The Rainmaker Blog : Law Firm Marketing and Business Development : The Rainmaker Institute : Stephen Fairley : Professional Legal Marketing

Key Performance Indicators – KPIs – are quantifiable measurements that help you gauge the progress you are making toward realizing the critical success factors for your law firm to flourish.

Some examples of typical KPIs for law firms can include:

• How much money you need every month to make payroll and keep your doors open
• How many new clients you need to bring in every month to break even
• Your average profit margin per client
• The types of cases that produce the highest profit margin
• The percentage of people who visit your website that end up calling your office
• The percentage of prospects that call your office and then come in for a free consultation
• The percentage of prospects that come in for a free consultation and become clients

To be useful to you, your KPIs must reflect the goals of your organization and they must be measurable. Done correctly, KPIs will help you determine whether you are on target to achieve your objectives or if you need to retool and refocus your marketing efforts. Your KPIs provide the critical data you need to drive good decision-making.

On Wednesday, Jan. 25, I will present a one-hour webinar on Key Performance Indicators: Knowing The Numbers That Run Your Law Firm at 2 pm ET/11 am PT. 

Sponsored by the Legal Marketing Association, my webinar will teach you how to determine which analytics you need to measure, and how to communicate the relevant data to Partners so you are viewed as a valued member of the decision-making leadership team.

Discounts are available for LMA members. For more information and to register online, click here.

 

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The Phoenix Legal Networking Group is a group of solo and small firm attorneys looking to effectively market their law firm and grow their businesses.

We meet each month for a couple of hours to enjoy networking with other attorneys at small law firms and participate in a 45-minute practice building workshop.

Our next meeting is Wednesday, January 18, where I will be making a presentation on how to Develop a Law Firm Marketing Plan to Make 2012 Your Best Year Ever. I will lead you through the 5 critical steps of developing a 90 day game plan for marketing your law firm and give you viable options to help you implement your Marketing Action Plan (MAP).

For a nominal fee, you will receive a networking session that begins at 5:30 p.m. and the marketing seminar that begins at 6:45 p.m.  The event will be held at the offices of Target Market Media Publications/Attorney at Law Magazines, 4647 N. 32^nd St., Suite B-280 in Phoenix.

Cost is $25 for those who register by Monday, Jan, 16, and $30 after that.

Recessions are an excellent time to ramp up your marketing efforts because it is counterintuitive.  Most firms are pulling back, and your efforts will stand out because many of your competitors have reduced their presence.

You won’t find this kind of information and opportunity at this price anywhere.   Make an investment in your firm’s future and join your fellow legal marketers for this invaluable presentation. The information shared and the networking opportunity can open doors that will allow you take your firm to the next level.

Click here toregister for this seminar, co-hosted by Attorney at Law Magazine, Coash & Coash Court Reporting and The Rainmaker Institute.

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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.  Click here to download, and start using these proven strategies today!

 

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A Unique Competitive Advantage (UCA) answers the question, “Why should I hire you?”  With so many competitors and choices today, your law firm marketing strategy must clearly set you and your law firm apart from the competition.

How should you position yourself and your services?  Answer these questions to get a good start on developing your UCA:

• In light of what I know about my competitors and my target market(s), what are the top five to ten reasons why someone should buy from me versus any other company?
• How can I take advantage of my competitor’s weaknesses? 
• Why am I the best attorney for this person/company?
• What skills, abilities, and experiences do I offer clients that they can't receive elsewhere?
• How can I emphasize the value I bring to the table?
• What are my competitors known for? 
• How can I find, retain, and motivate the best people possible that can help me succeed?

There are many ways to create a Unique Competitive Advantage for your law firm marketing plan; here are 10 of them:

Focus on the Benefits: What are the benefits of working with this firm as compared to others? What do you do that other firms refuse to do to better serve your clients?

Focus on Value: Compare your costs versus how much money you save clients. How have you helped other clients take better advantage of opportunities or avoid liability?

Focus on Results: What are some specific results you have obtained for clients in the past? What is your win/loss record? What do you do to achieve better results than your competitors?

Focus on Solutions: Give an example of a creative solution you found to a client’s problem. How did you come up with it? What happened because of your creative solution?

Focus on the Individual Partners: Remember, people don’t buy legal services from law firms; they buy legal services from attorneys. People don’t say, “Go talk to my law firm,” they say, “Go talk to my attorney.” What is different about your partners than in other firms?

Focus on Service: (not the list of services your firm provides, but how you serve your clients). How do your clients describe the way you treat them?

Focus on a Niche: Position your partners as leading experts in a specific industry, not as generalists. To be a generalist for most attorneys is the “kiss of death.” Go deeper, not broader.

Focus on Client’s Feedback: What do your best clients say about you? What would they tell someone else about your services and how it has helped them? Do your clients refer other clients to you on a regular basis?

Focus on Credibility: What is your firm known for in the industry? Talk about how your partners are profiled in the media or are industry experts. What are 3 reasons why your prospects should perceive you as a credible expert?

Focus on Visibility: How visible are your partners within an industry? Do they regularly speak at top industry events? Are they a nationally recognized expert? A published author? What happens when prospects type their name into Google?

By developing a strong UCA, your legal marketing plan will be well ahead of your peers and it will give you the tools you need to implement a strong law firm marketing strategy that tells a prospect why they should hire you.

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Jan. 18 Webinar: Developing Your Law Firm Marketing Roadmap

There’s no better way to start 2012 off right than to create a Marketing Action Plan (MAP).

On Wednesday, Jan. 18, Stephen Fairley will lead you through the 5 critical steps of developing a 90-day game plan for marketing your law firm and give you viable options to help you implement the MAP.

The webinar begins at 2 p.m. ET/11 a.m. PT and goes for one hour.

You will learn:

• The 5 critical components of a Marketing Action Plan (MAP)
• How to select the right marketing tools that will work for your practice and personality
• View examples of Marketing Action Plans for various practice areas
• How to create a roadmap to make 2012 your Best Year Ever!

All attendees will also receive a FREE 40 page marketing plan workbook at the end of the webinar.

If you would like to view this webinar at your convenience, then go ahead and register to receive a recording of this impactful one-hour session that will help you plan your work, and then work your plan!

Click here to register now.

 

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California attorney Robert Firth attended a Rainmaker Retreat in Las Vegas recently and has “no doubt” that implementing the strategies he learned will double his revenues in 2012:

 

 

Now you can register for a 2012 Rainmaker Retreat by Jan. 1 and Get a $397 Gift FREE

Is growing your law practice to greater and more profitable levels on your list of New Year’s resolutions this year?

If so, then your first step is to register for our Rainmaker Retreat two-day law firm marketing boot camp.  We have two sessions coming up:

January 27-28, 2012 – Las Vegas, NV

February 10-11, 2012 – Orlando, FL

And if you register before January 1, 2012, you’ll get the Rainmaker in a Box Volume 1 DVD set for FREE, as our holiday gift to you!

For years, the Rainmaker in a Box set has been a consistent best seller at the Rainmaker Institute. It includes four separate presentations on four DVDs as well as a Data DVD including PowerPoint slides from all four presentations that cover the law firm strategies you can employ to create a seven-figure law practice.

Here's just a sample of what you will discover:

The 5 Immutable Secrets to Building a 7 Figure Law Practice:

How to create an automated marketing system to transform your law firm from a practice into a business. I share with you the 5 unchanging secrets top-earning attorneys use to build a multi-million dollar law firm.

Secrets of Building a Referral-based Law Practice for Busy Practitioners:

Every lawyer wants more referrals, yet for many the steps to get there remain an elusive secret. Listen in and watch as I lay out the 8-step proven system to triple your referral sources in 90 days or less!

The Top 6 Most Powerful Online Marketing Strategies for Attorneys:

Internet marketing is one of today's fastest growing and most powerful marketing tools for lawyers. Yet much of how to generate more business and attract more clients online is still a mystery. Watch as I pull back the veil and walk you through the core concepts and key principles every attorney must understand in order to dominate their competition online and build a powerful Internet presence on a shoestring budget.

Action, Accountability and Next Steps:

Knowledge is power. The most difficult part for most attorneys is putting that knowledge into action. In this DVD you will discover an 8-step system for creating your law firm marketing plan and how to take action immediately.

We sell a bunch of these every year for $397.  Click here to register for a 2012 Rainmaker Retreat and claim your FREE Rainmaker In a Box DVD set now!

 

 

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The last Rainmaker Retreat for 2011 was held last weekend in Los Angeles, attracting an enthusiastic group of attorneys and staff eager to learn about the proven law firm marketing strategies that will help them generate more leads, convert more prospects to clients and achieve greater levels of success in 2012.

Listen to the takeaways from three of last weekend’s Rainmaker Retreat participants:

Business litigator Jim Negele talks about how the Rainmaker Retreat helps take away the fear of engaging in social media marketing:

 

Jeanne Malone, a 20-year law firm marketing veteran (http://giddenslaw.com), shares how the Rainmaker Retreat has helped add new weapons to her marketing arsenal:

 

Family law attorney Don Schweitzer (www.pasadenadivorce.com) is ready to implement what he’s learned at a Rainmaker Retreat:

 

If you are interested in building a lifestyle law practice through effective law firm marketing, then come to one of our upcoming Rainmaker Retreats:

January 27-28, 2012 – Las Vegas, NV

February 10-11, 2012 – Orlando, FL

If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 8,000 attorneys find more and better clients, then register now for one of our one-hour complimentary teleseminars:

Thursday, December 8

12pm PT | 1pm MT | 2pm CT | 3pm ET 

Thursday, December 15

11am PT | 12pm MT | 1pm CT | 2pm ET  

Tuesday, December 20

1pm PT | 2pm MT | 3pm CT | 4pm ET  

Join us and learn why the Rainmaker Retreat is the one law firm marketing boot camp you cannot afford to miss!

 

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Not only is there a process you use to move your prospects through the pipeline, but there is also a process YOU want to move through as you develop a relationship with your client. Many service providers fail to move themselves through this process so they become "stuck" at the bottom level, relegated to being perceived by their client as a supplier or vendor.

The key is to use your knowledge, influence, connections, commitment, results and perceived value to the organization to move up from Vendor status to a Consistent Problem Solver, and eventually to the level where clients perceive you as a Critical Strategic Partner.

There are several reasons why moving from vendor status to a critical strategic partner is necessary:

It is critical to building a long-term, mutually beneficial relationship with the client.

It will increase your profit margins. As a vendor, you must be very price conscious. When you become critical to their success, they value you and your services more, which allows you to significantly increase your profit margins.

It will assist you in retaining clients and building loyal clients who won't terminate your contract at the first sign of trouble.

It will increase your repeat business. The largest sale you receive from a company is usually not the first one. Often it is not until the 3'd or 4th sale that the client learns to really trust you and give you the big sale with the larger profits.

It enhances your credibility to have long-term, satisfied clients who are willing to provide references and referrals to their colleagues.

