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>> Get the new book beyondintakebook.com

Resource Links:

• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Resource Links:

• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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The concept of automating your law firm remains one of the sexiest hooks in the industry. And nowhere is it closer to becoming a reality than in transactional law like estate planning.

​The success of platforms like legalzoom can be extremely frustrating to compete against - but what if it was possible to beat them at their own game?

Enrico Linscheer has been at the forefront of building customized automation back ends for some of the most successful estate and elder planning law firms in the country.

​From enabling efficiencies to opening up totally new segments of the market, we go over how these firms have been leveraging automation to take their success to the next level.

Find out:

• How access to justice set this entire ball in motion 
• Why most automation projects fail
• How the software enabled law firm can get revenue at zero marginal cost
• The difference between software you need to learn and software that learns from you
• How much time can you really save by automating estate planning?

Tune in to this week’s episode to learn all this and more!

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Resource Links:

Working with Enrico

email: elinscheer@legalgen.com

text: 954-465-5576

• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

The concept of automating your law firm remains one of the sexiest hooks in the industry. And nowhere is it closer to becoming a reality than in transactional law like estate planning.

​The success of platforms like legalzoom can be extremely frustrating to compete against - but what if it was possible to beat them at their own game?

Enrico Linscheer has been at the forefront of building customized automation back ends for some of the most successful estate and elder planning law firms in the country.

​From enabling efficiencies to opening up totally new segments of the market, we go over how these firms have been leveraging automation to take their success to the next level.

Find out:

• How access to justice set this entire ball in motion 
• Why most automation projects fail
• How the software enabled law firm can get revenue at zero marginal cost
• The difference between software you need to learn and software that learns from you
• How much time can you really save by automating estate planning?

Tune in to this week’s episode to learn all this and more!

Working with Enrico

email: elinscheer@legalgen.com

text: 954-465-5576

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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>> Access more training from Jeremy and his community here

Sales. Most attorneys are afraid to say the word. Maybe it's because they had a bad experience with what today's guest refers to as "old school" sales.

Jeremy Miner went from striking out for eight weeks straight selling door to door to currently running an Inc 5000 training thousands of sales professionals in every vertical imaginable (including attorneys).

And to get there he had to forget everything his sales manager, the old gurus and everyone else seemed to be saying was the only way to go. And after that, rewrite his own playbook using his academic education in social psychology.

We go over:

• What old school sales gets wrong
• The three levels of persuasion
• Selling using logic vs. emotion
• How to start your consults so you are set up to close
• and much much more

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Resource Links:

• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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Resource Links:

• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

Most service providers, especially up and coming lawyers have difficulty ranging the fees for their services because of a particular toxic mindset. This mindset traps an individual into thinking that their worth is always tied down to the amount of effort they pour into it. However, that kind of thinking needs to end. 

Today, I’ll talk about how to frame situations and perspectives properly, especially when it comes to providing the right value for your legal services. Also, we’ll go into the details on why it is not a wise decision to fixate your value on your hours. People pay you for your expertise and not specifically your hours. 

If you are still in the dark and can’t decide on the worth of your services, listen to this episode today!

1. Eye-opening conversation with a prospect [00:41]
2. Toxic belief system [01:22]
3. Value based pricing [02:08]
4. Visible practice in personal injury [02:27]
5. Value is not dictated by the hours [04:14]
6. Focus more on the value, not on the input [05:21]
7. Learn to communicate the value effectively [07:15]
8. Build the consultation process brick by brick [09:16]
9. Focus on presenting the outcome, not the context [11:02]

Jan Roos is the CEO of CaseFuel agency, helping law firms generate revenue through pay per click advertising. He is a legal marketing expert and is the author of the bestselling book, “Legal Marketing Fastlane.” It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

Many of the listeners of this show dream of running a seven figure practice. But that isn't the real finish line.

As we've seen from guests like Roy Ginsburg, selling a law practice presents it's own set of problems. Which is one of a few reasons why today's guest is so special.

Mike Chastaine has not only built a 7 figure practice, he's sold one. After years as a public defender, he was able to start running his law firm like a business and make real profits that allowed him to do business on his own terms.

