The Rainmaker Blog

The Rainmaker Blog

Law firm marketing and business development strategies

(888) 588-5891

Tomorrow!! Legal Marketing Webinar Featuring Marketing Legend Jay Abraham!

Posted in Legal Marketing

If you had the opportunity to learn legal marketing strategies from a world renowned expert on the subject, you’d grab it, right?  Especially if it was free?  And all you had to do was sit in front of your computer in the comfort of your office or home?

Time is running out to register for the free 90-minute legal marketing webinar tomorrow — March 29, 2017, at 10 a.m. PT/1 p.m. ET — featuring marketing legend Jay Abraham.

It was over a decade ago that I read Jay’s book Getting Everything You Can Out of All You’ve Got and I remember thinking, this guy is a marketing genius!

I’ve read hundreds of books on business growth and marketing since then, but few have had as significant and sustainable impact on the way I think about marketing as Jay’s book.  And I’m not alone:

Tomorrow!! Legal Marketing Webinar Featuring Marketing Legend Jay Abraham!“Jay is a genius. He’s a very, very special man. He’s the one who taught me to fall in love with my customers — not my products and services.” — Tony Robbins

“Jay Abraham is one of the greatest business and marketing minds I’ve ever known.” — Stephen R. Covey

“My mentor…a legendary marketer! Life is a series of mentors and Jay Abraham is the best at it.” — Daymond John of Shark Tank

“Jay teaches you more workable, tangible, profitable techniques and strategies than you can probably apply in three lifetimes. But what he teaches you about mindset is his true gift of wealth.” — Michael Basch, FedEx founder

I’m so excited to be able offer a free 90-minute legal marketing webinar on March 29, 2017, at 10 a.m. PT/1 p.m. ET featuring Jay Abraham, who will provide training specifically geared towards law firms with information on:

  • Top 5 ways to grow your law firm 30%, 50%, even 100% or more this year!
  • Different ways to outsmart your competition without spending more money.
  • How to build your relational capital and unleash the power of your network.
  • Best practices in business growth Jay has uncovered from consulting over 400 different industries.
  • The 10:10:10 Plan to increase your revenues by 33%.

Register online now for this free 90-minute training webinar with Jay Abraham on the Top 5 Ways to Grow Your Law Firm 30% to 50% Every Year.

Everyone who registers for this online training event will receive an extra 8+ hours of video and audio training from Jay on how to become the preeminent expert in your area!

How to Find Solutions to the Most Challenging Problems in Your Law Practice

Posted in Rainmaker Mastermind Group

How to Find Solutions to the Most Challenging Problems in Your Law PracticeImagine what it would be like to have skilled and focused law firm partners helping you find solutions to the most challenging questions and issues in your practice. You would get many lives of experience, resources, education and insight from which to draw. There are few things as powerful.

This is what membership in the Rainmaker Mastermind Group provides.

In the Rainmaker Mastermind Group, success is not merely hoped for, it is assured. Our mastermind group allows you to use the full strength, training, experience and knowledge of other elite members as if they were your own. Each of the minds involved are expanded and reinforced by exposure to other minds.

While all members are unique in many ways, everyone encounters many of the same struggles, and it is only in being aware of these truths and opening ourselves up to assistance that we overcome challenges and reach our goals sooner and easier.

If you are truly dedicated to scaling your law firm to the next level, then you must surround yourself with people who are further ahead in the growth cycle than you are. Joining the Rainmaker Mastermind Group is one of the best ways to do that.

Here are 5 key benefits to being a member of the Rainmaker Mastermind Group:

  1. Specialized Knowledge:No one person knows it all, which is one of the most common reasons people fall short of their goal or choose not to take chances. People believe they don’t have the knowledge or required education to get where they want to be. The fact is, no successful individual has become successful because he knew everything. The most successful people are not the ones who know how to do everything, but the ones who know how to get people to assist them with what they don’t know. While it is your duty to be experts in your particular area of law, it is not possible for you to know everything there is to know about all aspects of the law or building a law practice. For instance, you may know little about law firm marketing, law firm websites, Law firm marketing plans and the like. But by being part of a mastermind group, you can leverage the knowledge and strengths of everyone around you to move forward more quickly toward your goals.
  2. Definiteness of Purpose:Definiteness of purpose is a key to your success. If you do not know with absolute certainty what you want, you are not likely to reach the level of success that is possible. Mastermind groups offer knowledge, information, and direction. Members will help you stay on track, call you out when you are not doing what you say you are going to do, and generally serve as the more rational voice inside you to keep your eye on the prize. However, you have to be clear on your own purpose if you expect to get the most out of the experience. The clearer you are about your purpose, the more success you will find.
  3. Infinite Experience:An individual who is trying to develop a strategy to grow his or her law practice for the first time has a higher probability of failure because he or she has finite experience. You have only what you currently know to guide you. However, the mastermind group has infinite experience. It has years of combined experience, knowledge and insight from which you can draw to accelerate your learning curve.
  4. Group Energy:Many attorneys at small and solo law firms struggle without consistent interaction with their peers on a daily basis. They may work with clients and attend events a few times a month, but working in isolation can limit your growth. Having a mastermind group keeps you connected, helps you to see that your struggles are not unique, and that you can have outrageous success even if you stumble once in a while.
  5. Higher Levels of Accountability:When you have a group of likeminded people committed to you and your goals, it is much more difficult to let things go than when you are working alone. Having others who are expecting you to achieve the goals you have set for yourself can often add that little extra bit of motivation you need to follow through. In addition, when you know that others feel accountable to you, there is a sense of responsibility you have to do what you say you are going to do. Accountability works both ways and it is one of the primary reasons why mastermind groups are so effective.

If this sounds like something you could benefit from, I invite you to click here to learn more about the Rainmaker Mastermind Group and see if you qualify.

abraham webinar

New! Get Instant Access to My Free 60-Minute Legal Marketing Webinar

Posted in Legal Marketing, Legal Marketing Strategies

New! Get Instant Access to My Free 60-Minute Legal Marketing WebinarIf you’re an attorney reading this blog, it’s a safe bet that you are looking for ways to either start a legal marketing program or improve on what you’re already doing. At least that’s what I hope, since that’s why I spend time doing this!

And I know your time is at a premium. Which is why I’ve made my popular webinar on Legal Marketing — which used to be provided only at scheduled times — available online now anytime you want to access it. It’s free, it’s an hour of great insights and it’s on demand.

In my legal marketing webinar, you will discover:

  • 3 Critical Areas You Must Focus On To Make This Your Best Year Ever!
  • Why Your Law Firm Is Not Getting More Referrals And How To Change It Fast
  • How To Find More Clients You Love To Work With And Who Consistently Pay You On Time
  • How To Select The Right Marketing Tools That Will Work For Your Practice And Personality
  • The Most Cost Effective Online And Offline Marketing Strategies For Your Practice Area
  • The 5 Critical Components Of A Marketing Action Plan (MAP)

You will also get a sneak preview of the 65 different marketing strategies taught at our newly revamped 2-day legal marketing seminar, the Rainmaker Retreat.

If what I have to share with you during this webinar sparks a desire in you to really pursue law firm marketing like your business depends on it — which, by the way, it does — then you really do need to consider attending a Rainmaker Retreat.

We have designed this 2-day intensive workshop to be content rich, loaded with practical information.

We are so confident you will love the Rainmaker Retreat that we offer a 100% unconditional money-back guarantee! At the end of the first Rainmaker Retreat day, if you don’t believe you have already received your money’s worth, simply tell one of the staff, return your 70-page workbook and the CD set you received, and we will issue you a 100% refund.

Here are the upcoming sessions we have scheduled:

  • April 7-8, 2017 — Los Angeles, CA/JW Marriott Los Angeles L.A. LIVE
  • May 12-13, 2017 — Atlanta, GA/Omni Atlanta Hotel at CNN Center
  • June 9-10, 2017 — Chicago, IL/Hyatt Regency Schaumburg Chicago
  • August 18-19, 2017 — Las Vegas, NV/Four Seasons Hotel Las Vegas

Book early and save 30% off the registration fee — only $697 for two days that will transform your law firm! Visit rainmakerretreat.com for more info.

How to Find the Right Social Media Network to Reach Your Potential Clients

Posted in Social Media Marketing for Law Firms

There is no one who should know your potential clients better than you do.  Not only is this critical for your business, it is also vital for your law firm marketing.  You simply must be able to reach the right people in the right places at the right time or your marketing — no matter how skillfully executed — will not work!