It is less stressful, because ultimately vendors are compared and replaced based on price. Critical Strategic Resources are not compared or replaced.

Learning to move from a vendor to a Critical Strategic Resource is just one of the things attorneys learn when they attend a Rainmaker Retreat.  For more information on our two-day law firm marketing boot camp, visit www.rainmakerretreat.com.

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Want to Learn More Marketing Strategies for Attorneys? Attend a Rainmaker Retreat!

If you are interested in building a lifestyle law practice through effective law firm marketing, then register now for the last Rainmaker Retreat of this year:

December 2-3, 2011 – Los Angeles, CA

If you want to learn more about the Rainmaker Retreat and why it is a proven legal marketing system that has helped over 8,000 attorneys find more and better clients, then register now for one of our one-hour complimentary teleseminars:

Tuesday, November 22

1pm PT | 2pm MT | 3pm CT | 4pm ET  

Wednesday, November 30

11am PT | 12pm MT | 1pm CT | 2pm ET  

Thursday, December 8

12pm PT | 1pm MT | 2pm CT | 3pm ET 

Join us and learn why the Rainmaker Retreat is the one law firm marketing boot camp you cannot afford to miss!

 

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After paying your employees, the most costly part of your law firm is Lead Generation.

This year your law firm will spend almost 10 times as much generating new leads as it does servicing existing clients!

Generating leads for your law firm is very expensive, yet a common complaint of many attorneys is that they “need more leads.”

Lead Conversion is the most overlooked area at most law firms and it has the potential to save you tens of thousands of dollars this year!

How? By helping you convert more of those costly leads into more paying clients!

Come join us for a one-hour webinar on Thursday, Nov. 17 at noon PT/3 p.m. ET and learn:

• 3 major areas to examine when analyzing your law firm
• 5 numbers every law firm must track to increase their conversion rates
• A simple diagnostic tool you can use to track your leads and fix your follow up
• A proven system for converting more leads into paying clients

If you can’t sit in on the live version of this webinar, you can watch it whenever you want by registering now. All registrants receive a recording of the webinar to watch at their convenience.

Click here to sign up now.

 

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Do you have an answer to the #1 question prospects are thinking but few ask: Why should I hire you?

If not, you’ll want to attend the November 2 meeting of the Phoenix Legal Networking Group on Wednesday, Nov. 2 from 5:30-7:30 p.m.

When faced with this question, most attorneys fall back on talking about the quality of their services, their experience and the size of their law firm. Prepare to have your eyes opened to the truth:

• The #1 reason why prospects “shop you on price”
• How most attorneys completely miss the point when talking about their experience
• The 4 biggest reasons to emphasize when talking with prospects
• Overcoming common objections attorneys encounter

The networking event and marketing seminar will be held from 5:30-7:30 p.m. on Wednesday, Nov. 2 at Target Market Media Publications (Attorney at Law Magazines), 4647 N. 32nd St., Suite B-280 in Phoenix.

Cost is $20 if you register by Oct. 31, $30 if you register by Nov. 1 and $35 on the day of the event.  This covers drinks, hors d’oeurves, the networking event and the workshop.

What's different about this networking group from others?


First and foremost, it's for attorneys. While attorneys from all size law firms are welcome, it is specifically designed to help lawyers in small and solo practices to connect with one another and share referrals.

Second, there is an educational component at each event. Not MCLE or about substantive matters of law, but about how to build your business, make more money, generate more referrals, and run your practice like a business. We invite all local Arizona attorneys to join us each month. Upcoming topics will include:

• Practical ways to run your law firm like a business
• Generate more and better referrals
• Lessons from 7 figure attorneys
• Automating your online marketing efforts
• Increase your revenues and improve your receivables
• Take consistent action to build your business
• How to fix your follow up with every prospect, client and referral source
• Tools to increase referrals from CPAs, CFPs and other attorneys
• Learn cutting edge internet marketing strategies
• Apply practical tips and techniques to create a lifestyle law firm

To register for our Nov. 2 networking and legal marketing event, co-hosted by Attorney at Law Magazine, Coash & Coash Court Reporting and The Rainmaker Institute, visit www.therainmakerretreat.com/network or call 888-816-8935.

If you would like to be notified of specifics for future meetings, please go to www.therainmakerretreat.com/network and sign up by clicking the box “Can't Make It, Send Me Future Dates.”

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Can’t Make Our Nov. 2 Phoenix Legal Networking Group Meeting? You Can Still Get the Answers to “Why Should I Hire You?”

If you can’t make it to the November 2 meeting of the Phoenix Legal Networking Group but still want access to the information being given at the workshop, then get our one-hour How to Answer the Question, “Why Should I Hire You?”: Creating a Unique Competitive Advantage webinar online to watch at your convenience. Learn:

• Why quality does NOT matter! (Yes, you read that correctly, quality does not matter when it comes to closing a prospect)
• The #1 reason why prospects “shop you on price”
• How most attorneys completely miss the point when talking about their experience
• The 4 biggest reasons to emphasize when talking with prospects
• Overcoming common objections attorneys encounter
• Winning over skeptics by focusing on the numbers of your practice
• Case studies of how top attorneys respond when asked the ultimate question
• How to overcome price objections even before you meet with a prospect
• How to respond if someone says, “Your price is too high” or “That’s too much money!”
• How to get potential clients to stop making price an objection once and for all
• And 8 more effective ways to answer the question, “Why should I hire you?”

To access the webinar online, click here. 

 

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One of the toughest questions attorneys get from a potential client is, “Why should I hire you?” The rest of that question is implied: “Why should I hire you versus any of your competitors?”

Even though most prospects never ask it out loud, every single one of them is silently asking it to themselves.

When faced with this question, most attorneys fall back on talking about the quality of their services, their experience and the size of their law firm. Prepare to have your eyes opened to the truth:

• The #1 reason why prospects “shop you on price”
• How most attorneys completely miss the point when talking about their experience
• The 4 biggest reasons to emphasize when talking with prospects
• Overcoming common objections attorneys encounter

The networking event and marketing seminar will be held from 5:30-7:30 p.m. on Wednesday, Nov. 2 at Target Market Media Publications (Attorney at Law Magazines), 4647 N. 32^nd St., Suite B-280 in Phoenix.

Cost is $20 if you register by Oct. 31, $30 if you register by Nov. 1 and $35 on the day of the event.  This covers drinks, hors d’oeurves, the networking event and the workshop.

To register for our Nov. 2 networking and legal marketing event, co-hosted by Attorney at Law Magazine, Coash & Coash Court Reporting and The Rainmaker Institute, visit www.therainmakerretreat.com/network or call 888-816-8935.

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Can’t Make Our Nov. 2 Phoenix Legal Networking Group Meeting? You Can Still Get the Answers to “Why Should I Hire You?”

If you can’t make it to the November 2 meeting of the Phoenix Legal Networking Group but still want access to the information being given at the workshop, then get our one-hour How to Answer the Question, “Why Should I Hire You?”: Creating a Unique Competitive Advantage webinar online to watch at your convenience. Learn:

• Why quality does NOT matter! (Yes, you read that correctly, quality does not matter when it comes to closing a prospect)
• The #1 reason why prospects “shop you on price”
• How most attorneys completely miss the point when talking about their experience
• The 4 biggest reasons to emphasize when talking with prospects
• Overcoming common objections attorneys encounter
• Winning over skeptics by focusing on the numbers of your practice
• Case studies of how top attorneys respond when asked the ultimate question
• How to overcome price objections even before you meet with a prospect
• How to respond if someone says, “Your price is too high” or “That’s too much money!”
• How to get potential clients to stop making price an objection once and for all
• And 8 more effective ways to answer the question, “Why should I hire you?”

To access the webinar online, click here. 

 

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Lawyers looking to increase their number of referrals and size of their revenues should consider attending an upcoming Rainmaker Retreat this month. We have two in October – this weekend, Oct. 7-8 in San Francisco and Oct. 21-22 in Livingston, NJ.

These extremely popular 2-day law firm marketing boot camps are tailored for small and solo law firms and teach techniques for building your business and taking it to the level you desired when you started your practice. The Rainmaker Retreat teaches you our proven Rainmaker System that has helped more than 7,000 attorneys from hundreds of law firms across the country discover how to generate more referrals and find new clients fast.

The Rainmaker Retreat is a working retreat that will help you:

• Create a written 90-day Marketing Action Plan (MAP) for your law firm
• Discover your firm’s Unique Competitive Advantage (UCA)
• Identify a profile of your Ideal Target Market (ITM)
• Have written strategies for improving your Internet presence and search engine optimization
• Develop your own plan for leveraging the power of blogging and social media following the Rainmaker Social Media Blueprint
• Create a letter of introduction to potential Strategic Referral Partners (SRPs)

Some of the topics covered in each Rainmaker Retreat include:

• Achieving Expert Status as an Attorney
• Building a Strategic Referral Network
• Creating Credibility in Your Practice Area
• Secrets of Highly Successful Attorneys
• Social Media for Small Law Firms
• Leveraging Technology: Beating the Big Firms on the Internet
• Generating More Clients Using the Power of Speaking
• Advanced Technology Tactics for Small Law Firms and Solo Practitioners

If you are unsure about attending a Rainmaker Retreat, I encourage you to join our FREE Preview Call on:

Thursday, October 13 -- 12pm PT | 1pm MT | 2pm CT | 3pm ET 

Wednesday, October 19 -- 11am PT | 12pm MT | 1pm CT | 2pm ET  

These free, one-hour calls will give you a taste of what you will learn during a Rainmaker Retreat. Click here to register for a Preview Call.

You can also request a free Rainmaker Retreat Preview DVD, which will give you a look into the Rainmaker Retreats and an opportunity to hear from the participants. Click here to order your free Preview DVD now.

Each Rainmaker Retreat runs from 8:30 a.m.- 5:30 p.m. on Friday and 8:00 a.m. – 2:00 p.m. on Saturday.  Early-bird registration for the Rainmaker Retreat is still available for a limited time. A special VIP registration is also available for attorneys looking for more personalized attention.

Additional Rainmaker Retreats are scheduled for:

November 11-12, 2011 – Chicago, IL

December 2-3, 2011 – Los Angeles, CA

Registration information is available by visiting the Rainmaker Retreat website, www.RainmakerRetreat.com or by calling 888-588-5891.

 

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There couldn’t be a hotter topic to discuss than what I’ll be presenting on October 20 in New Jersey:  The 5 Rules of Internet Marketing for Attorneys: How to Ethically Use Your Website and Blog to Generate High Quality Leads for Your Law Firm.

This fast-paced seminar will focus on how top attorneys are using the Internet, their websites and blogs to find more and better clients for their law firms. We’ve found that the Internet is one of the most cost-effective lead sources for today's attorneys.

