injury law firm based in her adopted hometown of Philadelphia, Cindy Speaker launched her own business as a marketing director, coach and consultant to some of the most successful personal injury firms in the U.S. Driven by the creation and resounding success of her 3 hour audio CD series “Power Marketing for Attorneys,” the West Chester, Pennsylvania native has been a highly sought after speaker for numerous legal conferences, including PILMMA, ATLA and AAJ, AVVO, M&L Legal Marketing Conference, Market Masters and the Virginia Trial Lawyers Conference. Over the past ten years, Speaker Media and Marketing has built a nationwide network of referral attorneys and developed a reputation as the secret weapon of some of the top plaintiffs’ law firms and trial lawyers in the U.S. Working with firms on a market exclusive basis Speaker’s vision for her clients is for them to be on the cutting edge of marketing and technology and to have a dominant position in their respective markets. Hundreds of attorneys across the country have benefitted from Speaker’s marketing creativity and know that powerful videos are one of her secret weapons. She even won several “Telly” Awards for various PSAs she shot, including one for “social responsibility” for a clip that educated people on the dangers of distracted driving. Many of her clients, however, might not be fully aware of her educational background and experience as a documentary filmmaker. She received a master’s in communication with an emphasis on TV and film production at Regent University in Virginia Beach, and worked for the International Family Channel. What you’ll learn about in this episode: Which three key marketing and advertising activities too many firms aren’t doing today that Cindy says can bring in new cases and clients How content creation and especially videos can be leveraged for legal marketing and can be repurposed for many different uses How Google’s own statistics show that YouTube reaches more 18-49-year-olds in a typical week than all cable TV networks combined How Law TV® Network helps clients create pre-edited video and live interactions through platforms like Facebook and then repurpose the video for new content How Cindy creates professional-looking custom video thumbnails using free and inexpensive tools like Canva image design and Getty Images’ iStock photo archive Why law firms who have a Google Business Page of their own have a major competitive advantage over firms who don’t Why writing a book can help you establish credibility and authority, why Amazon Author pages and podcasts can be powerful marketing and networking resources What common but easily avoidable marketing mistakes legal firms often make, including relying too heavily on “traditional” advertising why converting existing leads into new clients and nurturing those relationships is more important than creating more leads Additional Resources: Email: cindy@cindyspeaker.com Website: https://cindyspeaker.com Website: https://lawtvnetwork.com/ LinkedIn: www.linkedin.com/in/cindyspeaker/ Youtube: www.youtube.com/user/cindyspeaker Video Thumbnail Creation Tools Recommended by Cindy Speaker: Website: www.canva.com Website: www.istockphoto.com

40mins

7 Feb 2020

Rank #7

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Secrets for Converting Prospective Clients, with Liz Wendling

Liz Wendling is the rainmaking attorney coach and the author of 6 books! Attorneys from all over the world seek her out when they want to discover how to be more confident and fearless in their practice and client development, lead generation and lead conversion process. Liz Wendling combines a rock-solid sales background with a passion for coaching and the result is a powerful, new way to understand how to sell in today’s crowded marketplace. Her innovative approach will support you in opening doors, closing sales and building relationships. Liz is a much sought after business consultant, sales expert and emotional intelligence coach. She is straightforward, practical, and sassy and helps professionals innovate, modernize and master their sales approach, language, and process. Because what worked reasonably well a decade ago is now miserably outdated and inadequate. Liz is known for her energetic programs, presentations and business-building superpowers that transform professionals into wildly successful sales rock stars! What you’ll learn about in this episode: How Liz works with her client attorneys and law firms to help them modernize their lead generation approach to keep pace with today’s market Why today’s consumers are savvier, and why it is important for attorneys and their firms to sell to these consumers in a way they appreciate Why the first five minutes of an initial client consultation is the “make or break” moment that determines whether the potential client becomes a client Why the best way to close with a client is to manage the conversation and do everything right from the start, and why there is no “magic closing technique” Why following up using the right strategy and the right language with the right frequency is powerful What critical mistakes firms make and why it is important to differentiate themselves, make a true connection, and go beyond marketing Why making generic declarations about baseline expectations like “we treat every client with care” does nothing What three steps Liz recommends attorneys take that can help them get more client conversations Resources: Website: www.therainmakingcoach.com The Rainmaking Mindset for Attorneys by Liz Wendling: https://amzn.to/2VNU9CF LinkedIn: www.linkedin.com/in/lizwendling/ Additional Resources: PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/