In this episode find out:

• How mentorship can be a catalyst
• Why you need to move from a law firm to a business that sell legal services
• How to make your first hire as a solo - even if you can't afford full time help
• Using Profit First to build metrics for his business
• The process of exiting a 7 figure firm

Learn this and more in today's episode!

Contact Mike:

mchastaine@gmail.com

mikechastaine.com

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training

Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training

Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0
• Sign up for Michael's July 30th workshop here! https://yr105.isrefer.com/go/casefuel/cf/

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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• Check out https://lawpods.com/ for more information on how to start a legal podcast from Robert and his team!
• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
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If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
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If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

Wendy Brookhouse knows how to find, keep and grow your wealth. She is the Founder and Chief Strategist of Black Star Wealth where she weaves in her experience in business consulting, business ownership, and focusing on simplification to achieve outstanding results. Knowing that creating wealth takes more than just math, Wendy addresses the baggage and behaviors that keep people from doing what is in their own financial interests.

Wendy is a Certified Financial Planner with an Executive MBA and she’s the author of Burn Your Budget: How to Spend Your Way to Financial Freedom. She serves on the faculty of the Women’s Leadership Intensive; served as chair and a director of Junior Achievement of Nova Scotia

and Junior Achievement of Canada. She is a media ambassador for FP Canada and the host of The Real Bottom Line, a podcast featuring entrepreneurs for entrepreneurs. She loves Rugby and is always ready to travel for a good concert.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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>> Get the new book beyondintakebook.com

Resource Links:

• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

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• Learn more about what makes Kevin Brick’s firm tick at https://www.brickbusinesslaw.com/
• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

There are lawyers, and then there are businesses that sell legal services…

But why does that distinction matter?

Because a lot of firms who forget about the business side fall short on business processes.

Being a lawyer is certainly more stressful if you’re in a law firm that doesn’t run efficiently…

Being the greatest attorney in the world doesn’t mean that you can run a firm successfully because business is an entirely different skillset on its own.

You owe it to your clients and employees to make sure things are operational and smooth…

So what steps can you take to keep the business side of your firm running smoothly?

In this week’s podcast, Kevin Brick discusses how to succeed in marketing areas that other firms seem to have less fortune in and where attorneys benefit from focusing most of their efforts.

There’s much more to learn in this episode about scaling your firm like a business, so tune in now!

In this episode: 

• 1:13 - Running the business as a business
• 1:49 - What a firm looks like from the ground level without business processes
• 3:35 - Things Kevin prioritized when he began his firm
• 5:13 - How Kevin thought about expanding as time went on
• 8:33 - Traits Kevin looks for in new hires
• 10:17 - When did the firm’s mission statement become clear?
• 12:46 - Things Kevin took off his plate as he became a Managing Partner
• 17:09 - Major platforms and software being used for operations
• 19:45 - Very targeted and purposeful marketing
• 25:40 - Common pitfalls that keep businesses small
• 28:05 - What keeps Kevin going as he scales
• 29:29 - KPIs Kevin’s firm focuses on
• 32:53 - What’s next for Kevin’s law firm?

Kevin is the founder and managing partner of Brick Business Law, P.A. He serves as outside general counsel to numerous local and national businesses and litigates business-related issues.

Kevin is recognized by the Florida Bar as a board-certified expert in business litigation. The Florida Bar rigorously evaluates the experience and competency of attorneys to determine board eligibility. There are less than 250 board-certified attorneys in business litigation out of over 100,000 members of the Florida Bar.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Looking for improvements to your marketing? Start by avoiding common mistakes, found in our new training
• Get access to Close Your Next Consultation training and other valuable resources when you join our Facebook group
• Estate planning attorney? Plug into a proven system for consistent revenue with Seminar 3.0

This rule is a constant reality inside law firms…

The problem that you’re solving today is going to create a different problem.

In this instance…we’re talking marketing and fulfillment. For example…

If you nail the marketing, you have to figure out fulfillment. 

Once you hire people for fulfillment, you have to figure out ways to keep things going on the marketing side.

There’s never going to be an end to this cycle.

These things have to move in lockstep as much as possible, but they will never be in perfect unison.

So, what’s the best way to systematize and gain confidence in this perpetual cycle that’s necessary for growth, and why do firms get stuck figuring this out?