I will be sharing:

• The 5 rules for Internet marketing for attorneys
• Do's and Don'ts: the intersection of ethics and online marketing
• The 3 keys to getting your website on the front page of Google
• How to set up your website right the first time
• Avoiding common ethical pitfalls with your Internet marketing
• Lead conversion pages: how law firms are converting 10-30% of website visitors into qualified leads
• 3 most important goals of your website & blog
• The "secret weapon" of Internet marketing for lawyers

Attendees will receive 2.4 New Jersey General CLE credits. Here are the details on the two upcoming sessions:

NJSBA:

Date: Thursday, Oct. 20, 2011 from 8:30 a.m.-10:30 a.m.

Location: ACUA, 6700 Delilah Rd., Egg Harbor Township, NJ

Cost: $77 for NJSBA members; $97 for non-members

Camden County Bar Association:

Date: Thursday, Oct. 20, 2011 from 4 p.m.-6 p.m.

Location: Camden County Bar Association, 1040 Kings Highway N., #201, Cherry Hill, NJ

Cost: $77 for NJSBA or Camden County Bar Assn. members; $97 for non-members

To register online for either of these seminars, click here. 

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Free Report: 4 Myths That Keep Attorneys From Building A Referral-Based Practice

Referrals are the lifeblood of many law practices, and building a good referral program takes a proven process.  Stephen Fairly unveils the 4 Myths That Keep Attorneys from Building a Referral-Based Practice in his new free report.  Read and discover:

• How to determine the best source for your referrals
• How to explain your ideal target market to a referral source
• How to get referrals from other attorneys
• Whether online directories are a good referral source
• How to network effectively
• And much, much more!

Click here to get your free report today.

 

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Do you need to learn more strategies for increasing the number of leads for your law practice? Did you know there are five stages in the lead conversion process, and if you’re only concentrating on one or two, you are missing the opportunity to convert more leads into paying clients?

Listen as I explain:

If you want to know more about getting leads and then coverting them into paying clients, then I invite you to attend a Rainmaker Retreat, our two-day law firm marketing boot camp. We’ve just added a new session in Chicago to our schedule; here are all the upcoming dates for 2011:

October 7-8, 2011: San Francisco, CA

October 21-22, 2011: Livingston, NJ

November 11-12, 2011: Chicago, IL

December 2-3, 2011: Los Angeles, CA

Registration information is available by visiting the Rainmaker Retreat website, www.RainmakerRetreat.com or by calling 888-588-5891.

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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 8,000 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, September 7

1pm PT | 2pm MT | 3pm CT | 4pm ET  

Thursday, September 15

12pm PT | 1pm MT | 2pm CT | 3pm ET  

Tuesday, September 20

1pm PT | 2pm MT | 3pm CT | 4pm ET  

Join us and learn why the Rainmaker Retreat is the one law firm marketing boot camp you cannot afford to miss!

 

 

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I am in Las Vegas for our Rainmaker Retreat law firm marketing boot camp today and tomorrow, and this is your chance to be a “fly on the wall” as I lead our group through two days of intensive law firm marketing strategies and techniques.

Here are just a few of the topics we cover in each Rainmaker Retreat:

• Social Media for Small Law Firms
• Building a Strategic Referral Network
• Leveraging Technology: Beating the Big Firms on the Internet
• Generating More Clients Using the Power of Speaking
• Advanced Technology Tactics for Small Law Firms and Solo Practitioners
• Achieving Expert Status as an Attorney
• Creating Credibility in Your Practice Area
• Secrets of Highly Successful Attorneys

For the first time, you can sit in, ask questions or make comments.  Here’s how to participate:
 

Go to your Twitter account and add #Rainmaker to the "follow your interests" area found on the front page, and you will be able to see the action happening in real time. 
 

To join in the discussion, go to your Twitter account and after you ask a question or make a comment, you will need to add #Rainmaker at the end of your question/comment.

Looking forward to tweeting with you over the next two days!

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Learn More About Attending a Rainmaker Retreat!

If you are interested in building a lifestyle law practice through effective law firm marketing, then come to one of our upcoming Rainmaker Retreats:

• Oct. 7-8, 2011 – San Francisco, CA
• Oct. 21-22, 2011 – Livingston, NJ
• Dec. 2-3, 2011 – Los Angeles, CA

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 click here to receive a free DVD of your colleagues (and even your competitors) describing their experiences at our 2-day law firm marketing boot camp, the Rainmaker Retreat.

Yes, we know you are skeptical.   So instead of us telling you how these 2 days will transform your business, you can listen to your peers describe their experiences in their own words.
 
Click here to order your complimentary DVD right now.

 

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After every Rainmaker Retreat session, we ask for feedback from attendees to ensure we’re providing them with the best possible value for the money they’ve invested. Here are some samples from our Rainmaker Retreat session last month in Orlando:

“I’ve practiced law for 20 years, trying over 250 jury trials in more than 20 jurisdictions. I’ve learned more in 2 days about attracting and keeping business than I have in my career.”
- D. Cogdell, Partner, Criminal Defense, Houston, TX

“The Rainmaker Retreat gives you the secret formula to take your law firm from bland to bloom!”
- G. Morales, Partner, Tax & Estate Planning, Miami, FL

“The best and the most integrated seminar on law firm marketing that I have attended.”
- D. Trzeciecka, Solo, Bankruptcy, Surfside, FL

“This event provides a nuts and bolts work session that empowers an attorney to structure a successful practice – providing the tools, the how-to and support.”
- S. Pyle, Solo, Personal Injury, Winter Park, FL

It’s no wonder that, with reviews like these, our Las Vegas Rainmaker Retreat session is filling up fast! You still have a few days to qualify for the Early Bird discount – which ends this Sunday, Aug. 7 -- for the Las Vegas Rainmaker Retreat, which will be held Aug. 19-20 at The Platinum Hotel. 

For more information and to register online, visit www.RainmakerRetreat.com.

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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 3, 2011

12pm PT | 1pm MT | 2pm CT | 3pm ET  

Thursday, August 11, 2011

11am PT | 12pm MT | 1pm CT | 2pm ET 

Tuesday, August 16, 2011

1pm PT | 2pm MT | 3pm CT | 4pm ET  

Join us and learn why the Rainmaker Retreat is the one law firm marketing boot camp you cannot afford to miss!

 

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Attorney advertising is a multi-billion dollar industry. Yet every year law firms waste millions of dollars on ineffective marketing.

Why? Because they enjoy losing money? Of course not!

They do it because they don’t know how to set up the systems to track their marketing efforts or they don’t know how to interpret the data that is shown to them.

If you are currently investing any money in marketing your law firm or are thinking of jumping into the fray hoping to find new ways to get more leads then you absolutely cannot afford to miss this riveting webinar on Wednesday, July 27 at noon PT (3 p.m. ET).

Join us and discover:

·      The 5 biggest mistakes attorneys make in their marketing and advertising

·      Why asking prospects “how did you hear about us?” is a complete waste of your time

·      3 simple steps to track every lead that comes into your law firm

·      Training your staff to use the Rainmaker Lead Tracking Sheet

·      Measuring the metrics of your marketing efforts

·      Making sense of the data and how to make wise decisions

·      A good rule of thumb when it comes to ROI

·      The formula for measuring Marketing Return On Investment

·      How to identify your “marketing money losers” and when to cut the cord

·      Setting realistic expectations from new marketing efforts

Click here to learn more and register for our one-hour webinar on How to Get a Great ROI From Your Law Firm Marketing Efforts.  Here are the details:

Wednesday, July 27, 2011

12-1pm PT | 1-2pm MT | 2-3pm CT | 3-4pm ET

Click here to register now.

 

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This Friday is the deadline for the Rainmaker Retreat Early Bird Discount, where you can enjoy a savings of $200 on registration for our July 22-23 law firm marketing boot camp in Orlando, Florida.

With the Early Bird Special Registration, you also receive the Becoming A Rainmaker 3 CD set, which provides an overview of many of the foundational concepts we cover in each Rainmaker Retreat, as well as access to 3 pre-recorded Business Building Seminars – a $327 value, totally free with early registration!

That’s $527 in total value, simply for registering for the Orlando Rainmaker Retreat by July 8.

Listen as Los Angeles criminal attorney Tom Adranno shares his recent Rainmaker Retreat experience:

The Rainmaker Retreat includes:

• Over 65 proven ways to grow your law firm
• 10 ways to dominate your competitors online
• An 8-step method for tripling your referrals in 90 days

Register now for one of our upcoming sessions:

• July 22-23, 2011 in Orlando, FL
• August 19-20, 2011 in Las Vegas, NV
• October 7-8, 2011 in San Francisco, CA
• Dec. 2-3, 2011 in Los Angeles, CA

A special VIP registration is also available for attorneys looking for more personalized attention.
You can register online at the Rainmaker Retreat website, www.RainmakerRetreat.com or by calling 888-588-5891.

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FREE Rainmaker Retreat Preview DVD – 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 click here to receive a free DVD of your colleagues (and even your competitors) describing their experiences at our 2-day law firm marketing boot camp, the Rainmaker Retreat.

Yes, we know you are skeptical.   So instead of us telling you how these 2 days will transform your business, you can listen to your peers describe their experiences in their own words.

Click here to order your complimentary DVD right now.
 

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The next two days are busy ones as I keynote four general sessions at The State Bar of California  Solo and Small Firm Summit at the Anaheim Marriott.  I’ll be speaking on:

Law Firm Marketing Strategies in a Social Media World: How to Use Facebook, LinkedIn and Twitter to Connect with Clients, Prospects and Referral Sources

• The 7 social media networks every law firm needs to use
• Specific steps to “build your platform” using social media
• Practical tips for attorneys just getting started on social media
• How to tap into Facebook, the fastest growing social network on the planet
• Using Facebook Fan pages and Groups to attract highly qualified prospects
• Case studies of how attorneys are using Facebook to get qualified leads
• Which practice areas are finding clients on Facebook...and which ones are not
• Where and how to build your online presence using LinkedIn
• The power of Groups on LinkedIn: How to use them to generate referrals
• How to focus your efforts on Twitter to drive traffic to your blog and website

How to Use YouTube, Avvo, and Your Blog to Connect with Clients, Prospects and Referral Sources

• The #1 factor that can double your website visitor conversion rates
• Attracting leads from Avvo: How to maximize your profile
• Advanced strategies for law firms who already have a social media presence
• Using YouTube to rank higher and faster on Google
• The 2 things Google loves most
• 4 secrets about blogs: How often do you need to post? What blog platform does Google rank faster? How to drive traffic to your blog? How to convert visitors into paying clients?
• Steps for using “freemiums” to capture website visitors contact information
• Case studies from law firms currently using social media
• The Rainmaker Social Media Blueprint

Proven Strategies for Using Websites and Internet Marketing to Generate More Leads

• What Google wants you to believe is important to achieve high rankings for your website
• The truth about what factors Google really uses to rank some law firm websites higher than others
• Understand what Search Engine Optimization (SEO) is and the major components of it
• Why almost everything you have heard about SEO is wrong...and we can prove it
• The real reason why you must be on page 1 of Google
• Why your website is broken and how to fix it
• Real world case studies: What 5 law firms did to get on the 1st page of Google in the areas of bankruptcy law, personal injury, DUI, divorce, and immigration
• Why blogs can be one of the most effective lead generation tools—if you do it right
• How to give Google what it loves most
• Top 2 strategies to dominate your competition on the Internet

From Lead Generation to Client Retention: Secrets of Highly Successful Rainmakers

• 3 proven techniques for generating more referrals and repeat business
• A simple (and free) tool you can use for tracking and monitoring leads
• The 5 stages of lead conversion and a system for doubling your conversions in 90 days
• 3 steps to measure your return on investment from your marketing efforts
• Secret strategies of top attorneys to convert more prospects into paying clients
• How to overcome price objections while increasing your prices
• Tips for creating more balance in your life with a “lifestyle law firm”

If you’re wishing you could be in Anaheim for this conference, don’t worry – we cover all these subjects and more at our two-day law firm marketing boot camp, The Rainmaker Retreat!  You can visit www.RainmakerRetreat.com to learn more and sign up for one of these upcoming sessions:

• July 22-23, 2011 in Orlando, FL
• August 19-20, 2011 in Las Vegas, NV
• October 7-8, 2011 in San Francisco, CA
• Dec. 2-3, 2011 in Los Angeles, CA

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Practice Made Perfect for Lawyers CD Set

The Practice Made Perfect CD set and manual applies Stephen Fairley’s unique High Impact Marketing System to the practice-building challenges faced by solo practitioners and partners at small law firms. 