20mins

20 Mar 2020

Rank #8

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Law Firm-Friendly Digital Marketing, with Jay Ruane

Jay Ruane is a nationally recognized expert in digital and social media marketing for lawyers. In addition, he is an Amazon best selling author in the Law Practice Management category. When Jay was a kid, his father was a local criminal defense lawyer. Jay watched him go to work every day defending the rights of people just like you and me. He took enormous pride in his job, and he taught Jay the importance of protecting the rights of every man and woman. Jay’s father firmly believed that it is the job of the criminal defense attorney to check the power of the court and make sure that the laws are followed during the prosecution process. This is a belief that Jay saw in action every day and one that he came to adopt as his own. This way of viewing the world led him to his career as a lawyer. In 2001, Jay went into private practice with his father. They started Ruane Attorneys, a modest criminal defense firm in Bridgeport focusing mostly on DUI defense. Fourteen years later, the firm has two additional locations, another senior partner, 8 associate attorneys, and a dedicated administrative team of 8. Since opening Ruane Attorneys, Jay has spoken at several conferences, has been involved in local and national law associations, and has spent a minimum of 40 hours each year furthering his defense knowledge. He also authored and co-authored several books, including The Connecticut DUI Trial Handbook, Lady DUI’s Connecticut DUI Survival Guide, and The Connecticut DUI Survival Guide. What you’ll learn about in this episode: Jay shares his career journey and explains how he initially began marketing his practice digitally out of necessity How Jay founded a social media marketing training company for other lawyers to help them better engage with followers Why Jay believes the key to building a successful law practice is to focus on the areas where you find passion and purpose, and why profits aren’t enough How Jay created a systems-based process within his firm, and why systems have been the key to his firm’s growth Why Jay wishes he had spent more time building his personal network early in his career, and why personal referrals are a powerful resource for growth Why Jay believes that social media is one of the most powerful relationship-cultivating tools we have at our disposal in the modern world Why nontraditional, digital marketing offers significant potential over more traditional marketing methods How Jay’s books have become instrumental marketing tools statewide and have generated at least one new referral a month by themselves How to get a free 15-day trial of Jay’s FirmFlex social media coaching just for being a Grow Your Law Firm podcast listener Resources: FirmFlex free trial: www.getfirmflex.com/pilmma Website: www.ruaneattorneys.com LinkedIn: www.linkedin.com/in/jayruane/ Additional Resources: PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/

24mins

13 Mar 2020

Rank #9

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Dominating the Online Search Rankings in Your Market, with Andrew Stickel

