In this week's episode, Richard and Michael (MPS) discuss the importance of doing the unscalable in order to build a team and grow a business. It emphasizes the need to slow down and gain an intimate understanding of different roles and functions within a firm, even if it means personally getting involved. The example of marketing, specifically Facebook ads, is given to illustrate how being hands-on initially can lead to better results and the eventual delegation of tasks and much more. You can’t miss this.

In this podcast, Richard James and Michael Strauch explore pricing and quality in law firms. They caution against price-based marketing, emphasize the importance of appropriate fees, and discuss the drawbacks of competing solely on lower prices. They highlight the significance of delivering value to clients and how raising prices can improve conversion rates and client retention. Whether bankruptcy, family law, or any legal field, this episode offers insights on balancing pricing and quality.

In the Your Practice Mastered podcast, hosts Michael Strauch and Richard James examine AI's influence on law.  They specifically mention Chat GPT and how it is not the only tool in the suite and that 373 new AI tools have been developed in the past week alone. Michael and Richard emphasize the significance of professional-level service and leaving a favorable impression on clients. They caution that Chat GPT can pose a risk to law firms that neglect client experience, lack system building, and fail to engage in proactive marketing and content creation.

In this compelling episode of "Your Practice Mastered," hosts Richard James and Michael address key challenges limiting law firms' growth. They unpack three main issues: knowledge deficit, the bottleneck phenomenon, and the allure of the "bright and shiny." They highlight the importance of leveraging technology, understanding firm metrics, and effectively delegating tasks. The hosts stress the dangers of attorneys handling low-value tasks and the pitfalls of venturing into new practice areas without robust systems in place.

Check out some of the topics covered in this episode:

• Knowledge Deficit: The hosts discuss how many law firms lack the necessary knowledge to effectively implement systems and processes that would increase productivity.
• Bottleneck Phenomenon: The conversation explores how professionals, particularly attorneys, often take on tasks that could be delegated, thereby creating a bottleneck that hampers efficiency and profitability.
• "Bright and Shiny" Object Syndrome: The episode dives into the tendency of law firms to be drawn towards new practice areas or marketing tactics without having solid systems in place, often resulting in regrettable decisions.
• Importance of Robust Systems: The hosts emphasize the need for robust systems in law firms, particularly when venturing into new practice areas or implementing new marketing tactics.
• Value of Knowing Your Numbers: The episode highlights the significance of understanding your firm's metrics, including lead conversion rates and client acquisition costs, to make informed decisions and avoid falling for fraudulent marketing pitches.

This episode provides crucial insights and advice for attorneys and law firm managers seeking to optimize their operations and boost productivity. Tune into "Your Practice Mastered" and start mastering your practice today.

Check out MPS and Richard at:

www.YourPracticeMastered.com

Welcome to another episode of Your Practice Mastered, the go-to podcast for law firm owners seeking insights, tips, and advice on how to grow their businesses and achieve the success they deserve. Join MPS and Rich James, as they delve into the world of law firm marketing and share their expertise as top entrepreneurs in the industry.

In this episode, explore various strategies and tactics to help law firm owners navigate the complex world of marketing, lead generation, and lead conversion. MPS and Rich James discuss the importance of establishing a strong lead conversion machine, and how to evaluate the effectiveness of marketing efforts in driving qualified leads and converting them into clients.

If you’re a practitioner or a specialist then you have invested a ton of time & resources into becoming an exceptional professional in your field. BUT you may have invested very little into learning how to run a successful small business. Check out this episode and you just might grow to become a better small business owner!

Here are some of the topics covered in this episode:

• The evolution of law firm marketing

• Identifying the right marketing tools and using them effectively

• Setting goals and building your message media market

• Developing and evaluating "oil wells" for lead generation

• The importance of having a strong lead conversion machine in place

• Recognizing and avoiding the "snake oil" salesmen in the marketing world

• The crucial role of arithmetic, systems, and new ideas in marketing success

• The Gentleman's Agreement: supporting the podcast and engaging with the content

Conclusion:

Join MPS and Rich James every week at Your Practice Mastered and learn how to become a more successful and smarter small business owner so you can enjoy increased income, freedom, and more time to spend on those things that really matter in life.

Check out more of MPS and Rich James at:

www.YourPracticeMastered.com

This is Your Practice Mastered Podcast! Today, our hosts Michael Patrick Strauch and Richard James break down the importance of fixing your intake process and how it can unlock a goldmine of opportunities for your firm.

Join MPS and Richard as they talk about the intake process and the benefits it unlocks for your firm once you have that intake process fixed.

If you’re a practitioner or a specialist then you have invested a ton of time & resources into becoming an exceptional professional in your field. BUT you may have invested very little into learning how to run a successful small business. Join MPS and Richard in this episode and you just might grow to become a better small business owner! 

Check out some of the topics covered in this episode:

• MPS defines what “intake” is in your firm and the significance of fixing it.
• The goldmine of opportunities you can unlock just by fixing your intake process.
• The value of starting with the basics and keeping it simple.
• The power of engagement and how it benefits your business. 

Conclusion:

If this episode has been valuable in giving you tips and insights to help you grow your firm, we’d love it if you would engage and participate in our podcast. You can do that through comments, subscribing to our channel, or simply liking and sharing the episode. 

Together, let’s explore strategies and guides to fill in the missing gaps of critical information so you too can become an expert small business owner just like you are an expert at your practice. 

Join MPS and Richard James next week and learn how to become a more successful and smarter small business owner so you can enjoy increased income, freedom, and more time to spend on those things that really matter in life.