With the proliferation of social media networks over the past few years, it can be difficult to determine where you should be focusing your efforts.  Obviously, you need to fish where the fish are — market on the social media networks where your clients can be found.

And this is where the latest research from Google and Nielsen comes in handy, helping you identify the right fishing spot for your law firm!

The infographic below from Tracx takes the latest info on key social media demographics and lays it out for you so you can easily see where your ideal client is most likely to be found online.

While it may boost your ego to have thousands of follower and fans on social media, it will do nothing to boost your ROI or user engagement if you are just counting heads instead of gathering users who have a real need for your services.

The key here is to use social media to build real relationships and you can start with the relationships you already have. Once you join a social media network, your first step should be to find all your contacts there and invite them to connect with you. Once you do, and they like or comment on what you post, that will spread to their networks as well.

One of the primary goals of participating on social media is to spread your influence beyond the circle of people who already know you. This occurs when your posts are interesting enough to share.

How to Find the Right Social Media Network to Reach Your Potential Clients

4 Reasons Clients Leave & What You Can Do About It

Posted in Business Development for Law Firms

Research has shown that there are four primary reasons clients leave law firms:

9% are poached by competitors.

10% leave for personal reasons — the case is over, they decide not to pursue the matter, etc.

14% leave because they are dissatisfied with the service.

67% leave because of an attitude of indifference from the attorney or law firm staff.

That means you can have a direct effect on retaining at least 81% of your clients if you do the right things to keep them.

Preventing clients from leaving you starts with planning and a commitment to client retention. Here are some tips:

Pick profitable people. Sounds simple, yes? But you’d be amazed how many attorneys fail to keep the profit picture in mind when chasing new sources of revenue. You do not want to be the guy or gal who signs everyone who calls. Look at your most profitable clients and create a profile of your ideal client, then qualify your leads to see who fits.

Communicate clearly. Nothing will send a profitable client packing faster than poor communications. It’s a bad habit and one you can break, even if you’re a busy solo or small firm. Put a communications process in place to fill in for the shortfalls you’ve created. And remember: when you are communicating with clients, be sure to leave the legal jargon out of the conversation. Stay on their comprehension level and you’ll alleviate the opportunities for miscommunication.

Set some expectations. Unmet expectations are another big reasons clients leave the fold. From day one of your new relationship with a client, you need to be sure they have realistic expectations of the services you can provide and the outcome they can expect.

Be really responsive. The most successful firms I know have a process for returning calls and emails — usually within an hour of receiving them. If you’re going to be in court all day, have your email and phone messages monitored by someone in the office and task them with replying (but not with giving legal advice, unless they are also an attorney). Even if it’s to say you are currently unavailable, this at least lets clients know you are aware they need you and will get back to them as soon as you can.

Listen. Sometimes clients just want a sounding board. You may have heard the problem a thousand times before, but it’s fresh to them — and important. Give the courtesy of being a good listener.

Maintain visibility. Don’t just make an appearance when there’s money on the table. Even if you have tasked associates with the work, make sure you maintain some visibility with the client throughout the duration of the case to ensure client loyalty.

abraham webinar

 

What You Can Gain by Joining the Rainmaker Mastermind Group

Posted in Law Firm Development, Rainmaker Mastermind Group

What You Can Gain by Joining the Rainmaker Mastermind GroupIt’s been several years since I joined my first Mastermind Group. Since then, my business has grown from under a million dollars in revenue to several million. We’ve grown the team from under a dozen employees to over 60 team members and we’ve gone from helping over 6,000 attorneys to over 18,000 attorneys. In my experience, being part of a Mastermind Group was one of the best decisions I’ve ever made for my business.

A mastermind group is an exclusive group of likeminded business people who get together on a regular basis to:

  • Openly discuss their personal and professional challenges
  • Uncover creative solutions to difficult problems they are facing
  • Learn from other’s experiences on how to scale their business
  • Hold each other accountable
  • Find better ways to grow their business while enjoying their life
  • Discover how to quickly and efficiently upscale their business to the next level

I have found participating in a Mastermind Group helped me in ways that I never would have imagined, from avoiding costly pitfalls by learning from other’s mistakes to finding dozens of better, faster, and more efficient ways to scale my business.