It includes dozens of specific marketing and sales recommendations that can be easily and quickly applied to your firm, including:

• The only 7 sure-fire ways to get clients in your door NOW
• Why advertising doesn’t work for most small law firms
• The 7 reasons why people don’t buy from you   
• How to market and sell with USP’s (Unique Selling Proposition)   
• Using audio logos to attract immediate attention for your business
• Using low-cost, high impact marketing strategies   
• Strategies for achieving maximum results from all of your marketing efforts   
• How to discover your Ideal Target Market
• 3 critical factors to remember when looking for new clients
• The NEW sales cycle for professional services
• How to retain your best clients

Click here to order your Practice Made Perfect for Lawyers CD set and manual now.

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I am one lucky man!  I am in Vail, Colorado today preparing for a workshop tomorrow at the Colorado Women’s Bar Association’s 34th Annual Convention.  While many love Vail for the winter activities, I love it here in the summer.  While all my compatriots are broiling in Phoenix, I am enjoying superb scenery and the company of a dynamic group of savvy businesswomen. 

I’ll be speaking to the convention tomorrow on From Lead Generation to Client Retention: Secrets of Highly Successful Rainmakers.

There are 3 major areas attorneys must focus on to be successful: (1) lead generation—attracting more qualified clients, (2) lead conversion—converting more prospects into paying clients, and (3) client retention—consistently offering high quality services so clients will come back and send more referrals.  I’ll be speaking about specific strategies that focus on how female attorneys can improve in each of these areas.

In working with over 7,000 attorneys from small and solo law firms, The Rainmaker Institute has found several common characteristics of top Rainmakers that I’ll also be presenting in this workshop, including:

• 3 proven techniques for generating more referrals and repeat business
• 7 lead generation strategies for lawyers
• A simple (and free) tool you can use for tracking and monitoring leads
• The 5 stages of lead conversion and a system for doubling your conversions in 90 days
• 3 steps to measure your return on investment from your marketing efforts
• 2 ways to market your law firm on the Internet on a shoe string budget
• Secret strategies of top attorneys to convert more prospects into paying clients
• How to overcome price objections while increasing your prices
• Tips for creating more balance in your life with a “lifestyle law firm”

My thanks to the CWBA for this fantastic opportunity and for the brief respite from the early summer heat!

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

Practice Made Perfect for Lawyers CD Set

The Practice Made Perfect CD set and manual applies Stephen Fairley’s unique High Impact Marketing System to the practice-building challenges faced by solo practitioners and partners at small law firms. 

It includes dozens of specific marketing and sales recommendations that can be easily and quickly applied to your firm, including:

• The only 7 sure-fire ways to get clients in your door NOW
• Why advertising doesn’t work for most small law firms
• The 7 reasons why people don’t buy from you   
• How to market and sell with USP’s (Unique Selling Proposition)   
• Using audio logos to attract immediate attention for your business
• Using low-cost, high impact marketing strategies   
• Strategies for achieving maximum results from all of your marketing efforts   
• How to discover your Ideal Target Market
• 3 critical factors to remember when looking for new clients
• The NEW sales cycle for professional services
• How to retain your best clients

Click here to order your Practice Made Perfect for Lawyers CD set and manual now.

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On June 15, I will be in Chattanooga, TN, where I will have the honor of opening the Tennessee Association for Justice 2011 Annual Convention with a presentation on Advanced Law Firm Marketing Strategies For Attorneys.

It’s an all-day seminar and is followed by a keynote address I’m certainly excited about hearing from Senator Fred D. Thompson (the renowned Senator and actor known for his role as a Manhattan district attorney in the Law and Order TV series).

The Tennessee Association for Justice advocates for accountability and the constitutional rights of all citizens and works to protect civil justice in Tennessee.  My presentation will center on the protection of an attorney’s business through effective law firm marketing strategies. 

If you are in the Chattanooga area in mid-June and are interested in attending, you can register online at www.tnaj.org.  You have the option of attending the first day or both days of the convention, and can view a brochure of the entire event by clicking here.

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FREE "Top 10 Mistakes Attorneys Make and How to Avoid Them" E-book

In a newly revised e-book, legal marketing expert Stephen Fairley outlines 10 of the most common marketing mistakes attorneys make that can lead to the failure of their business, and provides specific strategies and proven principles for avoiding these deadly errors.

Get your complimentary copy online here.

Regardless of your specific situation, this free e-book will help you examine how you are currently finding new clients and recommend specific steps you can immediately start using to grow your practice.

We have helped thousands of attorneys achieve their goals of creating a financially successful and personally satisfying legal practice. In this e-book you will discover specific principles and tools you can use to grow your practice, too. 
 

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Getting to the top of Google, Yahoo! and Bing for any term related to the legal industry is highly competitive! Attorneys spend millions of dollars every year on Pay Per Click (PPC) and banner advertisements trying to drive more traffic to their websites.

Far too often it comes down to how much money a law firm has to spend on PPC to outbid their competition. How are small law firms and solo practitioners supposed to compete when attorneys are spending $20 to $100 per click for keywords?

If you're thinking, “there must be a better way!” then this webinar is for you!

Join me on Wednesday, June 8 at 3 p.m. ET for a one-hour webinar on Getting to the Top of Google: The Power of Link Building for Lawyers.  I will share a little known secret of how hundreds of attorneys are rapidly increasing their website rankings in 90 to 120 days through building targeted links back to their websites.

In this 60-minute webinar, you will learn:

• One of the fastest ways to get your website blacklisted by Google (make this mistake at your own peril)
• Link building on the low down—building links on a shoestring budget
• What an “inbound link” is and why Google loves them
• The metric Google uses to determine if a link is good or worthless
• Why you should almost never pay for a link
• Selecting the right keywords to go after
• The benefits of being at the top of the rankings
• Which directories are worth paying for...and which ones are not
• The top 5 questions you must ask before you hire any link building company

To register for the one-hour webinar on Getting to the Top of Google: The Power of Link Building for Lawyers on Wednesday, June 8 at 3 pm ET, click here now.

This event will be presented live by phone with a web connection available for those wishing to view the presentation on their personal computers. Internet access is not required for phone-only participants. A copy of the presentation and downloadable materials will be provided after the event.

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FREE "Top 10 Mistakes Attorneys Make and How to Avoid Them" E-book

In a newly revised e-book, legal marketing expert Stephen Fairley outlines 10 of the most common marketing mistakes attorneys make that can lead to the failure of their business, and provides specific strategies and proven principles for avoiding these deadly errors.

Click here to get your complimentary copy online.

Regardless of your specific situation, this free e-book will help you examine how you are currently finding new clients and recommend specific steps you can immediately start using to grow your practice.

We have helped thousands of attorneys achieve their goals of creating a financially successful and personally satisfying legal practice. In this e-book you will discover specific principles and tools you can use to grow your practice, too. 

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I’m in Atlantic City today to make a presentation on 7 Strategies to Recession-Proof Your Practice at the New Jersey State Bar Association’s Second Annual Solo and Small Firm Conference. 

For many solos and small firms, the Great Recession is far from over.  I’ve had many conversations with clients all across the country and I know many of you are hurting.

But the reality remains that we all have businesses to run and “waiting things out” is simply not an option.

What I am suggesting is that solos and small firms turn this recession into an opportunity to grow by doing what may seem counter intuitive.  For example:

Don’t cut back on your level of customer service—increase it. Think of this as your unique competitive advantage.

Continue to invest in marketing. Done properly, marketing is not an expense; it’s an investment. And since your competitors are holding back, this is the perfect time to continue your marketing to help you pull past those competitors.

Call all your best clients every month. Check in with them to see how things are going and how you can help. They’ll appreciate being able to talk business owner to business owner.

Don’t make major decisions based upon your emotion. During stressful times, it’s easy to do so. Therefore, talk to a trusted adviser or mentor and ask for their advice before you make that final decision on major issues.

Take care of yourself. Last, but not least, make sure you’re taking care of yourself—get plenty of rest and balanced nutrition and take time out just for yourself, to recharge your own batteries.

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FREE "Top 10 Mistakes Attorneys Make and How to Avoid Them" E-book

In a newly revised e-book, legal marketing expert Stephen Fairley outlines 10 of the most common marketing mistakes attorneys make that can lead to the failure of their business, and provides specific strategies and proven principles for avoiding these deadly errors.

Get your complimentary copy online here.

Regardless of your specific situation, this free e-book will help you examine how you are currently finding new clients and recommend specific steps you can immediately start using to grow your practice.

We have helped thousands of attorneys achieve their goals of creating a financially successful and personally satisfying legal practice. In this e-book you will discover specific principles and tools you can use to grow your practice, too. 

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Our February Rainmaker Retreat in Orlando was so successful that we have scheduled another session in this fabulous resort city on July 22-23, 2011 at the exceptional Peabody Orlando hotel. 

This is a great opportunity for attorneys to get a full-fledged law firm marketing education and bring the family to enjoy the many Orlando activities.

The Rainmaker Retreat is designed for solo attorneys and those in small practices who do not have the marketing resources of the larger firms. It is a working retreat that will help you:

• Create a written 90-day master marketing plan for your firm
• Discover your Unique Competitive Advantage
• Have a written plan for improving your Internet presence
• Outline either an article or produce a professional press release to submit online
• Create a letter of introduction to potential Strategic Referral Partners

Here are just a few of the topics we cover in each Rainmaker Retreat:

• Social Media for Small Law Firms
• Building a Strategic Referral Network
• Leveraging Technology: Beating the Big Firms on the Internet
• Generating More Clients Using the Power of Speaking
• Advanced Technology Tactics for Small Law Firms and Solo Practitioners
• Achieving Expert Status as an Attorney
• Creating Credibility in Your Practice Area
• Secrets of Highly Successful Attorneys

Each Rainmaker Retreat runs from 8:30 a.m.- 5:30 p.m. on Friday and 8:00 a.m. – 2:00 p.m. on Saturday (plenty of time left for you to get out and enjoy a full round of golf!).