Check out MPS and Richard at:

• www.YourPracticeMastered.com

In the latest installment of Entrepreneurial Attorney Nation, Richard James is joined by Annette Sonnenburg, President of Sonnenburg Consulting Inc. She has provided CFO consulting services, business consulting, and outsourced accounting and bookkeeping services for more than 20 years.

Richard James and Annette outline exactly how you can end 2022, so that 2023 starts off right. This is THE guide to your law firm's end of year financial planning. By the end of this episode you will discover:

• The #1 key to setting yourself up for success
• The deadly sin you need to avoid
• A framework for financial success for your small law firm

Time Codes:

00:00 - Introduction from Richard James

02:38 - Annette Sonnenburg Introduction

03:21 - Bonus Depreciation

05:33 - Simple IRAs/401Ks

07:28 - Debt in a Small Business

08:27 - Lifestyle

15:51 - End of Year Planning/Review

15:53 - Credit Card/Bank Statements

24:38 - As Compared To:

30:34 - Phone Room

31:34 - Sales

33:31 - People

36:50 - Goals

38:22 - Financial Budget

50:57 - Owner's Benefit

56:30 - Episode Conclusion

In the latest installment of Entrepreneurial Attorney Nation, Richard James is joined by Brad Smith, Partners Club sponsor and Senior Director of Sales at D&L Press/Author2Market, a top-performing book manufacturing company.

You've written you're book.... now what?

Richard and Brad discuss best practices for using your book to 10x your lead flow and increase conversions of unconverted leads.

In this episode, you will discover:

• How to shock and awe potential new clients through the use of a book
• The secret to acquiring meetings with new referral partners with ease
• The power of using a book to create a referral development program
• The #1 way to add fuel to any group presentation

Time Codes:

00:00 - Introduction from Richard James

03:08 - Brad Smith Introduction

07:27 - Why Write a Book?

10:38 - Create a Cover

12:56 - Insist On a Call to Action

16:42 - Test Your Tracking

20:08 - Print a Proof

21:04 - Order a Small Batch

22:22 - Start Marketing

25:06 - Don't Assume Writing and Printing Your Book is Enough!

26:56 - Press Release

29:52 - Send to Your List

36:38 - Create 3D Image

37:37 - Book Signing

40:20 - Existing Advertising

42:52 - Create Micro Content

44:44 - Promote on Amazon

45:26 - Use to Launch R.F.D.

47:10 - How to Connect with Brad Smith

50:39 - Episode Concludes

In the latest installment of Entrepreneurial Attorney Nation, Richard James is joined by Darin Swayne, Partners Club sponsor and attorney marketing agency owner.

He will reveal the truth about Google ranking factors and algorithms.

During the call, you will discover:

• What Are The Google Ranking Factors?
• Which Ranking Factors Do You Really Need To Worry About?
• How Do Google Ranking Factors And Algorithms Work?
• What Is The Best Way To Improve My Organic Rankings?

Time Codes:

0.00 - Introduction from Richard James

01:58 - Darin Swayne's introduction

04:22 - Why Google Rankings and Algorithms are important to you?

08:29 - What are Google Algorithms?

09:50 - Facts About Google Algorithms

10:21 - Simplified Search Process

10:45 - Google Algorithm Update Basics

14:35 - What to Do After an Algorithm Update

16:42 - Algorithm Changes Matter to Law Firms

22:19 - Spam Link Algorithm Update

29:09 - Product Review Algorithm Update

43:12 - Local Proximity Algorithm Update

51:26 - Helpful Content Algorithm Update

56:22 - The One Ranking Factor

59:06 - Darin Swayne's Contact Information

1:01:26 - Episode Concludes

In the latest installment of Entrepreneurial Attorney Nation, Richard James is joined by long-time Partners Club member and Freedom Group member Bert Diener, as he reveals the number one thing he did in his business to make a pivot to grow without having to invest more money in marketing advertising. Moreover, as CEO and Co-Founder of 4iiz, Bert also provides real inside information that helps law firms tune into the right direction.

Time Codes:

0:00 - Introduction from Richard James

02:52 - Bert Diener introduces himself

07:04 - Opportunities to Inspect

08:31 - Highest Priorities to Inspect

11:08 - Coaching, Inspection, and Compliance

13:08 - What Bert's Firm Did

13:40 - Myth: "I've Trained My Staff; They've Got It Covered

14:20 - Consequences of Not Inspecting

25:37 - What to Inspect at Intake

32:27 - The Basic Levels

35:49 - How to Inspect

40:43 - 11 Steps and the PCLC/Mystery Shopping

46:50 - Bert/4iiz Contact Information

49:08 - Episode Recap

53:10 - End of Episode

Connect with Richard James:

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In the latest installment of Entrepreneurial Attorney Nation, Richard James is joined by Dan Lear, lawyer and legal technology industry innovator. He is a co-founder and head of marketing and partnerships at Gravity Legal. Together, they reveal how your firm can capture a bunch more money by simply implementing some modern, yet basic, technology and business practices.

Time Codes:

0:00 - Introduction from Richard James

03:10 - Dan Lear introduces himself

06:12 - Know your lifetime client value

07:20 - The importance of profitability of the very first transaction

08:16 - Legal Payments Evolution

10:26 - 3 Modern Tech/Business Practices to Improve Your Firm's Financial Health

11:35 - Keeping Payment Methods on File

14:14 - The two states with specific rules on payments

21:49 - Get the 50 state guide on storing payment methods

24:01 - Shifting Processing Fees

24:33 - Applicable Rules

24:36 - 3 Things You Can Always Do

26:04 - Applicable Rule #1: Payments Class Action

27:06 - Applicable Rule #2: State Laws

27:19 - Applicable Rule #3: RPCs

28:28 - Applicable Rule #4: Card Brand Rules

29:17 - Final Thoughts on Shifting Fees

35:24 - Is there an option to switch from credit card to ACH?