In this week’s podcast, Jan discusses why neverending battle can be particularly challenging for some firms, and what simple steps are necessary to gain control of this cycle.

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 0:55 - The front house versus the back house
• 1:25 - If you’re stuck at a specific level of growth against your will…
• 2:43 - Why this battle is particularly tough for solo firms 
• 4:39 - A common situation where people get stuck
• 6:32 - Understanding your first and second moves for growth
• 8:29 - A requirement after tripling your headcount 

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Find Brian Kennel’s management advice and support service for law firms at https://www.performlaw.com/
• Time to improve your estate planning marketing? Make sure you’re avoiding the 3 biggest mistakes in our new training
• Estate planning attorney? Stretch your ad dollars further and get more clients with Seminar 3.0

A lot of the norms that people relied on in 2019 simply don’t exist anymore. For example…

The biggest challenge with firms after experiencing covid…

Is figuring out how to move forward with people working remotely, at the office, or both.

Remote work has become a necessity for most firms now. The benefits include:

• No longer being limited by the general area of your practice and going statewide
• The opportunity to choose from a bigger pool of talent to work for your firm
• Software and programs that allow for more productivity than ever before

Your competitiveness in the market is now tied to your willingness to work remotely, whether it’s a hybrid approach or a full-time approach.

Take Brian Kennel, for example…

Pre-pandemic, Brian was working with 15-20 clients at any given time, and since he moved remotely…

That number has jumped to 40 all over the country because of the great processes he put in place.

What do those processes consist of?

In this week’s podcast, 3-time repeat guest Brian Kennel discusses why the firms with the most growth will have leaned into a remote work culture that allows them to be more productive and profitable than ever. 

 There’s much more to learn in this episode about scaling your firm and managing your team remotely, so tune in now!

In this episode: 

• 1:08 - Current client challenges around COVID
• 3:23 - Is the hybrid work approach a must-have now?
• 5:10 - Why are some firms so resistant to remote work?
• 7:48 - Slack and other forms of communication in the work environment
• 9:11 - Preventing online communication from getting out of hand
• 16:11 - The massive opportunity remote work provides
• 18:44 - How requirements and boundaries have changed over the years
• 25:39 - Tipping the classic retainer model on its head
• 29:40 - What are the firms that are attracting the best talent doing differently than their competitors?
• 33:36 - The first order of benefits
• 41:54 - Additional places to connect with Brian

Brian Kennel is the Lead Adviser to Perform Law, which helps law firms and managers make management decisions quickly. He has over 30 years of experience in law firms and shares his expertise with clients who need insightful analysis and business advice in management and finance.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Close more of your ideal clients with our Double Your Case Files Masterclass
• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Grow your law firm the way you want and only pay with results with Seminar 3.0

Are you a solo firm against your will?

If you’re thinking about the next steps to grow your firm…

You have to start thinking about the resources you have.

When you think about teams 2 or 3 times bigger than yours…

You need the type of resources they have too, or you won’t be able to compete with them.

In order to get to that next level…

It often involves overextending yourself temporarily. In other words…

You’re almost always going to be at a point where you’re going to have less money, time, and quality of life before you get to the other side.

So where do you start with a process like this?

In this week’s podcast, Jan discusses the practical options solo firms have for scaling their firms, even when they lack some of the necessary resources.

There’s much more to learn in this episode about scaling your firm and finding the right resources, so tune in now!

In this episode: 

• 0:45 - The significance of the “dress for the job you want” approach
• 2:40 - The value of burnout and despair
• 4:42 - People who are at the firm size that they are against their will
• 6:01 - A quote from Michael Jordan’s personal trainer
• 6:46 - When do you end up hiring people?
• 9:09 - Coming full circle 

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Want expert advice and coaching from a 7-figure law practice to simply your firm? Check out Valerie Fenchel’s Law Firm Business Coaching
• 3x the amount of consultations on your calendar and avoid common marketing mistakes with our new training
• Estate planning attorney? Plug into a proven system for consistent revenue with Seminar 3.0

As you know, there’s no single successful way to build a law firm, but…

All the most successful law firms ARE built in very specific ways. For example…

There’s a difference between people who begin as lawyers and people who begin as business owners who provide legal services as a product.

