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It is not uncommon for me to ask an attorney what the ROI is for each lead source and get a blank stare. Whatever your “spend” is for a lead source, determining just what your return is on each spend can mean the difference between a strong sales funnel and one that is draining your […]
For years, you have had a steady flow of quality leads. Everything seems to be whirling like a well-oiled machine. Then without warning, your leads begin to dry up. What happened? For one thing, leads that aren’t ready to buy today aren’t dead, they are just not ripe yet. It doesn’t mean they will NEVER […]
Have you ever visited a law firm’s website seeking a law firm specialist and noticed they’re in every possible practice area? They practice what is known as threshold law. This is when anything coming across the threshold is acceptable business. Some dentists, plastic surgeons, dermatologists, and insurance agents are also guilty of this. If this […]
I have watched attorneys suffer in frustration for years. I finally figured out a formula that works to help law firm owners succeed while still maintaining a life. For the last four years, I have helped many attorneys around the country apply these principles to build several multi-million dollar law firms, and every one of […]
Which scores should you watch to win? Everyone knows I am a marketing guy with his eye on the numbers. What good is the game if you don’t know what’s winning you points and what isn’t? But exactly which scores should you be watching in your law firm each day, week, month and year? Here […]
As many of you already know, I am a disciple of Dan Kennedy, the master of copy. You probably also know that I am a product of his mastermind program too. Today, I am running my own mastermind group for law firm owners. It’s about time to dissect exactly what a mastermind program is for […]
One of the suggestions we make when counseling law firm owners is that they have a strong marketing funnel in place. Our strongest recommendation urges those owners to write a book to help them become established as a celebrity or expert in their practice area. The lead magnet book offers opportunities far too numerous to […]
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? […]
As you expand your firm and continue to produce organic leads and referral generating vehicles such as a blog, social media, newsletters and nurturing emails, it’s likely you will want to work with a copywriter. Maybe you are a person that likes to write, and that’s fine; you can write your own copy. But here’s […]
There was a family I knew who owned an auction business. It was a small, family-run business where several of the kids were auctioneers and EVERYONE was expected to show up for the weekly household auctions. The auction barn as they lovingly called the building was a former skating rink. The seats were pulled from […]
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