Andrew Stickel combines considerable experience with proven skills in a number of marketing fields. These skills and experience give him trustworthy marketing insights and a unique perspective that clients find invaluable. Since his first year in college, Andrew Stickel has been a savvy, innovative entrepreneur. A native of Baltimore, Stickel started his first marketing venture at age 19, a small concert promotions company in Fort Myers, Florida. It was merely the first of his many successful marketing ventures. In 2008, Stickel co-founded a full-service marketing firm. As its Director of Operations, he managed numerous marketing accounts and created, developed, and implemented full-service, multi-media marketing campaigns for clients while simultaneously coordinating a number of departments, working for and alongside many varying industries. During these years, Stickel gained considerable experience in search engine optimization, web design, and content marketing. Well-versed in all phases of internet marketing, Andrew now brings his broad experience and his variety of skills together to provide clients with the most complete, effective, and cutting-edge social media marketing services available. In 2012, Stickel sold his share of the marketing company that he co-founded in 2008. With a new vision for comprehensive social media marketing, he moved on to launch Social Firestarter, a new-age marketing firm that is giving companies of all sizes a huge marketing advantage. Social Firestarter helps clients define their brand, personality, and image, and it helps them to market successfully (and often repeatedly) to today’s discerning consumer. What you’ll learn about in this episode: How Andrew first got started in legal marketing, after starting his own social media marketing firm Why SEO (search engine optimization) is evolving over time, and why it is a challenging marketing area to master Why getting your firm ranked in the Google Maps rankings is a significant competitive advantage, and why setting your Maps entry up correctly is vital Why the biggest problem with pay-per-click advertising is its high cost, and why it is vital to convert clicks to new clients efficiently Why it can be difficult to balance website aesthetics, SEO, and CRO (conversion rate optimization) correctly What steps you can take to increase your “local relevance” and “niche relevance” to get listed in the powerful Google “Local 3 Pack” search results How Andrew and his team created a review template for legal firms to pass on to their satisfied clients to maximize the appearance of keywords in their reviews Why quantity of posted online reviews are crucial for promoting your firm and optimizing your conversion rate How Facebook ads differ from Google Ads, and why Facebook is a more cost-effective strategy that works best when you have a long view Why content creation and adding value for your clients is highly cost-effective, and why videos are versatile and great for repurposing Additional Resources: Website: www.freebookforlawyers.com Website: www.lawyermasterclass.com Website: www.socialfirestarter.com

42mins

21 Feb 2020

Rank #10

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CRM Software and Law Firm Automation, with Kelsey Bratcher

Kelsey Bratcher is the host of the Get Automated Podcast, where he chats with business owners and entrepreneurs about the ways they grow and automate their businesses. He is the Co-Founder of Automatic Practice Profits, a marketing agency for Regenerative Medicine clinics all over the US that offers a Done For You new patient acquisition service specifically designed to consistently produce cash buyers. Kelsey is an expert in firm automation and time-saving software, and he has saved over 30,000,000 minutes of time in his own businesses. What you’ll learn about in this episode: How Kelsey got involved in working with law firms to help them optimize and automate the lead generation and intake process to minimize effort and time spent Kelsey explains CRM (Contact Relationship Management) software and discusses his favorite piece of CRM software, Pipeline, as well as other companion tools he recommends What “drip campaigns” and “nurture campaigns” are and how they follow up with prospects’ requests through automated processes Why drip and nurture campaigns can be easier than you might expect, and why the window of time you have to contact a lead is tight How CRM software and tools can be flexible, versatile resources with many potential uses in your law firm Kelsey discusses Zapier, a tool that allows you to connect and integrate many different pieces of CRM software together Why it is important for the software tools your firm uses to be expandable and automatable to help your tools grow with your firm Why automation is one of the easiest “low-hanging fruit” process improvements you can make at your firm to save time and effort Resources: Website: https://getautomated.co/ LinkedIn: www.linkedin.com/in/kelseybratcher/ Additional Resources: PILMMA Super Summit mini-site: https://www.pilmma.org/pilmma-super-summit-2020/

30mins

28 Feb 2020

Rank #11

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Pay Per Click Advertising Strategies, with Bill Hauser