When you’re starting a business, you might be surprised how many people cheer you on and want to be there for you. In Valerie Fenchel’s case…

When she first started her law firm, her ego was in it, but once she focused on finding a managing attorney…

Everything fell into place. 

This peace of mind not only benefitted her…

It benefitted her entire firm and her clients as well.

So what exact steps did she take to reach a place in her firm that resulted in 323% growth over the last 3 years?

In this week’s podcast, 

Valerie discusses how releasing her ego and focusing on one key area of her firm gave her the opportunity to scale her firm while also attracting the right people to her team.

There’s much more to learn in this episode about scaling your firm and communicating clearly with clients, so tune in now!

In this episode: 

• 0:49 - Key moments in team building
• 1:55 - The beginnings of hiring a managing attorney
• 6:37 - Gaining momentum early on for client intake
• 9:43 - Focusing on a particular niche or group to build an initial client base
• 11:50 - What needs to happen before getting to the point of hiring a managing attorney
• 14:25 - Hiring a managing attorney out of their opposing counsel
• 17:40 - What’s harder to let go between limiting mindset and limiting systems
• 22:15 - How does Valerie think about money in regards to her firm?
• 23:25 - What kind of tasks are handled in a 10-hour workweek?
• 25:35 - Valerie’s biggest influences
• 30:04 - The right type of person for Valerie’s coaching program
• 34:10 - What advice would Valerie give past self, starting on day one?

Valerie Fenchel is the CEO and founder of Fenchel Family Law PC. Her legal services empower men and women to navigate marriage and divorce toward more vibrant futures. She advises clients, devises strategies, and works with therapists, actuaries, and forensic accountants to settle or litigate cases. As a witness to the damage caused by divorce over the course of her career as a family law attorney and educator, Valerie has gained extensive experience in helping families in crisis.

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Resource Links:

• Why do our clients laugh when ad costs go up for their competition? They’re all avoiding the 3 biggest marketing mistakes, taught in our new training
• Supercharge your law firm growth and get access to free masterclasses and more when you join our Facebook group
• Estate planning attorney? Grow your law firm your way and only pay with results with Seminar 3.0

As an attorney, you have the opportunity to offer clarity to people.

When your prospects have clarity, it gives you the ability to have greater command over whether somebody is going to close or not.

Thus, it becomes very important to sell YOU as opposed to your services…

Especially if your competitors have comparable services in place.

And one of the best ways to do this is by building genuine rapport, not by simply talking about the weather or football game…

But by talking about the things that are important to your prospect

After all…a person cannot ask a question outside of their understanding of a challenge

People are less likely to shop around for other options when they have a deep personal connection.

And some of the best questions you can ask on a deep dive are the “why” questions, because…

You can get people to experience things and ask themselves questions that they likely haven’t asked themselves before.

How does this help expand your understanding of what’s possible?

In this week’s podcast, Jan discusses a few simple strategies to understand your prospect’s needs as deeply as possible, without giving them a chance to shop around for competitors.

 There’s much more to learn in this episode about scaling your firm and developing rapport, so tune in now!

In this episode: 

• 1:04 - The two ways rapport is built
• 2:02 - The traditional rapport-building stage and the deep dive process
• 3:40 - A huge win for one of our reps
• 4:36 - Why this is so important to have on a consultation
• 6:00 - Why asking the right questions is your moral obligation
• 7:17 - Where a lot of people fall short on the discovery process
• 7:50 - Examples of vertical and horizontal questioning 
• 10:17 - The power of being good at consultations

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Learn more about Ticora Davis and her growing team at https://creatorslawfirm.com/ticora-davis
• Ready to improve your estate planning marketing? Make sure you’re avoiding the 3 biggest mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

Ticora Davis’s firm has grown by a whopping 724% in the last year…but how did she do it?

It all started with leveraging social media back in 2017, simply because…

She didn’t have money. As a result, she took on a new philosophy:

“A lot of people say cash is king, but really, community is king.” For example…

She was primarily educating instead of selling, which began with a simple Google search:

“Why do people hate lawyers?”

And she took everything that she found to become the “anti-lawyer,” speaking in SIMPLE terms and integrating relevant pop culture to educate and empower, not lecture.

A lot of attorneys get in their own way trying to display a certain level of expertise…

Reducing the impact they have on their clients as a result.

