Phoenix Legal Networking Group: Learn How to Double Your Referrals in 6 Months or Less at our September 16 Meeting
At our September 16 Phoenix Legal Networking Group meeting, I will be talking about How to Double Your Referrals in 6 Months or Less. .jpg)
In addition to some great information, there will be some great food, good fun, and a chance for you to reconnect with other attorneys who could turn out to be great additions to your referral network in the Phoenix area. After only four gatherings, many of our attendees are already reporting jumps in their referral activity from those they’re met here.
So who should attend?
- Partners at small law firms who want to reconnect with colleagues and discover new and innovative ways to increase their referrals and revenues and are open to new ideas.
- Solo practitioners who want to find new clients fast on a shoestring budget and want to build relationships with other Phoenix area attorneys.
- Of Counsel Attorneys who need to learn how to bring in more business to the firm.
- Associates who are looking to grow their book of business or who want to get on the partner track.
- Law Firm Staff—including Business/Office Managers, Paralegals, and other Office Staff who are looking for more referral sources and want to help grow their law firm with more connections.
Join us on September 16 and discover:
- The proven 8-step system used by hundreds of top attorneys to generate more and better referrals fast
- How to identify who the best referral sources are for you (and they usually aren't other attorneys)
- The #1 reason why you're not getting more referrals
- The best ways to meet potential referral sources
- 5 effective ways to follow up with referral sources
The event will be held from 5-7 p.m. on Thursday, September 16 at Monti’s, 100 S. Mill Ave. in Tempe.
Cost is $20 per person if you register by September 14, $30 if you register by September 15 and $35 on the day of the event. This covers drinks, hors d’oeurves, the networking event and the workshop.
To register for our September 16 networking and legal marketing event, co-hosted by FindLaw, Attorney at Law Magazine and The Rainmaker Institute, visit http://www.therainmakerretreat.com/network/ or call 888-816-8935.
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Stop Wasting Precious Time and Money
Feel like you don’t have time for marketing? Let us show you how to make a plan that runs on “autopilot” – one that attracts new and lucrative clients while you focus on your practice.
Learn how easy it can be to create an effective law firm marketing plan that performs by getting our Free Guide: 5 Easy Steps to Create Your Law Firm Marketing Plan.
After working with many ultra-successful lawyers we found five common threads in their marketing plans. This guide outlines these shared elements to provide insight into strategies that work and how to make them work for you.
There are two versions: one for Attorneys in Solo Practice and one for Attorneys in a Small Firm. You can download them now free! Go here to download, and start using these proven strategies today!
Live Webinar on How to Use Social Media to Market and Grow Your Law Firm
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Social media...is it a fad or a fundamental shift in the way we communicate and market? Every time you turn on the television, advertisers are encouraging you to “become a fan on Facebook” or “follow us on Twitter”—what does that mean and why should you do it?
We have all heard the staggering social media statistics:
- Facebook now has over 500 Million registered users!
- LinkedIn adds another 1 Million users every 12 days!
- Over 75 Million people have set up a Twitter account!
- YouTube has surpassed over 104 Million unique visitors per month!
As a law firm, should you “jump on the bandwagon” and get in before your competitors do or should you “wait and see” if social media really takes hold? If you wait, what will you miss and how will you know when to jump in? What are the risks you need to be aware of? What about the ethical rules and regulations? How do you get started? How much time, energy and money should you devote to social media? How do you measure a return on investment? What expectations should you have?
Attorneys have lots of questions about social media and in this 2-part webinar series I will give you all the answers. Get what you need to know while avoiding common pitfalls and time wasters. By the end of this series you will know if social media is right for your law firm and if so, precisely how to use it to market your law firm, build your online platform, connect with prospects, clients and potential referral sources.
