Category : Lead Conversion

Quick and Dirty: 9 Steps to getting results fast

Aug 17, 2015

If you were dropped in a law firm that charged a flat fee for its services and a gun was put to your head with the direction to Getting Results Fast. What should you do? Raise prices and put in a process to maximize the payments for each case by using an outbound phone person […]

THREE (powerful) ways writing YOUR book draws in leads like bees to honey!

Jan 1, 2015

If you have been following my teachings for any time, you already know that one of the main principles behind my philosophy is using a book as the cornerstone of your education-based marketing. Nothing builds trust with your prospects like having your book to offer to leads, prospects and referral partners. It will maximize the […]

What do marketing and Lay’s Potato Chips have in common?

Dec 11, 2014

I remember when I was growing up, potato chips in Pennsylvania were a religious experience. Utz was a regional brand of potato chips that bore no resemblance to the national brands of chips such as Lay’s. They came in foil bags that kept them crispy and fresh, and I don’t know what they did them […]

Who cares?

Jul 16, 2014

The unconverted lead is a mystery. I always ask prospects that call for help with growing their law firms, “What do you do with your unconverted leads?” I have had every answer from: “What’s an unconverted lead” to: “Nothing! Who cares about them? If they don’t hire me, I don’t care what happens to them.” […]

And the winner is….?

Jun 24, 2014

You may have read or heard me talk about the five senses of communication—talking about lead conversion is one of my favorite topics. The subject of five senses usually comes up when I am teaching clients about how they MUST communicate with leads until they BUY, DIE or UNSUBSCRIBE. Why only communicate in one way? […]

Are your prospects SHOCKED and AWED? Or are they fast asleep?

Jan 16, 2014

Nothing quite builds loyalty and interest in your company like the Shock and Awe package. What’s a ‘Shock and Awe’ package, you ask? Let me tell you about the latest one I received one quite different than it’s likely you will ever send to your prospects. The other day, the FEDEX guy rang the doorbell […]

In-House Outbound Call Center vs. Professional Outbound Call Center—which should you use?

Dec 10, 2013

I have worked with outbound call centers for years and for different purposes: collections; wholesale; and professional service providers. Most recently, I have worked most heavily with bankruptcy firms. The average efficiency rate for outbound calling staff is about 15-20%. This means the firm has a person on the phone 40 hours each week and […]

Are you considering a call center in your business?

Dec 3, 2013

I have always been a preacher of follow up, follow up, follow up! Communicate with your unconverted leads until they die, buy or unsubscribe. If you are just getting started with your outbound calling program, one of the first things you have to think about is staffing. Some of the questions to think about are: […]

Do you need to fix the No. 1 problem in your Law Firm?

Nov 19, 2013

Here’s a shocker for you. How do you increase cash in a business? Raise prices. Wow, earth-shattering. Wouldn’t it be nice if that was it? Game over, close the book and go to work. Rich gave me all of the information I need, so now I can sleep at night. Unfortunately, it’s not that easy. […]

Press Release: ABR adds outbound calling services

Nov 5, 2013

For Immediate Release: October 31, 2013 Contact: Sheryl Keeme 602.369.7452 Gilbert, AZ entrepreneur grows professional service providers marketing firm through outbound calling Helping professionals find clients one lead at a time MESA, AZ–“Legal systems expert” Richard James now offers four services to professional service providers across the country thanks to the expansion of the […]

From frustration to function…with Infusionsoft

Aug 26, 2013

A practice without systems leads to frustration. And, InfusionSoft is one system that replaces many functions in your firm. Systems are VITAL to manage your marketing, your lead generation and your lead conversion. You need systems that help you serve your client more efficiently too. I’ve said it before and I’ll say it again: Systems […]

Are you an attorney? There are acres of diamonds in your law firm…

Jul 2, 2013

Actual diamonds in their roughest form look more like shiny rocks than diamonds. If one doesn’t know what they are looking for, they are likely to completely miss them. The same can be said for the acres of diamonds aching to be found in your law firm. As our study below shows, most attorneys completely […]



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