37:45 - Optimizing Collections

37:59 - 3 Key Collections Strategies

38:38 - Implement a "Collect Early" Billing Model (Subscription Legal Services)

39:36 - Gravity Legal Subscription Legal Services Resources

41:47 - Integration of Gravity Legal and other products

49:45 - The importance of knowing your current and future cash flow

52:28 - Offer Payment Flexibility (Client Financing)

55:37 - Access information to Guides and Resources

57:45 - Contact information for Dan Lear and Gravity Legal

58:48 - Episode conclusion

1:00:41 - Episode ends

Connect with Richard James:

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In the latest episode of Entrepreneurial Attorney Nation, Richard James discusses Recruiting Top Talent in Today's Market and uncover how you can hire better staff and keep your current staff from leaving.

Time Codes:

01:10 - Introduction from Richard James

02:54 - Warren Buffet and Benjamin Graham story

05:10 - Richard's mentor story

06:44 - Remind your team, client, vendors, etc what you do for them

08:25 - Issues with leadership

9:44 - Discrepancy in compensation or lack of mentorship

10:40 - Toxic work environment

11:52 - Richard's "Old Way" of managing staff

17:06 - Staff retention issues

19:10 - Employee pay

20:37 - Experienced vs inexperienced employees

25:02 - Training staff

27:27 - Subordinates

29:37 - Employee scoring guide

30:39 - Employee "hunting" and "fishing"

43:48 - Attract the right employees and repel the wrong ones

47:47 - Richard's "New Way" of managing employees

49:59 - How to get your staff to stay

51:45 - How do you show your team your appreciation

53:57 - Outsourcing administrative work

55:15 - Centralized customer service

56:54 - Use systems to recruit and retain employees

58:05 - Episode ends

Connect with Richard James:

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In the latest installment of EA Nation, Richard James is joined by marketing expert and friend, Robert Stanley, from Cogent Marketing. They discuss marketing trends for 2022 and uncover new ways to market your firm so you can get more clients with less effort.

Time Codes:

0:00 - Introduction from Richard James

2:57 - Robert Stanley introduces himself and Cogent Marketing

7:49 - Marketing Influence and Author, Speaker, Expert

9:46 - Podcasting and Content

14:40 - Content Outline

20:43 - Social Media Privacy and Advertising

21:07 - Facebook and Google Privacy Issues

21:34 - What Can We Do?

33:01 - TikTok

34:31 - TikTok Data

35:11 - Top Apps Worldwide

41:24 - Time Spent on TikTok and Other Social Media Apps

43:06 - TikTok Pros and Cons

44:03 - Meta and Meta Products

44:39 - Augmented Reality

48:00 - Contact Information for Cogent Marketing/Robert Stanley

49:10 - Episode Summary

51:29 - End of Episode

Connect with Richard James:

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In the latest installment of EA Nation, we welcome Joe Ruotolo from Intaker. Richard James and Joe will show you how to transform your law firm's online presence with empathy driven chat automation. We will go over how your website's chat can make or break your prospects' first impression of your firm, and you'll learn some actionable steps to make your future clients say YES when they find you online.

Time Codes:

0:01 - Introduction from Richard James

1:54 - Joe Ruotolo introduces himself and Intaker

8:15 - "My Business is not different from yours" oath

11:13 - Empathy Automated

17:01 - Why does empathy work?

18:19 - It's not about you...its about them

20:38 - Showing empathy helps prospects trust you

20:59 - Empathy is a pattern interrupt

22:01 - Empathy is natural over the phone

22:52 - Fewer people call law firms today

23:26 - Web chat and forms are too cold

25:35 - New tools automate empathy and streamline the intake process

27:56 - Empathy driven chat automation increases your lead conversion

30:39 - People want to see your personality before they make a decision

32:18 - What else can empathy-driven chat automation do?

36:56 - Qualify leads on autopilot

38:10 - Filter out the noise

40:09 - Automate next steps in the buying journey

41:04 - What are the risks and limitations of these tools?

41:38 - Website performance and loading speed

44:29 - Optimize core web vitals to eliminate impact to SEO

47:40 - Cost vs benefit. Which product should I choose?

48:29 - Free/Included: Good starting point for low traffic sites/Upgrade your tool as website grows

49:35 - Premium: Best for optimized conversion/Must-have for high traffic sites

50:22 - Empathy driven chat bots are taking over!

50:39 - And your competitors are quickly adopting it

52:22 - Case study

53:47 - Episode summary & conclusion

58:07 - End of episode

Connect with Richard James:

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In the latest installment of EA Nation, we welcome the four finalists of our Entrepreneurial Attorney of The Year contest for 2021 will reveal the SINGLE action they took to go from Chaos to Freedom.

OWNERS OF SMALL LAW FIRMS OFTEN FIND THEIR FIRMS AND THEIR LIVES IN CHAOS!

ON A SCALE FROM  1-10 (1 being not very likely and 10 being very likely), How likely is it if you asked a successful law firm in your town, who you don’t know, would tell you what they did to acquire their success? Right … not very likely. During this live panel, you’ll receive the truth and inside secrets these finalists took to become successful small law firm owners.