2-Part Live Webinar
Part 1: Wednesday, September 15th at 3:00 pm ET
(2:00pm CT, 1:00pm MT, 12:00pm PT)
Duration: 60 minutesPart 2: Tuesday, September 21st at 3:00 pm ET
(2:00pm CT, 1:00pm MT, 12:00pm PT)
Duration: 60 minutes
Wednesday, September 15th
In Part 1 of this fast-paced 60-minute law firm marketing webinar you will learn:
- The 7 Fundamentals of Social Media you must understand to market your law firm
- What kinds of practice areas benefit most from social media? Litigation or Transactional? Business to Business or Business to Consumer?
- Research on the Benefits of Using Social Media
- Understanding the “Dark Side” and Risks of Using Social Media
- Actual case studies and real world examples of how law firms are using social media outlets
- The 6 Major Social Media Tools Lawyers Can Use
- An in-depth Analysis of LinkedIn for Lawyers
- Insightful Demographics of LinkedIn Users
- 8 Steps to Get Started Fast on LinkedIn
- Why Facebook is Becoming the New Google and Why They Turned Down a $1 Billion Buy-out Offer from Google
- How to Fix Your Facebook Profile
- Unbelievable ways to target your exact perfect client on Facebook (you won't believe it even when I show you)
- Case Studies of Lawyers Using Facebook Fan Pages to Promote Their Law Firm
- Benefits of Facebook Fan Pages
- Why Facebook is causing a “New Gold Rush”
- Measuring the Return on Investment of Social Media
Tuesday, September 21st
In Part 2 of this information-packed 60-minute law firm marketing webinar you will discover:
- The Rainmaker Social Media Blueprint: A How To Guide for Marketing Your Law Firm on Social Media
- Review of 6 Major Social Media Tools
- Is Twitter a waste of time and do people really search for attorneys on Twitter?
- Twitter Terminology for New Users
- The Do’s and Don’ts of Using Video on Your Law Firm’s Website
- Creative Ways to Use YouTube to Promote Your Practice
- Why 68,000 Attorneys are already on YouTube
- The Importance of a Comprehensive Profile on Avvo
- Should You Consider Advertising on Avvo?
- One of the “Secret Weapons” to Rapidly Build Your Online Presence
- Using Online Article Marketing to Dominate Your Competition
- A long-term strategy to position yourself as an expert on the Internet
- Case Studies of Attorneys Using Social Media
- What works and what doesn't on each social media network
- Why legal blogs can give your firm a huge advantage over the competition
- Using your blog to generate quality leads for your law firm
- The 3 biggest mistakes attorneys make when blogging
- How to get started in 30 days with a new blog
- Why the research says having a blog is a “must have” for any law firm
- Why the frequency of your blog posts determines your lead generation
- How to Keep Social Media in Perspective
Online Registration
I really encourage you to register for both sessions, but if you can attend only one, rest assured that each one-hour session is a great standalone presentation on social media strategies for law firms. Here’s the online registration information:
Register online here for Both Sessions on Wed., Sept. 15 and Tues., Sept. 21, 2010.
Register online here for Part One on Wednesday, Sept. 15, 2010.
Register online here for Part Two on Tuesday, Sept. 21, 2010.
Law Firm Marketing: Are You Hitting Your Ideal Target Market?
This venn diagram at Matt Homann’s the [non]billable hour blog got me thinking again about perception and reality when it comes to law firm marketing:
If you ask most attorneys whom they are marketing to with their websites, they’ll tell you potential clients. That’s their perception. But the sad reality is, most attorneys are marketing to other attorneys and, yes, themselves.
How profitable is that?
Maybe it’s time to take a good long look at that Ideal Target Market and be sure your website – and all your marketing efforts – are speaking directly to them.
Your Ideal Target Market (ITM) is the person or company who is most likely to retain you initially, repeatedly, and at the highest profit margin. There are 3 key parts here:
Initially—your ITM will retain your services faster than others and present fewer obstacles for you to overcome.
Repeatedly—the most expensive thing a law firm can have is a 1-time client. On average, it will cost your firm 10 times as much to obtain a new client as it does to service an existing one.