So what can attorneys do to increase their impact and simplify their messaging at the same time?

In this week’s podcast, Ticora discusses how you can speak to prospects using a culturally relevant lens to share important information.

There’s much more to learn in this episode about scaling your firm and charging what you’re worth, so tune in now!

In this episode: 

• 1:00 - How Ticora’s social media presence fits into her overall strategy
• 5:16 - The impact of being inside of Ticora’s social media orbit
• 8:11 - Turning into the “anti-lawyer”
• 12:44 -  Utilizing expertise outside of legal training
• 15:29 - The trial-by-fire path to becoming an attorney
• 18:14 - Becoming an environmental sponge
• 20:43 - Ticora’s team
• 25:00 - First priority hires before scaling
• 32:42 - Charging what you’re worth for services
• 38:30 - What it takes to run an effective marketing operation
• 42:04 - Surveying your audience to create relevant content
• 44:10 - Where to connect with Ticora

Ticora Davis helps Black entrepreneurs and women business owners bulletproof their brands. In 2017, the intellectual property attorney founded The Creator's Law Firm, which specializes in trademarks and copyright, to help people protect their "products, programs, and profits." Her all-female team of 9 employees has served around 850 clients and was awarded a $10,000 Beyonce's BeyGood x NAACP Small Business Impact Fund grant.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Learn exactly how to close more online leads with our new free Estate Planning Marketing training
• Get access to our Estate Planning Masterclass when you join our Law Firm Growth Secrets Facebook group
• Estate planning attorney? Stop sacrificing work-life balance and get more clients with Seminar 3.0

A lot of people go into business for themselves in the pursuit of freedom, right?

Freedom can mean a lot of different things to a lot of people, but for most people…

Being able to do what they want comes down to money at the end of the day.

In the process of pursuing freedom, a lot of people end up letting go of freedom, because…

They’re beholden to investors or public opinion on social media. However…

If you can create so much value that you and the other person both come out on top…

Then you will win, because you’re both making a profit during the interaction taking place.

So, what are you currently beholden to, and what would you need to do to not have to worry about it?

In this week’s podcast, Jan discusses how to never be dependent on someone else’s favor again, simply by being positioned to profit from mutual self-interests by creating value.

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 1:20 - The concept of “F U” money
• 2:30 - A story about pursuing freedom 
• 4:44 - The investor trap and the partnership trap
• 6:13 - Pros and cons of BNI
• 8:10 - Being dependent on public opinion
• 9:22 - Pursuing the ultimate freedom without giving up freedom
• 12:13 - F U Money formula
• 15:17 - Having an offer that people can’t say no to 

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Learn more about Rocco Cozza and his growing team at https://www.cozzalaw.com/
• Boost your case count just by avoiding the 3 biggest marketing mistakes
• Estate planning attorney? Grow your law firm your way and only pay for results with Seminar 3.0

If you had to focus on ONE thing to grow your firm…what would it be?

A lot of lawyers focus on time and money.

And when the pandemic hit…

Most firms were playing defense, but while they zigged…attorney Rocco Cozza zagged.

So how was he able to have such exponential growth during an unpredictably tough time?

He instead puts his focus on seeing if he can help people…

Even if that’s connecting them to somebody else who can actually help them.

(Did I mention he has the #2 law firm on the Law Firm 500 for 2021?)

To grow a successful firm, you have to understand people…

Yes it requires effort, but it’s an effort that matters, both inside your firm with your employees, and outside with your clients and prospects.

But don’t just take my word for it…

Take it from the man who grew his firm by a whopping 2064% over a few years.

In this week’s podcast, Rocco discusses how a little bit of extra effort building relationships has allowed him to work with Fortune 100 companies, even as a small firm. 

There’s much more to learn in this episode about scaling your firm by prioritizing people, so tune in now!

In this episode: 

• 0:41 - Rocco’s impressive accomplishment
• 2:04 - How Rocco hit his stride in the middle of the pandemic
• 4:09 - Capitalizing on every opportunity
• 5:30 - Getting the foot in the door with the right clients
• 8:18 - Building good referral sources
• 9:16 - How to keep track of and manage relationships
• 11:01 - Intuitive hiring during a massive growth period
• 17:22 - How much of the company culture is taught vs hired?
• 19:45 - Rocco’s content recommendations
• 21:17 - Where to connect with Rocco

Rocco Cozza is a sought-after business and sports/entertainment lawyer and the founder of the Cozza Law Group PLLC. He has been practicing law since 2003. During this time, he has worked with a multitude of businesses, entrepreneurs, athletes, entertainers, and influencers helping them solve the business and legal challenges they face.