Early-bird registration for the Rainmaker Retreat is available for a limited time, and provides you with $300 of extra benefits. A special VIP registration is also available for attorneys looking for more personalized attention.

You can register online at the Rainmaker Retreat website, www.RainmakerRetreat.com or by calling 888-588-5891.

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FREE Rainmaker Retreat Preview DVD – 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 click here to receive a free DVD of your colleagues (and even your competitors) describing their experiences at our 2-day law firm marketing boot camp, the Rainmaker Retreat.

Yes, we know you are skeptical.   So instead of us telling you how these 2 days will transform your business, you can listen to your peers describe their experiences in their own words.
 
Click here to order your complimentary DVD right now.

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As I’ve mentioned here numerous times, Google loves fresh content and when done right, a blog is the best way to push fresh content into the search engines.

Plus, social media research indicates companies with blogs generate 67% more leads than companies that do not have a blog!

There is no denying the value of blogging when it comes to law firm marketing.  Yet many legal bloggers are encountering several challenges: how to get started, how to be consistent, and how to generate leads from their marketing efforts.

Join me this Wednesday, April 20 at 3 p.m. ET as I present a live one-hour webinar on Generating Leads From Your Law Firm's Blog: Top Strategies & Real World Results and discover:

• The 3-step system top Rainmakers use to acquire leads from their blog
• The fastest way to get started blogging right away
• How to implement a blogging strategy in your law firm
• The truth about how to obtain leads from your blog
• Answering critical questions: Who will write my blog posts? How often should I post to my blog?
• How to monitor and track results from your Internet marketing efforts
• The dangers of blogging and how to minimize your risk
• The only blog platform top Internet marketers recommend
• Real world case studies of where blogging worked
• Which practice areas should not use a blog
• How a law firm landed a multimillion-dollar client from their blog

To register for this information-packed webinar this Wednesday, April 20 at 3 p.m. ET, click here.
 

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Have you ever gone to a seminar that left you feeling motivated, but you walked out with little more than a good feeling? Or taken a workshop that was great on style, but short on substance?

Ever been to an event that was nothing more than a “pitch fest” that left a bad taste in your mouth? We know exactly how you feel. We have all been to those kinds of events and we hate all those things too. 

So what makes a Rainmaker Retreat different than any other legal marketing seminar?  These 5 things:

1. Specifically Designed for Owners and Managing Partners at Small Law Firms and Solo Practitioners. While Associates, Of Counsel, and Partners at large firms (50+ attorneys) are welcome to attend and will receive benefit from attending, the Rainmaker Retreat is specifically designed to meet the needs, challenges, and financial budgets of solo practitioners and small law firms.

You won't find any strategies that cost tens of thousands of dollars in this seminar. In fact, many of our strategies have little to no cost and with many of them we will tell you how to trade more of your time instead of spending your money if you're marketing your practice on a shoe-string budget. Nor will you hear about generic marketing ideas that only work if you have a large staff or a separate marketing department.

2. This is an Advanced Legal Marketing Workshop. 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 law firm marketing course!

If you are just starting out or have never done legal marketing or business development before you will likely find the volume and depth of our strategies to be a little overwhelming at times.  A common remark we hear from experienced attorneys is that attending the Rainmaker Retreat is like “trying to drink from a fire hydrant” because we will provide you will dozens of time tested legal marketing strategies each day of the workshop.

At the Rainmaker Retreat, you will not hear any generic marketing advice like “just buy more Yellow Page ads” or “try to get more referrals from clients.” The Rainmaker Retreat focuses on in-depth discussions of cutting-edge strategies and revealing secrets of highly successful attorneys used by only an elite group of lawyers.

3. You will be taught How to Track and Measure Every Legal Marketing Effort! You will find a big emphasis on tracking the results of your attorney marketing efforts so if you are a numbers kind of person you will LOVE the Rainmaker Retreat!

There are 3 major areas you need to analyze and every one of your current challenges is directly related to problems in one or more of these 3 areas. We will teach you what the 3 areas are and how to use this tool to diagnose your problems and what “marketing treatment” you need to prescribe.

4. You will learn a Proven Lead Conversion System. The biggest area attorneys overlook in their legal marketing efforts is how to convert more prospects into paying clients. You will learn the 5 numbers you need to track in your law firm.

We will give you the tools and teach you how to use them so you can start tracking: (1) where every incoming lead is coming from, (2) how many of those leads turn into appointments, (3) how many appointments show up, (4) how many of those appointments retain at the initial consult, and (5) how many retain at a later date. We will introduce you to our Rainmaker Follow Up System that can be used to determine your Cost Per Lead (CPL) and Cost Per Client (CPC).

5. It is a Working Retreat. This means that several times each day you will be given specific marketing tasks to complete with step-by-step instructions. You not only come to listen, learn and discover, but also to practice and apply.

The next Rainmaker Retreat is May 13-14, 2011 at the Millenium Resort in Scottsdale, Arizona. 

Co-sponsored by CLE West, this session may qualify for 9 hours of MCLE credit, including 1 hour of Ethics credit.

For more information and to register for the Early Bird discount ($200 off!), go to http://www.rainmakerretreat.com/events/ or call 888-588-5891. 

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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 one of our one-hour complimentary teleseminars:

Tuesday, April 19, 2011
1pm PT | 2pm MT | 3pm CT | 4pm ET  

Thursday, April 28, 2011
11am PT | 12pm MT | 1pm CT | 2pm ET  

Join us and learn why the Rainmaker Retreat is the one law firm marketing boot camp you cannot afford to miss!

 

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Not only is there a process you use to move your prospects through the pipeline, but there is also a process YOU want to move through as you develop a relationship with your client. Many service providers fail to move themselves through this process so they become "stuck" at the bottom level, relegated to being perceived by their client as a supplier or vendor.

The key is to use your knowledge, influence, connections, commitment, results and perceived value to the organization to move up from Vendor status to a Consistent Problem Solver, and eventually to the level where clients perceive you as a Critical Strategic Partner.

There are several reasons why moving from vendor status to a critical strategic partner is necessary:

1. It is critical to building a long-term, mutually beneficial relationship with the client.
2. It will increase your profit margins. As a vendor, you must be very price conscious. When you become critical to their success, they value you and your services more, which allows you to significantly increase your profit margins.
3. It will assist you in retaining clients and building loyal clients who won't terminate your contract at the first sign of trouble.
4. It will increase your repeat business. The largest sale you receive from a company is usually not the first one. Often it is not until the 3'd or 4th sale that the client learns to really trust you and give you the big sale with the larger profits.
5. It enhances your credibility to have long-term, satisfied clients who are willing to provide references and referrals to their colleagues.
6. It is less stressful, because ultimately vendors are compared and replaced based on price. Critical Strategic Resources are not compared or replaced.

Learning to move from a vendor to a Critical Strategic Resource is just one of the things attorneys learn when they attend a Rainmaker Retreat.  For more information on our two-day law firm marketing boot camp, visit www.rainmakerretreat.com.

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FREE Rainmaker Retreat Preview DVD – 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 click here to receive a free DVD of your colleagues (and even your competitors) describing their experiences at our 2-day law firm marketing boot camp, the Rainmaker Retreat.

Yes, we know you are skeptical.   So instead of us telling you how these 2 days will transform your business, you can listen to your peers describe their experiences in their own words.

Click here to order your complimentary DVD right now.


 

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April showers bring...Rainmakers! 

The April 8-9 Rainmaker Retreat in San Diego will feature rainmaking on the inside and abundant sunshine on the outside, and is a perfect getaway for attorneys with a touch of spring fever and a yearning for ways to create that lifestyle law practice you’ve always wanted.

In addition, those attending the San Diego Rainmaker Retreat will receive 3.5 hours of general MCLE credit.  This event is being co-hosted by the San Diego County Bar Association and Consumer Attorneys of San Diego.

Here are some comments from attendees of prior Rainmaker Retreats:

"I was skeptical of the cost vs. value. Once I attended the Rainmaker Retreat, I was amazed at the value! I unreservedly recommend to anyone wanting to grow their practice."
- Jim Underhill, Partner, Consumer Law, Greenwood Village, CO

"The program opened my eyes to strategies and concepts that I had never thought of in building my practice. It was a great experience.”
- Jack Lavine, Solo, Personal Injury, Phoenix, AZ

"I am extremely thankful I met Stephen Fairley and that I attended his Rainmaker Retreat.  I more than doubled my firm's annual revenue in the year since attending the Rainmaker Retreat and implementing Stephen's marketing program.  If you are willing to do the work, Stephen definitely has a proven method of driving new business into your firm. I endorse his program, it clearly worked for me."
- Gordon R. Levinson, Esq., Levinson Law Group, Carlsbad, CA

"I have over a dozen law firm marketing practices that I intend to implement within the first 90 days... none of which I was doing prior or had even considered."
- Wilson Soto, Family/Divorce Law, Yonkers, NY

Here is just a small sample of the actionable methods you will learn at the Rainmaker Retreat:

• Specific strategies highly successful attorneys are using right now on the Internet and with social media to attract hundreds of people to their websites and blogs every month, convert them to paying clients, and keep them coming back and sending a steady stream of referrals!
• Dozens of ways to drastically reduce the cost of your marketing campaigns and still get more clients than you might believe possible.
• How to implement low cost marketing tools and systems that let you control your practice - instead of your practice controlling you!

To register for the San Diego Rainmaker Retreat on April 8-9 at the San Diego County Bar Association, go to www.rainmakerretreat.com or call 888-588-5891.

But hurry, since our Early Bird discount pricing ($200 off!) ends today!

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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 one of our one-hour complimentary teleseminars:

Thursday, March 31, 2011
1-2pm Pacific | 2-3pm Mountain | 3-4pm Central | 4-5pm Eastern

Friday, April 8, 2011
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!


 

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Spring is officially here...could your law firm marketing program use a little spring cleaning?  Then you should consider attending a Rainmaker Retreat. 

Let me tell you why:

 

I hope you can tell how excited I am about the Rainmaker Retreat, my 2 day marketing boot camp where we take ordinary attorneys and show them how to re-invent their law firms and easily double their sales and profit.

The fact that the Internet has revolutionized the way you can get new clients isn't news, but there is a tested and proven system that will deliver more new clients per month than maybe you got all last year.

I want to share this with you, so that you can develop the law firm of your dreams; one that is professionally satisfying and provides you with an exceptional income so that you can lead a self directed life.

Skeptical? I can't blame you.