At the highest profit margin—your ITM is not the price-conscious consumer. Research tells us that 15% of any market, regardless of what product or service you are selling, will always and only buy on price. Your responsibility as a law firm marketing professional is to quickly identify those “15 percenters” and move them out of your pipeline so you can focus on selling to the other 85%.
Identifying and targeting the right market is absolutely critical to the success of your law firm marketing plan. If you don’t target the right market, nothing else you do will matter. To be successful as a legal marketer and attorney, you have to start with a clear picture of your ITM.
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BALIF Rainmaker Institute Event on October 14 in San Francisco
Founded in 1980, Bay Area Lawyers for Individual Freedom (BALIF) is the nation’s oldest and largest bar association of lesbians, gay men, bisexuals, and transgendered persons in the field of law.
On Thursday, Oct. 14, BALIF will present a 1-day workshop designed for busy Attorneys, Partners, Associates, and their Staff who want to discover how to apply proven marketing strategies and top tips used by some of today’s biggest Rainmakers to create a 7-figure lifestyle law firm.
Rainmaker Institute CEO Stephen Fairley will be speaking on Proven Strategies for Today’s Rainmaker: Increasing Revenues and Referrals Using Networking, Internet Marketing and Social Media In the New Age. This one-day seminar includes 1 hour of MCLE Ethics Credit for California attorneys.
For more information and to register online, click here.
Law Firm Marketing: Legal Ethics Expert Weighs in On Social Media Regulations
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Over the past couple of months I have blogged here and here about the Florida Bar’s proposed new legal ethics in advertising rules. Not that I’m obsessed, but I just had to share another viewpoint (one that I heartily agree with) from an interview at gjel.com with legal ethics expert Diane Karpman.
Here’s an excerpt (the boldfaced parts are mine):
GJEL: Will the expanding use of social media by the general population have a permanent effect on attorney ethics guidelines?
DK: I’m not sure. There is a historic reaction against technological changes that the bar always takes. They always try to take the old rule and stretch it and see how it will encompass the new technological developments. The biggest problem with social media and lawyer guidelines is that at least in California, anytime a lawyer puts their name on anything, it’s deemed to fall under regulations governing advertising. Every state has very Byzantine regulations regarding lawyer advertising. The overarching theme is that everything lawyers say in advertisements must be true, accurate and not confusing. But these rules fail to take into consideration things like Twitter. If you only have 140 characters you just can’t comply with all the requirements.
People think that what’s online is friendly, but that’s not true when you are a professional. The main problem is that what’s posted on the Internet is there forever. It has a permanent effect on attorney ethics guidelines.
Five states are obsessed with enacting stricter attorney advertising laws. Some of the most restrictive are Florida, Texas and Louisiana. Some states even have a requirement that before a lawyer does anything, it must be approved by the state bar.
GJEL: Are there free speech issues associated with social media regulation?
DK: Putting regulations on social media is a violation of freedom of speech. If you have to get pre-approval from the bar, how can you be blogging or tweeting? The social media platforms are stretching the ethical ideas way beyond what has been thought about before.
GJEL: I understand that a number of states have enacted additional guidelines for social media use. Do you think each state should enact specific regulations around use of social media?
DK: Ethics rules are about 50 years behind the reality. When emails started the question was on whether to encrypt messages or not. They realized that email is just like a phone call and it cannot be tapped without the same ethics guidelines. As soon as a rule is enacted it’s almost obsolete. You have to take into consideration the overarching principles that guide the profession. Special rules just look silly. The type of regulation in Florida is just overkill. I almost think it’s unconstitutional just because it’s a prior restraint to freedom of speech.
Amen. And hallelujah.
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Exclusive Rainmaker Retreat Preview Call – Learn Before You Go!
If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 7,000 attorneys find more and better clients, then register now for our one-hour complimentary teleseminar.
