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What’s ON your book is as important as what is IN it If you have been following me for any time at all, you know the cornerstone of my coaching rests on having a book to create author, celebrity and expert status. We refer to it as A.C.E. The biggest challenge I have is convincing […]
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.” […]
When I first started working with my first bankruptcy client, he was tracking the success of his bankruptcy firm using an Excel spreadsheet and a Word document. He was entering all the transactions by hand and busily setting up formulas to add, subtract, divide and so forth. While he ended up with a usable statement […]
If you’ve been in business for any length of time and you’ve been reading business or marketing books, I’ll bet you’ve come across the concept that in order to convince a prospect to move to the next step there’s a magic number of times you must ‘touch’ them in order to achieve your goal. Here’s […]
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 […]
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. […]
Here are 3 huge secrets about newsletter marketing that will bring you success. #1: Newsletters help you keep customers. As I have said repeatedly, it’s far more costly to acquire new customers than it is to retain your existing ones. A good newsletter program helps you create relationships with your customers. When you share information […]
So many times when I work with clients they think that in order to make a big difference in their practice they need to make big changes. Many times, that’s just not true. Here’s a story I originally heard from Larry Winget that makes my point. One day, when we lived back east, I was […]
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 […]
A practice without systems leads to frustration. Add heartache and business famine and eventually the owner wants to close the firm. Many attorneys wonder why they have this burning desire to run and be something else or do something else. They want to do ANYTHING to avoid dealing with the lie they’ve been sold that […]
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