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Subscribe to Richard James' Blog Today
Subscribe to the blog and receive regular updates and information designed to help you improve your practice.
Lead Conversion Tip: Direct Mail Still Works
You’ve probably figured out by now that while I embrace technology to make our processes easier (especially automation) when it comes to harvesting unconverted leads, I still believe in using tried-and-true methods that produce consistent results. One of those... read more
Lead Conversion Tip: Write Great Copy, or Hire a Copywriter
In the previous post, we talked about the importance of phone calls to mine unconverted leads for your law firm. Nearly every other form of marketing communication relies on the written word. For maximum effectiveness, you either need to master the art of copywriting... read more
Converting Leads: Stop Being Afraid of the Telephone
In an earlier blog post, you may recall I made two suggestions when communicating with unconverted leads: Do not rely on email alone; Utilize at least two forms of communication; and Make sure one form of communication is outbound phone calls. The digital age has made... read more
Five Podcasts to Help You Polish Unconverted Leads
Sticking with our diamond analogy from the previous few blog posts, remember that your unconverted leads represent untapped wealth for your business, just like diamonds in the rough. To turn them into revenue, you must simply harvest these diamonds and polish them—to... read more
Unconverted Leads: Perfecting Your Law Firm’s Mining Process
Errors using inadequate data are much less than those using no data at all. —Charles Babbage In the last three posts, we’ve used the analogy of diamonds in the rough to describe your law firm’s unconverted leads, and we’ve encouraged you not to ignore these diamonds,... read more
Unconverted Leads: If You Don’t Mine the Diamonds, Someone Else Will
We’ve been talking over the last couple of posts about the hidden diamonds lurking in your law firm, in the form of unconverted leads. We defined unconverted leads as people who initially say no, and we’ve talked about the attorneys who don’t follow up with the ones... read more
Mining the Diamonds in Unconverted Leads (Part 2)
In our last post, we talked about the diamonds hiding in your law firm in the form of unconverted leads, and how law firms that stay in contact with these people find their business is growing. Let's elaborate a little further on how you can keep working with these... read more
Mining the Diamonds of Unconverted Leads (Part 1)
I'm going to tell you a secret: Your unconverted leads can make the difference between profit and loss in your law firm in any given year. That's right: Your unconverted leads, not your lead conversions, can mean the difference between profit and loss. What is an... read more
Life Lessons from Earl Nightingale (Part 2)
In the previous post, I talked about Earl Nightingale’s audio series Lead the Field and the profound influence it’s had on my approach to business. Over the years, I’ve mined many nuggets of truth that can be applied, both professionally and personally. Today, let me... read more
Life Lessons from Earl Nightingale (Part 1)
Is there someone you look to as a primary influence—someone who fundamentally changed your way of thinking, for all time to come? Perhaps it was an author, a pastor or a motivational speaker. For me, that person was Earl Nightingale—more specifically, his set of audio... read more
Understanding the Perfect Client Lifecycle, and How to Make the Most of It
If you’re a lawyer, clients are the lifeblood of your business. However, if you think of your business as one client equals one paid case, your math is way too shallow. When one new client walks in the door of your firm, you shouldn’t just see one client: You should... read more