Hosted by Rainmaker Institute CEO Stephen Fairley, this teleseminar will give you a preview of the valuable material that is taught at our 2-day Rainmaker Retreat as well as teach you:
- How to Avoid the Most Deadly Marketing Mistakes Attorneys make
- 3 powerful strategies you must put into action in your practice immediately
- How to set yourself apart from your major competitors
- Secrets top attorneys are using to generate more referrals right now…
- How attorneys are winning even in this economy by implementing this proven 8-step system
Sign up now for one of these upcoming one-hour teleseminars:
Tuesday, August 31, 2010
1-2pm Pacific | 2-3pm Mountain | 3-4pm Central | 4-5pm Eastern
Wednesday, September 8, 2010
11am-12pm Pacific | 12-1pm Mountain | 1-2pm Central | 2-3pm Eastern
Join us and learn why the Rainmaker Retreat is the one law firm marketing boot camp you cannot afford to miss!
Law Firm Marketing: Using Video to Move the Masses
Remember when you were in school and how happy it made you to show up for a class and find out the teacher was going to show a movie? I hope you recapture that feeling today, thanks to this little gem created by the Consumer Attorneys of California (kudos to the Gillin Jacobson Ellis & Larsen blog where I first saw it):
Law Firm Marketing: Announcing Fall 2010 Rainmaker Retreat Dates
Fall is almost here and so is the next group of Rainmaker Retreats! These information-packed law firm marketing seminars are designed to give small firm and solo attorneys the guidance you need to go back and develop legal marketing strategies that will allow you to build the type of practice you have always wanted. The information presented ranges from legal marketing systems and techniques to Internet marketing for attorneys.
The Rainmaker Retreat schedule includes the following dates and locations:
- October 8-9, 2010 New Brunswick, NJ
- October 22-23, 2010 Scottsdale, AZ
- November 5-6, 2010 San Francisco, CA
The Rainmaker Retreat is different from other marketing seminars in several ways:
First, it is specifically designed for Attorneys at small law firms and solo practitioners. While attorneys at larger firms can benefit from the information presented, it is presented with the Small law firm and solo attorney in mind.
Second, it is a working retreat. You will be creating many of your plans during the retreat.
Third, it is NOT an introductory course. We work very hard to make the material easy to understand and simple to apply, but please understand this is an advanced, in-depth, hard-hitting course.
Fourth, it is designed to maximize the your Return on Investment. Everything about this workshop is focused on one goal—helping you achieve the best results by finding more and better clients in the least amount of time using the least amount of money possible.
Fifth, it offers a 100% Satisfaction Guarantee. We are so confident you will benefit from the Rainmaker Retreat that we offer a 100% satisfaction guarantee. If you are not completely satisfied at the end of the first day, just let us know, turn your materials in and we will refund your money.
If you are looking to revolutionize your law firm marketing, register now for one of the Rainmaker Retreats.
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Complimentary Rainmaker Retreat Preview DVD is Available
We would like to send you a DVD of your colleagues (and even your competitors) describing their experiences at the 2 day Rainmaker Retreat. Yes, we know you are skeptical (we wouldn't have it any other way). So instead of us telling you how these 2 days will transform your business, we will let our clients do the telling. Like this:
Click here to order your complimentary DVD right now.
How To Measure Your Law Firm's Success With Social Media: What Are You Measuring?
Last Friday, I blogged about a social media marketing study just out from KingFish Media, HubSpot and Junta42 that showed 75% of B2B and B2C marketers surveyed have a social media marketing program in place.
I want to revisit that survey again to discuss how marketers measure social media ROI using both quantitative and qualitative metrics. Both measurements are important because social media is really about two things: engagement and influence.
Quantitative measurements are those counted in quantity – it’s the “show me the numbers” part of research that can determine how your social media program is performing on the engagement level. There are a number of different quantitative measurements for social media, as shown here:
Qualitative measurements are those relating to or concerning quality and measures how your social media program is performing on the influence level. Here are some of the ways leading marketers are using qualitative measurements for social media:
For both quantitative and qualitative social media measurement, check out this Wiki of social media monitoring tools: http://wiki.kenburbary.com/.
As you develop your social media marketing plan, take the time to determine what you want to know. Your plan should be able to identify all of your target audiences, the key influencers to those audiences, and your effectiveness in reaching them. You should be able to track the conversion rate of prospects to clients, the response percentage to your marketing messages, and who is responding to your messaging.