In addition to practicing law, Rocco frequently speaks at conferences on the topics of leadership, motivation, and the art of kindness in business. In January 2019, he stepped on a TEDx stage to share his talk called “Radical Kindness: Why the Unbillable Hour Matters Most in Business.” Rocco has sat on various non-profit boards and currently sits on the Board of Directors of Alpha House, Inc., a behavioral rehabilitation center located in Pittsburgh, PA.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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Resource Links:

• Are your marketing methods inconsistent? Avoid the 3 biggest marketing mistakes
• Get access to our Estate Planning Masterclass when you join our Law Firm Growth Secrets Facebook group
• Estate planning attorney? Implement a client-generating and closing system with our Seminar 3.0 system

Are you open to new ideas?

In almost every scenario…being highly intelligent and open-minded is looked upon favorably.

So how on earth could these traits ever work against you?

Well, to put it plainly…

What you choose to focus on is the filter in which you view the world. That means…

If your mindset is tuned to the wrong areas, you’re going to be stuck on hurdles for everything you do. For example…

A plane flying just 1% off course for too long will end up miles off course when it reaches its final destination.

It doesn’t matter how hard you’re working if you’re doing the wrong thing entirely, right?

So how can you identify the right time and place for the appropriate mindset?

In this week’s podcast, Jan compares the unique advantages of deliberative and implemental mindsets and why understanding their individual uses can keep you from focusing on the wrong things.

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 1:10 - Why mindset is so important
• 1:50 - The distinction between deliberative vs. implemental 
• 3:26 - Breaking the distinction down in layman's terms 
• 6:20 - Ways you can potentially get burned on both of these mindsets
• 8:10 - Which mindset do the most successful people have in sales?
• 10:01 - Wisdom from Zig Ziglar
• 11:42 - Example of why some people end up staying small
• 13:17 - One of Jan’s favorite quotes

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

>> Get the new book beyondintakebook.com

Resource Links:

• Fast track your marketing efforts while avoiding common marketing mistakes in our new training
• Estate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Learn more from Molly McGrath at Hiring & Marketing Solutions: The Podcast 
• Crack the code to your estate planning marketing and avoid common mistakes with our free online training
• Estate planning attorney? Stop sacrificing work-life balance and get more clients with Seminar 3.0

There’s a massive gap in the legal space between having a system and process to overcommunicate with attorneys and clients…

A process that, when done properly, gives everyone involved the confidence to perform at their best.

Of course, that process can always break and require improvement, but…

Being able to quickly find that break and how it will get fixed is the most important part.

Without a clear process, you run the risk of scaring employees away, not closing clients, or having anxiety…

And the root of all that anxiety boils down to a lack of information.

So when you put the right people in place with the right communication…

You multiply productivity, reduce stress, and magic happens.

After consulting over 4000 law firms on this topic, Molly McGrath is more than qualified to share the best tactics for the most effective style of communication.

In this week’s podcast, Molly discusses simple communication tactics that can transform difficult or dull conversations with both your team and clients into informative, entertaining conversations that leave lasting results.

 There’s much more to learn in this episode about proper communication within your firm, so tune in now!

In this episode: 

• 1:15 - Molly’s upcoming book, Fix My Employees
• 4:45 - Empowering, strategic way to uncover employee gaps
• 11:33 - Biggest mistakes with meeting structures
• 16:14 - A summary of the Kolbe index and how it can be useful
• 21:05 - The challenge with finding people who are “Kolbe diverse”
• 23:11 - When would the Kolbe index be introduced in a hiring process?
• 27:12 - Building a business without being a visionary, quick start type of person
• 32:17 - How to find an integrator that works best with you
• 38:21 - How should people think about when to hire from a financial perspective?
• 45:45 - Where to find Molly McGrath

Since the late nineties, Molly has coached, consulted and directed presidents and founders of national organizations and over 4,000 law firms in; executive-level leadership, continuous improvement, and team empowerment initiatives to infiltrate new markets, leveraging partner ecosystems and producing profitability. 