Bill Hauser is CEO of the SMB Team, the fastest-growing Google Ads & Landing Page management company for lawyers in the U.S. He is the author of PPC for Lawyers (Not Dummies), and the Host of the Lawyer Marketing Lab Podcast. What you’ll learn about in this episode: How a series of tragic events led to Bill’s career in digital marketing and advertising, and how he came to focus on helping lawyers market themselves Why going into PPC (pay-per-click) advertising through Google requires knowledge and a clear plan, and why the “spray and pray” method is costly and ineffective Why it is important when using a Google Ad campaign to control the four W’s: the where, the who, the what, and the when Why good, affordable “long tail” keywords are highly specific and have a comparatively low search rate Why you need to focus on the three “enoughs”: spend enough, for long enough, with a good enough strategy Why any PPC ad campaign takes time to come to fruition, and why data and the learning experience is worthwhile even if a campaign isn’t a huge success Why Bill and his team design simple, clean landing pages, and why an effective landing page will look nothing like your SEO-optimized website Why the value of video depends on your practice area, and why small-budget campaigns don’t really benefit from split testing Why “click to call” ads are only 25% as effective as ads that take prospects to a landing page Resources: PPC for Lawyers (Not Dummies) by Bill Hauser: www.lawyerppcbook.com/ Website: https://smbteam.com/ LinkedIn: www.linkedin.com/in/bill-hauser/ Additional Resources: PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/ PILMMA’s free Coronavirus Survival Kit: www.pilmma.org/free-resources/ Strategic Attorney Coach: https://www.pilmma.org/strategic-attorney-coach/

18mins

10 Apr 2020

Rank #12

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Financial Management for the Legal Industry, with Chelsea Williams

Chelsea Williams is the founder of Core Solutions Group, a Financial Guru + Accounting for the Legal Industry & Speaker. Not your typical “no-man” stereotypical accountant, Chelsea is more of an entrepreneur who uses numbers to paint a financial picture. Shortly after she decided to serve law firms with her skills, something happened that really solidified her belief that she was in the right place at the right time. She met a man who had been practicing law for over 30+ with no retirement in sight. Chelsea felt for him as she saw his head hang after he told her he will “die working in this office”. So she set out to keep other legalprenuers from having to feel this weight. What you’ll learn about in this episode: How Chelsea recognized an inherent shortsightedness in the financial advisor industry, and why she chose to found Core Solutions Group to do things differently Why business owners often struggle with financial management, and what common mistakes firm owners make and myths they believe Why managing your cash flow is an important step you can take to benefit your firm, and why “you have to spend money to make money” is a major myth Chelsea outlines her top ten myths and misconceptions many of us hold about money, and she explains why each is false What steps a law firm can take to better manage their finances, including adapting a cash management strategy What a balance sheet is, why bankers are interested in it, and how it gives an overview of your finances over the life of your business What bank reconciliations are, and why they are periodically necessary to minimize inaccuracies and record transactions monthly Why you should comb through your expenses annually and “trim the fat” and then project necessary expenditures for the year Why there are two very distinct approaches to marketing: the “slot machine” method, and the “vending machine” method Resources: Website: www.yourcoresolution.com YouTube: www.youtube.com/channel/UC80TT79FdeRwH2oNaSkqvQA/videos Email: chelsea@yourcoresolution.com LinkedIn: www.linkedin.com/in/chelsea-m-williams/ Additional Resources: Strategic Attorney Coach: https://www.pilmma.org/strategic-attorney-coach/

26mins

6 Mar 2020

Rank #13

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New Year's Resolutions Don’t Work! with Ken Hardison

Ken Hardison has fought for people’s rights as a trusted personal injury lawyer for over 35 years. His ethics, integrity, and passion for his clients helped to build one of North Carolina’s most successful firms, Hardison & Cochran, and a successful Social Security disability firm, Carolina Disability Lawyers, in Myrtle Beach, South Carolina. Now, as owner and publisher of the law firm management website, Law Practice Advisor, and founder and president of PILMMA, Ken devotes his time to helping attorneys build their own preeminent law practices with proven marketing strategies and management resources. Ken has been recognized as one of the top 100 Trial Lawyers in North Carolina and is a member of the exclusive Million Dollar Advocates Forum. Systematic Marketing is his tenth book. Ken has authored 5 books on marketing and managing law firms. He is a sought-after speaker throughout the country on marketing and managing law firms. Ken is known as the “Millionaire Maker” due to his coaching clients doubling and quadrupling their law practices and income following Ken’s practice growing advice and insights. Ken lives in North Myrtle Beach, SC where he enjoys playing golf and fishing when he is not helping lawyers grow their practices.   What you’ll learn about in this episode: Why 98% of New Year’s resolutions fail through a lack of planning or a failure to execute on the plan or because of a lack of accountability Why expecting your staff at your law firm to provide you with the accountability you need probably won’t work Why hiring a mentor, finding a coach, or joining a mastermind is the key to creating accountability for yourself Why Ken and his team created the PILMMA Strategic Attorney Coach program, and what this new program will provide to participants How the PILMMA Strategic Attorney Coach program will help provide accountability and help you achieve your goals for yourself and your firm How to find out more about the new PILMMA Strategic Attorney Coach program and to see if it would be a great fit for you Additional Resources: Website: www.pilmma.org Email: ken@pilmma.org