However you choose to measure social media, it is imperative that you have a success metric in mind before you begin. Without some sort of benchmark, determining your ROI is impossible.
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Stop Wasting Precious Time and Money
Feel like you don’t have time for marketing? Let us show you how to make a plan that runs on “autopilot” – one that attracts new and lucrative clients while you focus on your practice.
Learn how easy it can be to create an effective law firm marketing plan that performs by getting our Free Guide: 5 Easy Steps to Create Your Law Firm Marketing Plan.
After working with many ultra-successful lawyers we found five common threads in their marketing plans. This guide outlines these shared elements to provide insight into strategies that work and how to make them work for you.
There are two versions: one for Attorneys in Solo Practice and one for Attorneys in a Small Firm. You can download them now free! Go here to download, and start using these proven strategies today!
Law Firm Marketing Seminar: Becoming a Rainmaker Series Returns to New Jersey
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The information-packed Becoming a Rainmaker presentation is coming to New Jersey, October 5, 6 & 7, 2010 in a series of presentations sponsored by the New Jersey State Bar Association, the Bergen County Bar Association, Burlington County Bar Association, and the Morris County Bar Association.
These 2-hour seminars show small and solo practice attorneys how they can take charge of their practice and begin to build the business they have always wanted. The Becoming a Rainmaker seminar has been sponsored by 22 of the largest state and local bar associations in the country, and teaches the proven Rainmaker Marketing System, which has helped more than 7,000 attorneys find more and better clients and establish a law firm marketing system for generating more referrals.
The Becoming a Rainmaker seminar teaches simple techniques attorneys can take back to their offices and implement immediately. Some of the tools and techniques that will be covered during these three informative two-hour sessions include:
- The 7 Ways to Find More Clients and How to Pick the Best Ones for Your Firm
- How to Build a Network of over 30 new Referral Sources in the next 6 months
- Change Your Website from just an Online Brochure to a Money-making Machine
- Passive Versus Active Marketing and why you need both
- Creating Client-generating Surveys: When to Use them and How to Leverage them
- Automating Your Marketing System
- How to Ethically Position Yourself as a Specialist in Your Area
- How to Promote Your Firm to 150,000 people for $140
- Avoid the Most Deadly Marketing Mistakes Attorneys make
- Why Advertising Doesn't Work and what to do instead
- Where to Find and How to Create Positive Media Coverage for your firm and your clients
- The #1 Reason why Attorneys Don’t Receive More Referrals and how to overcome it
- Using Visibility Events to Attract Highly Qualified Prospects to Your Firm
The Becoming a Rainmaker seminars are scheduled as follows:
Tuesday, October 5, 2010, 4:30 p.m.-6:30 p.m.
Burlington County Bar Association
Burlington County Court House, 49 Rancocas Rd., Mount Holly, NJ
Click here to register.Wednesday, October 6, 2010, 4 p.m.-6 p.m.
Morris County Bar Association
Old Court House, Washington and Court Streets, Morristown, NJ
Click here to register.Thursday, October 7, 2010, 4 p.m.-6 p.m.
Bergen County Bar Association
George W. Newman Law Building, 15 Bergen St., Hackensack, NJ
Click here to register.
Admission to each presentation is $77 for Bar Association members and $97 for nonmembers.
For more information, call 888-816-8935 or email info@therainmakerinstitute.com.
Phoenix Legal Marketing Group: One Hot August Meeting!
At our Phoenix Legal Marketing Group meeting last week, we had over 40 attendees! A great turnout for August. Referrals are starting to become a staple for the attorneys who attend. Several members reported receiving referrals from other attendees.
My presentation was on Finding Your Perfect Client: How To Find More Clients Who Need, Want And Can Afford Your Services. The handout each attendee received featured some great information, including the 4 factors in determining your ideal target market:
Want to connect with other attorneys at small firms? Want to tap into local resources? Looking for ideas to jumpstart your marketing efforts? Then join us each month for the Phoenix Legal Networking Group!