Molly has 23 years of specific skillset experience in legal CMO marketing, factional CEO, conversation intelligence coaching, team development & empowerment, intrapreneur talent acquisition, Kaizen leadership, root cause analysis, revenue mapping, and action-based project management.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Avoid the 3 biggest Estate Planning marketing mistakes with our free online training
• Supercharge your law firm growth and get access to free masterclasses and more when you join our Facebook group
• Estate Planning attorney? Get online leads without worry, along with sales coaching with Seminar 3.0

Have you ever spent serious money on Facebook ads? Well, if so…

Then you’ve likely experienced the rollercoaster difference in ad costs over the last few years.

(Also known as “Mark Zuckerberg’s death beams.”)

Covid, the election, and iOS updates combined to make a deadly combination…

One that caused our ad costs to jump 300%.

It became our most expensive investment, which taught us a very important lesson…

NEVER be dependent on a single source for leads.

Diversifying your sources guarantees that you aren’t stuck with the inevitable rising cost of Facebook ads.

So how can you ensure that your results remain consistent during these challenges?

In this week’s podcast, Jan discusses why Facebook ads can turn from a money printer into a flaming pile of garbage overnight, and how you can shield yourself from these unexpected situations.

There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 1:25 - Why our client ad costs went up 200-300% when covid started
• 3:36 - Valuable lesson from our most expensive company investment to date
• 4:27 - 3 most popular paid options for new business in estate planning
• 7:26 - Simple equation for determining lead volume
• 9:53 - Do YouTube ads perform as well as Facebook ads?
• 11:51 - Why we can laugh when ad costs go up on Facebook

Jan Roos is the founder and CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

Hosted on Acast. See acast.com/privacy for more information.

>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.

Resource Links:

• Want to dive deeper into the world of creative thinking? Check out Daniel’s podcast, Completely Creative
• Close more of your ideal clients with our Double Your Case Files Masterclass
• Estate planning attorney? Grow your law firm YOUR way and only pay with results with Seminar 3.0

These days, firms often encounter constantly changing environments. As a result…

The most successful firms act as a combination of creativity and business.

Challenging norms and old ways of thinking can be the difference between a “no” and a “yes” during a consultation.

If you hear “no” from your prospects a lot…

It’s informing what you can change in your messaging to prevent more of them in the future.

Eventually, you begin to crack the code…

And what remains are the things that work, because success leaves clues.

Getting to that point DOES require a little bit of creative energy, however…

Daniel Reece, CaseFuel’s Creative Director and all-around expert on creativity, provides practical concepts designed for you to connect more deeply with yourself and your prospects.

By tapping into this energy, you open the doors to significantly quicker innovation and pivoting…

The exact shift that was required for many when the pandemic began.

In this week’s podcast, Daniel discusses why creativity, in general, is absolutely necessary, and what the outcomes can look like for both your firm and the clients you serve. 

 There’s much more to learn in this episode about scaling your firm, so tune in now!

In this episode: 

• 1:18 - Daniel’s early days of creativity
• 2:39 - How the creative path evolved over time
• 4:31 - Wild encounter resulting from YouTube
• 6:32 - The transition into a marketing agency
• 11:00 - The connection between sales and copywriting
• 15:04 - What’s working for estate planning webinars right now?
• 18:26 - Helping attorneys look as good as possible
• 12:56 - Advice for showing up to a webinar
• 23:10 - Common introvert/extrovert misconceptions
• 26:58 - Advice for attorneys stepping into sales for the first time
• 31:16 - What attorneys should do more and less of with marketing
• 35:30 - Daniel’s book recommendation on mindset

Aside from being CaseFuel’s creative director, Daniel Reece is a serial entrepreneur, musician, and author. He's spent the majority of his life fighting to keep his creativity intact, naturally gravitating towards unconventional ideas, so every time he finds himself coasting towards the typical feeling of monotony, he disrupts his flow of life by drastically doing things differently to stay sharp. Sometimes those things work out...and sometimes they don't, but each of those moments shares one thing in common: They're moments carrying lessons he decided to experience on his own terms.

If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast.

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