Time Codes:

0:05 - Introduction from Richard James

0:50 - Richard James summarizes EAY

02:29 - Attorney and EAY Finalist David Lehr's EAY Presentation begins

03:43 - Attorney David Lehr a criminal law attorney of Ventura, CA introduces himself

04:16 - Attorney David Lehr shares why he joined the Richard James Partners Club Program

04:26 - Attorney David Lehr shares why he decided to apply for the Entrepreneurial Attorney of the Year Contest

06:24 - Attorney David Lehr shares the number 1 big thing he did in his firm to move the needle

15:29 - Richard James introduces Attorney and EAY Finalist Jonathan Breeden, a family law attorney of Garner, NC

16:56 - Attorney Jonathan Breeden introduces himself

22:09 - Attorney Jonathan Breeden shares his experience with the EAY application process

25:05 - Attorney Jonathan Breeden shares the number 1 big thig he did in his firm to move the needle

31:12 - Attorney and EAY Finalist Matt Davis and his wife Kiley Davis, a bankruptcy attorney of Birmingham, AL introduce themselves

33:51 -Attorney Matt Davis and his wife Kiley share their experience with the EAY application process

36:19 - Attorney Matt Davis and his wife Kiley share the number 1 big thing they did in their firm to move the needle

45:06 - Attorneys and EAY Finalists, Bart Solomon and Seth Holliday, personal injury attorneys of Dalton, GA introduce themselves.

48:06 - Attorneys and EAY Finalists, Bart Solomon and Seth Holliday share their experience with the EAY application process

53:10 - Attorneys and EAY Finalists, Bart Solomon and Seth Holliday share the number 1 big thing they did in their firm to move the needle

1:00:21 - Episode recap and closing remarks

Connect with Richard James:

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In the latest installment of EA Nation, we welcome Travis Lee, co-founder and President of 3D Mail, to the show to discuss why advertising fails, and how to do it right.

When it comes to advertising, there are 3 steps, and only 3 steps, that dictate success, that’s it. If you get all 3 correct, you’re going to have amazing success. But if miss just slightly in any of the 3 steps you may be in serious trouble.

Direct mail can provide a great return on your marketing dollar, if done correctly. But too many businesses go at it haphazardly, with no strategy or game plan in place before they start. They simply ‘wing it’ and hope for the best. That’s a bad business strategy for anything, but it can be multiplied and worsened with direct mail.

 However, there is a tried and true 3-pronged direct mail system that, when followed correctly, can return huge dollars to any business, any size, in any industry.

Time Codes:

0:05 - Introduction and overview on the guest of the day

1:43 - Introducing Travis Lee from 3D Mail

7:18 - Travis begins his presentation on Why Advertising Fails, and How to Do It Right

7:26 - Triangle of Marketing Success/Failure Factors

15:35 - It All Starts With The Mailing List

19:17 - Two Kinds of Lists

20:02 - Your In-House List: 3 Types

23:37 - Purchased or Rented List: 2 Types

35:57 - Response Based Lists : Resource

38:06 - Compiled Lists

46:50 - Right Offer

48:13 - One-Step Marketing vs. Lead Generation Marketing

1:00:14 - Travis Offers Resources

1:03:06 - Episode recap

Connect with Richard James:

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In the latest installment of EA Nation, we welcome Kara Prior, President of James Publishing, to the show to showcase her strategies for creating and promoting effective legal videos.

Your law firm's content creation and marketing strategies are essential, which is why you shouldn't overlook the importance of effective video content.

Through a systematic way, Kara will explain how to convey past success stories and leverage them for future business!

Timecodes:

1:10 - Introduction and overview on the guest of the day

3:10 - Introducing Kara Prior from James Publishing

5:30 - Kara begins her presentation on creating and promoting effective legal videos

7:50 - Tell stories of past cases

11:00 - An example of an effective legal video

15:07 - What if you're a new practice with few past cases?

20:30 - A video explaining why you do what you do

25:00 - Provide helpful information

32:00 - Answer your common questions!

36:00 - Reduce calls from unqualified leads

38:15 - How to begin!

49:00 - Social media's role in all of this

53:35 - How to get in contact with Kara for further questions/discussions

1:01:40 - Closing remarks

Connect with Richard James:

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In the latest installment of EA Nation, we're exploring various strategies on staying connected to your clients in an increasingly virtual world!

Featuring Brianna Quiroga, Lex Reception's dedicated Business Development Executive for Richard James, we'll discuss how client expectations have changed over the course of the pandemic, as well as why video meetings are here to stay.

Brianna has over 12 years of experience in legal answering and understands how to support law firms, implementing the 11 steps. This episode is packed with beneficial information for you and your firm, so sit back and enjoy another great conversation!

Timecodes:

0:06 - Introduction and welcome to the show

1:07 - Overview on the topic of the day

3:00 - Welcoming Brianna Quiroga onto the show

7:09 - Brianna begins presentation on "Rethink Remote"

13:20 - The initial inquiry process

18:48 - Your 24/7 legal reception service

30:11 - Intake simplified: Never put a prospect on hold

32:47 - What can be done beyond the phone call

44:31 - Making every client a priority

49:15 - How to get in touch with Brianna and her team at LEX Reception

53:19 - Closing remarks

Connect with Richard James:

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In the latest installment of EA Nation, we welcome Michael Strauch, Founder of The Closing Room, to explore how checklist selling can generate over $150,000 in just six weeks!

Listen as Rich and Michael explore this valuable process of checklist selling and how it can be leveraged for your firm's business. Michael's clients have seen a lot of success over the years and we're excited to bring these strategies directly to you.

So sit back, relax, and enjoy another great conversation!

Timecodes:

0:06 - Introduction to the show

1:11 - Overview on checklist selling and introducing Michael Strauch

7:19 - What is checklist selling?

13:00 - Developing a simplistic system called "The 19 Steps" of checklist selling

17:00 - Michael begins his presentation on the 5 Shifts

36:44 - Checklist selling and how it's the secret weapon of your business

45:00 - Leverage your time!

52:00 - Invest in training

59:00 - Recapping the presentation and providing closing remarks

Connect with Richard James:

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In the latest installment of EA Nation, Rich welcomes Darin Swayne, President of Advantage Attorney Marketing and Cloud Solutions, onto the show to discuss the truths and myths surrounding SEO and lead generation.