These are bold claims to be sure. I invite you to investigate the Rainmaker Retreat website and see what your colleagues - attorneys just like you - are saying about it, and get the details of the locations, dates, and how to reserve your seat.

www.RainmakerRetreat.com

I assure you that you will agree that this was your best business decision you made so far this year.
Spaces fill up quickly, and I intentionally limit the size of the retreat so that everyone gets individual attention in a more intimate setting. You will leave the retreat and see your law firm with new eyes and have a clear vision on how to begin making the practice of your dreams.

Hope to see you there!

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Can’t Make It to a Rainmaker Retreat?  Then Have One Delivered to You!

Over 7,000 attorneys from hundreds of law firms across the country have discovered how to generate more referrals and find new clients by simply applying our Rainmaker Marketing System.

Here's just a sample of what you will discover in our Rainmaker Retreat Live! 6 CD set audio program:

• Over 22 proven strategies for attracting more and better clients
• How to create powerful relationships with over 30 new Referral Sources in the next 90 days
• 7 ways to find more clients fast and how to select the best ones for you
• 2 ways to promote your firm to 100,000 people for only $100   
• 5 ways to automate your marketing using technology and the Internet
• 6 secrets top Rainmakers use to dominate their competition
• 8 steps to creating a 6-month comprehensive marketing plan for your firm
• Much, much more!

This live recording of our highly successful 2 day law firm marketing boot camp will inspire you with practical examples, motivate you with sample case studies, walk you through best marketing strategies used by top Rainmakers, and provide a guide for you to quickly implement proven tactics in the next 30 days.  You will also get the same 70-page marketing manual used at all our Rainmaker Retreats.

Click here to order your copy of Rainmaker Retreat Live!


 

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The Rainmaker Institute in coordination with the New Jersey State Bar Association and the Hunterdon County Bar Association present Becoming a Rainmaker: Practice Development Strategies for Small and Solo Law Firms on Wednesday, March 9 from 4-6 p.m. at the Historic Court House in Flemington, NJ.

More than 7,000 attorneys from law firms all over the country have experienced powerful results from attending the Becoming A Rainmaker seminar, which has been sponsored by more than 24 of the largest state and local bar associations.

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 I will cover during this highly informative two-hour session 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 cost for the two-hour Becoming a Rainmaker law firm marketing seminar is minimal: $77 for NJSBA or HCBA members and $97 for non-members. 

Please call 888-816-8935 or click here for registration information.

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Can’t Make It to New Jersey?  Get Our Becoming a Rainmaker Audio CD Set

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.

In this information-packed audio program, you will learn:

• 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.

 

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If you are like many attorneys I know, you have been practicing awhile, and your law firm is doing all right; but you go to sleep at night with this uneasy feeling that you should be making a lot more money by now and achieving a level of success that still seems to elude you.

Perhaps the current economy has hit you hard, maybe your revenues and profits are falling faster than you want to admit, and you are finding it harder to land qualified clients.

Your overhead is the same, but with revenues being down, you are taking home less now than ever before.

If this sounds like you, then you are ready for the Rainmaker Retreat.

The Rainmaker Retreat focuses on the unique problems facing small law firms and solo practices. Here is just a small sample of the actionable methods you will learn:

• Specific strategies highly successful attorneys are using right now on the Internet and with social media to attract hundreds of people to their websites and blogs every month, convert them to paying clients, and keep them coming back and sending a steady stream of referrals!
• Dozens of ways to drastically reduce the cost of your marketing campaigns and still get more clients than you might believe possible.
• How to implement low cost marketing tools and systems that let you control your practice - instead of your practice controlling you!

We are so confident you will benefit from the Rainmaker Retreat that we offer a 100% money back 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.

You have nothing to lose and so much to gain by attending.  Here’s what criminal defense attorney Kevin Leckerman had to say after attending a Rainmaker Retreat last Fall:

“I attended the Rainmaker Retreat for two days in October of 2010.   The quality of information provided concerning bringing new clients to my law firm and running a more efficient business was amazing.  I left the Retreat with a notebook filled of ideas that I could immediately implement.

After one month of utilizing the principles that I learned at the Rainmaker Retreat, I could already see positive changes in my law practice.  The number of calls from potential clients increased.   The number of potential clients converted to actual clients increased.  Moreover, the Retreat taught me how to put powerful systems in place to handle the influx of new business.  I give Stephen Fairley and the Rainmaker Institute my highest recommendation.”

Our next Rainmaker Retreat is February 25-26 in Orlando – go to www.rainmakerretreat.com or call 888-588-5891 to register now.

Other upcoming Rainmaker Retreat dates:

• March 11-12, 2011 – New Brunswick, NJ
• April 8-9, 2011 – San Diego, CA

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Check Out Your Peers As They Share Their Rainmaker Retreat Experiences

We would like to send you a DVD of your colleagues (and even your competitors) describing their experiences at our 2-day law firm marketing boot camp, the Rainmaker Retreat. Yes, we know you are skeptical.   So instead of us telling you how these 2 days will transform your business, we will let our clients do the telling.
 
Click here to order your complimentary DVD right now.

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If you’re playing craps, rolling a 7 makes you a winner.

In law firm marketing, the Law of 7 makes you a winner, too. 

What is the Law of 7?  Legal marketing statistics show that it takes an average of 7 contacts to land a new client.

Consider the following statistics regarding contact with prospective clients:

• 48% of lawyers give up after the first contact.
• 25% give up after the second contact.
• 12% give-up after the third contact.
• 5% give-up after the fourth contact.

In other words, 9 out of 10 prospective clients are never followed-up with more than 4 times.

This amounts to leaving money on the table. Why? Because of “The Law of 7.”

If you want your law firm marketing to be successful, you must obey “The Law of 7.”

You’re probably thinking, “I know I should connect frequently and consistently with my prospective clients, but don’t have the time.”

True. That’s why you should learn how to connect automatically with those clients. It’s essential you leverage the power of technology to build relationships with your prospects.

What you need is a strategy and a process that leverages the most recent advancements in technology (autoresponders, social media, blogs, for example) to simplify and automate your marketing efforts, building rock solid, long-term relationships and helping you earn more, work less and spend time doing what you love to do.

I’ll be teaching this – and many, many more law firm marketing strategies – at the Las Vegas Rainmaker Retreat on January 28-29.  So don’t crap out – sign up now at www.rainmakerretreat.com or call 888-588-5891.  

We’ve extended our Early Bird Special discount until this Sunday, Jan. 23 – save $200 on each registration!

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FREE "Top 10 Mistakes Attorneys Make and How to Avoid Them" E-book

In a newly revised e-book, legal marketing expert Stephen Fairley outlines 10 of the most common marketing mistakes attorneys make that can lead to the failure of their business, and provides specific strategies and proven principles for avoiding these deadly errors.

Get your complimentary copy online here.

Regardless of your specific situation, this free e-book will help you examine how you are currently finding new clients and recommend specific steps you can immediately start using to grow your practice.

We have helped thousands of attorneys achieve their goals of creating a financially successful and personally satisfying legal practice. In this e-book you will discover specific principles and tools you can use to grow your practice, too. 

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One secret of highly successful attorneys is that they make time to plan for the future. We recommend meeting at least once per quarter with your senior partners (even if you are the entire partnership) to evaluate achievements, set new goals and work on your law firm Marketing Action Plan.

Ideally, your firm has already made plans and set goals for the New Year.  Many of you are fully geared up to achieve your goals and objectives and make the necessary improvements in your practice and life. 

However, many goals made at the start of the year are often forgotten sometime in early March. 

Here are 4 rules for legal professionals for staying focused and achieving your goals:

1. Ask someone to hold you accountable. Accountability is key when it comes to keeping your commitments. Whether it's your firm partner, an attorney in a different firm, or one of our business coaches, set up a regular time to meet with someone you trust and who has your best interests at heart and request they keep you accountable.

Simply knowing that they will ask you about your progress every week can make a big difference to a lot of people.

2.  Make sure they are S.M.A.R.T. goals. This is an acronym for Specific, Measurable, Achievable, Results-oriented, and Timed. A good goal needs to incorporate all of these criteria. It is not sufficient to say "I want to be a millionaire." That statement may be measurable, but does not include time frames, it does not lay out a specific game plan for how you will accomplish this goal, and it may not be realistic for you at this point in time. 

An example of a SMART goal is: "I want to meet in person with a minimum of 4 different potential referral sources every month for the next 6 months and ask them to send me business."

3.  Make your goals smaller. While this may seem contradictory at first, we have found that sometimes setting a goal that's so big it feels unreachable actually kills your motivation. Break up your long-term goals into smaller ones that you can reach on a regular basis. 

For example, gaining 50 new clients in the next 12 months may sound overwhelming, but this works out to about 1 per week. If you know that you convert 50% of prospects that come to your legal practice then you only need 2 new people to walk in your door per week in order to achieve your goal.

4.  Focus on the right goals. Whenever I have a consulting client that goes more than 2 weeks without achieving the goal they set, I start asking questions to determine if this is a goal they really feel passionate about.

If there is no commitment to a particular goal it will be very difficult for most people to devote time to accomplishing it.  Before you commit time, energy and resource to a goal, make sure it is something you truly care about and that will make a noticeable difference in your practice.

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Here's how to make it a truly Happy New Year for your legal practice...

Register Here by January 1, 2011 for the next Rainmaker Retreat and receive the 'Rainmaker Retreat Live!' 6 CD set for FREE! ($497 Value)!

"Rainmaker Retreat Live!" our consistent best seller is a 6 CD set and 70-page manual.  It covers our Rainmaker marketing system with strategies and practice examples you can employ to quickly make it 'rain' new leads and clients. We sell a boatload of these every year for $497...

Learn how to build and create a 'lifestyle' law firm that is professionally satisfying, but allows you the time to do what is important to you, by attending an upcoming Rainmaker Retreat:

• Friday, January 28th and Saturday, January 29th - Las Vegas, Nevada
• Friday, February 25th and Saturday, February 26th - Orlando, Florida

For more information please call: 888-588-5891 or visit www.RainmakerRetreat.com.

The Rainmaker Retreat is where we teach lawyers how they can have it all -- increasing the number of clients they have, doubling their income, and yet working less.


 

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Is spurring your law practice on to greater and more profitable heights on your list of New Year’s resolutions this year?

If so, then your first step is to register for our Rainmaker Retreat two-day law firm marketing boot camp.  We have two sessions coming up:

January 28-29, 2011        Las Vegas, NV

February 25-26, 2011      Orlando, FL

And if you register by this Saturday, January 1, 2011, you’ll get the ‘Rainmaker Retreat Live!’ CD set for FREE, as our holiday gift to you!

For years, my “Rainmaker Retreat Live!” has been a consistent best seller at the Rainmaker Institute. It’s 6 CDs and a 70-page manual that covers our Rainmaker marketing system with strategies you can employ to quickly make it ‘rain’ new leads and clients.