9mins

17 Jan 2020

Rank #14

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Marketing Your Firm During a Crisis, with Luke Russell

Luke Russell founded Russell Media in 2009 after working in web development since 2006, but Russell Media isn’t the first business he owned. That distinction goes to his first venture of collecting rock crystals from the playground in grade school and selling them to the other students for $0.50 apiece! Luke is proudly a family man. He married his best friend Stefani in 2012, and they have a daughter and son who amazes Luke every day. He loves playing board games and the intellectual challenges that come with it – he even built a custom gaming table to “feed the need” at home. On the business side of things, Luke has been honored to travel the country and speak at conferences and private engagements about websites and social media marketing. He worked as a contracted Director of Marketing for a national law firm for almost four years. One of Luke’s biggest strengths lies in his ability to take a topic and distill it into simple terms so that people can understand and take action accordingly. What you’ll learn about in this episode: How Luke first came to work with the legal industry, and how he began to focus his attention on designing Facebook advertising campaigns for law firms How the global pandemic has impacted advertising and social media, and in particular trends in Facebook advertising What content Luke recommends lawyers use for their Facebook ads, and why being compassionate and informed is critical during the global crisis Why lawyers are in a great position to be a knowledge resource for people during this confusing and concerning time What content to avoid posting, including content that is overly enthusiastic, and why it is important to match the current tone Why it is important to remember that you aren’t here to make a profit from other people’s suffering but rather provide a service people need Why you should consider the knowledge you possess that business owners and business professionals need to know during the crisis Why creating free content can be a powerful way to help educate people and market yourself without being insensitive during widespread suffering Why building an email list and then sending them frequent free content updates is a powerful marketing strategy How Facebook is developing a grant program you need to know about, and why warning people about COVID-19 scams is a vital service Resources: Email: luke@russellmedia.us Schedule a call with Luke Russell: https://callluke.com/ Website: https://russellmedia.us/ LinkedIn: www.linkedin.com/in/lukewrussell/ Additional Resources: PILMMA’s free Coronavirus Survival Kit: www.pilmma.org/free-resources/ Strategic Attorney Coach: https://www.pilmma.org/strategic-attorney-coach/ PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/

18mins

17 Apr 2020

Rank #15

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Client Acquisition in the Internet Age, with Harlan Schillinger