In today's marketing landscape, SEO can be a powerful tool for lead generation and conversions for your company. But throughout that process, some challenges and questions can arise. It's these elements that can steer you away from making the conversion and achieving the value from this strategy in the first place.

Darin has been knee-deep in digital marketing since the early 90's and is no stranger to a successful conversion. Listen, as he shares his tips for navigating the truths and myths around SEO and how to utilize this marketing strategy to achieve efficient and effective conversions.

Timecodes:

0:06 - Show introduction

1:08 - Overview on the topic of the day and the benefits of properly utilizing SEO

3:20 - Introducing Darin Swayne and his background in digital marketing

8:24 - Darin begins presentation on the basic steps for optimizing local rankings on Google My Business

14:08 - The four basic steps for setting up your GMB listing

20:19 - Strategies for optimizing your GMB profile overall

29:30 - Bonus suggestions for reinforcing your GMB profile

37:20 - The benefits of creating local listings

38:29 - How social media plays a role in all of this

46:38 - The seven SEO myths and misunderstandings

1:01:39 - How to contact Darin for any additional questions regarding SEO and lead conversion

1:04:04 - Closing remarks

Connect with Richard James:

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In the latest installment of EANation, Rich sits down with Annette Sonnenburg, President and Founder of Sonnenburg Consulting, to discuss important tax changes, bookkeeping strategies, and insights into her experience working with successful clients.

Annette has provided CFO services, business consulting, and outsourced accounting and bookkeeping services for more than 20 years. Now, through Sonnenburg Consulting, she works with a variety of clients, including product, service, and internet-based businesses. Additionally, Annette works hand-in-hand with high income and high net worth individuals.

This episode includes a wealth of information on how to proactively track profit and the importance of communication with your bookkeeper! So, sit back and enjoy another great conversation that's bound to leave you with some considerations for your own business.

Timecodes:

1:09 - Overview on the topic of the day

3:08 - Annette introduces herself and provides some background on her business 

6:20 - Working remote before COVID and the remote environment bookkeepers like to use

8:30 - What makes a firm a superstar in the eyes of an accountant?

11:30 - Annette begins her presentation and discusses what software all business owners should use

16:48 - Importance of monthly meetings to review numbers with your bookkeeper

24:30 - Profit first and proactively putting away money

33:55 - Treating employees like employees and independent contractors like independent contractors

38:18 - How to minimize penalties and where business owners are penalized the most

43:30 - How to get advice from advisors without going “rogue”

48:00 - End of year planning and the dream team mentality

57:30 - Closing remarks

Connect with Richard James:

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In the latest installment of EA Nation, Rich is joined by Brad Smith, Director at D & L Press and Author2Market, to discuss a variety of marketing strategies including the benefits of using a free lead magnet.

Working in the printing business for a number of years, Brad has watched the industry evolve and progress into a technology giant. He's been forced to adapt and leverage new strategies to help companies actively market themselves through a variety of mediums.

Listen as Rich and Brad highlight a few beneficial tactics that can be applied to your business, which can take the worry out of deadlines and better position your company to consumers.

So sit back, relax, and enjoy another thought-provoking conversation featuring one of the industry's finest.

Timecodes:

1:04 - Overview on the topic and conversation of the day

2:05 - Welcoming Brad Smith to the show and background on Brad's work in marketing

6:00 - Brad's evolution and career growth within the print marketing space

10:22 - Begins discussion on lead magnets and how they can be utilized

13:33 - The Law of Reciprocity and where that comes into play here

20:24 - Outlining the work done by Jamie Miller of Miller & Miller Law

27:19 - Detailing another client example with Scott Stewart of Stewart Law Group

37:27 - Designing covers and utilizing books to leverage your marketing

44:23 - What to do once the lead magnet is finished

46:23 - How Brad Smith can help you

51:00 - Closing remarks

Connect with Richard James:

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In the latest installment of Entrepreneurial Attorney Nation, Rich sits down with Bert Diener, Founder and Owner of 4iiz, to discuss overcoming challenges along the path to grow your business. At 4iiz, Bert spends his time focusing on law firm data collection and real-time reporting systems.

Listen as Rich and Bert unpack a hanful of key conversation points including internal systems, the importance of perspective, developing concrete goals, and so much more!

Sit back, relax, and enjoy another thought-provoking conversation that's bound to leave you considering elements within your own business practices.

Timecodes:

1:04: Background information on Bert Diener and 4iiz

8:45: The importance of perspective  

15:20: Identifying fixable elements within your firm in order to help you grow

17:28: The importance of developing concrete goals

20:37: Beginning to replace yourself in your business by bringing on new hires

24:00: Bridging old ways and incorporating new ways of to build firms

25:28: Systems stage introduction and the importance of tracking data

31:28: Recognizing when to fuel your systems more

37:07: The joy of watching your firm grow and recognizing your success

41:00: The leverage stage and staffing the right people

45:00: Never take shortcuts

47:05: You must master your business along with your practice

51:10: Three primary questions to ask yourself as you go through the stages

54:16: Closing remarks

Connect with Richard James:

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In the latest installment of Entrepreneurial Attorney Nation, Rich takes a different approach to the show by opening the floor to a Q&A session with clients. Listen as Rich takes a deep dive into each of their practices to uncover areas of concern and offer solutions.

In this special episode, the conversations weave through a wide-variety of topics, including referral development, bankruptcy law, when to go on vacation, and so much more! There's something for everyone in this episode, so don't miss out on some key information that could help take your practice in the right direction.

So sit back, relax, and enjoy another enlightening conversation.