Over 7,000 attorneys from hundreds of law firms across the country have discovered how to generate more referrals and find new clients by simply applying our Rainmaker Marketing System.

Here's just a sample of what you will discover in this 6 CD set audio program:

• Over 22 proven strategies for attracting more and better clients
• How to create powerful relationships with over 30 new Referral Sources in the next 90 days
• 7 ways to find more clients fast and how to select the best ones for you
• 2 ways to promote your firm to 100,000 people for only $100
• 5 ways to automate your marketing using technology and the Internet
• 6 secrets top Rainmakers use to dominate their competition
• 8 steps to creating a 6-month comprehensive marketing plan for your firm
• Much, much more!

This live recording of our highly successful 2-day law firm marketing boot camp will inspire you with practical examples, motivate you with sample case studies, walk you through best marketing strategies used by top Rainmakers, and provide a guide for you to quickly implement proven tactics in the next 30 days.

We sell a bunch of these every year for $497.  Go here to register: www.RainmakerRetreat.com.

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Have you heard about the 2-Day Marketing Boot Camp for Small Law Firms?

If you're struggling to build your legal practice or want to learn a proven law firm marketing system for that has helped attorneys discover how to generate more referrals and find new clients fast then you owe it to yourself to check out a Rainmaker Retreat.
 
We would like to send you a DVD of your colleagues (and even your competitors) describing their experiences at our 2 day law firm marketing boot camp, the 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.
 
Click here to order your complimentary DVD right now.

 

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The holiday season is a perfect time to reconnect with former clients and strengthen your relationships with current clients.

Join us on Tuesday, December 14 from 5:30-7:30 p.m. and learn:

• The 5 things every client must know to send you a referral
• Why it's risky to rely on “random referrals” to build your business and how to change this
• The 3 best times to ask clients for a referral.
• How to ask for a referral in a professional manner
• Easy steps to getting more client referrals in the next 30 days
• Using a New Client Intake Packet to educate your new clients

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.

The networking event and marketing seminar will be held from 5:30-7:30 p.m. on Wednesday, November 17 at Monti’s, 100 S. Mill Ave. in Tempe.

Cost is $20 per person if you register by December 10, $30 if you register by December 13 and $35 on the day of the event.  This covers drinks, hors d’oeurves, the networking event and the workshop.

To register for our December 14 networking and legal marketing event, co-hosted by FindLaw, Attorney at Law Magazine and The Rainmaker Institute, visit www.therainmakerretreat.com/network/ or call 888-816-8935.

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Free CD:  Insider Small Law Firm Marketing Practices

Get your free CD on Insider Small Law Firm Marketing Practices by #1 Best-Selling Author And Nationally Recognized Law Firm Marketing Expert Stephen Fairley, and listen as he reveals A Proven System To Generate More and Better Referrals, Find New Clients Fast, and Fill Your Law Practice! 

Discover:

• How 1 piece of simple technology in your practice will drastically increase your communication with prospects, clients and referral sources – resulting in a major revenue boost
• 5 ways to market and position yourself as a recognized expert
• How 2 Attorneys promoted their law firms to over 100,000 people for less than $100 in 2 hours
• The 1 item you must absolutely have to create a Million Dollar Law Practice (hint: Not having this will almost guarantee your failure!)
• 6 BIGGEST secrets to generating more and better referrals
• How to create a proven network of 30 new Strategic Referral Partners in the next 90 days

To obtain your free CD, click here now.
 

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I'm not sure how I originally found my way onto Internet Attorney Mike Young’s list, but if I had to guess I would bet that he offered me a free special report like his free “Website Legal Checklist” or white paper (we call these “freemiums”—free premiums) filled with useful information that I was interested in and in order to receive his report I gave him my contact information. 

Since then, he has consistently followed up with me via email almost every week. As a legal marketer, I'm very impressed! Most attorneys simply don’t “get” the importance of long-term follow-up.

If a prospect connects with you or downloads your free special report online, they have a reason for doing so...and it's probably NOT because they were sitting bored at their computer late one night. It's likely because they have a legal problem and they are hoping you can help them solve it.

However, most of them are not ready to sign on the dotted line...at least not yet. You must be persistent in your follow-up with them! Mike Young has been sending me follow-up emails about once a week or so for at least a year! He doesn't stop!

How is that possible you ask—well, quite simply it's because he has a “follow-up system” in place that does most of the work for him. No, I did not set it up for him. Mike is not one of our clients, but it's a follow-up system that anyone can be proud of.

Do his constant emails ever bother me? Nope. Do I read them all? Nope. But they have enough good information that I want to stay on his list otherwise I might miss something useful. So don’t worry about upsetting people by following up with them too frequently. Please! As the saying goes, if you try to please everyone, you will end up pleasing no one. You're an attorney—grow some thick skin. There's always a nice little button at the bottom of each email Mike sends that I can use to easily opt-out at any time I want.

While I have never met Internet Attorney Mike Young in person, I feel like I kind of know him....which is precisely the reason why you should keep in touch with prospects on a consistent basis. When you consistently communicate with prospects and give them practical, relevant information, you build the “know, like and trust” factors that can lead to business for you down the road when they are ready to buy.
 
The other day he sent me an email with one of the best legal disclaimers I've ever seen. His target markets are small business owners who use the Internet to generate leads and new clients (like The Rainmaker Institute) and Internet marketers, people who have products or services they are selling online. I asked Mike’s permission to reprint this.

You have to read this! it's a great way he shows a little personality in his communications:

*********************************************

Please read this not-your-typical disclaimer and disclosure...
 
Guess what? This email does not contain legal advice or create an attorney-client relationship between sender and recipient.

If you have legal issues, talk with your lawyer.

If you have mental health issues, see a psychologist or psychiatrist.

If you have spiritual issues, a priest, a minister, and a rabbi walk into a bar...find that bar.

If you need help building your online business, check out the Resources page on our website.

If we refer to a product or service in this email, you should assume that we own it or are promoting it as an affiliate or because of another material connection.

This means, like everyone else on the planet, we're biased. Do your own research before investing in chinchilla farms or anything else for that matter.

Don't eat lead paint chips.

No animals were injured in the creation of this disclaimer. However, one of our dogs did chew up a printed copy and risked a paper cut in the process.

Yada...yada...yada...etc., and so forth.

Michael E. Young, J.D., LL.M.
Attorney & Counselor at Law
Law Office of Michael E. Young PLLC
http://USInternetLawFirm.com

***********************************************************
I love it!! That’s a great way to show a little personality in his emails.

Many attorneys make the mistake of being “faceless” to their prospects and clients. Most small business owners don’t want to work with, and will never fully trust, a stuffed shirt hiding behind a fancy suit.

Don’t be afraid to show prospects a little bit of your personality. It can be a great attraction to the kinds of clients you want to work with and a tool for repulsing the kind of prospects you don’t enjoy working with. 

And never stop following up with prospects! As attorneys who attend our 2-day law firm marketing seminar know, you follow up with until they DIE, BUY or UNSUBSCRIBE!
 

 

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The Internet is one of the most cost effective lead sources for attorneys. Online marketing is becoming the norm for promoting consumer goods as well as business-to-business products and services. You can only ignore these web-based tools for so long before some other law firm begins successfully marketing with them.

Join us next Thursday, Nov. 18 at 3 p.m. ET for a fast-paced webinar on how 7-figure attorneys are using the Internet, their websites and blogs to find more and better clients for their law firm.

Attendees will discover:

• The 5 rules for Internet marketing for attorneys
• Do’s and Don’ts: the intersection of ethics and online marketing
• The 3 keys to getting your website on the front page of Google
• How to set up your website right the first time
• Avoiding common ethical pitfalls with your Internet marketing
• Lead conversion pages: how law firms are converting 10-30% of website visitors into qualified leads
• 3 most important goals of your website & blog
• The “secret weapon” of Internet marketing for lawyers

As a law firm, should you “jump on the bandwagon” and get in before your competitors do or should you “wait and see” if internet marketing 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 we get started? Where should we begin? How much time, energy and money should we devote to Internet marketing? How do we measure a return on investment? What expectations should we have?

Attorneys have lots of questions and in this webinar, I will give you the answers—and show you exactly what you need to know while avoiding common pitfalls and time wasters.

This event will be presented live by phone with a web connection available for those wishing to view the presentation on their personal computers. Internet access is not required for phone-only participants. A copy of the presentation and downloadable materials will be provided after the event.

Register online here for How to Use Your Website and Blog to Generate High Quality Leads for Your Law Firm seminar on Thursday, Nov. 18, 2010 at 3 p.m. ET.

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Phoenix Legal Networking Group: 3 Proven Ways to Renew, Restore and Revive Your Law Practice This Holiday Season at our November 17 Meeting

At the November 17 Phoenix Legal Networking Group meeting, Stephen Fairley will make a presentation on 3 Proven Ways to Renew, Restore and Revive Your Law Practice This Holiday Season.  Join us next Wednesday to discover:

• Why the Law of 7 Touches is the most important marketing law and what it means for your law firm
• One of the most powerful and cost effective forms of staying connected with all your clients and referral sources on a consistent basis.
• What secret tool a growing number of top attorneys are using to “fix their follow up” and significantly increase their conversion rates.
• How to develop a systematic approach to following up with every lead, every prospect, every client and every referral source consistently, frequently and automatically
• Simple ways to make the holidays memorable for your clients and make sure you remain at the top of their minds when it comes to sending referrals.

The networking event and marketing seminar will be held from 5:30-7:30 p.m. on Wednesday, November 17 at Monti’s, 100 S. Mill Ave. in Tempe.

Cost is $20 per person if you register by November 15, $30 if you register by November 16 and $35 on the day of the event.  This covers drinks, hors d’oeurves, the networking event and the workshop.

To register for our November 17 networking and legal marketing event, co-hosted by FindLaw, Attorney at Law Magazine and The Rainmaker Institute, visit www.therainmakerretreat.com/network/ or call 888-816-8935.



 

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Is Thanksgiving really only three weeks away?  Yes, the holidays are upon us.  And at the November 17 Phoenix Legal Networking Group meeting, I will be making a presentation about 3 Proven Ways to Renew, Restore and Revive Your Law Practice This Holiday Season.

The holidays are a perfect time to reconnect with old clients, 
former acquaintances and potential referral sources.
 This month you will learn about the 3 sure-fire ways to renew,
 restore and revive your law practice and get more referrals.

Join us on November 17 to discover:

• Why the Law of 7 Touches is the most important marketing law and what it means for your law firm
• One of the most powerful and cost effective forms of staying connected with all your clients and referral sources on a consistent basis.
• What secret tool a growing number of top attorneys are using to “fix their follow up” and significantly increase their conversion rates.
• How to develop a systematic approach to following up with every lead, every prospect, every client and every referral source consistently, frequently and automatically
• Simple ways to make the holidays memorable for your clients and make sure you remain at the top of their minds when it comes to sending referrals.