This is why I’m so excited to tell you about the new Rainmaker Mastermind Group.

Three 2½-day meetings per year. These in-person meetings are the heart of the mastermind group. All the members meet to discuss their goals and challenges and gain from the wisdom and experience of all the other members.

Expert Webinar Series. Every few weeks one of our hand-selected experts will share cutting-edge, educational information on topics critical to growing your law firm. Topics can include: recruiting top players, implementing systems, practice management solutions, managing cash flow, building referrals, advanced online techniques, and many others.

Rainmaker Intake University Online. Perfecting intake and lead conversion are critical to growing your law firm. This 30-video online training platform will help you and your team implement best practices in converting more contacts into contracts.

Rainmaker Reference Library. Over the years we have delivered hundreds of webinars, written dozens of articles and books, and recorded dozens of training videos. For the first time we are offering these all in one place—the Rainmaker Reference Library. Members and their teams gain full access to the entire library as a benefit of joining the Mastermind Group.

Rainmaker Retreat Attendance. Every year you receive 6 complimentary tickets for you or a top team member to attend one of our Rainmaker Retreat marketing boot camps.

Direct access to me. As the CEO of The Rainmaker Institute and a nationally recognized expert on legal marketing, I have limited time for individual consulting. One of the only ways to gain direct access to me is by joining the Rainmaker Mastermind Group.

Members-only E-newsletter. Every month members will receive an educational article on a hot topic related to growing, managing, and marketing your law firm.

Private Members Listserv. You will have access to a private listserv to ask any question you have and tap into the resources from other members.

If this sounds like something you might be interested in, I invite you to read more about it and see if you qualify.

 

7 Questions Every Attorney Must Answer to Get More Referrals

Posted in Generating Referrals for Attorneys

7 Questions Every Attorney Must Answer to Get More ReferralsCultivating referrals is low-cost and high-reward, and should be at the top of your list when it comes to new business development for your law firm.

The #1 reason attorneys don’t get more referrals is lack of client education.  Every law firm should have a long-term client education program that positions your law firm, explains your current services, and keeps your current clients informed as to what’s going on in your firm.

To provide qualified referrals, your referral sources need to know the answers to these 7 questions and you are the one who has to provide the answers:

  1. What does a great referral look like to you?
  • Be brief, but clearly articulate it
  • Give one or two examples, but make sure the examples reinforce each other and are not opposites or extremes. Focus on your typical client.
  • Be specific, not generic. Don’t say, “anyone who needs a divorce lawyer.” Instead, say “a small business owner or executive who is considering divorce.”
  1. How do I make a referral to your office?
  • Do you prefer an email introduction, a phone call or an in-person meeting?
  • Will you call the referral or do they need to call you?
  1. What do I need to tell referrals about you and your firm?
  • Be specific. Don’t list every practice area, focus on the one or two major areas where your best clients come from.
  • Use language that non-attorneys understand. Don’t use terms like family law, civil litigation or commercial litigation because they won’t know what these terms mean and they won’t ask you to clarify.
  1. What’s in it for me?
  • If your state allows you to give a referral fee to other attorneys, do it.
  • Otherwise, at least send a thank-you card or small gift or anything to acknowledge their referral, even if it doesn’t end up as a paying client.
  1. What should I refer to you?
  • Most people believe lawyers don’t want or need referrals or they get all their clients from their own advertising efforts.
  • Help them understand that your business is just like any other profession and relies on referrals to friends, family members, colleagues, business associates, etc.
  • Educate them on how you are different from other attorneys and why they should send referrals to you. Do not say you are similar to other attorneys!
  1. Do you charge a consultation fee and, if so, how much?
  • Should you charge a consultation fee? It depends.
  • If you have too many unqualified prospects, then charge a consult fee to get rid of the tire kickers. If you need more prospects, then make the consult complimentary.
  • If you usually charge a fee, tell them how much
  • If you normally charge a consult fee but will waive it under certain conditions, tell them what those conditions are.
  • If you offer complimentary consultations, be sure to tell them what that looks like (not a sales pitch/over the phone or in person/how long does it go, etc.
  1. What information can I give to interested prospects?
  • Provide your referral sources with your business cards, brochures if you have them and a one-sheet of your skills, abilities, practice areas, etc. with your website address.