Harlan Schillinger has four decades of experience in legal advertising with a passion for legal marketing, intake, and conversion. Harlan is widely considered the Grandfather of Legal Advertising, being the very first in the Legal field to produce and market Television Advertising for the Legal community. Harlan’s commercials started airing throughout the country in 1978-79. Harlan has worked with more than 130 law firms in over 98 markets throughout North America. Currently, he is consulting privately only with lawyers who share his vision of increasing business, being accountable, and obtaining high-value cases. He takes, perhaps, the most unique and accountable approach to intake and conversion and insists on complete accountability within that arena. In April 2016 Harlan retired from Network Affiliates of Lakewood, Colorado, the nation’s first and largest Full-Service Legal advertising agency, where he was the leader of their attorney marketing efforts for over 34 years. Before joining Network Affiliates in 1985, Harlan was Vice President and one of the founding partners of Madison, Muyskens & Jones advertising agency in Lakeville, Connecticut. In 1975, along with his partners, Harlan founded the first syndication TV production firm for high-end retailers and Lawyers, creating television commercials that aired throughout the United States and Canada. What you’ll learn about in this episode: How Harlan began legal advertising on television all the way back in 1978, and how he joined Network Affiliates and has worked with top lawyers all over the nation How new client acquisition has changed significantly over the course of Harlan’s career, and how the internet has completely altered the face of legal marketing How few firms are “players” in the internet legal marketing space despite almost all firms having a website, and why “what you don’t know, you don’t know” How today’s TV audience is much more fragmented due to the advent of streaming services and the decline of network television What key mistakes Harlan sees lawyers often make, and why complacency and following other lawyers’ methods without innovating are critical errors Why many firms have significant room to improve their intake conversion processes, and why large and small firms deal with different problems with the same end results Why social media is an increasingly powerful platform, especially during the pandemic, and why video content is the key to unlocking social media’s potential How YouTube is one of the most powerful search engines on the internet, and why hiring the right people to help you create your YouTube presence is necessary Why the secret to reaching people and getting your message across is to understand what content people are consuming and how they consume it Why differentiating yourself from your competitors and offering a unique value proposition is a necessary ingredient for growth Resources: Website: www.harlanschillinger.com LinkedIn: www.linkedin.com/in/harlanschillinger Additional Resources: PILMMA’s Super Summit 2020: https://www.pilmma.org/pilmma-super-summit-2020/ PILMMA’s free Coronavirus Survival Kit: www.pilmma.org/free-resources/ Strategic Attorney Coach: https://www.pilmma.org/strategic-attorney-coach/ PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/

24mins

29 May 2020

Rank #16

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Publishing a Book to Get More Clients, with Ken Hardison

Ken Hardison has fought for people’s rights as a trusted personal injury lawyer for over 35 years. His ethics, integrity, and passion for his clients helped to build one of North Carolina’s most successful firms, Hardison & Cochran, and a successful Social Security disability firm, Carolina Disability Lawyers, in Myrtle Beach, South Carolina. Now, as owner and publisher of the law firm management website, Law Practice Advisor, and founder and president of PILMMA, Ken devotes his time to helping attorneys build their own preeminent law practices with proven marketing strategies and management resources. Ken has been recognized as one of the top 100 Trial Lawyers in North Carolina and is a member of the exclusive Million Dollar Advocates Forum. Systematic Marketing is his tenth book. Ken has authored 5 books on marketing and managing law firms. He is a sought-after speaker throughout the country on marketing and managing law firms. Ken is known as the “Millionaire Maker” due to his coaching clients doubling and quadrupling their law practices and income following Ken’s practice growing advice and insights. Ken lives in North Myrtle Beach, SC where he enjoys playing golf and fishing when he is not helping lawyers grow their practices. What you’ll learn about in this episode: Why writing a book is easier than you may think and serves as a fantastic way to market your law firm Why a book can help you stand out from your competition and position you as a trusted expert and resource for your prospective clients How there are eleven different ways to leverage your book to generate new clients and double your referrals Why 20% of past clients won’t refer you no matter what, 20% will always refer you, and it’s the other 60% that you need to help refer you How a book can help you not just generate clients directly but also can encourage other professionals to refer you How interview-style infomercials on local TV or radio stations can be a great, inexpensive way to leverage your book How you can repurpose the content in your book in numerous ways including in blog entries and tip sheets What publication options are available to help you get your book printed, and how you can even license books directly from PILMMA Why you should write your book at the seventh-grade level, and why it doesn’t matter much if the people you give your book to actually read it Why including “questions you should ask when evaluating a lawyer” in your book can position you to be the logical choice, and why a title that catches interest is critical Resources: Hemingway Editor: www.HemingwayApp.com PILMMA Publishing: www.pilmma.org/publishing Additional Resources: PILMMA Super Summit: www.pilmma.org/pilmma-super-summit-2020/ PILMMA’s free Coronavirus Survival Kit: www.pilmma.org/free-resources/ Strategic Attorney Coach: https://www.pilmma.org/strategic-attorney-coach/ PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/