The networking event and marketing seminar will be held from 5:30-7:30 p.m. on Wednesday, November 17 at Monti’s, 100 S. Mill Ave. in Tempe.

Cost is $20 per person if you register by November 15, $30 if you register by November 16 and $35 on the day of the event.  This covers drinks, hors d’oeurves, the networking event and the workshop.

To register for our November 17 networking and legal marketing event, co-hosted by FindLaw, Attorney at Law Magazine and The Rainmaker Institute, visit www.therainmakerretreat.com/network/ or call 888-816-8935.

*********************************************

FREE "Top 10 Mistakes Attorneys Make and How to Avoid Them" E-book

In a newly revised e-book, legal marketing expert Stephen Fairley outlines 10 of the most common marketing mistakes attorneys make that can lead to the failure of their business, and provides specific strategies and proven principles for avoiding these deadly errors.

Get your complimentary copy online here.

Regardless of your specific situation, this free e-book will help you examine how you are currently finding new clients and recommend specific steps you can immediately start using to grow your practice.

We have helped thousands of attorneys achieve their goals of creating a financially successful and personally satisfying legal practice. In this e-book you will discover specific principles and tools you can use to grow your practice, too. 


 

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If you're on the fence about coming to a Rainmaker Retreat...

Let me ask you a question:

If we can teach you a proven system that brings in several new clients every month,

How much would that system be worth to you?

The Rainmaker Retreat includes:

• Over 65 proven ways to grow your law firm
• 10 ways to dominate your competitors online
• An 8-step method for tripling your referrals in 90 days

If you're tired of struggling to find more clients...

And you truly want to build a 7-figure law firm,

Then you need to attend one of the last two Rainmaker Retreats we are offering this year:

Friday, Oct. 22nd & Saturday, Oct. 23rd    Scottsdale, AZ

Friday, Nov. 5th & Saturday, Nov. 6th        San Francisco, CA

We have a proven system that works, even in this economy.

Here's the solution: www.RainmakerRetreat.com

Over 7,000 attorneys have benefited from implementing the proven Rainmaker Marketing System.

Listen to their testimonials and check out what you will learn at the Rainmaker Retreat here.
 

 

Isn't it about time you started growing your practice instead of struggling just to get by?

Register TODAY by calling 888-588-5891 or at www.RainmakerRetreat.com.

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Live Tweet Chat from Scottsdale Rainmaker Retreat This Weekend

If you are not able to attend the Rainmaker Retreat in Scottsdale this coming weekend, we will be tweeting live on Tweet Chat October 22-23. If you have any questions that you would like to ask Stephen, please add #lawmarketing at the end of your question on Twitter. 


 

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A few days ago, I blogged about being in New Jersey all this week to give several legal marketing presentations – three Becoming a Rainmaker seminars sponsored by the New Jersey State Bar Association and three County Bars, and a Rainmaker Retreat that starts tomorrow.

It occurred to me last night as I was Tweeting about a social media ad by the New Jersey Courts that since NJ is in such a social media state of mind, it might be interesting to invite all of you out there to join in via Tweetchat to my last Becoming a Rainmaker seminar of the week.  Here’s what we’ll be talking about:

• 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

I’ll be presenting Becoming a Rainmaker live from the Bergen County Bar Association
 today at 4 p.m.-6 p.m. 
ET. You can sit in, ask questions or make comments.  Here’s how to participate:
 

Go to http://tweetchat.com/ and sign in with your Twitter account in the upper right corner. Add lawmarketing into the hashtag area on the top of the webpage.
 

OR, if you don't want to go to TweetChat, all you have to do is use your Twitter account as you normally do and after you ask a question or make a comment, you will need to add #lawmarketing at the end of your question/comment.
 

Looking forward to tweeting with you later this afternoon!

 

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The Rainmaker Retreat is specifically designed to help attorneys understand how to attract more and better clients using proven, step-by-step marketing strategies.   This is not a theoretical, feel-good program.  You get hands-on, proven and practical guidance on how to implement marketing strategies to transform your legal practice.

Over two days, you will learn in detail about:

• Achieving Expert Status as an Attorney
• Building a Strategic Referral Network
• Creating Credibility in Your Practice Area
• Secrets of Highly Successful Attorneys
• Social Media for Small Law Firms
• Leveraging Technology: Beating the Big Firms on the Internet
• Generating More Clients Using the Power of Speaking
• Advanced Technology Tactics for Small Law Firms and Solo Practitioners

Here’s what your peers had to say after attending a Rainmaker Retreat this summer:

“The Rainmaker Retreat opened my eyes to the fact that I can work smarter, not harder, and make more money while doing it. Best of all, I learned step by step how to make it happen.”- Karla Hewitt, Personal Injury Attorney

“This program is absolutely crucial to any attorney who is not a marketing expert, and would be very helpful to any attorney who is.”- L. Christopher Rose, Partner, Business Law

“Potential to rebuild entire firm with what I learned over the past 2 days.”- Thomas Nowland, Partner, Business Law

“Great program!  I learned more in two days about how to market my business than I had in the last 10 years.  I got more than I bargained for.  Great tools!” - Janice Palmer, Law Firm Owner

“I have worked hard to build a practice for thirty years.  This seminar will double the size of my practice.  And I have a very good practice!” - Joseph McDaniel, Law Firm Partner

“The program was fast paced, loaded with content and, unlike many seminars, commanded constant and undivided attention. I now feel I have specific steps to take besides waiting for the phone to ring.”- Michael Hickman, Partner, Commercial Litigation

“This program will transform your thinking from a law firm owner to a business owner who provides legal services.”- Scott Stewart, Partner, Family Law

“This course exceeded my expectations, doubly exceeded my cynicism, and made me feel I was wasting big bucks taking a restroom break.”- William Bachrach, Partner, Estate Litigation

“I made network referrals and got new clients at the Rainmaker Retreat – I didn’t even wait to leave the room!”- Carol Smith, Partner, Intellectual Property

“Fantastic seminar! The presentation materials and subject matter are all obviously top quality and incredibly valuable. I feel like I got the secret keys to the kingdom.”- Mark Peacock, Solo Practitioner, Personal Injury

Hear what this California business law attorney had to say about the “mind blowing” marketing strategies he learned at a Rainmaker Retreat:

 

The Rainmaker Retreat dates for Fall are:

• October 8-9, 2010        New Brunswick, NJ
• October 22-23, 2010    Scottsdale, AZ
• November 5-6, 2010    San Francisco, CA

Early-bird registration for the Rainmaker Retreat is still available for a limited time. A special VIP registration is also available for attorneys looking for more personalized attention. We also offer special discounts for two or more people attending from the same firm.

Registration information is available by visiting the Rainmaker Retreat website, www.RainmakerRetreat.com or by calling 888-588-5891.

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Learn Before You Go: Rainmaker Retreat Preview Call

If you are still unsure about attending a Rainmaker Retreat, I encourage you to join one of our FREE Preview Calls on:

Tuesday, September 28, 2010 


11am-12pm Pacific | 12-1pm Mountain | 1-2pm Central | 2-3pm Eastern

Wednesday, October 6, 2010


1-2pm Pacific | 2-3pm Mountain | 3-4pm Central | 4-5pm Eastern

These free, one-hour calls will give you a taste of what you will learn during a Rainmaker Retreat. Click here to register for a Preview Call.

 

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Tomorrow I will be presenting a How To Guide for Marketing Your Law Firm Using Social Media – a live one-hour webinar that I know will be the best nonbillable hour you will ever spend if you want to learn how to grow your client base and boost your bottom line.

Here are the details:

Tuesday, September 21st at 3:00 pm ET


(2:00pm CT, 1:00pm MT, 12:00pm PT)


The one-hour webinar will cover:

• 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

You can participate via phone and also via computer to see the live presentation.  A copy of the entire webinar and downloadable materials will be provided to you after the event.

Register online here for Unlocking the Secrets of Social Media Marketing for Attorneys on Tuesday, Sept. 21, 2010 at 3 p.m. ET.

Note:  If you enjoy this blog, please vote for us at the ABA Journal Top 100 Blogs site:  http://www.abajournal.com/blawgs/blawg100_submit/. Voting ends October 1.  Thank you!

 

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If you’re a small law firm or solo practice with big growth plans, then you need to attend our Rainmaker Retreat law firm marketing boot camp in Scottsdale on October 22-23, where in just two days you will learn:

• More than 22 proven legal marketing strategies to attract more and better clients
• How to create powerful relationships with over 30 new Referral Sources in the next 90 days
• 5 Ways to automate your legal marketing using technology and the Internet
• 7 ways to find more clients fast and how to select the best ones for you
• 2 ways to promote your firm to 100,000 people for only $100
• 6 secrets top Rainmakers use to dominate their competition

More than 7,000 attorneys nationwide have discovered the secrets to building a lifestyle law practice through effective law firm marketing that is providing them with significantly greater income and the time to enjoy it all.

But don’t take our word for it; here’s some verbatim feedback from attorneys who attended our last two Rainmaker Retreat law firm marketing boot camps:

“The Rainmaker Retreat opened my eyes to the fact that I can work smarter, not harder, and make more money while doing it. Best of all, I learned step by step how to make it happen.”- Karla Hewitt, Esq.

“This seminar taught me to think outside the box and gave specific tools and action plans to attract clients and build my practice. I will start with referrals and automated follow-ups. There is a real 30 day and 90 day action plan.”- Leonard Schneider, Partner

“I am starting a new firm. I shudder to think what mistakes I might have made had I not done the retreat.”- Steve Rensch, Partner

“Potential to rebuild entire firm with what I learned over the past 2 days.”- Thomas Nowland, Partner

“I was absolutely shocked at how much I learned. Anyone who implements the strategies Stephen suggested will have more work than they can handle.”- Pierre Domercq, Associate

Each day is filled with sessions (with built-in Action Steps and Action Groups) to guide you in putting these law firm marketing strategies into practice immediately. You will leave Scottsdale with a specific plan – uniquely suited to you and your firm – that will help you to create a successful and highly satisfying legal practice!

Register today to reserve your place at the Rainmaker Retreat in Scottsdale at the outstanding Millennium Resort at Scottsdale McCormick Ranch – the discounted room rate expires on September 22, so be sure you sign up by then. 

October is the perfect time to visit Scottsdale and the McCormick Ranch Golf Club has two superb 18-hole championship golf courses, so come mix business with a little leisure!

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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 legal marketing boot camp.

Sign up now for one of these upcoming one-hour teleseminars:

Wednesday, September 8, 2010
11am-12pm Pacific | 12-1pm Mountain | 1-2pm Central | 2-3pm Eastern

Tuesday, September 14, 2010
11am-12pm Pacific | 12-1pm Mountain | 1-2pm Central | 2-3pm Eastern

Wednesday, September 22, 2010
1-2pm Pacific | 2-3pm Mountain | 3-4pm Central | 4-5pm Eastern

Join us and learn why the Rainmaker Retreat is the one law firm marketing boot camp you cannot afford to miss!
 

 

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