Our next meeting will be on Thursday, Sept. 16, when I will make a presentation on how you can Double Your Referrals in 6 Months or Less. Come and discover:
- The proven 8-step system used by hundreds of top attorneys to generate more and better referrals fast
- How to identify who the best referral sources are for you (and they usually aren't other attorneys)
- The #1 reason why you're not getting more referrals
- The best ways to meet potential referral sources
- 5 effective ways to follow up with referral sources
The event will be held from 5-7 p.m. on Thursday, September 16 at Monti’s, 100 S. Mill Ave. in Tempe. Cost is only $20 per person.
To register for this September 16 networking and legal marketing event, co-hosted by FindLaw, Attorney at Law Magazine and The Rainmaker Institute, click here.
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Exclusive Rainmaker Retreat Preview Call – Learn Before You Go!
If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 7,000 attorneys find more and better clients, then register now for our one-hour complimentary teleseminar.
Hosted by Rainmaker Institute CEO Stephen Fairley, this teleseminar will give you a preview of the valuable material that is taught at our 2-day Rainmaker Retreat as well as teach you:
- How to Avoid the Most Deadly Marketing Mistakes Attorneys make
- 3 powerful strategies you must put into action in your practice immediately
- How to set yourself apart from your major competitors
- Secrets top attorneys are using to generate more referrals right now…
- How attorneys are winning even in this economy by implementing this proven 8-step system
Sign up now for one of these upcoming one-hour teleseminars:
Wednesday, August 25, 2010
11am-12pm Pacific | 12-1pm Mountain | 1-2pm Central | 2-3pm EasternTuesday, August 31, 2010
1-2pm Pacific | 2-3pm Mountain | 3-4pm Central | 4-5pm Eastern
Wednesday, September 8, 2010
11am-12pm Pacific | 12-1pm Mountain | 1-2pm Central | 2-3pm Eastern
Join us and learn why the Rainmaker Retreat is the one law firm marketing boot camp you cannot afford to miss!
Social Media Marketing for Law Firms: LinkedIn #1 for B2B & B2C Marketers
LinkedIn, Twitter and Facebook dominate the social media marketing landscape for both B2B and B2C marketers, according to a new study just out from KingFish Media, HubSpot and Junta42:
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The online survey of corporate managers and marketing/sales managers conducted two months ago found that nearly 75 percent of all companies surveyed have a social media marketing strategy in place, and will be increasing their spend on social media over the next year.
The most prevalent ways these companies are using social media include:
- Generating leads
- Enhancing customer relationships
- Increasing sales
- Increasing customer retention
- Brand promotion
- Customer feedback
- New product introduction
- Entering new markets
To get a pdf of the full report, go here.
And if you need help getting your social media marketing program off the ground, go here.
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Becoming a Rainmaker: Business Building Strategies for Lawyers
Based on Stephen’s highly successful seminar series by the same name, this 3-audio CD program covers dozens of practical recommendations and step-by-step sales and marketing techniques for solo practitioners and small law firms.
More than 7,000 attorneys from law firms all over the country have experienced powerful results from attending the Becoming A Rainmaker seminar. It has been sponsored by more than 22 of the largest state and local bar associations.
In this information-packed audio program, you will discover:
- How to generate more leads by using education-based marketing
- The relationship between credibility, visibility, tangibility, and consistency
- How to position your small firm as an industry leader
- The importance of being perceived as a specialist
- Why most advertising is a waste of your money
- What to expect from a Yellow Pages ad
- The 3 marketing strategies that will produce 80% of your results
- How to influence the Know, Like and Trust factors
- Common marketing mistakes lawyers make and how to avoid them
- How to answer the question, "Why should I buy from you?"
- Specific ways you can set yourself apart from low-cost lawyers
- What to do with the 15% of the population that always buys on price
- Ways to attract your Ideal Target Market
- The 6 stage sales process you must follow for maximum success
To order yours now, click here.