15mins

22 May 2020

Rank #17

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Marketing Your Firm Through the Power of Video, with Nick Veser

Nicholas Veser began his career at an early age on stage and in front of the camera. His creative and leadership strengths eventually landed him Director of Business Travel Sales for The Ritz Carlton, Battery Park in Manhattan. Nicholas then decided to revisit his original passion and joined on with an international media company as a Creative Director and ultimately became Senior Producer for many shows produced by the company. In 2008, he was promoted to Senior Vice President of Production where he thrived in the free and creative environment that he cultivated for the many Scriptwriters, Production Coordinators, Editors, Traffic Coordinators, and Directors of Photography. Under his leadership, the team achieved tremendous success including 32 Telly Awards over a 5-year span. What you’ll learn about in this episode: How Nick and his wife found their calling helping third-party political candidates get high production value video messages out Why video can be a powerful marketing and messaging tool for law firms, and why a brand video is just the tip of the iceberg of the types of videos a firm can create How firms are using diverse topics in their videos to help humanize their firms and entertain and capture the attention of their audiences Why law firms should have a YouTube channel to boost their presence and maximize their web search rankings Why a mix of both organic and professionally produced content can be valuable for your YouTube channel Why sound quality is more important than video quality when you are creating your own video content Why a great thumbnail image is the biggest deciding factor in whether a potential viewer will decide to click on your video How Vimeo differs from YouTube, and how each platform has certain benefits and advantages over the other Why your videos should focus on your clients and their needs rather than focusing on yourself and your firm Why authenticity and allowing your personality to come through in your videos is the key to making an impact Resources: Website: https://libertylinkmedia.com/ Email: jnicholas@libertylinkmedia.com Telephone: (610) 203-25502 LinkedIn: www.linkedin.com/in/j-nicholas-veser-a7671859/ YouTube: https://www.youtube.com/channel/UCYuHsmTqkkvEY7DV2gucYHg Additional Resources: PILMMA’s Super Summit 2020: https://www.pilmma.org/pilmma-super-summit-2020/ PILMMA’s free Coronavirus Survival Kit: www.pilmma.org/free-resources/ Strategic Attorney Coach: https://www.pilmma.org/strategic-attorney-coach/ PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/

20mins

15 May 2020

Rank #18

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Tools and Strategies for Effective Content and Communication, with Justin Lovely