Timecodes:

1:05: Introduction to the show and an overview on today's format

3:34: What does vacation mean to you?

12:30: The system of putting profit first

15:28: Latest status of bankruptcy law

21:55: How to manage yourself when running two offices and running an administrative law firm

26:24: Pay attention to your numbers often

28:26: Number one marketing tactic for estate planning

31:10: Referral marketing plans and referral development

36:50: Addressing staffing concerns

41:22: Identify everything that can be done remotely and recruiting for those roles

46:03: What has to happen for you to take time off

48:30: How to come back after a slow down in the market

52:38: Macroeconomic or internal?

57:20: How to sell to people in another town

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In this installment of Entrepreneurial Attorney Nation, Rich sits down with Robert Stanley, owner of Local Pulse Marketing, to explore the importance and the value digital marketing can bring to your business.

Listen, as Rich and Robert share key marketing components like, testing different strategies, how long potential clients search for attorneys, and common resources on how your firm is found. This episode is jam-packed with beneficial conversation you'll want to absorb for your own practice.

So sit back, relax, and enjoy another thought-provoking episode that's bound to leave you considering how you should bolster your own digital marketing presence.

Timecodes:

1:04 - Rich’s introduction for the show and Robert Stanley’s background

6:39 - The evolving advertising market and finding what works for you

10:48 - Robert begins his presentation

16:00 - Common deterrents for low client conversion

20:52 - Average timeline for someone to hire a attorney and how to properly follow up

23:47 - The importance of having good reviews

25:20 - Common resources people use to find potential attorneys

29:00 - How many attorneys do people browse for before hiring

32:00 - Working with potential clients that are unsure with paying your prices

34:00 - SEO and website experiences

38:08 - Testing different marketing strategies and adjustments before committing

42:06 - How to use the BERT system and maximizing Q&A based searches

44:49 - Importance of responding to reviews

46:30 - GMB (Google My Business)

50:00 - Local service ads

53:17 - The black box.

56:03 - An overview of the services Local Pulse Marketing provides

Connect with Richard James:

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In the newest installment of Entrepreneurial Attorney Nation, Richard sits down with Travis Lee, Co-Founder and President of 3D Mail Results, to explore the importance behind finding the correct direct mail strategy for your law practice.

Packed full of enlightening information, Travis and Richard's conversation includes methodologies behind not only developing the direct mail content, but also ensuring it's opened.

So sit back, relax, and get your notepad ready for an episode packed with useful tools!

Timecodes:

01:04 - Show introduction and overview on today's discussion

03:09 - A look into Travis Lee and his history

06:09 - Ensuring direct mail success in three steps

12:00 - What offers work for attorneys

20:00 - Benefits of lead generation and choosing the right method for ensuring readership

25:19 - The importance of timing

30:37 - Examples of mail pieces from Travis’s clients

36:31 - Strategies to get your direct mail opened

43:50 - Writing the correct copy to influence action

46:20 - Some examples of 3D Mail Results content

53:35 - How to creatively expand reach to your demographic on mail content

55:30 - A look into Rich’s mail content

1:01:00 - Overview on direct mail and how to reach Travis for more information

1:09:58 - Final remarks and show closing

Connect with Richard James:

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In the latest installment of Entrepreneurial Attorney Nation, Richard James sits down with Erica Merrill, Founder of Perfect Legal Video, to discuss the complex world of social media marketing and how to conquer it.

Through an enlightening conversation, Erica explores the varying uses of social media marketing such as curating organic content, deciding what to post, choosing where to post, converting potential leads, and ultimately leveraging the power of social media as a whole.

Grab your notebook because this episode is full of valuable information that can help bolster your social media presence to a new level!

Timecodes:

01:05 - Overview on today's episode

03:20- Introducing Erica Merrill

05:30 - Erica's efforts towards establishing Perfect Legal Video

08:00 - The social media landscape

09:30 - Social media management presentation begins

15:55 - Dan Kennedy’s messaging, marketing, media usage, and mass triangle

17:15 - Posting inside of groups with likeminded individuals

20:30 - Posting non-related content on your page 

24:15 - Should you post manually or use bots?

29:00 - Converting social media followers to members

34:32 - Testimonial Marketing

40:55 - Benefits of various content like blogs, vlogs, podcasts, and panels

45:59 - How to conquer the fear of not having enough content

54:48 - General announcements and holidays

56:20 - Video marketing strategies

59:12 - Closing remarks

Connect with Richard James:

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Schedule A Free Call With A Law Firm Advisor

In this installment of EA Nation, Host, Richard James, welcomes the Entrepreneurial Attorney of the Year Finalists: Attorney Joe Jeppson, Attorneys Bill & Roxanne Ausman, Attorney Emily Smith-Lee, and Attorney Annie Scott.

Listen as each finalist dives into the challenges they’ve faced and the lessons they’ve learned throughout the past year. Through will and determination, each was able to achieve a varying form of success despite the tumultuous circumstances they endured. 

Sit back, relax, and enjoy these enlightening stories from our finalists as they share why they should be an EAY Champion.