+++++++++++++++++++++++++++++++++++++++++++++++++

Don’t Miss My Legal Marketing Webinar on March 29 Featuring Marketing Legend Jay Abraham!

It was over a decade ago that I read Jay Abraham’s book Getting Everything You Can Out of All You’ve Got and I remember thinking, this guy is a marketing genius!

As I read more about Jay, I found I was not alone in having this experience of him and his teachings.

Can’t-Miss Legal Marketing Webinar on March 29 Featuring Marketing Legend Jay Abraham!“Jay is a genius. He’s a very, very special man. He’s the one who taught me to fall in love with my customers — not my products and services.” — Tony Robbins

“Jay Abraham is one of the greatest business and marketing minds I’ve ever known.” — Stephen R. Covey

“My mentor…a legendary marketer! Life is a series of mentors and Jay Abraham is the best at it.” — Daymond John of Shark Tank

“Jay teaches you more workable, tangible, profitable techniques and strategies than you can probably apply in three lifetimes. But what he teaches you about mindset is his true gift of wealth.” — Michael Basch, FedEx founder

I’ve read hundreds of books on business growth and marketing since then, but few have had as significant and sustainable impact on the way I think about marketing as Jay’s book.

Fast forward to the fall of 2015 when out of the blue I received a call from a former client of mine asking if I wanted to meet Jay Abraham because he was interested in meeting me. Wow, did I ever!

Since that time, I’ve had the privilege of spending a lot of time with Jay, both in person and on the phone. He’s even spoken at one of my Rainmaker Retreat events.

I’m so excited to be able offer this free 90-minute legal marketing webinar on March 29, 2017, at 10 a.m. PT/1 p.m. ET featuring Jay Abraham, who will provide training on:

  • Top 5 ways to grow your law firm 30%, 50%, even 100% or more this year!
  • Different ways to outsmart your competition without spending more money.
  • How to build your relational capital and unleash the power of your network.
  • Best practices in business growth Jay has uncovered from consulting over 400 different industries.
  • The 10:10:10 Plan to increase your revenues by 33%.

Register online now for this free 90-minute training webinar with Jay Abraham on the Top 5 Ways to Grow Your Law Firm 30% to 50% Every Year.

Everyone who registers for this online training event will receive an extra 8+ hours of video and audio training from Jay on how to become the preeminent expert in your area!

Jay Abraham on Referral Marketing for Lawyers [VIDEO]

Posted in Generating Referrals for Attorneys

A little while ago (you’ll see a Christmas tree in the video below), celebrated marketing guru Jay Abraham joined me at a Rainmaker Retreat and spent about 45 minutes talking with attorneys about referral marketing. Jay is a world renowned expert on this topic and the attendees at this Retreat were so fortunate to be able to get his sage advice on refining their referral marketing.

That was great for the 40+ people in the room, but if you weren’t there, you missed that opportunity. So I’m now taking this relationship to the next level by giving all our legal marketing clients and fans access to Jay via a free 90-minute legal marketing webinar on March 29, 2017, at 10 a.m. PT/1 p.m. ET.

Jay will be giving you training on:

  • Top 5 ways to grow your law firm 30%, 50%, even 100% or more this year!
  • Different ways to outsmart your competition without spending more money.
  • How to build your relational capital and unleash the power of your network.
  • Best practices in business growth Jay has uncovered from consulting over 400 different industries.
  • The 10:10:10 Plan to increase your revenues by 33%.

Register online now for this free 90-minute training webinar with Jay Abraham on the Top 5 Ways to Grow Your Law Firm 30% to 50% Every Year.

Everyone who registers for this online training event will receive an extra 8+ hours of video and audio training from Jay on how to become the preeminent expert in your area!

To get a sneak peak of what you can expect during this webinar, watch this video from Jay’s talk during one of our Rainmaker Retreats last year:

Taking Your Law Firm to the Next Level

Posted in Law Firm Development, Rainmaker Mastermind Group

Taking Your Law Firm to the Next LevelHave you ever wished you could tap into the minds of law firm owners more successful than you to learn their secrets?

Have you ever wanted to have the expertise of some of the greatest strategists in law firm marketing at your fingertips?