Myrtle Beach, SC Personal Injury Attorney Justin M. Lovely received his B.S. from the University of Tennessee at Knoxville, cum laude in 2004. While at Tennessee, Justin majored in Finance. In his free time, Justin developed his boxing skills as an amateur Golden Gloves Boxer in the Knoxville area. He was Vice President of the Pi Kappa Phi Fraternity and participated in several community service projects in the Knoxville, TN Area. After earning his finance degree from Tennessee’s nationally-ranked business school, Justin was provided the opportunity of attending the Appalachian School of Law where he completed his Juris Doctor. While in law school, he was named to the dean’s list and was a member of the Phi Delta Phi legal fraternity. In addition, he was an active member of the Criminal Law Society, Environmental Law Society, Moot Court Team, and the Energy and Mineral Law Foundation. Justin focused his practicum course load on Family Law and Small Business Entities. Justin’s experience includes a judicial clerkship for the Honorable Judge Tony Stansberry of Knoxville, TN. He assisted the General Sessions Judges in all aspects of criminal law as well as civil litigation. After this experience, he accepted a position with the Knox County Public Defender providing criminal defense to indigent defendants. Justin is admitted to practice in all South Carolina Courts and the U.S. District Court for the District of South Carolina. Justin is also a member of the South Carolina Association for Justice, the State’s Trial Lawyers Association. Justin has been seen on MTV’s Teen Mom 2. He has answered legal questions on a Monday morning radio show on WRNN for the Myrtle Beach listening area and is often asked to give commentary to local television stations on criminal and civil legal matters. Justin has been asked to speak at legal conferences about the success of his law firm. When he is not helping clients, you can usually find him on the water fishing for whatever game fish is biting. What you’ll learn about in this episode: Why Justin believes the main reasons for his firm’s success are their ability to get things done and having the support of his wife What steps Justin and his firm are taking to survive through the current coronavirus pandemic, and how their marketing strategies have adapted What tools and resources Justin and his firm use to reach out to their clients and keep them informed during the lockdown Why getting real Google Business reviews can be worth more than advertising, and how Justin and his team encourage clients to leave reviews How Justin’s team is using video to get their message out, and what tools they use to create social media content videos Which three marketing tactics generate the most business for Justin’s firm, and what kinds of results they see What advice Justin would offer to lawyers just starting out, and what suggestions he has for navigating the challenges of the pandemic Why masterminds are a great opportunity to learn from more experienced lawyers who have already dealt with the challenges you may be facing in your business now Why setting goals and taking action are vital steps, and why it is important to spend a few hours a week strategizing Resources: Website: www.justiceislovely.com LinkedIn: www.linkedin.com/in/justin-lovely-myrtle-beach-injury-lawyer/ Drop Cowboy customer engagement service: www.dropcowboy.com GatherUp online review engine: https://gatherup.com/ Lumen5 social media video maker: https://lumen5.com/ Additional Resources: PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/ PILMMA’s free Coronavirus Survival Kit: www.pilmma.org/free-resources/ Strategic Attorney Coach: https://www.pilmma.org/strategic-attorney-coach/

18mins

8 May 2020

Rank #19

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Managing Stress During the Shutdown, with Pamela DeNeuve

Pamela DeNeuve began working with lawyers in Los Angeles, California in 1992 and has worked with AM 100 law firms throughout the US and abroad ever since. With over two decades of experience under her belt in business development, professional and personal life strategy and accountability coaching, Pamela has gained key insights into the cause-and-effect relationship between office morale, physical, mental and emotional health, AND lawyer and law firm productivity, profits and growth. Pamela has helped thousands of people with her accountability coaching programs. She has developed a lawyer and law firm-specific intensive program to cater to our current crisis in lawyer well-being. With this program, she has helped hundreds of focused, successful lawyers and law firms achieve peak performance. She coaches her clients to move their practice to the next level in order to build and sustain lasting legacies. What you’ll learn about in this episode: Why lawyers are under a tremendous amount of stress in their jobs, and how the coronavirus pandemic has added to that stress Why lawyers put a higher level of expectation on themselves than on those around them, and why working from home adds new challenges Why Pamela believes it is important to first acknowledge the amount of stress and pressure you are under and accept that stress is a normal reaction Why the stress of isolating with your family can be highly disruptive to your work, and why it is important to be clear in your boundaries and expectations Why you shouldn’t worry about the chaos around you but should instead channel that energy into serving your clients How “worker bees”, “worriers”, “turtles” and other personality types deal with stress differently, and why it is important to understand your type How regular physical exercise can help you get rid of excess energy and can help reduce your stress levels Pamela offers ideas for conducting video-based referral meetings and tips for lawyers who are struggling under the new normal of these crisis conditions Why it is important to separate home life and office work, and why keeping the peace with your family and avoiding boredom is critical Why you should remember that you will get through the crisis and can come out the other side stronger than before Resources: Call for a free 30-minute consultation with Pamela: (904) 607-1211 Website: https://pameladeneuve.com/about/ Website: https://mapforlawfirms.com/ LinkedIn: www.linkedin.com/in/pameladeneuve/ Additional Resources: PILMMA’s Super Summit 2020: https://www.pilmma.org/pilmma-super-summit-2020/ PILMMA’s free Coronavirus Survival Kit: www.pilmma.org/free-resources/ Strategic Attorney Coach: https://www.pilmma.org/strategic-attorney-coach/ PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/

17mins

1 May 2020

Rank #20