 Timecodes:

01:07 - Rich’s introduction to the show

03:43 - Joe Jeppson’s introduction and discussion around how he increased during a down market

05:32 - Rich reflects on Joe’s history before joining the program

07:45 - How can small firms start without money in the bank

12:08 - Changing your mindset is important

14:08 - Joe explains why he should be EAY Champion

16:02 - Bill Ausman & Roxanne’s introduction and their journey through EAY

18:27 - How joining Richard James inspired big changes to the firm

20:43 - Raising rates and its effectiveness

23:00 - Getting rid of difficult employees and its effect on your business

27:03 - Bill and Roxanne’s fast response to switching to running remote

31:09 - Bill and Roxanne explain why they should be EAY Champions

32:53 - Emily Smith-Lee’s introduction and a discussion on why she decided to change her firm

37:30 - How Emily dealt with an abundance of people calling for assistance due to COVID

40:05 - Where did Emily turn to when the number of hires were off in the business

45:10 - How did Emily find new cases or different ways of revenue when shutdowns occurred

48:04 - Emily explains why she should be EAY Champion

49:01 - Annie Scott’s introduction and her transition to becoming a business owner and life before

53:36 - How Partners Club allows you to be around like-minded attorneys and its effect on your practice

56:02 - The first thing Annie implemented after she left Partners Club

01:01:04 - How did Annie find the time to change and improve her business

01:02:58 - Annie explains why she should be EAY Champion

01:04:51 - Rich’s final remarks

Connect with Richard James:

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Schedule A Free Call With A Law Firm Advisor

In this installment of Entrepreneurial Attorney Nation, Host, Richard James, welcomes Kara Prior, President of James Publishing, to discuss the process, tips, and procedures involved when utilizing a referral development program.

Kara's extensive experience working for James Publishing has provided her with the tools and knowledge to collect high-quality referrals and convert them into clients.

So sit back, relax, and enjoy an enlightening conversation surrounding the referral market and lessons learned throughout Kara's time in this sector.

Timecodes:

01:07- Kara’s start in referral marketing

02:58- How did James Publishing transition from content creation to referrals

05:00 - Kara dives into teaching referral marketing

07:32 - Why are referrals so Important

08:21 - Setting appointments and selecting referral prospects

10:01 - The best types of referrers

13:34 - Question on business immigration 

15:51 - Addressing past successes and knowing when to stay the same or potentially pivoting

17:57 - Delegate initial outreach

22:30 - How many leads should a client be expected to have under a referral development program

26:16 - The importance of memorizing the script and making it your own

27:42 - Conducting introductory calls

30:28 - How to balance relationships with referrals

36:54 - How to be personable to clients virtually and grow your referral network

39:40 - “What would a good referral to you look like”

42:47 - How to delegate client relationships correctly

45:30 - Using services like door dash for a virtual lunch

46:45 - How to reach to Kara and her contact information

48:23 - Rich’s final remarks

Connect with Richard James:

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Schedule A Free Call With A Law Firm Advisor

Get ready for another exciting new episode of "Entrepreneurial Attorney Nation," where I’m going to reveal, my Ultimate Email Marketing System for Law Firms.

This email marketing system will help you retain new clients, without investing another red cent on advertising.

So sit back, relax and get your notepads ready!

On this month's episode of "Entrepreneurial Attorney Nation," I’m going to reveal, my simple direct mail template that will have new potential clients knocking down your door.

Just as important, I’m going to deliver you a system that you can duplicate, week after week, month after month.

So sit back, relax and get your notepads ready as we give you the direct mail secrets your law firm has been waiting for!

I’m going to reveal, the single upgrade that will inspire more prospects to show up to their initial consultation, ready to hire your firm on this new episode of "Entrepreneurial Attorney Nation."

Most importantly, my upgrade will change the paradigm of your prospect’s mindset. Rather than asking you “Why should I hire your firm?” you will hear them say “Will you take my case?”

So sit back, relax and get your notepads ready!

Discover The Single Word That Will Retain 100% Of The New Potential Clients You Want on this episode of the "Entrepreneurial Attorney Nation" podcast!

Whether you practice in a small town, with one stoplight, or a big city with millions of people, this single strategy will change your practice, forever.

NOTICE: My initial consultation strategy works, even if you believe you’re the best in the consult room, I’ll make you better. 

During this episode, you’ll discover:

·      The single word that will change the way you manage your initial consultations, forever.

·      A tactical strategy that you can implement today retain 100% of the new potential clients you want.

·      A paint-by-the-numbers system that retains new clients, instantly.

So sit back, relax and get your notepads ready!

If you’re frustrated with your staff, please accept my condolences. I can relate. I have the tee shirt. But, there’s good news . . . we're going to discuss ways of fixing this problem for you on this episode of "Entrepreneurial Attorney Nation."

I'll be sharing an attorney-only training where I will reveal my three-step system to attracting, hiring and training thoroughbred staff members!

When I built the law firm in Phoenix from $0 to $3.5 million in gross sales in under three years, we also added eighteen team members in that same time period.   The only way for me to do that successfully was to have a system that works. 

So, join me for this attorney-only training and I’ll reveal the system I used then and I still use today. Sit back, relax and get your notepads ready! We're about to build a better law firm, one thoroughbred at a time . . .

If you want to compete in today's legal marketing environment, this is a strategy you must know.

In today's episode of "Entrepreneurial Attorney Nation," I will reveal the single key strategy, I used when I built the law firm in Phoenix from scratch to $3.5 million in just over two years. When I first implemented this strategy, we tripled our leads the very next day!

So, are you ready to learn a Lead Generation System that will triple the leads you generate from advertising you currently invest in? Sit back, relax and get your notepads ready!

Imagine retaining more clients without investing in more advertising or worrying about getting to number one on Google.

If you’re like me, when I was building a law firm, I got really sick and tired of the internet marketing salespeople (often they seemed more like conmen) promising their magic beans would create more clients knocking down my door, only to find out, after investing a bunch of money and time that their beans didn’t grow into a beanstalk that reached a fortune, no, the new clients they promised never panned out.

This is why I want the listeners of "Entrepreneurial Attorney Nation" to have a better option. I want you to Discover My Lead Conversion System That Will Have New Potential Clients Begging to Retain Your Firm! Hint: This isn’t like anything you’ve heard before.