Would you like to be part of an elite group of law firm owners who are ready to play a bigger game? Who are not satisfied with only growing 10-20% year after year. Who are ready to get off the boom and bust rollercoaster. Who want to build a business that doesn’t depend on them showing up to the office every day. Who are ready to make a commitment to do whatever it takes to achieve their goals. Who are willing to make significant changes to improve their firms. Who want to build a law firm of their dreams, not one from their nightmares.

Now you can with the Rainmaker Mastermind Group.

I have always believed that if you’re the smartest guy in the room, then you’re in the wrong room. You learn best when you have peers that are “ahead” of you in growing their company, whether it’s having more revenues, more employees, a higher net profit, hiring better talent, taking more personal vacations, creating pricing strategies, implementing better systems, or streamlining their operations, you want to surround yourself with business owners who are more “successful” than you are.

That is the true power of the Rainmaker Mastermind Group.

The Rainmaker Mastermind Group meets three times a year for 2 ½ days at each meeting. During those meetings, there will be a time when the entire group is totally focused on your firm, helping you with strategies to meet your specific challenges. Feeding off the energy of other elite achievers is an undeniably profound experience and can launch your firm to levels you never thought possible.

If this sounds like something you could benefit from, I invite you to learn more about the Rainmaker Mastermind Group and see if you qualify.

How to Have a Top-Ranking Law Firm Website

Posted in Law Firm Websites

I have worked with over 18,000 attorneys and have seen just about every kind of law firm website there is. Some are great, many are good, and unfortunately, there are some that are really bad. As you can imagine, the attorneys who have the bad websites are the ones who think online marketing is a waste of time and money. And for them, they are right!

By now we all know that a vast majority of consumers start their search for an attorney on the Internet. Research has proven this time and again. It is an undeniable fact that if you do not have a robust online presence, you are risking irrelevance. Your law firm is not even part of the discussion when people are looking for an attorney that practices the kind of law they need.

And you don’t just need a website — you need a law firm website that ranks near the top for the search terms your prospects use. So how do you get this kind of top-ranking website for your law firm?

I ran across the infographic below from a study done by Nifty Law, an SEO and web design firm that caters to law firms. They took the top 50 metro areas in the U.S. and searched for four practice areas: business, DUI, personal injury and estate planning. They took the top ranking websites from those searches and studied exactly what it was about those sites that made them rank near the top in Google search. What they found should be used to guide you in developing your law firm website:

How to Have a Top-Ranking Law Firm Website

+++++++++++++++++++++++++++++++++++++++++++++++++++++++++++

Can’t-Miss Legal Marketing Webinar on March 29 Featuring Marketing Legend Jay Abraham!

Can’t-Miss Legal Marketing Webinar on March 29 Featuring Marketing Legend Jay Abraham!It was over a decade ago that I read Jay Abraham’s book Getting Everything You Can Out of All You’ve Got and I remember thinking, this guy is a marketing genius!

As I read more about Jay, I found I was not alone in having this experience of him and his teachings.

“Jay is a genius. He’s a very, very special man. He’s the one who taught me to fall in love with my customers — not my products and services.” — Tony Robbins

“Jay Abraham is one of the greatest business and marketing minds I’ve ever known.” — Stephen R. Covey

“My mentor…a legendary marketer! Life is a series of mentors and Jay Abraham is the best at it.” — Daymond John of Shark Tank

“Jay teaches you more workable, tangible, profitable techniques and strategies than you can probably apply in three lifetimes. But what he teaches you about mindset is his true gift of wealth.” — Michael Basch, FedEx founder

I’m so excited to be able offer this free 90-minute legal marketing webinar on March 29, 2017, at 10 a.m. PT/1 p.m. ET featuring Jay Abraham, who will provide training on:

  • Top 5 ways to grow your law firm 30%, 50%, even 100% or more this year!
  • Different ways to outsmart your competition without spending more money.
  • How to build your relational capital and unleash the power of your network.
  • Best practices in business growth Jay has uncovered from consulting over 400 different industries.
  • The 10:10:10 Plan to increase your revenues by 33%.

Register online now for this free 90-minute training webinar with Jay Abraham on the Top 5 Ways to Grow Your Law Firm 30% to 50% Every Year.

Everyone who registers for this online training event will receive an extra 8+ hours of video and audio training from Jay on how to become the preeminent expert in your area!