In this episode, you'll learn:

• How to change the paradigm: Rather than asking you: “Why should I retain your firm?”–They will say: “Will you take my case?”
• The blueprint for converting new clients at will, with results so amazing, your peers will assume you’re paying your clients to hire your firm.
• THE superpower that trumps all other superpowers which will allow you to tell the conmen touting new leads by getting you to the top of Google to go pound sand.

Don’t Say I Didn’t Warn You: This System works so well, you’ll have so many new client files, your staff will threaten to quit unless you get them some help! So sit back, relax and get your notepads ready.

The best prospects are referrals! I’ll bet we can both agree with that statement, right?

So, why is it that many attorneys I meet don’t have a standard system for building a Referral Development Program? The fact is, referred prospects are 2 –3 times more likely to set an appointment, show to the appointment they set, retain your firm during the initial consultation, pay their invoice in full and refer additional family and friends.

But for many law firms, building referrals is often boiled down to a function of “doing good legal work.” Many attorneys believe “If I build it, they will come." That’s great in the movies, but not very good for the real, practical, building of a law firm that ultimately sets the owner on a path towards Freedom!

There’s a better way, and I’ll prove it . . . but only to listeners of "Entrepreneurial Attorney Nation!"

In today's episode, we're going to teach you to create 12 New Referral Sources In 90 Days or Less Guaranteed! Without BNI, Chamber or Rotary Meetings. My System Is So powerful it works for brand new law firms of any size or location.

Here's what we'll discuss in the episode:

• THE truth about building a Referral Development System generates new referral sources like clockwork
• Step by step guide: 10 Steps to 12 New Referral Sources in 90 Days
• A single secret so powerful new Referral Sources will be begging you to tell them more about you and your firm

WARNING: After you implement my simple 10 step system, you’ll likely have more new Referral Partners than you can manage! So sit back, relax and get your notepads ready!

I’ve invested over 10,000 hours, walking barefoot over the hot coals of entrepreneurship, honing my skills and identifying THE step-by-step formulas to convert a struggling law firm into one that has their best year ever and the owner finally becomes free.

My clients call these formulas their secret weapons, I call them systems, and now I’m going to reveal my most treasured system to you the listeners of "Entrepreneurial Attorney Nation..."

So, what are you going to learn on this episode? A Straightforward Five-Step Process That Delivers A New Client The Very First Week, And You Can Do This Without Wasting Any More Money On Marketing, Even If Everything You’ve Attempted In The Past Has Failed!

You have my word, I’ll show you step by step, THE system all successful law firms know about.

Here's what we'll dive into on the show:

• How to turn your law firm into a Cash Machine!
• The superpower to leapfrog your competition, not in a year, not in a month, but this very week!
• How to create the single most important system to the future of your law firm and your personal and financial freedom!

Don’t say I didn’t warn you: My five-step system is so powerful, if you’re not careful, you’ll become inundated with new clients too fast. The time is now. So sit back, relax and get your notepads ready!

I built a local Phoenix law firm from $0 (Zero dollars) in gross sales with two guys in an executive suite office, literally sharing a desk, to generating $3.5 million (Three and a half million dollars) in annual gross sales and I did it in under two and a half years. And from then until now, I’ve worked with thousands of attorneys, just like you to perfect the systems required to create a practice that generates enough revenue and free time to support their lifestyle and not undermine it.

But it wasn’t always that way . . . just like you, there was a time when I too struggled to get home in time for dinner, not work seven days a week just to stay afloat and take a vacation without my cell phone and laptop attached to my hip.

I struggled to make the income I deserved. I knew I had the brains and the work ethic but the money just didn’t seem to show up. After more than 10,000 (Ten thousand) hours of walking the entrepreneurial tightrope without a net, I discovered a formula to generate new clients at will and it works, EVERY TIME!

So, in today's "Entrepreneurial Attorney Nation" episode, you'll discover the SIMPLE, Proven 6-Step process for retaining FOUR additional clients in just 4 weeks or less...without EVER spending a dime in advertising or marketing!

Here's what we're going to cover:

• THE magic bullet, ALL successful law firms know about AND those firms that struggle fail to grasp or were never told about.
• How to uncover the truth regarding the performance of your marketing and advertising. I’ll bulletproof you against the lies those who sell you marketing and advertising services tell every day.
• The greatest law firm cash generation secret ever revealed. Used by hundreds of attorneys to generate success and acquire their freedom.
• And much more that you’ll only discover when you tune in!

This system is so powerful; your firm’s number one problem will be managing all the client matter. So sit back, relax and get your notepads ready!

In this episode of "Entrepreneurial Attorney Nation," you'll learn how to use my simple eleven-step system to generate more new clients without spending a single nickel in advertising dollars.

I'll explain how this system works, and can benefit you, even if your firm is already doing so well you don't believe you need more initial consultations.

The main things you'll discover on this episode are:

• Eliminate the one deadly mistake all law firms make–hint: it’s not what you think it is.
• My proprietary eleven-step system to increase your new appointments by 83%, today!
• How to set an appointment that will arrive to your door, ready to retain your firm.

So sit back, relax and get your notepads ready!

This episode of "Entrepreneurial Attorney Nation" focuses on The Secrets You Must Know To Avoid The Cash Crunch and Put Money In The Bank Now!

It seems as if there are a whole lot of attorneys who are ready to knock it out of the park this quarter, avoid cash crunch problems and put money in the bank, now!

That being said, I’m excited to share these, easy-to-implement, results-driven strategies on how to kill it this quarter. Here's what we're going to cover on this episode:

• Seven proven techniques for putting more cash in the bank, today, than you ever thought possible
• How to do this one thing your competition isn't and be a hero to your clients!
• Discover a step-by-step guide to avoid the dreaded cash flow crunch.

So sit back, relax and get your notepads ready!